Anthony Cole Training

MAY 12, 2023

We’ve been talking to, teaching, and coaching sales organizations for 30 years. We’ve been through every economic, political, and social uptick and downturn that you’ve been through. As a result, we’ve heard every reason for success and failure. The one true constant throughout those years and swings in environment is that there are always a small group of salespeople that succeed regardless of what is going on around them.

Sales 294

Sales 294

Iannarino

MAY 12, 2023

In The Only Sales Guide You’ll Ever Need , you will find three competencies that most salespeople are lacking. The first is leadership, which is necessary to lead your clients. The second is change management, a set of skills that is becoming increasingly valuable for salespeople. And third competency is business acumen, without which it is impossible to be a consultative salesperson.

B2B 273

B2B Consult Sales Clients 273

Sales Pop!

MAY 12, 2023

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts.

Strategize 241

Strategize Legal Contact Technique 241

SaaStr

MAY 12, 2023

So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. You can download it here. There are a lot of great learnings and metrics in the report, and a few stood out to me: #1. Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR.

Contract 145

Contract Closing Customers Sales 145

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 12, 2023

Are you looking for inspiration to improve your organization’s marketing performance? Well, there’s plenty of inspiration if you keep your eyes and ears open. This may seem obvious, but sometimes I have to remind myself of this fact and of all the opportunities out there. As marketing-oriented professionals, we’re all responsible for contributing ideas, regardless of where we sit on the organizational chart.

A/B testing 130

A/B testing UX B2C Referrals 130

Search Engine Land

MAY 12, 2023

Optimizing for search requires time and effort, as most SEO experts would attest. It could take several months or even years to outrank established competitors who have been optimizing their sites for a long time. That said, many websites can take advantage of low-hanging fruits to boost their search visibility. You can uncover untapped potential with the help of SEO specialists or simple tools.

Technique 126

Technique Pitch Start-ups Follow-up 126

SaaStr

MAY 12, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. So the rest of us can get to $100m+ ARR faster, with less stress and more success. We’ve done a ton of this content over the years, but never on a consistent basis. The first was with Nick Mehta, CEO of Gainsight here, and it was very popular.

Engineering 116

Engineering Price Up-sell Product 116

Martech

MAY 12, 2023

Facebook parent Meta dipped its toe into generative AI this week by announcing AI Sandbox. Advertisers can use it to create alternative ad versions, use text prompts to generate backgrounds and crop images for Facebook or Instagram ads. Dig deeper: Facebook agrees to revamp adtech over discrimination charges What it does. It lets advertisers: Create different versions of the same ad copy for different target groups, while maintaining the main message.

Campaign 115

Campaign Meeting Service Process 115

Search Engine Land

MAY 12, 2023

Google is now rolling out the related topics search filter feature on desktop search results. The related topics filter first launched on mobile search last December. Now Google is bringing it fully to desktop search. What it looks like. Here’s a screenshot of the new filter menu, compared to the old version. Old version: New version: Here is what it looks like when you filter on these “explore topic” related topic filters: Here is how the mobile version launched back in Decemb

Launch 109

Launch Engineering 109

Hubspot

MAY 12, 2023

How do you prepare for a test when you don’t know what questions they’ll ask? Preparing for a job interview is somewhat of a guessing game. Fortunately, most hiring managers stick to many of the same executive assistant interview questions and themes. An executive assistant (EA) is by nature a personal job where fit is essential — I know because that was my first job out of college.

X-functional 90

X-functional Pitch Follow-up Clients 90

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

Search Engine Land

MAY 12, 2023

What if you had a hub on your website where all your visitors could discover your amazing content? What if this hub helped your audience get solutions and answers, find relevant information, learn about your products/services, and discover new content? You can – it’s called a resource center. Also known as a knowledge base, resource library, or content hub, creating one for your website could help your audience find your best content – and ultimately boost things like engagement, website traffic

Niche 88

Niche UX User Experience Promote 88

G2

MAY 12, 2023

How many hours have you spent saving reference pictures and creating Pinterest boards?

69

69

Search Engine Land

MAY 12, 2023

Meta has introduced the AI Sandbox, which will bring generative AI to its advertisers. Meta’s three new generative AI features. Select Meta advertisers can now create text variations, generate images from prompts and adjust image sizes – all with the ultimate goal of making the ads more engaging. Text variation. Simply enter your ad copy and Meta will suggest several ad copy variations to test.

Engineering 85

Engineering 85

Partners in Excellence

MAY 12, 2023

Recently, a very close friend referred to me as “David Downer,” referring to the SNL character Debbie Downer. While I suspect the comment was largely made in jest, with every joke there is a certain element of truth. It caused me to reflect, am I being too negative? I’m often very critical of how we, sellers and leaders, behave. Recently, I wrote a scathing post on leadership and layoffs.

Clients 62

Clients Growth Gaming Sell 62

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B2B

Search Engine Land

MAY 12, 2023

Elon Musk today announced that Linda Yaccarino will be the next Twitter CEO. The announcement. Musk tweeted the news, adding that Yaccarino would “focus primarily on business operations.” Musk will focus on product design and new technology. Musk added: “Looking forward to working with Linda to transform this platform into X, the everything app.” Twitter technically is no longer a company.

Advertising/ Marketing 79

Advertising/ Marketing Engineering Technology Technology 79

Salesforce

MAY 12, 2023

If you’re asking whether you need to implement generative artificial intelligence (GAI) tools to support your business, you’re not alone. This technology can boost employee productivity , but is it safe? While these tools can help from marketing to customer service to data insights, business leaders have posed concerns about AI’s potential impact and dangers on society and some are calling for generative AI regulations.

Drivers/motivators 52

Drivers/motivators Government Technology Technology 52

Search Engine Land

MAY 12, 2023

Microsoft announced a number of new features that have been added to Bing Chat this week, including images within answers, optimized knowledge answers and more. “Some of these features may appear temporarily in your Bing chat experience as we experiment with them,” the Bing team wrote. Let’s dig in. Image answers with knowledge cards.

Finance 68

Finance Launch Engineering Product 68

G2

MAY 12, 2023

In the world of SaaS, a new strategy has emerged that's turning traditional sales models on their heads. This strategy is called product-led growth (PLG). It’s one of the hottest buzzwords out there right now, but many teams are struggling with how to get it right.

Customers 52

Customers Growth Product Sales 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

Search Engine Land

MAY 12, 2023

Has your list of followers on LinkedIn changed? If so, it’s because LinkedIn said it is now removing “hibernated” and “restricted” accounts from the connection and follower counts of all members and will continue to regularly do so heading forward. New Help documentation. LinkedIn has added new Restricted and hibernated account filtering Help documentation.

Engineering 66

Engineering 66