Iannarino
JANUARY 31, 2023
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.
Sales Pop!
JANUARY 31, 2023
No matter how much traffic you manage to get from Google or your other marketing or advertising efforts, the truth is that it’s all pointless if you fail to get visitors to convert and become leads. People will scroll up and down your web pages looking for a solution to their pain points, but if you don’t explicitly tell them what to do next, they won’t know what action to take, how to do that, and what outcome they can expect.
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Heinz Marketing
JANUARY 31, 2023
By Maria Geokezas , Chief Operating Officer at Heinz Marketing This article will look at the three foundations of efficient growth you can focus on right now that will help your business not only survive tough times but come back stronger when the market rebounds. An influx of capital defined the past few years, with businesses receiving a record-setting amount of funding.
SaaStr
JANUARY 31, 2023
Dear SaaStr: Should We Charge for Pilots and How Much? Charge for any true pilot. If you don’t charge, it’s not a pilot. It’s an extended demo. Now, that’s better than nothing. It’s something. But a free demo is fraught with issues. Most importantly, the feedback you get is often radically different from free “customers” than paying customers. And let me be clear: I almost never see “Free Pilots” convert to paid.
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
Martech
JANUARY 31, 2023
How do you build a high-performance marketing team? It starts with employee happiness — and ends with a meteoric rise in your metrics. Are you ready to drive your team’s performance to celestial heights? As a marketing executive, you must elevate your entire team’s performance. But cracking the whip, as the idiom goes, is an anachronistic form of team management.
SaaStr
JANUARY 31, 2023
So Zoom and Shopify are the latest SaaS leaders to do price increases — albeit very differently. First up is Zoom. While some of the increases vary, the low-end plans are going up $1.00. Yup, $1.00. Although it’s more impactful than it sounds, because that’s an almost 7% price increase. More on that below. The SMB segment of Zoom has stopped growing, so going from ~0% growth to 7% growth actually might end up being huge.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JANUARY 31, 2023
Securing funding has become more challenging for SaaS companies over the past few years as VC firms have grown more cautious about their investments. As a result, startups trying to determine how to approach fundraising efforts may want to consider strategic partnerships with existing company funds. In this edition of SaaStr Workshop Wednesdays, Brandon Greer, Head of HubSpot Ventures, shares tips on fundraising and working with strategic VCs.
Martech
JANUARY 31, 2023
With the inevitable demise of cookies, marketers are scrambling for ways to deliver personalized experiences with user consent, all without compromising convenience or security. Today, many are turning to the login box as a critical first step in executing an effective first-party data strategy. It’s no longer just a security requirement – it’s now the doorway into their brand’s digital user experience.
Search Engine Land
JANUARY 31, 2023
You can now customize SEO titles and descriptions for any LinkedIn articles you will publish or have already published. Why we care. Whether you’re using LinkedIn to grow an audience for yourself, your company or your clients, you want to take advantage of every opportunity you can to increase your search visibility and discoverability. This is super basic SEO – and it’s likely you were probably already creating your headlines with search in mind already.
Martech
JANUARY 31, 2023
This afternoon, HubSpot announced it would be making cuts in its workforce during Q1 2023. In a Securities and Exchange Commission filing it put the scale of the cuts at 7%. This would mean losing around 500 employees from its workforce of over 7,000. The reasons cited were a downward trend in business and a “ faster deceleration ” than expected following positive growth during the pandemic.
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.
Salesforce
JANUARY 31, 2023
How much does it cost your business if your equipment goes down for one hour, one day, or one week? What kind of impact does equipment downtime have on your customers and your reputation? Prioritizing proactive field service can help you not only reduce operating costs but also keep your customers happier — and coming back. According to Forbes , unplanned downtime due to equipment failure costs industrial manufacturers more than $50 billion annually.
criteria for success
JANUARY 31, 2023
We're back with more Let's Talk Sales ! To kickoff 2023, we have on Jacqueline Wales! Jacqueline is the founder and creator of Transformational Strategies for Success , an online self-development coaching program that is designed to help you understand who you are, what you want, and how to get there, plus how to remove the roadblocks that are keeping you from achieving all that you desire.
Martech
JANUARY 31, 2023
As a national retailer, Big Lots faces challenges that affect many other brands and competitors due to the changing identity landscape and rising customer expectations. To deliver relevant customer experiences, they decided to put a roadmap in place to align organizational teams and connect customer data. “Creating and delivering a great customer experience starts with the ability to identify your customers at all touch points,” said Amy Nelson, Big Lots’ vice president of customer relationship
Predictable Revenue
JANUARY 31, 2023
the theory of SDRs, why they exist, how they fit into an organization, guiding principles for success in the role, mindset habits of effective SDRs, and what to expect from them regarding activity and quota. The post Predictable Revenue’s Updated Sales Development Methodology appeared first on Predictable Revenue.
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Search Engine Land
JANUARY 31, 2023
Internal linking is a crucial aspect of any website, but it is especially important for ecommerce websites. Internal linking helps improve the navigation and user experience for your website visitors and can also help improve your website’s search engine optimization (SEO). This article will discuss the best practices for internally linking pages on ecommerce websites.
Hubspot
JANUARY 31, 2023
Over the past three years, the workforce has seen a massive shift towards remote work — and the sales industry was no exception. Fast forward to today, and many sales professionals are wondering if the workforce is prime for another shift — but this time, back to the office. To find some answers, we surveyed 100+ sales professionals to uncover whether they're returning to the office or not.
Search Engine Land
JANUARY 31, 2023
As Instagram and Facebook continue to lead the social platform arena, Meta remains a media channel where advertisers must stay visible and competitive in 2023. Much has changed over the past year, with Meta releasing many new tools and features. Advertisers now have more resources to scale their campaigns faster than ever. Meta continues to dominate machine learning, launching new automated campaign types proven incredibly efficient.
Partners in Excellence
JANUARY 31, 2023
We revel in leveraging our technologies for buyer engagement–and, apparently, buyers revel in these as well. Buyers are spending less time with sellers–partly because it’s more effective for them. And if we are being honest with ourselves, too often we drive them away. I think, however, we misunderstand digital engagement, leveraging AI, and the automation of the buying/selling process.
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.
Search Engine Land
JANUARY 31, 2023
With the inevitable demise of cookies, marketers are scrambling for ways to deliver personalized experiences with user consent, all without compromising convenience or security. Today, many are turning to the login box as a critical first step in executing an effective first-party data strategy. It’s no longer just a security requirement – it’s now the doorway into their brand’s digital user experience.
SalesHood
JANUARY 31, 2023
The post Sales Enablement KPIs: How to WOW the C-Suite appeared first on SalesHood.
Search Engine Land
JANUARY 31, 2023
Twitter has just announced the end of CoTweets. They put out a statement in their Help Center that the new feature, which started in July, will be sunset by the end of the day on January 31, 2023. A CoTweet is a tweet that has two authors’ profile pictures and user names. A CoTweet appears on both users’ profiles and is shown to all of their followers.
Salesforce
JANUARY 31, 2023
A recent consumer survey found that 76 percent of respondents would stop doing business with a company after just one bad experience. Reasons include high prices, rude agents, long hold times, and too many transfers. A bad bot experience can just as quickly upset a customer. Even when a chatbot clearly states it’s a chatbot, people still respond to it as if it were a human agent.
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.
Search Engine Land
JANUARY 31, 2023
OpenAI, the creator of ChatGPT, today released an AI Text Classifier that might be able to help you determine whether the text you’re reading was written by AI or a human. But there’s a but. OpenAI notes it’s “impossible to reliably detect all AI-written text” and it has “not thoroughly assessed the effectiveness of the classifier in detecting content written in collaboration with human authors.” Why we care.
Salesforce
JANUARY 31, 2023
If you have customers, then you understand the importance of great service. It’s the difference between whether they choose to buy your product or your competitor’s. But what if your “customers” are fellow employees? For strategy and operations teams, like Salesforce’s DesignOps team , the primary customer is the employee. If an employee has a negative experience, it might affect their ability to do their work and trigger a cascade of issues for their team and, ultimately, the bottom line.
Search Engine Land
JANUARY 31, 2023
Google accuses Bing of copying its search results In 2011, the headline Google: Bing Is Cheating, Copying Our Search Results appeared first on Search Engine Land. As Danny Sullivan reported: “Google has run a sting operation that it says proves Bing has been watching what people search for on Google, the sites they select from Google’s results, then uses that information to improve Bing’s own search listings.” The story actually began in May 2010, when Google noticed that Bing was re
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