Partners in Excellence
JANUARY 18, 2024
It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.
Iannarino
JANUARY 4, 2024
Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.
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Martech
JANUARY 17, 2024
“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies. After multiple delays.
Search Engine Land
JANUARY 31, 2024
Humans are more likely to prefer content generated by AI than written by a human, according to a surprising new survey. Why we care. While AI can’t entirely replace humans in content creation, clearly generative AI can create content that resonates with consumers. Generative AI 6, humans 0. In six AI- vs. human-generated content battles, the generative AI version “won” each.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
SaaStr
JANUARY 16, 2024
There’s so much debate on social media and elsewhere on bootstrapped vs VC. Bootstrapped you maintain control, and the unit economics. But many see it as so much harder. And it’s almost always longer. VC can let you go faster, but it can become an addiction. And the dilution all-in generally ends up being 60%-70% by the time you approach an IPO.
Salesforce
JANUARY 17, 2024
When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Service Trailblazer Community is a great place to start.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
JANUARY 1, 2024
My friend Darren called me to tell me that I needed to take a shower and get ready for a party in the Valley at Miko's house. Both Darren and Miko were attending the Guitar Institute in Hollywood, even though Darren was already a shredder.
Martech
JANUARY 30, 2024
Artificial intelligence (AI) has emerged as a game-changing force for revolutionizing customer experience (CX). With the ability to process vast amounts of data and drive automation at scale, AI empowers brands to deliver personalized, seamless CX journeys that foster loyalty and satisfaction. This article explores how leading companies leverage AI across three key areas — clear messaging, frictionless interactions and tailored experiences — to shape customer experience. 1.
Search Engine Land
JANUARY 5, 2024
The AI-generated answers in Google’s Search Generative Experience (SGE) do not match any links from the top 10 Google organic search results 93.8% of the time. That’s according to a new Authoritas analysis, which focused primarily on commercial keywords. Why we care. Google SGE is expected to reduce organic traffic significantly to websites for many keywords because searchers will be able to get the answer directly in Google’s AI-generated answer.
SaaStr
JANUARY 8, 2024
Ok some of this post I’d hope would be blindingly obvious. But it isn’t, so I’m going to try to help by being brutally direct: No VC on Planet Earth Wants to Invest in a Startup with Mediocre Growth None. No one. I can’t tell you how many emails a week a month that go something like this: “It’s been a challenging year with 30%-50% growth, but with some funding, we can grow much faster next year!
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Salesforce
JANUARY 29, 2024
If you build it, they will come. That famous quote from Field of Dreams refers to a baseball field for ghosts, but can it also be applied to an email list? It sure can. According to our research , email remains the best way to connect with customers. A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts.
Partners in Excellence
JANUARY 31, 2024
My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort.
Iannarino
JANUARY 11, 2024
Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your territory.
Martech
JANUARY 3, 2024
Marketers will continue to engage with audiences on social media through advertising and organic social campaigns. The space continues to diversify, with more user-generated content inspired by the emergence of TikTok in recent years. And for consumers with money to spend, there are new ways to shop through social commerce. How will these opportunities shake out in the upcoming year?
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Search Engine Land
JANUARY 9, 2024
Websites made with Google Business Profiles will be turned off in March. Customers attempting to visit your website will then be automatically redirected to your Business Profile until June 10. Beyond this date, visitors will encounter a “page not found” error, Google announced. Why we care. Businesses wanting to maintain their own website must create a new site using alternative tools, then update their Business Profile with the new site address before the deadline to ensure a smoot
SaaStr
JANUARY 5, 2024
So Harry Stebbings and I got back together for the first 20VC of 2024! Will IPO windows open in 2024? Will Stripe and Databricks go public? Did Figma kill the M&A market in 2024? Will LPs allocate to new venture managers? Will many venture firms slowly die? This is the ultimate show with Jason M. Lemkin , Founder SaaStr on what the f happens in 2024 with many predictions… 1.
Salesforce
JANUARY 4, 2024
Influencing an audience to take action is tough business. Often, leads aren’t ready to buy, and when they are, it’s a challenge to keep them engaged. Thankfully, email makes it possible for you to gain influence with your desired audience over time. And with drip marketing, emails don’t have to live on an island unto themselves. A marketer’s job is to find and understand high quality leads, then help convert them to sales.
Partners in Excellence
JANUARY 9, 2024
There’s a lot of concern, wherever one turns, about AI and Robots becoming more “human.” Usually, it’s stories of AI or robots taking on human characteristics, mostly the bad characteristics. We reflect back on movies like “Terminator,” worrying about AI and robots taking over the world. Daily, we see examples of various forms of AI based plagiarism, some unintended, some malicious and intentional.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Iannarino
JANUARY 25, 2024
Explore the groundbreaking insights and strategies in Anthony Iannarino's series of six books, revolutionizing sales and leadership.
Martech
JANUARY 25, 2024
Welcome to 2024! A new year is like a new car — it comes with that amazing smell of promise unsullied by life events. So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. Everything in this new year should be about setting goals for the year, creating aspirations and deciding what we need to accomplish — like how we will reach that seemingly impossible sales number our boss gave us because we smashed our goal in 2023.
Search Engine Land
JANUARY 4, 2024
Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on January 4, 2024. If you have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices. Why we care.
SaaStr
JANUARY 18, 2024
So Gartner is cutting back its growth projections for this year a bit. It was previously projecting a 13.8% spend in software spend in 2024 to over $1 Trillion. It’s now cutting that back a bit to 12.7% growth in 2024, basically flat with 2023. But that’s still a lot of growth. To over $1 Trillion in software spend worldwide — for the first time ever.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Salesforce
JANUARY 17, 2024
The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. At Salesforce, we ask, “What do people truly want when they interact with their insurance company?” Extensive research shows that customers, both new and old, want more than just coverage and affordability.
Partners in Excellence
JANUARY 24, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies.
Heinz Marketing
JANUARY 23, 2024
By Michelle Voznyuk , Marketing Specialist at Heinz Marketing In the business world today, there’s a noticeable shift from old-school, product-focused strategies to ones that emphasize customer needs at every step. This strategy, known as customer-led growth (CLG), has become more than a trend – it’s the new playbook for success. At the forefront of this transformation is AI.
Martech
JANUARY 9, 2024
The $100 billion creator economy is changing how brands collaborate with influencers across social media and niche communities. Today’s brands recognize the value of authenticity and targeted reach for online consumers. They’re embracing the demand for relatable content, the power of niche audiences and the unignorable effectiveness of influencer partnerships.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Search Engine Land
JANUARY 22, 2024
Google confirmed a search ranking bug, a “very narrow issue,” as Google called it, that affected a “small number of websites” where those rankings would drop out of the Google Search results over the weekend and then reappear during the weekdays. Google’s statement. A Google spokesperson told Search Engine Land this issue has already been resolved and that it only impacted a “small number of websites.” Google wrote: We’re aware of a very narrow iss
SaaStr
JANUARY 1, 2024
So one thing that’s changed radically in SaaS over the past few years if everyone has realized to truly scale, you need to be multi-product. Sometimes by as early as $20m ARR, sometimes by as late at $200m ARR, or later. But net net, the average public SaaS compay has 35,000 customers. So once you cross 3,500, let alone 10,000 — you’re starting to saturate most B2B markets.
Salesforce
JANUARY 2, 2024
For anyone who has seen films like Star Wars, Metropolis, or, more recently, TikToks of Beyoncé’s latest tour , the concepts of robots, cyborgs, and other sentient machines have been around since at least the turn of the 20th century. While these pieces capture both the most fantastic and menacing ideas about this kind of technology, reality has been catching up since the 1950s, when Alan Turing published his paper, “Computing Machinery and Intelligence.
Partners in Excellence
JANUARY 16, 2024
The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
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