Iannarino

FEBRUARY 8, 2023

A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and faster. The same is true of an ineffective sales presentation. If your presentation isn't airtight, you'll soon find your prospect poking at loopholes and raising objections. Before you know it, your prospect has abandoned ship (and your sales funnel ) and your sale is a wreck on the ocean floor.

Presentation 279

Presentation Closing Sales Prospecting 279

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?

Follow-up 133

Follow-up Prospecting Pitch Start-ups 133

Membrain

FEBRUARY 8, 2023

I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer ), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.

Customers 131

Customers Sales 131

Search Engine Land

FEBRUARY 8, 2023

With all the buzz around AI-generated content, Google decided to reiterate and clarify some of its advice around AI-generated content. The short answer is that Google does not care who or what writes your content as long as that content is written to help people and not to manipulate the search results. Google’s take. Google wrote , “Our focus on the quality of content, rather than how content is produced, is a useful guide that has helped us deliver reliable, high quality results to

Trust 106

Trust Engineering Sports Gaming 106

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Follow-up

SaaStr

FEBRUARY 8, 2023

So everyone knows Salesforce, founded in 1999, originally to manage your salesforce. But there’s another SaaS leader that almost everyone in B2B software also uses also founded in 1999 — to manage their events. Cvent. It’s still around, too. A lot of it is a bit old, and hard to use, and expensive. But after taking a hit from lockdown, it bounced back, IPO’d for the second time via a SPAC, and today is at $650,000,000 in ARR, growing 20%, with a health 21% EBITDA margi

Hospitality 104

Hospitality Growth B2B Service 104

Search Engine Land

FEBRUARY 8, 2023

Twitter announced the new feature in a long Tweet. need more than 280 characters to express yourself? we know that lots of you do… and while we love a good thread, sometimes you just want to Tweet everything all at once. we get that. so we're introducing longer Tweets! you're gonna want to check this out. tap this … [link] — Twitter Blue (@TwitterBlue) February 8, 2023 Twitter Blue only.

Engineering 105

Engineering Follow-up 105

Martech

FEBRUARY 8, 2023

Welcome to my first column for MarTech, where I will immediately and publicly admit I’m suffering through an existential crisis that began on November 30, 2022… A full-blown, real-life, mind-bending, core-gripping conundrum, the kind that causes a person to immediately reposition or curl up in the fetal position. I call my quandary existent-AI-lism.

Electricity 100

Electricity Drivers/motivators Engineering Start-ups 100

David Meerman Scott

FEBRUARY 8, 2023

Nearly all the buzz about AI in the past several months has been around using AI tools like ChatGPT for text and Dall-E for images to access and organize data found on the public Web. Far more interesting to me, and where billions is being invested by VCs right now, is how AI works with proprietary content.

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96

Search Engine Land

FEBRUARY 8, 2023

With its new Cost-Per-Hour Masthead, YouTube is giving brands and advertisers the ability to buy its most visible placement during the hour(s) leading up to, during or after priority moments such as a sports game or movie release. What they look like. Here’s what a Masthead ad looks like on a desktop or PC. Here’s what the ads look like on a mobile device.

Sports 96

Sports Gaming Engineering Conversion 96

Martech

FEBRUARY 8, 2023

As a marketer, one of your primary goals is to not only attract new customers but retain the ones you already have and entice them to buy from your business again and again. Offering a competitively priced product that customers want to purchase is a huge piece of the puzzle. But how do you convince those customers to stay with you? How do you get them to buy, not once, but many times over?

Retail 84

Retail Strategic partnership Gaming Trust 84

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Search Engine Land

FEBRUARY 8, 2023

We’re seeing multiple sources and reports that Twitter is down for users across the globe. BREAKING – TWITTER DOWN GLOBALLY : Most users on Twitter are currently unable to tweet — issue is prevalent across the world. #TwitterDown Like this tweet if Twitter is down for you. pic.twitter.com/0GLYF2goDI — Upward News (@UpwardNewsHQ) February 8, 2023 If you’ve tried to Tweet any time in the last 2 hours like I did, you may have noticed.

Engineering 93

Engineering 93

Martech

FEBRUARY 8, 2023

SEO agency Search Logistics has released a report that claims almost 90% of CNET’s AI-generated content was detectable using a public AI detection tool. CNET Money had been experimenting with an “AI assist” to compile explainers in response to frequently asked questions. By mid-January they had published around 75 such articles. Why we care.

Process 79

Process 79

Search Engine Land

FEBRUARY 8, 2023

Pinterest is leaning hard into its shoppable video and advertising-based revenue generation as part of its growth strategy. Despite a 6% drop in monthly active users (MAUs) in the fourth quarter of last year, the social platform has regained growth, with a 4% increase in MAUs to 450 million and significant growth in mobile app users in the fourth quarter of 2022.

Campaign 89

Campaign Growth Launch Engineering 89

Adaptive Business Services

FEBRUARY 8, 2023

The week between Christmas and New Years was spent closing a chapter of my professional life with the passing of one business to its new owner. Now it was time to turn my attention toward 2023. Over the past couple of years, my Nimble CRM training and implementation consulting services have seen substantial growth. I have developed a program that has worked well, and has been well received, by my clients.

CRM 71

CRM Consult Clients Business Services 71

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Campaign

SaaStr

FEBRUARY 8, 2023

Dear SaaStr: Is It a Bad Idea for Founders To Invest Their Own Money Into a Funding Round? No — but it depends on how much, and how much that is of their net worth. One way or another, every founder is going to invest some of their own money , at least a tiny bit, to get a startup off the ground. As well as a ton of soft costs and lost income.

Gaming 73

Gaming Start-ups 73

RAIN Group

FEBRUARY 8, 2023

Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired. Our Top-Performing Sales Organization research , in which we analyzed data from 472 sellers and executives, revealed that the process for onboarding new sales hires and getting sellers to full productivity is strongly correlated to key measures o

Process 58

Process Product Sales 58

Sales Hacker

FEBRUARY 8, 2023

With economic pressures mounting on the horizon, we know our reps need to build their own quality pipeline, accelerate deal velocity and improve win rates, all while having less resources and time than ever before. The create & close era of sales is here and it’s stopping for no one. But how can we all quickly adjust to hit quota? With generative AI on the scene like ChatGPT, it looks like we may have our solution… or will this resource only complicate the landscape even more?

Quota 52

Quota Pipeline Closing Product 52

SaaStr

FEBRUARY 8, 2023

Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how

Sales 52

Sales Up-sell Quota Pitch 52

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

Hubspot

FEBRUARY 8, 2023

If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs. Instead, AI tools can help your team save time and put more energy toward selling.

Pipeline 78

Pipeline CRM A/B testing Sales 78

Salesforce

FEBRUARY 8, 2023

Ten. That’s the average number of tools that sales teams use to close deals. CRM? Check. Forecasting? Yep. Analytics? There’s a tool for that. The list of so-called “solutions” goes on. It’s no wonder that 66% of sales reps say they’re overwhelmed by too many tools, according to our latest State of Sales report. Sound familiar? Don’t worry.

Territory 98

Territory Contract Sales CRM 98

Heinz Marketing

FEBRUARY 8, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Experts have slashed their former growth projections for 2023. So, it’s no surprise campaign spending is down across almost all channels. At this point, there’s no clear answer to when things will pick back up. And it might feel like the sky is falling if you haven’t taken the time to hone their foundations.

Strategize 77

Strategize Promote Growth Campaign 77

Gong.io

FEBRUARY 8, 2023

Amit Bendov, Gong co-founder and CEO, sent the following email to Gong employees earlier today Team, This is a message I am very sad to share. I’ve made the difficult decision to reduce our team by 80 positions (approximately 7% of our total workforce) across Customer Success, Sales, and General & Administrative functions. Impacted employees in the US have received an email and within the next several minutes, will receive a calendar invite for a conversation with their leader and

Growth 62

Growth Meeting Conversion Product 62

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Search Engine Land

FEBRUARY 8, 2023

Google Buzz launches In 2010, Google revealed its latest attempt to create a social network and compete with Facebook and Twitter. And they called it Google Buzz. Buzz was tied to two main elements – Gmail and mobile. But would users want social networking to invade their inbox? As we noted at the time, there were a couple of “risky” features.

Retail 84

Retail Real Estate Sports Launch 84

Search Engine Land

FEBRUARY 8, 2023

Google Buzz launches In 2010, Google revealed its latest attempt to create a social network and compete with Facebook and Twitter. And they called it Google Buzz. Buzz was tied to two main elements – Gmail and mobile. But would users want social networking to invade their inbox? As we noted at the time, there were a couple of “risky” features.

Retail 72

Retail Real Estate Sports Launch 72