Iannarino

NOVEMBER 16, 2023

Discover the transformative power of collaboration in sales, and how embracing it can turn every client interaction into a victory.

Clients 235

Clients Sales 235

Force Management

NOVEMBER 16, 2023

How do you help your organization to evolve and grow? Economic indicators suggest that the sluggish economy is taking a positive turn. Now may be the time to shift your strategy from hold-the-line to a focus on growth and transformation. The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running.

Strategic planning 140

Strategic planning Strategize Growth Sales 140

Search Engine Land

NOVEMBER 16, 2023

Google has updated its search quality raters guidelines for the first time in 2023 with a number of updates including simplifying the needs met scale, adding some more modern examples and some other minor changes. The last update to this document was 11 months ago on December 15, 2022 , which was a much larger update to the document. What changed. Here is a list of the documented changes: Simplified Needs Met scale definitions and added guidance for specific types of Needs Met ratings; refreshed

Consult 138

Consult Engineering 138

Salesforce

NOVEMBER 16, 2023

In a time where consumers have as many options as they do today, sifting through the endless research can feel daunting. It’s why many of us turn to reviews and recommendations from friends, relatives, and influencers. Marketers can plug into this by rewarding customers who share their positive experiences with the world. This is called referral marketing.

Referrals 124

Referrals E-commerce Promote CRM 124

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

Sales Hacker

NOVEMBER 16, 2023

The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. No Person is an Island It is rare in B2B sales for a single buyer to make a noteworthy purchase in a vacuum, and according to the Harvard Business Review software purchases greater than $100k involve on average eight stakeholders.

Objectives and Key Results 120

Objectives and Key Results Engineering B2B Start-ups 120

SaaStr

NOVEMBER 16, 2023

Dear SaaStr: Should We Drop Customers That Complain Too Much? Sometimes, yes. But just as often, the ones that complain are the ones that care. And oftentimes, their complaints help focus you on the gaps you really do need to fix. One thing most SaaS companies get wrong in customer success is they don’t spend enough time surfacing customers that are truly at risk, but aren’t complaining.

Customers 120

Customers Product 120

SaaStr

NOVEMBER 16, 2023

So this is a post on a point we’ve made many times over the years at SaaStr, but I wanted to call it out specifically. Because especially in more challenging times, we make the mistake of … Settling. Settling: For a VP That Looks Good on Paper But You Know Isn’t Truly Great. They will be gone in 6 months. And have burnt up a ton of time and capital on the way, For a Cofounder That Almost Wants to Do It, But Not Quite.

Trust 119

Trust Product 119

Martech

NOVEMBER 16, 2023

ChatGPT is great for a lot of things, but it won’t win you the search engine wars. The kickoff of the ChatGPT frenzy last year was Microsoft’s announcement it was adding the generative AI chatbot to its search engine Bing. This was seen as a direct challenge to Google’s domination of the search engine market. While ChatGPT (and genAI in general) soared, Bing’s numbers remained unchanged.

Engineering 113

Engineering User Experience High impact Technology 113

Search Engine Land

NOVEMBER 16, 2023

Google CEO Sundar Pichai has confirmed that the company pays Apple 36% of its Safari search revenue. The search engine shares this revenue, which is reportedly worth $18 billion, in exchange for default status on all of Apple’s devices. Pichai made the admission while being cross-examined at the Epic Games antitrust trial, after a Google witness at the federal antirust trial let the statistic slip.

Engineering 108

Engineering Gaming Closing Process 108

Martech

NOVEMBER 16, 2023

We’ve all had our share of first rodeos — perhaps it’s your first-ever marketing project or your debut project at a new organization. An important thing to keep in mind is that learning is a continuous process that helps us grow, and there’s no shame in that. There are tactics we can employ to make first rodeos more productive. For instance, one easy tactic is compiling a list of questions in advance for future projects — most likely unknown at this point.

UX 110

UX Process Prospecting Service 110

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

Search Engine Land

NOVEMBER 16, 2023

Apple reportedly asked Amazon to stop competitor ads from appearing on its product pages. In response, the retail giant allegedly agreed to only serve ads and recommendations at the very bottom of Apple product pages – a gesture it doesn’t provide to rival brands like Samsung and Microsoft. This preferential treatment has supposedly enhanced Apple’s product pages, creating a more streamlined user experience, which has caused frustration amongst the company’s rivals, according t

E-commerce 108

E-commerce Product Retail Drivers/motivators 108

Martech

NOVEMBER 16, 2023

At Acquia’s Engage Boston conference this week, the company unveiled a new and possibly unique brand positioning. It’s making web accessibility for people with disabilities the focus of its marketing and a larger part of its technology. As the conference opened, the company announced it had purchased Monsido , a tech platform that automates finding and fixing website features that aren’t in compliance with international Web Content Accessibility Guidelines (WCAG).

Non-Profits 110

Non-Profits Technology Technology Meeting 110

Search Engine Land

NOVEMBER 16, 2023

Like any marketing and advertising channel, SEO should be budgeted for. However, creating an SEO budget isn’t as simple as allocating a set monthly amount. To properly invest in organic search, you need a strategic plan backed by a comprehensive budgeting process. Without clearly defined goals, assessing website needs, and mapping resource requirements, you risk wasting time and money.

UX 102

UX Legal Objectives and Key Results Strategic planning 102

Martech

NOVEMBER 16, 2023

Connected TV already offers B2B marketers an assortment of features that linear TV never did, like precise targeting and measurable results. But as we look into 2024, we see numerous enhancements on the horizon that will bring beneficial new features to this powerful ad channel that B2B marketers won’t want to miss. If you thought CTV was good before, it’s about to get so much better.

Gaming 110

Gaming B2B Presentation 110

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

Search Engine Land

NOVEMBER 16, 2023

To succeed in Google search, SEO professionals must stay updated on Google’s algorithm changes and be adaptable to evolving search trends that influence website rankings and online visibility. Enter Bard, Google’s conversational AI chatbot. Among Bard’s many potential uses, the tool can be a powerful ally for SEOs looking to dissect and understand Google’s algorithm updates and identify actionable recommendations for impacted sites.

Construction 98

Construction Follow-up Engineering Start-ups 98

Hubspot

NOVEMBER 16, 2023

I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. Her talk was on customer connection in the new era — how information has transformed into intelligence, and how this intelligence is what allows you to connect with your customers. “It’s no longer just about acquiring information, but knowing how to act on intelligence.

GTM 78

GTM Trust Cross-sell CRM 78

Search Engine Land

NOVEMBER 16, 2023

Google is introducing new generative AI capabilities for advertisers to mark the start of the holiday season. The new features include: New SGE subcategories. Photo search shopping. The expansion of its virtual try-on technology. Why we care. These updates offer fresh opportunities for brands to enhance product visibility and drive potential customers towards making purchases.

Conversion 94

Conversion Product Represent Engineering 94

Salesforce

NOVEMBER 16, 2023

How do you increase revenue, decrease costs, and maintain the best possible customer experience — all at the same time? It’s a delicate balancing act. And it’s only possible when your data is comprehensive, meaningful, and easy to understand. Unfortunately, that’s pretty rare. Our research shows that 94% of business leaders feel their organization should be getting more value out of their data.

Service 72

Service Customers Cross-sell Contact 72

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Search Engine Land

NOVEMBER 16, 2023

SEO agencies place a high value on client satisfaction and trust. This is why comprehensive reporting can make a huge difference. It not only demonstrates the value of your services but also serves as a critical communication channel between your agency and your clients. SEO reports are integral to agency work, report creation being one of the primary challenges associated with it.

Clients 93

Clients Engineering Growth Launch 93

Adaptive Business Services

NOVEMBER 16, 2023

Never say never. While I have been hesitant to explore the sales related applications of AI, let alone adopt them, I have finally decided to dip my old wrinkly toe into the AI pool. What changed? Not much, however, I have been introduced to a fairly simple tool that will allow me to experiment with AI on a limited and focused basis. FlyMsg is primarily used as a text expander.

Education 71

Education CRM Consult Technology 71

Search Engine Land

NOVEMBER 16, 2023

Nobody likes to be on the receiving end of a good “I told you so,” but at least a couple of times on this fine domain, I’ve warned against reliance on display and programmatic. And if you weren’t convinced earlier, the kerfuffles surrounding TrueView and the programmatic ads directing users to AI-generated properties should at least add a healthy dose of skepticism to your POV on programmatic.

B2B 89

B2B Campaign Follow-up Growth 89

Salesforce

NOVEMBER 16, 2023

Did you know that increasing customer retention rates by 5% increases profits by 25% to 95% ? In today’s competitive business landscape, everyone is racing to gain their customers’ attention and increase customer loyalty. The companies currently winning the customer loyalty race are using data to gain insight into their customers’ wants and needs.

Drivers/motivators 64

Drivers/motivators Follow-up Represent CRM 64

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Search Engine Land

NOVEMBER 16, 2023

Google has filed a lawsuit in the northern district of California against two men who allegedly used the DMCA takedown request mechanism to try to remove competitor URLs from the search results. The lawsuit writes that the “defendants have weaponized copyright law’s notice-and-takedown process and used it not for its intended purpose of expeditiously removing infringing content, but instead to have the legitimate content of their competitors removed based on false allegations.” The l

Trust 88

Trust Engineering Process Sell 88

Salesforce

NOVEMBER 16, 2023

Picture this. Another week begins, and so does another revenue forecast call with more questions than answers. Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. There is $1 million in revenue that disappeared since last week, but it’s hard to track down exactly where all those small opportunities went.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Search Engine Land

NOVEMBER 16, 2023

Connected TV already offers B2B marketers an assortment of features that linear TV never did, like precise targeting and measurable results. But as we look into 2024, we see numerous enhancements on the horizon that will bring beneficial new features to this powerful ad channel that B2B marketers won’t want to miss. If you thought CTV was good before, it’s about to get so much better.

Gaming 85

Gaming B2B Engineering Presentation 85

SalesLoft

NOVEMBER 16, 2023

Your customer conversations are a goldmine of opportunity. Each time your team records a sales call, you gain access to critical insights that improve handoffs, progress deals faster, and upskill reps. But there’s a catch. Your reps and managers are likely spending hours a day listening to recorded calls and cobbling together data from different systems to extract these gems.

Conversion 52

Conversion Process Sales Strategize 52

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

PandaDoc

NOVEMBER 16, 2023

You’re closing a deal that could catapult your company into the big leagues. Your potential client eagerly awaits a quote that will seal the deal. Every second counts — the pressure is on, and each word in your sales quote matters. However, creating accurate quotes manually — juggling between spreadsheets, and trying to keep up with rapidly changing customer data — can feel like an impossible challenge.

CRM 52

CRM E-commerce Customer Relationship Management Pipeline 52

The Digital Technology

NOVEMBER 16, 2023

In a perfectly competitive market, businesses need SEO-optimised landing pages to sustain their existence and grow. When your rivals offer the same products and services to the customers, you need more than just an organised catalogue of premium-grade goods. To … Why Does Your Business Need SEO-Optimised Landing Pages?

Service 45

Service Product Customers 45

Sell Or Die

NOVEMBER 16, 2023

For the last 25 years, Sam Parker has helped thousands of organizations develop more engaged teams, improve cultures, and drive better results. He did this through the company he co-founded in 1998 that evolved to be called InspireYourPeople.com. During that time, Sam wrote several short books making a positive impact on millions of people and thousands of organizations.

Entertainment 40

Entertainment Closing Customers 40

Salesforce

NOVEMBER 16, 2023

There’s been a lot of buzz lately about how marketers can use AI to enhance customer experiences and productivity. But for AI in marketing to fully reach its potential, we need to truly understand how it works and how to deploy it. Think of AI as a vehicle with the ability to deliver all the customer insights you need and want. You can market more efficiently and create personalized content that customers love.

E-commerce 125

E-commerce Drivers/motivators Campaign Technology 125

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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