Iannarino

FEBRUARY 7, 2024

One of the recurring complaints I hear from sales leaders and sales managers is that their sales teams don't ask open-ended questions. Open-ended questions are necessary to acquire all kinds of information that will make it easier to sell to the client and their stakeholders. Some part of the reticence to ask these questions may come from the fear that there may be a lack of business acumen to address the response to the question.

Clients 208

Clients Sell Sales 208

Partners in Excellence

FEBRUARY 7, 2024

It’s SKO time of the year. In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” The answers, while not surprising are disappointing. So far, it looks like the average is somewhere around 15-20%. I ask, “How are you spending your time?

Meeting 146

Meeting Presentation Contact Customers 146

Martech

FEBRUARY 7, 2024

Almost every business today has access to similar AI tools, but outcomes are going to differ significantly based on how they apply the technology. Results depend not just on the AI you’re using, but how you integrate it into your existing tech stack, processes, and strategy. AI is incredibly good at gathering and analyzing huge volumes of customer data.

Technology 131

Technology Technology CRM Finance 131

Search Engine Land

FEBRUARY 7, 2024

Google is investigating a devastating Local Service Ads (LSA) tactic that could “nuke competitors out of existence.” When more than one LSA is linked to a Google Business Profile (GBP), the ad becomes invisible, killing off all leads. Alarmingly, competitors can use this loophole to intentionally create an LSA linked to your GBP without your knowledge, preventing your ad from reaching consumers.

Service 128

Service Consult Represent Start-ups 128

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 connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to keyless entry, 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

Hospitality

Martech

FEBRUARY 7, 2024

I remember when the web was brand new, unknown and scary to many people. The company I worked for was extremely traditional and vowed never to have a website or allow employees to use email. Well, that was in 1996, and as you can imagine, a few years later, they could no longer fight it because the world had changed. It seems like AI is causing that next paradigm shift.

X-functional 125

X-functional Cross-sell Territory Retail 125

Search Engine Land

FEBRUARY 7, 2024

Optimizing product detail pages (PDPs) is crucial for ecommerce websites. Well-optimized product pages can increase organic traffic, boost conversions, and grow revenue. This comprehensive guide covers key elements of effective product page optimization, including: Structuring clear, descriptive product page URLs. Optimizing image file names, alt text, and schema.

Product 125

Product Territory Niche Engineering 125

Search Engine Land

FEBRUARY 7, 2024

Microsoft Copilot announced a trio of updates to its platform, including: A new homepage design. New inline editing of AI-generated images with Microsoft Designer integration. New video highlights in Edge. Why we care. Microsoft’s updated Copilot homepage is designed to make navigation smoother, though it might take a bit of getting used to. Meanwhile, the new in-platform image editing features eliminate the need for another program, saving you time and possibly expense.

User Experience 119

User Experience Process Customers 119

Martech

FEBRUARY 7, 2024

Our “Spotlight on the expert” series digs deeper into the stories of our expert contributors. This interview has been edited for clarity and length. Greg Kihlstrom is a best-selling author, speaker, entrepreneur and valued contributor to MarTech. His curiosity about music promotion and connecting with other bands led him quickly to the early days of the web and digital experience.

UX 116

UX Technology Technology Up-sell 116

SaaStr

FEBRUARY 7, 2024

So Atlassian has cruised past $4 Billion in ARR, still growing a steady 21% in a very efficient fashion. It’s raining cash, with 27% free-cash flow margins. The markets like this combination. Even with a few bumps, Atlassian is still trading at a $55 Billion market cap, so over 12x ARR. That’s twice the average of 6x ARR for public SaaS companies.

Up-sell 111

Up-sell Growth Sell Customers 111

Search Engine Land

FEBRUARY 7, 2024

The relationship between SEO and user experience (UX) is an important consideration in your digital strategy. On one hand, SEO is crucial for getting a website to gain visibility on search engines. On the other hand, neglecting user experience could undermine success even with good SEO. The key is finding the right balance between optimizing for search engines and providing a smooth user journey.

UX 109

UX Strategize User Experience Engineering 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

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. In a panel, Guillaume Cabane (G) and Martin Gontovnikas (Gonto), co-founders of HyperGrowth Partners, Axelle Heems, Senior Director of Growth Operations at Gorgias, and Morgane Palomares, VP of Marketing at Vercel, share real-life examples of how demand generation, growth, and marketing strategies have been executed to scale beyond 2x A

E-commerce 111

E-commerce Referrals Growth Quota 111

The Advantexe Advisor

FEBRUARY 7, 2024

Business is hard. Shareholder expectations border on the impossible. The next generation of employees has changed the paradigm of work. These are just three of an infinite number of challenges faced by today’s business leaders. But if there is one thing we all know to be a universal truth is that by building skills and developing talent you can solve every challenge that comes your way.

105

105

RAIN Group

FEBRUARY 7, 2024

Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI?

Prospecting 99

Prospecting Sales Clients Closing 99

Spiro Technologies

FEBRUARY 7, 2024

Before Amazon, buying something online was unimaginable. Amazon changed the game by offering 2-day delivery and forcing retailers to adapt. You can't beat Amazon by copying their tactics. You need to offer something different.

Retail 96

Retail Gaming 96

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B2B

Martech

FEBRUARY 7, 2024

As currently consituted, Google Privacy Sandbox faces multiple challenges, said IAB Tech Lab in a new report. The report is a “fit gap analysis” designed to provide the industry with an understanding of how Google’s proposed solution will support the most basic and common use cases. The Privacy Sandbox is intended to offer an alternative method of executing targeted digital advertising once third-party cookies are fully deprecated on the Chrome browser.

Legal 91

Legal Government Represent Gaming 91

Membrain

FEBRUARY 7, 2024

It’s no secret that I’ve been pushing the importance of coaching over the past several months. With the upcoming launch of our Coaching Cockpit this year, it’s definitely been top of mind for me.

Launch 90

Launch Sales 90

Search Engine Land

FEBRUARY 7, 2024

More advertisers are exploring the potential of value-based bidding (VBB). But what exactly is this method and why does it matter? This article discusses what you need to know about value-based bidding, how it differs from “Maximize conversions,” and two approaches to implement VBB for your Google Ads account. We’ll also explore perspectives from the PPC community on this evolving strategy.

X-functional 81

X-functional Non-Profits Objectives and Key Results Profit margin 81

SalesProInsider

FEBRUARY 7, 2024

Impact. It’s the missing ingredient for many sales conversations and conversions. Impact is the consequence of what is going on with your prospective client, and the consequence of what will happen if they use your service and work with you. Why is impact important? Because without discussing impact, we’re missing the key motivator and the sense of urgency that will help that person make a confident decision and/or make a change.

Conversion 77

Conversion Finance Drivers/motivators Sales 77

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

Adaptive Business Services

FEBRUARY 7, 2024

Happy February! Let’s get to it! First a few clarifications … Multi-value custom fields – You can actually use this feature on multiple field types! Here is an article and here is a video (click the image to go to YouTube) … Copy and Paste into the new compose window – Google Docs works far better than Word. FYI. Here is a video on the new compose window.

CRM 71

CRM Pipeline Contact Consult 71

Salesforce

FEBRUARY 7, 2024

Data takes center stage in building trust. However, stories about data loss can steal the spotlight – and be reputation killers. Safeguarding against such risks requires a proactive approach: with strong data privacy, governance, and precaution. The outcome? Sensitive customer data stays private, and customers stay satisfied. It’s important to note that data privacy is different from data security.

Healthcare 59

Healthcare Commission Trust Territory 59

G2

FEBRUARY 7, 2024

Stay calm when the computer warns you that the C drive is full with low disk space. Follow the tips and tutorials here, and you can efficiently get more free space to extend the c drive and improve computer performance.

Networking 52

Networking 52

Salesforce

FEBRUARY 7, 2024

Reporting environmental, social, and governance (ESG) disclosures is vital, but it can be a tedious process, especially as global regulations ramp up. However, ESG practitioners can tap into generative artificial intelligence (AI) to streamline this operation. You can use generative AI for ESG processes like finding relevant data, building components of various reports, and adding required or voluntary disclosures.

Meeting 52

Meeting Government Objectives and Key Results Trust 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

Salesforce

FEBRUARY 7, 2024

Figuring out the right way to price your products can be tricky. Whether you’re selling software or designer handbags, your pricing strategy has a big impact on your sales success. There are a lot of ways to go about it, but if you’re looking for simplicity, cost-plus pricing might be a good bet. Below, we’ll talk about what cost pricing is, how to use it effectively, and some of the biggest advantages — and potential drawbacks.

Price 52

Price Profit margin Manufacturing Retail 52