Iannarino

MARCH 13, 2024

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.

Commission 275

Commission Contract Represent Clients 275

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Conversion 152

Conversion Sell Market share Go To Market 152

Search Engine Land

MARCH 22, 2024

Google is now testing AI overviews in the main Google Search results, even if you have not opted into the Google Search Generative Experience labs feature. Google said this is an experience on a “subset of queries, on a small percentage of search traffic in the U.S.,” a Google spokesperson told Search Engine Land. In May 2023, Google opened up a Search Labs section for searchers to opt in to see and use the Google SGE results, that contained AI overviews.

Launch 145

Launch Engineering Technology Technology 145

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling.

Process 133

Process Pipeline Sales Gaming 133

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Follow-up

Salesforce

MARCH 19, 2024

When you’re a Serviceblazer, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You understand the pivotal role technology plays in shaping the future of customer service. And you love 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 Serviceblazer Community is a great place to start.

Networking 135

Networking Negotiate Service Contact 135

Martech

MARCH 28, 2024

Is your marketing team tired of hearing about AI? To some extent, we all are. It’s part of the hype cycle of any new technology. Marketing teams now find themselves surrounded by AI. It’s coming from every direction. Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. But ChatGPT is far from the only AI game in town.

CRM 128

CRM Technology Technology Campaign 128

Partners in Excellence

MARCH 31, 2024

Preface : I’ve been introduced to Daniel Schmidt by my friend Don Mulhern. While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibi

Sell 114

Sell Electricity Manufacturing Quota 114

Search Engine Land

MARCH 20, 2024

Google’s March 2024 spam update rollout is now complete. The spam update started March 5, about 15 days ago. The March 2024 core update is still rolling out and will likely continue to roll out for the next couple of weeks. The spam update took 14 days and 21 hours to roll out, starting on March 5, and ending on March 20. Google wrote this morning, “The rollout was complete as of March 20, 2024.” March 2024 spam update.

Launch 144

Launch Start-ups Process 144

SaaStr

MARCH 22, 2024

So Redpoint Ventures published some of the slides they recently presented to their Limited Partners (their own investors) here. There’s a ton of good data there, but this one slide stood out to me, because it was put together in a really clear fashion, better than other data sources I’ve seen. And what it says is that even though Seed stage investing remains arguably as strong as ever … Series A hasn’t bounced back.

Growth 121

Growth Price Presentation 121

Salesforce

MARCH 19, 2024

In 2023, Canada-based Algo Communications found itself facing a challenge. The company was poised for rapid growth, but it couldn’t train customer service representatives (CSRs) quickly enough to keep up with its expansion. To tackle this challenge, the company turned to a novel solution: generative AI. Algo adopted a large language model (LLM) to help onboard new CSRs faster.

Trust 122

Trust Represent Start-ups Technology 122

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

Retail

Martech

MARCH 27, 2024

Leading CRM platforms like Salesforce, Dynamics, Zoho and HubSpot are introducing new AI features for autonomous chats, automatic campaign launches, product suggestions and sentiment analysis. That’s great and exciting. But there’s one thing in the way: our data. Ultimately, all the technology in the world isn’t worth the investment if the data it relies on is poor.

Territory 125

Territory CRM Manufacturing Pipeline 125

Iannarino

MARCH 1, 2024

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.

Consult 268

Consult Sell Contact Sales 268

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 119

Education Trust Sell Product 119

Search Engine Land

MARCH 5, 2024

Google is unleashing multiple measures aimed at improving the quality of its search results beginning today. Google is releasing the March 2024 core update and a number of spam updates (aka March 2024 spam update). Also, Google’s helpful content system has been incorporated into its overall core ranking system. In addition, Google announced several new and updated spam policies that it will begin enforcing through automated algorithms and manual actions.

Engineering 145

Engineering Start-ups User Experience Technique 145

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

Promote

G2

MARCH 28, 2024

While the way we learn has come a long way from dusty textbooks and stuffy classrooms, the corporate training journey still struggles to cater to the diverse needs of a modern workforce.

Networking 111

Networking 111

Salesforce

MARCH 20, 2024

Do you trust generative AI to help you with tasks at work? While AI-powered tools are great at projecting confidence and certainty in their responses, chances are you know little about the origin of the AI’s data. Did it come from a trusted source, like a peer-reviewed journal in your industry, or a dubious one, like a smart-sounding comment scraped from social media?

Government 113

Government Healthcare Trust Represent 113

Martech

MARCH 4, 2024

Marketing automation is a great tool. It allows companies to set up campaigns that run on their own without further human intervention. This saves time and greatly expands what your marketing team can accomplish with limited resources. Unfortunately, marketing automation can also go wrong somewhat spectacularly. In this article I’ll provide a list of things to check to make sure your automated programs aren’t giving you or your company a big black eye.

Campaign 128

Campaign Cross-sell Contact Follow-up 128

Iannarino

MARCH 3, 2024

If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the phrase trusted advisor. No one would argue against the idea that being a trusted advisor is the high-water mark in B2B sales. Unfortunately, too few salespeople reach this summit, mostly because, despite how much their clients may trust them, they fail to provide valuable advice.

B2B 266

B2B Trust Clients Sales 266

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Pipeline

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? What are qualifying questions… ? What are trends… ? How do I handle objections… ?” I take these hacks, trying them out myself. At best, I get responses that are mediocre and non specific.

Gaming 114

Gaming Engineering Presentation Start-ups 114

Search Engine Land

MARCH 18, 2024

Google is making a number of changes to its executive team running Google Search: Liz Reid , who was leading up core search experiences, will now be the Head of Search at Google. Cheenu Venkatachary will be the new lead of Search quality and ranking. With these changes, Pandu Nayak is stepping down as lead of search quality and ranking and will become Chief Scientist of Search.

Promote 138

Promote Appointment Engineering Follow-up 138

G2

MARCH 11, 2024

As the latest Google, IAB TechLabs, and CMA cookie drama invites a MarTech crisis, this comprehensive analysis gauges the impact and informs scenario planning with G2 buyer insights and expert advice.

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115

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. How can enablement be the hero in one organization and the constant scapegoat for another?

Strategize 115

Strategize GTM Cross-sell Finance 115

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Campaign

Martech

MARCH 11, 2024

Google’s full deprecation of third-party cookies is right around the corner. Time is running out to get all those well-laid marketing plans off the whiteboards and into action. No matter where your company is at in the post-third-party preparation curve, the truth is that we won’t fully realize the impact on our marketing efforts until Google finally flips the switch and we head into the unknown.

Objectives and Key Results 126

Objectives and Key Results Campaign Government Launch 126

Iannarino

MARCH 8, 2024

Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the politician’s attention. At some point, I had a few minutes with the politician, and I asked him a question. When he spoke to me, he blocked out all the people and noise around us. For those few minutes, I was his only focus. What was impressive was his ability to ignore the throng surrounding us and speak to one person.

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261

Salesforce

MARCH 4, 2024

Nine out of ten leaders know a strong data strategy is critical to AI success – so why are only a third of them integrating a unified data strategy across their company? In January 2024, Salesforce commissioned Forrester Consulting to find answers to these gaps and more in the rapidly developing AI landscape. The research , conducted with 773 business leaders in 14 countries, sheds light on global business decision-makers’ mindsets around AI-powered CRM.

Commission 116

Commission CRM Education Trust 116

Search Engine Land

MARCH 12, 2024

Google updated its page experience help documentation to clarify how Core Web Vitals metrics are used as a ranking signal. Google also clarified that other page experience signals are not directly used for ranking purposes in Google Search. What Google wrote. The updated documentation is in the ranking section of the document and it now reads: Core Web Vitals are used by our ranking systems.

User Experience 136

User Experience 136

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Heinz Marketing

MARCH 15, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing B2B purchases are complex, involving multiple decision-makers, each with specific needs. So if you want real, predictable revenue growth, it’s time to forget the one-off quick-win tactics. The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today.

Growth 111

Growth Customers Objectives and Key Results Teamwork 111

The Digital Technology

MARCH 13, 2024

As companies pursue large-scale digital transformation initiatives, managing the exploding volume of data generated across a proliferating technology landscape grows increasingly complex. This forces many to reevaluate their traditional centralized data warehousing approach. Does it still make strategic sense?

Strategize 111

Strategize Technology Technology 111

Martech

MARCH 8, 2024

As organizations grapple with the complexities of AI adoption, a strategic framework becomes essential for assessing readiness and ensuring successful implementation. Before introducing even more tech into your stack, you must know what you’re working with. How confident are you with your team’s readiness for change? Can you also sustain those changes?

Objectives and Key Results 125

Objectives and Key Results Strategize Government Technology 125

Iannarino

MARCH 7, 2024

If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book in the One-Up Book Club was this kind of book.

Sales 262

Sales 262

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service