Iannarino

JANUARY 25, 2023

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. One side believes doing so is a matter of increasing efficiency , while the other side believes improvement comes from greater effectiveness.

B2B 277

B2B Sales 277

Membrain

JANUARY 25, 2023

There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.

Sales 136

Sales 136

SaaStr

JANUARY 25, 2023

So we took a look at ServiceNow a little ways back at $5B in ARR , but I thought it was worth another deep dive now for a very specific reason: Their very seasoned CEO has sees no real slowdown or downturn in their business. At $7 Billion in ARR, growing ~30% annually, quarter over quarter over quarter. “[We’re] not fighting those headwinds”: Given that customers sign 3+ year, $1m+ contracts, one wouldn’t expect any massive decline in revenue from any shorter-term macro

Contract 130

Contract Growth Customers 130

Sales Pop!

JANUARY 25, 2023

Ever wanted to buy a product and was just a little bit unsure but in the end, bought it anyways? What urged you to buy that product? Chances are it was a good review, a recommendation from a friend, or a post you saw on social media. No matter the case, these are all examples of “social proof” in action. But what exactly is this and how can it be used to drive more sales to your business?

Sales 130

Sales Promote High impact Trust 130

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

Hospitality

Martech

JANUARY 25, 2023

No matter the situation, one principle in delivering great customer experiences holds true: creating stellar experiences for your existing customers is the best way to attract new ones. This webinar will explore how brands uniquely listen to customer feedback and apply the latest techniques to garner meaningful, actionable customer insights to drive increased engagement with customers and employees from the front line to the C-suite.

Technique 117

Technique Presentation Customers B2B 117

Sales Pop!

JANUARY 25, 2023

The digital world has changed drastically over the past few decades, and eCommerce has become a major player in retail. As eCommerce continues to grow, so does the data associated with products and services. As this data gets larger, it becomes increasingly important for businesses to understand and effectively manage their product data. In this blog, we’ll discuss the concept of eCommerce product data modeling and what you need to know to make the most of your business’s product dat

Product 130

Product Price Retail Technique 130

Sales Pop!

JANUARY 25, 2023

Did you know that 46% of job seekers believe company culture is a vital factor when looking for employment? This statistic alone shows why work culture is something you need to take seriously. However, it’s not just about attracting employees but retaining them and ensuring your workforce can operate to the highest level. Work culture plays a massive role in all of this!

Product 130

Product Objectives and Key Results Promote Technology 130

SaaStr

JANUARY 25, 2023

SaaStr’s Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs. Up this week is Adam Tesan, Chargebee’s CRO, on one of the top topics in SaaS today: How to Sell to the CFO. It’s something many of us didn’t think about much just 12 months ago, and that everyone needs to be great at today. Much more here: The post Uncharted and Electric: Chargebee’s CRO on How to Sell to the CFO appeared first on SaaStr.

Electricity 115

Electricity Sell Up-sell 115

Martech

JANUARY 25, 2023

Despite the widespread use of data clean rooms (DCR), less than a third of marketers are leveraging DCRs’ full capabilities, according to a new report. Nearly half (47%) of marketers are using clean rooms for data privacy, regulatory compliance and audience activation, according to the IAB’s “State of Data 2023” survey. However, 52% of DCR users say they are challenged when it comes to leveraging results and proving ROI.

Technology 114

Technology Technology Customer Relationship Management Process 114

SaaStr

JANUARY 25, 2023

In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5 billion-dollar acquisition by Bill within five years. In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for

Objectives and Key Results 98

Objectives and Key Results Customers Teamwork Drivers/motivators 98

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

Martech

JANUARY 25, 2023

Features released last month offer customizable reporting, improved collaboration, enhanced payment functionality and ROI-boosting API to Facebook. Check out the details below. HubSpot Reporting now supports customizable fiscal years, dashboard property filters and parent-child calculated properties Is your fiscal year different from the calendar year?

Finance 114

Finance Cross-sell Contract Campaign 114

Search Engine Land

JANUARY 25, 2023

Millions of people make new year’s resolutions every year, and most fail within the first month. This is not unlike the SEO work we hoped to do last year, but didn’t get done. Well-meaning businesses often find that there is more work than they expected when they set out on their SEO journey. So they fail for various reasons – lack of buy-in, effort, and so on.

Education 88

Education Launch Clients Start-ups 88

Adaptive Business Services

JANUARY 25, 2023

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients. What else do I have to go on? This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company.

Sales 71

Sales Clients Consult Up-sell 71

Search Engine Land

JANUARY 25, 2023

Microsoft Corp. announced its financial results for the quarter ended December 31, 2022, which showed an increase in revenue of 2% to $52.7 billion. However, operating income and net income decreased by 8% and 12% respectively, when compared to the corresponding period of the previous fiscal year. The company’s CEO, Satya Nadella, stated that the next major wave of computing is being born, as the Microsoft Cloud turns the world’s most advanced AI models into a new computing platform.

Engineering 80

Engineering Campaign Trust Service 80

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B2B

Partners in Excellence

JANUARY 25, 2023

I don’t know why I’m surprised, but I was—-actually shocked. Yesterday, I opened an email from a very reputable SaaS company. I was interested because the piece was focused on understanding the difference in productivity and efficiency. And virtually everything covered was wrong–dangerously wrong. The same confusion, about these terms fills our social feeds.

Product 62

Product Construction Campaign Process 62

Search Engine Land

JANUARY 25, 2023

In 2022, it was estimated that 227 million people in the US played video games and 46% of those were women. With game revenues projected to reach $285 billion by 2027, it’s no surprise that this is a huge opportunity for advertisers. In-game advertising offers businesses the opportunity to reach out to a very wide demographic with eclectic tastes. Almost any product, catering to any demographic can be promoted effectively through in-game advertisements because gaming itself has become a universa

Gaming 79

Gaming Campaign Drivers/motivators Represent 79

RAIN Group

JANUARY 25, 2023

When you invest in sales training, you’re committing time and resources with the distinct possibility of failure. From misaligned goals to lackluster adoption, there are many reasons why sales training doesn’t achieve desired results. Proper planning is a must for sales training that works. That means doing your research and finding an effective training provider to partner with and guide you through the process.

Sales 59

Sales Process 59

Search Engine Land

JANUARY 25, 2023

LinkedIn Ads launches In 2011, LinkedIn Ads officially launched. Advertisers could now target by exact job title, company name or LinkedIn Group. LinkedIn’s self-service PPC ad offering launched in beta in July 2008 under the name LinkedIn DirectAds. Originally, advertisers could only target by geography, job function, industry, company size, seniority, age and gender.

Objectives and Key Results 77

Objectives and Key Results Retail Real Estate Engineering 77

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Predictable Revenue

JANUARY 25, 2023

Last week I spoke at Hubspot’s 5000 person Inbound conference. I share a new set of ideas on Inbound Marketing: Slides you can click through (or download the full deck): Resources mentioned in the talk: A “Sell Ideas, Not Stuff Matrix” Thinking “10x” (design a high-priced offering) Coming on the blog soon: a post about why […] The post Slides: “Simple, Sane & Successful Inbound Marketing” appeared first on Predictable Revenue.

Price 40

Price Sell 40

Search Engine Land

JANUARY 25, 2023

No matter the situation, one principle in delivering great customer experiences holds true: creating stellar experiences for your existing customers is the best way to attract new ones. This webinar will explore how brands uniquely listen to customer feedback and apply the latest techniques to garner meaningful, actionable customer insights to drive increased engagement with customers and employees from the front line to the C-suite.

Technique 76

Technique Engineering Presentation Customers 76

Hubspot

JANUARY 25, 2023

Entrepreneurship isn’t for the faint-hearted. Of course, the thrills of creating an effective business, working on your own terms, and enjoying financial freedom are rewarding. However, turning your idea into a profitable business is no simple task. There will be hurdles to overcome. However, depending on your business idea, it may take months or years to scale these challenges and reach the finish line.

Drivers/motivators 45

Drivers/motivators Niche Growth Start-ups 45

Search Engine Land

JANUARY 25, 2023

Apple recently launched Business Connect to enable businesses to easily claim and optimize their Apple Maps locations. Getting started as a single or multi-location business only takes a few minutes. Once you have set up and claimed your locations, you will have access to view and edit your Place Cards. This includes: Updating your location details.

Appointment 88

Appointment Non-Profits Start-ups Follow-up 88

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales