Iannarino

MAY 9, 2023

Seventy-five percent of sales hires fail in their first year.

Sales 278

Sales 278

Sales Pop!

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team requires the right talent, strategy, and leadership.

Drivers/motivators 243

Drivers/motivators Sales Follow-up Pipeline 243

SaaStr

MAY 9, 2023

So when I was a founder, I didn’t pay much attention to how VC funds themselves worked. I just pitched them. But fast forward to today, and there is an incredible amount of information about how the industry actually works, and we put a bunch of the best stuff on SaaStr itself. Most important today is for founders to know (1) how active the venture markets are, at each stage and (2) how healthy venture is overall.

Pitch 144

Pitch Growth 144

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation. I’ve come to realize, despite how much we talk about it, we really don’t understand what it means, often overcomplicating it.

Teamwork 133

Teamwork Meeting Customers Process 133

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

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference. A go-to-market strategy is an organization’s plan to engage customers to buy a product or service and gain a competitive advantage.

Go To Market 124

Go To Market GTM B2B Meeting 124

Partners in Excellence

MAY 9, 2023

As we see more organizations announce reductions and layoffs, we are seeing more CEOs use poor seller performance as an excuse for the layoffs. One CEO said, “We’ve identified more than 100 people on our sales team who have consistently missed expectations. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs.

Meeting 127

Meeting Process Sales 127

Sales Hacker

MAY 9, 2023

Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston , the principal at No Fluff Selling.

Real Estate 118

Real Estate Up-sell Sales Start-ups 118

Martech

MAY 9, 2023

The growing importance of omnichannel consumer engagement impacts all levels of the enterprise martech stack. Greater composability clarifies useful service boundaries, enabling enterprises to right-size their martech investments in nearly every domain. Outbound marketing has probably evolved the least in these respects. Understood today as campaign and messaging management tech, outbound marketing represents a holdout against the broader evolutionary trend.

B2C 115

B2C Campaign Government B2B 115

SaaStr

MAY 9, 2023

Dear SaaStr: What is the Highest Position in a Venture Capital Firm? The “Managing General Partner” or “Managing Director” or a similar title. In tiny VC firms, 2 partners may truly be equal and both run the place. But almost all firms that are a tiny bit bigger have different types of partners. At the bottom are often plain old “Partners” which nowadays, generally have no role in true management.

Government 109

Government Growth 109

Martech

MAY 9, 2023

CabinetM has released its Q1 2023 MarTech Innovation Report, a quarterly summary of new technology introductions, feature updates and acquisitions. Key findings. Looking at new product announcements, we’re seeing an uptick from previous quarters with the number of new products jumping to 121 in Q1 2023. Investment in martech companies was spread across 36 categories and increased from $3 billion in Q4 2022 to $13.2 billion in Q1 2023.

Technology 109

Technology Technology Closing Product 109

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

Salesforce

MAY 9, 2023

Which Salesforce exam should I take next? Where should I take my next exam? How should I prepare for my next Salesforce exam? Hot Tip: How should I tackle the exam itself? Pass or fail – we always learn Since beginning my Salesforce journey in 2012, I’ve sat for many Salesforce exams and earned 20 Salesforce certifications. I’m now a Certified Instructor!

Education 98

Education Start-ups Drivers/motivators Consult 98

Martech

MAY 9, 2023

Customer Data Platforms (CDPs) are here to stay and have become a must-have element of the martech stack. The latest MarTech Intelligence Report, Customer Data Platforms: A Marketer’s Guide, found that interest in CDPs increased 32% last year. Many respondents listed CDPs as a high-priority technology investment. However, according to Forrester, nearly 90% of marketers say their CDP doesn’t meet their needs.

Presentation 108

Presentation Technology Technology Meeting 108

Salesforce

MAY 9, 2023

“ Where’s my order?” It’s the kind of question that companies are increasingly using artificial intelligence (AI) to answer quickly. But consider these two potential, AI-generated responses your agent could send to this customer. Response 1: Thank you for your inquiry. What is your name, email, and order number? Where did you place your order? Response 2: Jon, thanks for being a Gold Level loyalty member!

CRM 98

CRM Represent Service Follow-up 98

Martech

MAY 9, 2023

Generative AI is taking our industry by storm, and every marketer out there needs to pay close attention. The technology solves one of our major challenges — creating tons of unique and compelling content. Our always-on, digital world has forced us to become publishers of hyper-relevant content to connect with and reach our audiences. The advent of Web3 , the metaverse and other immersive technologies arms us with powerful tools to build an emotional connection with audiences all over the globe

Cross-sell 105

Cross-sell Technology Technology Launch 105

Advertisement

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. As I played with the touchscreen, the realization hit me that this was more than just a new piece of tech. I had the future in my hand. Over the past two decades, major breakthroughs have revolutionized the way people interact with electronic devices, each other, and the world.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Search Engine Land

MAY 9, 2023

In today’s uncertain economic times, it’s important to be strategic about where you spend your marketing dollars to generate the highest returns and position your business for a strong rebound. This guide from Conductor explains why SEO is the best marketing strategy during a recession, how to play the long game with SEO, and how SEO fuels all marketing efforts.

Strategize 91

Strategize Gaming Engineering Meeting 91

Hubspot

MAY 9, 2023

Salespeople have a tough job juggling in-person interactions, phone conversations, and email communication with multiple prospects and customers. The field is a buzzing industry that can benefit from artificial intelligence. Since generative AI tools are becoming more popular and salespeople perform many demanding tasks, AI-generated sales emails and messages might become a new norm.

Prospecting 86

Prospecting Follow-up CRM Technology 86

Search Engine Land

MAY 9, 2023

Internal and external links are essential topics every SEO must learn. Links send users to external sites or can be used internally to keep people on your site and help search engines find more of your pages. Over time, you’ll find links that you want to “explain” to search engines, such as: Sponsored links. User-generated content (UGC) links.

Engineering 91

Engineering Trust Clients Product 91

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

The 5% Institute

MAY 9, 2023

Are you a leader seeking to improve your leadership style, skills and enhance your team’s productivity? If so, you’ve come to the right place! In this article, we’ll explore the nuances of leadership styles and provide valuable insights into mastering the art of leading. Whether you’re a seasoned executive or a novice manager, this guide will help you identify and develop the style that best suits your personality and organizational needs.

Teamwork 52

Teamwork Drivers/motivators Closing Trust 52

Search Engine Land

MAY 9, 2023

Assuming what works on one platform will work on another is a common digital marketing mistake. I see it in advertising all the time – someone who gets excellent results from search struggles with social, and vice versa. And then there’s YouTube. Not truly search and not fully social, it’s a platform where you compete against organic content for attention and time.

Entertainment 87

Entertainment Campaign Promote Clients 87

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. By equipping your team with the right skills, knowledge, and techniques, you can improve their performance, increase your revenue, and achieve your business goals.

B2B 52

B2B Objection handling Negotiate Technique 52

Search Engine Land

MAY 9, 2023

Meta is threatening to remove news content from Facebook and Instagram in Canada if proposed legislation meant to establish a “fair revenue sharing” system becomes law. Why we care. Any publishers that rely on traffic, engagement or brand awareness from Meta properties could see a significant loss if news content is blocked from being shared. What Meta said. “We will have to end the availability of news content on Facebook and Instagram in Canada,” according to Nick Clegg, president

Government 87

Government Negotiate Engineering Price 87

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 Digital Technology

MAY 9, 2023

Full-stack development is one of the most in-demand and rewarding careers in the tech industry. With the rise of web applications and mobile-first technologies, the demand for full-stack developers continues to grow rapidly. However, for someone just starting, it can be overwhelming to understand what full-stack development is and where to begin. This beginner’s guide [.

Technology 40

Technology Technology 40

Search Engine Land

MAY 9, 2023

Amazon advertisers may soon gain the ability to create AI-generated image and video assets to use in ad campaigns. The company has confirmed it is now building a team to provide those tools, The Information reported. There is no estimated timeline for when this will become available. Why we care. The ability to natively create image and video assets could help Amazon advertisers improve their listings, leading to more sales and greater ROI on the platform.

Campaign 82

Campaign Engineering Service Sales 82

Search Engine Land

MAY 9, 2023

Customer Data Platforms (CDPs) are here to stay and have become a must-have element of the martech stack. The latest MarTech Intelligence Report, Customer Data Platforms: A Marketer’s Guide, found that interest in CDPs increased 32% last year. Many respondents listed CDPs as a high-priority technology investment. However, according to Forrester, nearly 90% of marketers say their CDP doesn’t meet their needs.

Engineering 80

Engineering Presentation Technology Technology 80