Iannarino

OCTOBER 3, 2023

To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to help salespeople succeed, using things like a buyer’s journey, a linear sales process, and an ideal client profile (ICP). These conceptual tools may be helpful in understanding sales in general, but they also oversimplify things. Overreliance on these concepts can lead salespeople to use an approach that isn’t client-centric when that is critical to your success.

Sales 299

Sales B2B Clients Sell 299

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. One of the things he discusses in the concept of “Selling Possibility.” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle.

Sell 147

Sell Up-sell Start-ups Customers 147

Search Engine Land

OCTOBER 3, 2023

Last Thursday, Google finished rolling out the September 2023 helpful content update after a 14-day rollout. The update took 14 days to roll out, starting on September 14, 2023, and ending on September 28, 2022. It has been a few days since the rollout was completed, and we wanted to dig in a bit on the impact felt by this latest Google algorithm update.

Niche 141

Niche Engineering Technique Start-ups 141

Sales Hacker

OCTOBER 3, 2023

Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He’s also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.

GTM 124

GTM Drivers/motivators Go To Market Start-ups 124

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

OCTOBER 3, 2023

Citizens Bank is a regional business with approximately 1,200 branches in major northeast markets. To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Customers 122

Customers Cold Call Territory Launch 122

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. You can’t just go down the street, or to another website, to get a better deal on the Ford F-150.

Negotiate 120

Negotiate Price Prospecting Sell 120

SaaStr

OCTOBER 3, 2023

In the latest Workshop Wednesday , held every Wednesday at 10 a.m. PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Martech

OCTOBER 3, 2023

Citizens Bank is a regional business with approximately 1,200 branches in major northeast markets. To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Meeting 121

Meeting Customers Cold Call Territory 121

Search Engine Land

OCTOBER 3, 2023

At a time when many marketers are trying to predict when their lives will return to pre-pandemic normalcy, let’s examine three key trends reshaping YouTube marketing today. 1. Audiences are receptive to AI, but content is still king Creators are utilizing AI to generate some amazing content, as I noted in a previous article, “ The best AI video generators for creators and marketers.

Launch 115

Launch Follow-up Networking Technique 115

Martech

OCTOBER 3, 2023

The main motivation for Prime Day shopping this fall will be to get a head start on holiday shopping for family and friends. Fewer consumers say they will shop for themselves. A large majority (69%) expect to buy from brands they already know and are loyal to. The Amazon Prime Big Deals Days, coming up on October 10 and 11, represent an exclusive sales event for Prime members only.

Commission 120

Commission Represent Drivers/motivators Start-ups 120

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

SaaStr

OCTOBER 3, 2023

Dear SaaStr: Which Way Should I Go, VC or Angel Investors or Customer Funding? The reality is, few folks have all 3 options available to them: Most startups cannot attract venture capital, at least not in the early days. Most startups can find some angels to invest, but not always enough. Many startups cannot find a way to self-fund / customer-fund to extend a long-enough runway to achieve success.

Customers 113

Customers Price 113

Martech

OCTOBER 3, 2023

It’s been just over a year since Komet USA, an American-based subsidiary of the German company that manufactures dental instruments, has been practicing agile marketing. I had the pleasure of training their marketing team in 2022, and I recently had a chance to catch up with their CEO (and former head of marketing), who made it all possible. Mercedes Aycinena learned about agile when she previously worked at a specialty pharma services company and found it effective for prioritizing work.

Manufacturing 120

Manufacturing Finance Strategize Start-ups 120

SaaStr

OCTOBER 3, 2023

Interviewing? Looking for your next role? Been through a lay off? Hoping to grab that VP title next? Or CRO or CMO? One bit of advice: Please, please, actually research the company you are interviewing at. For real. At least for 30-45 minutes, ideally more. I can’t tell you how many interviews I’ve done for a wide variety of roles, from SDR to COO, where the candidates literally were guessing what the company really did during the interview: Not too long ago, I did a final CRO interview to hel

Consult 109

Consult Up-sell Price Presentation 109

Martech

OCTOBER 3, 2023

Managing resources is not just a buzzword; it’s the cornerstone of organizational success. But sometimes, the constant juggling act between overworked and underutilized team members can be exhausting. The key to successfully managing resources is a seamless workflow that maximizes output while keeping your team balanced and motivated. Join Chris O’Neal, Adobe’s expert on resource management strategy and learn how to unlock your team’s potential.

Product 117

Product Drivers/motivators Presentation 117

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

Search Engine Land

OCTOBER 3, 2023

Ever get the feeling you’re reporting on – or your agency or marketing team is reporting on – the wrong metrics? Put another way, how high is your frustration level that your marketing team is bringing in hundreds of leads without any noticeable effect on your pipeline? Smart marketers are using offline conversion tracking to solve the issues I just laid out.

Conversion 109

Conversion SQL Campaign Pipeline 109

Highspot

OCTOBER 3, 2023

A recent study we commissioned from a leading B2B research firm, surveying 120 global sales leaders, found an average 16% increase in win rate with one thing in common—sales enablement. By leveraging enablement to build a high-performing sales team, drive efficiency with the right tech stack, and employ an effective strategy, you can achieve consistent sales outcomes.

Sell 91

Sell Commission Quota B2B 91

Search Engine Land

OCTOBER 3, 2023

Microsoft Audience Ads has kicked off the fall with a series of new product updates. The tech giant said the purpose of these updates is to help advertisers achieve more results with less effort by helping them to create more engaging ads that are served to a higher-value audience. Here’s a breakdown of the latest developments in Microsoft Audience Ads: 1.

Product 104

Product Gaming Launch Campaign 104

The Digital Technology

OCTOBER 3, 2023

Data storage is an essential task for all computer users. You can store your data on both your device’s external and internal storage. Storing your files is essential when you have less internal storage or want to share your data … How to Recover Data from a Flash Drive Without Formatting it?

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59

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

Search Engine Land

OCTOBER 3, 2023

Fashion ecommerce is going through a period of change. Brands are under increasing pressure from consumers and market forces to become more sustainable and less wasteful, especially in fast fashion. As a result: Several brands are starting to charge customers for returning online purchases. Resale ecommerce, or “recommerce,” is growing quickly and entering the mainstream.

Cross-sell 104

Cross-sell UX Sports Follow-up 104

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption

Process 52

Process Objectives and Key Results X-functional Sales 52

Search Engine Land

OCTOBER 3, 2023

Managing resources is not just a buzzword; it’s the cornerstone of organizational success. But sometimes, the constant juggling act between overworked and underutilized team members can be exhausting. The key to successfully managing resources is a seamless workflow that maximizes output while keeping your team balanced and motivated. Join Chris O’Neal, Adobe’s expert on resource management strategy and learn how to unlock your team’s potential.

Product 93

Product Drivers/motivators Engineering Presentation 93

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. In this article, we explore a host of solutions designed to help SMEs streamline their processes, boost productivity, and drive revenue growth. Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation.

CRM 52

CRM Contact Price Pipeline 52

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

OCTOBER 3, 2023

In today’s data-driven era, regulations such as GDPR safeguard user privacy, while SEO professionals control what appears in search engine results. Despite ongoing changes in both fields, however, the relationship between data protection and SEO is not well-explored. This gap has devastating consequences, as personally identifiable information (PII) data indexed in search engines is instantly discoverable, harvestable and exploitable.

Engineering 92

Engineering Healthcare Drivers/motivators Contact 92

Sell Or Die

OCTOBER 3, 2023

This week we are excited to sit down with Debbie Allen. Debbie Allen is the World’s #1 Authority on Expert Positioning. She is an internationally-recognized business growth and market positioning expert. Debbie has been a professional speaker and business mentor for 25 years and presented before thousands of people in 28 countries. She is also the bestselling author of 10 books, including The Highly Paid Expert, Success Is Easy and her newest book Expert Positioning.

Presentation 40

Presentation Growth 40