Iannarino

JULY 17, 2023

According to the Oxford English Dictionary , fragility is: the quality of being fragile or easily broken; hence, liability to be damaged or destroyed, weakness, delicacy.

Sales 239

Sales 239

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. The X-Ray clearly showed that the tissue which is supposed to connect the tibia and the femur was torn.

Sell 116

Sell Closing Consult Process 116

Partners in Excellence

JULY 17, 2023

Over the course of my career I’ve looked at thousands of pipelines/funnels. Most are pretty bleak, they don’t have enough opportunities to achieve their goals. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines. We are driving prospecting activities to load the pipeline… Everyone knows they have to get to 3X pipelines within the next 60 days… ” I replied, “

Pipeline 116

Pipeline Contact Closing Process 116

Search Engine Land

JULY 17, 2023

SMX Next returns online Nov. 14-15, focusing on what’s working in search now and how to prepare for 2024. Search marketing is ever-changing. And we’ve seen a lot of big changes so far in 2023 including algorithm updates, the use of generative AI, New Bing and Google’s Search Generative Experience. Oh, and the end of Universal Analytics, just to name a few.

Pitch 113

Pitch Presentation Engineering 113

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

JULY 17, 2023

With Google Analytics 4 (GA4) getting decidedly mixed reviews (see here , here , here and here for details), it may be time to consider using a different program. For startups and small companies, we’ve already put together a list of 15 low-cost alternatives to GA4. Today we are looking at digital analytics systems for large businesses. This is an alphabetical list of well-known web analytics systems with enterprise-level capabilities.

A/B testing 98

A/B testing Price User Experience Start-ups 98

Search Engine Land

JULY 17, 2023

Like any endeavor, SEO works best with clearly defined and articulated goals. If you only set vague SEO goals like “get more leads” or “get more traffic,” you will lack focus and direction. Vague goals fail to provide a map forward and feed into wasted time and generalist SEO work that will do little to help your mission. This article will provide an overview of why setting specific goals is essential and how it helps push you forward and direct your SEO efforts.

Objectives and Key Results 98

Objectives and Key Results CTR Click Through Rate Represent 98

SaaStr

JULY 17, 2023

Dear SaaStr:What are some objections that salespeople can’t overcome? A few objections reps think they can overcome … that they can’t: We literally do not need this product now. There’s the classic rule that only about 10% of prospects are truly in-market at any given time, and that’s about right in my experience. Too many reps do too many lame cadences and break things.

Contract 98

Contract Pitch Gaming Sales 98

G2

JULY 17, 2023

Workplace productivity isn't about constantly pushing ourselves to do more in every single moment. Busyness is an outdated concept that only leads to exhaustion and burnout for everyone involved. You don't want to learn how to do more things in less time but rather how to do the right things efficiently.

Product 92

Product 92

SaaStr

JULY 17, 2023

Dear SaaStr: How Much Equity Should I Give A Key Startup Advisor? Here’s one way to think about it: Give them shares worth 1.5x-2x the amount of cash their time is worth … vesting over the time they deliver the help. Why 1.5x? Well, any valuation for a start-up is a bit artificial in the early days. And the shares are also illiquid, maybe for a very very long time.

Start-ups 98

Start-ups Sales 98

Search Engine Land

JULY 17, 2023

How does SEO content help increase sales? Many brands make the mistake of relegating search engine optimization (SEO) to ranking websites and driving targeted traffic. They never align it with their sales efforts, leaving a huge gap in their business growth strategy. However, if executed well, SEO can help you significantly boost your sales. And that’s exactly what I want to help you see in this post.

Drivers/motivators 92

Drivers/motivators Sales Growth Engineering 92

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

Hubspot

JULY 17, 2023

Of top-performing sales organizations , 57% have harnessed AI for forecasting, understanding customer needs, and competitive intelligence. And, over 45% of them report a major improvement in these areas and beyond. It’s no wonder why. Sales, with its data-intensive nature, generates vast amounts of unstructured data. That includes text from emails, notes, audio from calls, videos, and more.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

Search Engine Land

JULY 17, 2023

When your industry is over-saturated, chances for ranking higher on search engines become harder. SEO tools give you keywords variations of your main keyword. But in order to attract new users, you need new keywords that people search while, at the same time, none of your competitors is targeting. The challenge is this: how do you find these new keywords no tool can provide and no competitor is ranking for?

Niche 91

Niche Real Estate Angle Consult 91

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. The X-Ray clearly showed that the tissue which is supposed to connect the tibia and the femur was torn.

Sell 62

Sell CRM Closing Price 62

Search Engine Land

JULY 17, 2023

Google may soon be facing fresh legal action over copyright issues from the owner of the Daily Mail. The search engine allegedly has illegally taken hundreds of thousands of the newspaper’s articles to train its ChatGPT rival, Bard. Daily Mail and General Trust (DMGT), the publishing house owned by Lord Rothermere, has reportedly already sought legal advice and is preparing to officially file a lawsuit against Google imminently, according to the Telegraph.

Legal 90

Legal Engineering Trust Presentation 90

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B2B

Sales Hacker

JULY 17, 2023

Adam Schoenfeld is the Co-Founder & CEO at Keyplay , as well as the Co-Founder & Analyst at PeerSignal.org. Adam is a 4th time SaaS founder. His past includes Siftrock (acquired by Drift), Simply Measured, Product & Strategy VP at Drift , and a board member at Bizible. P.S. We’re officially running a GTMfund giveaway program! Share our media content (GTM podcast or GTM newsletter) on LinkedIn and Twitter, tag us, and you’ll be entered to win a pair of GTMfund Airpod Pros!

GTM 52

GTM Growth Go To Market Product 52

The 5% Institute

JULY 17, 2023

Following up on email is a great opportunity if done correctly. In today’s fast-paced digital world, email has become an indispensable tool for communication. Whether it’s for personal or professional purposes, email allows us to connect with others quickly and efficiently. However, sending an email doesn’t guarantee a response. Sometimes, messages get lost in the sea of inboxes, or recipients simply overlook them.

Follow-up 52

Follow-up Click Through Rate Customer Relationship Management Negotiate 52

SalesLoft

JULY 17, 2023

Not every tool in your tech stack is meant to be kept around for the long haul. So when your tools no longer live up to the job you hired them to do, or a repeating job other tools do more efficiently, let them go. A tech stack made up of fewer tools isn’t a bad thing if the technology is better at boosting your sales team’s performance. The sweet spot between hard and soft costs After you’ve identified your most valuable technology , it’s time to start calculating the cost of removing some of y

Technology 52

Technology Technology Contract Up-sell 52

The 5% Institute

JULY 17, 2023

Are you looking for a proposal template, or proposal guidelines to write an effective proposal? In today’s fast-paced business world, effective communication is essential for success. Whether you’re pitching a new project, seeking funding, or collaborating with clients, a well-structured and professional proposal can make all the difference.

Presentation 52

Presentation Pitch Closing Trust 52

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

Salesforce

JULY 17, 2023

What are Trailblazer Ranks? Reach the next rank with Trailhead Quests NEW Ranger Ranks Quests It’s time to climb Nearly 6 million Trailblazers have skilled up and earned resume-worthy credentials on Trailhead , Salesforce’s free online learning platform. Trailhead makes it fun and easy to learn in-demand skills, including artificial intelligence (AI), tech, and business through gamification.

CRM 52

CRM Start-ups Drivers/motivators Trust 52

G2

JULY 17, 2023

Cryptocurrency, also known as crypto-currency or crypto, is a form of virtual or digital money that employs encryption to safeguard transactions. Governments and other central regulatory bodies cannot regulate cryptocurrencies.

Government 52

Government 52

The 5% Institute

JULY 17, 2023

In today’s fast-paced and competitive world, the ability to make a lasting impression within a short span of time is crucial. Whether you’re a job seeker, an entrepreneur, or a sales professional, having a compelling elevator pitch can open doors to countless opportunities. An elevator pitch is a concise and persuasive introduction that effectively communicates who you are, what you do, and why it matters.

Pitch 52

Pitch Non-Profits Sales Education 52

The Digital Technology

JULY 17, 2023

Innovative Game Development Ideas to Watch in 2023 The gaming business is continuously changing for entrepreneurs or game developers that want to break into the field.

Gaming 40

Gaming 40

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

The 5% Institute

JULY 17, 2023

In the competitive landscape of modern business, having a strong value proposition is crucial for capturing the attention of potential customers and setting yourself apart from the competition. A value proposition communicates the unique benefits and value that a product or service offers to its target audience. In this article, we will explore various value proposition examples that illustrate how businesses can effectively communicate their value to customers.

Teamwork 52

Teamwork Target audience/market Up-sell Service 52

The 5% Institute

JULY 17, 2023

Closing a sale is a critical skill in the world of business. It’s the final step in the sales process where a customer makes the decision to purchase a product or service. Effective closing techniques can significantly impact a company’s success and revenue. In this article, we will explore the art of closing a sale and provide you with practical strategies to become a master closer.

Closing 52

Closing Technique Pitch Sales 52

The 5% Institute

JULY 17, 2023

In today’s highly competitive business landscape, companies are constantly seeking effective strategies to attract new customers and drive revenue growth. One powerful approach that has proven to be highly successful is referral selling. Referral selling is a marketing technique that leverages the power of word-of-mouth to acquire new customers.

Referrals 52

Referrals Sell Objectives and Key Results Drivers/motivators 52