October, 2023

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The Art of Client-Centric Sales Questions- Transforming Self-Serving Inquiries into Value-Driven Conversations

Iannarino

Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven sales methodology.

Clients 291
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How To Unlock the Power of Generative AI Without Building Your Own LLM

Salesforce

Everyone wants generative AI applications and their groundbreaking capabilities, such as creating content, summarizing text, answering questions, translating documents, and even reasoning on their own to complete tasks. But where do you start? How do you add large language models (LLMs) to your infrastructure to start powering these applications? Should you train your own LLM?

Trust 138
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4 Tips to Coach Your Coaches to Higher Team Performance

Membrain

“As goes the manager, so goes the team.” This common sales industry expression is actually more true than we realize, according to Carole Mahoney, author of Buyer First and founder of Unbound Growth.

Growth 146
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Trick Or Treat……

Partners in Excellence

This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.

Technique 140
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How to Improve Email Deliverability and Optimize Each Send

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.

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Google says mobile-first indexing is complete after almost 7 years

Search Engine Land

Google’s mobile-first indexing initiative that started just about seven years ago is now complete, according to Google. “It’s been a long road, getting from there to here. We’re delighted to announce that the trek to Mobile First Indexing is now complete,” John Mueller from Google wrote on the Google blog. History. As a reminder, Google started mobile-first indexing over 6.5 years ago , and eventually, after publishing deadline after deadline, Google removed the dea

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Sales Objections? Move from Concerns to Conversations

SalesProInsider

“ You get what you’re looking for.” It’s just one of dozens of “Jeanette-isms” I heard from my mom when growing up. And now as an adult, I can see how true this statement is. We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations.

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Trick or Trailhead: Mystery at AI Manor

Salesforce

For Trailhead’s 9th annual Trick or Trailhead celebration, you’re invited to complete the first-ever hands-on mystery module. Attend a mysterious dinner party where you’ll get hands-on with flow and help solve a classic whodunnit. Uncover the culprit, and you’ll earn a spooky limited-edition Trick or Trailhead badge and a whopping 2,500 points. Trick or Trailhead at AI Manor How to participate Join the Trick or Trailhead Quest Trick or Trailhead at AI Manor You are cordially invited to join Astr

Start-ups 142
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What Is Value in Complex Sales?

Membrain

Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.

Sales 145
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Mirroring

Partners in Excellence

Early in my selling career, I was in a short training class. We were being taught how to “mirror” our customers. The concept of mirroring is it was a means of better connecting with the customer. We learned that if a customer leaned forward in their chair, perhaps indicating interest, we should lean forward. Likewise, if they leaned back we leaned back; if they swore, we swore; if they farted…… OK, I’m getting carried away with this explanation.

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Google October 2023 Core Update rollout is now complete

Search Engine Land

Google has confirmed that the October 2023 Core Update – the third core update this year – has completed rolling out. The update started on October 5, 2023, a day after the October 2023 spam update was released, and completed 14 days later on October 19, 2023. Lots of volatility. This update, like most previous core updates, felt big in terms of the number of sites that saw ranking volatility and the complaints from SEOs I spotted over the rollout.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Best of the Bot: Identifying the latest trends in digital marketing

Martech

Best of the Bot showcases MarTechBot’s responses to prompts submitted by readers. The language model is based on content from MarTech layered on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content. I am the first generative AI chatbot for search marketers. I am trained with MarTech content.

Campaign 139
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Advanced Discovery-The Discovery Compass-Navigating Toward Value

Iannarino

You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have been taught to elicit a problem and the client’s pain points.

Clients 284
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3 Ways To Build a Workplace That’s Accessible to All

Salesforce

So much of our autonomy depends on our employment status and opportunities. But people with disabilities are not only less likely to be employed , their unemployment rate is about twice as high as the rate for people without disabilities. And these stats cut across all age groups. With Disability Employment Awareness Month (DEAM) upon us, it’s a good time to look at how businesses and allies can proactively support disability inclusion in the workplace — and help move the needle on those n

Education 134
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The Art and Science of Complex Sales Podcast

Membrain

Join us in today’s interview with David Mullins, High Performance Sales Coach. David's a father of seven, a former pastor and a successful salesperson and leader across multiple industries and businesses. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest stretch goals.

Sales 135
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How to Stay Competitive in the Evolving State of Martech

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

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We Need To Think About Retention Differently!

Partners in Excellence

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention.

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How to fix unassigned traffic in GA4

Search Engine Land

Unassigned traffic in Google Analytics 4 (GA4) is a common headache for digital marketers. It’s like trying to solve a puzzle with missing pieces: your data is incomplete, making it hard to measure the success of your marketing efforts. This article covers the common causes of unassigned traffic in GA4 and tips to ensure your campaigns are accurately tracked and optimized.

Referrals 144
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Meta launches genAI features for ads

Martech

This week, Meta announced it is beginning the rollout of generative AI capabilities in Ads Manager. These should be globally available by next year. These capabilities are: Background generation. The creation of multiple ad backgrounds allowing advertisers to choose relevant creative for their targeted audiences. Image expansion. Automates the adjustment of image assets to aspect ratios suitable for specific channels like Feed or Reels.

Launch 138
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Structured for Success: Sales Meetings That Boost Accountability

Iannarino

You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. Even though you have a CRM that reports each member’s activity and outcomes, you are better off with each person directly reporting how they did in the last week. Your meetings should boost accountability, while also helping salespeople see what is possible and what it takes.

Meeting 277
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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How to transition from a Salesforce Admin into a Marketing Cloud Admin

Salesforce

Hi, I’m Kaelan! I’m a passionate Salesforce Certified Marketing Cloud Instructor and for the past few years I’ve taught people from all backgrounds, from complete novices to experienced Salesforce Admins, all about Marketing Cloud, how to become a Marketing Cloud Administrator, and even how to pass the Marketing Cloud Administrator Certification Exam.

Start-ups 130
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The Art and Science of Complex Sales Podcast

Membrain

Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.

Sales 134
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“I Can Do It Better Myself!”

Partners in Excellence

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” It’s easy to understand this. They were probably top performers as sellers. They probably have deep experience and great capability. That’s part of the reason they’ve been moved into a leadership role.

Closing 133
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Google-Extended does not stop Google Search Generative Experience from using your site’s content

Search Engine Land

Google-Extended , the new standalone product token, to tell Google through your robots.txt to not use your site content for Bard and Vertex AI and other AI projects does not work for the AI-answers and snapshots provided in the Search Generative Experience. Google told us that Google-Extended does not work for SGE. “SGE is a Search experiment so website administrators should continue to use the Googlebot user agent through robots.txt and the NOINDEX meta tag to manage their content in sear

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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3 ways MOps can bridge the gap in marketing analytics

Martech

Marketing has always been challenged to demonstrate impact on pipeline and revenue — and it hasn’t gotten easier. Success metrics have evolved beyond impressions, opens, and click rates, with privacy changes like Apple iOS 15’s open-blocking feature pushing marketers to rethink impact measurement. New martech tools focus on measuring marketing impact, tracking customer journeys and analyzing sales funnels.

SQL 136
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The Resurgence of Eat Their Lunch

Iannarino

Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several companies have recently bought copies and requested a keynote speech and workshop. Displacement may be back in vogue, as there are too many companies in every industry, something you will see and feel over the next decade, as globalization as we know it ends.

Customers 276
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Is Your Organization Ready for AI? 5 Data Leaders Share Real-World Tips

Salesforce

AI is having its moment. No longer just a buzzword, AI and generative AI are changing how we all do business. So what should a data leader be doing to succeed with AI in the enterprise? We spoke to five members of the Data Leadership Collaborative to learn from their experience, and get a few tips for data leaders who are beginning to champion AI technologies in their own organizations.

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4 Shifts to Improve Your Go-To-Market Execution

Heinz Marketing

By Maria Geokezas , Chief Operating Officer at Heinz Marketing After perfecting your product and redefining your brand and message, it’s time to go-to-market. You’ve nailed down the perfect strategy. You’ve received incredible feedback from initial users. Your team is feeling confident. But as the results come in, they aren’t what you expected. You can’t gain traction, and your budget is dwindling… what happened?

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How to Leverage Intent Data for Better Outcomes

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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Selling Possibility

Partners in Excellence

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 132
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X (Twitter) partners with Google Display Network

Search Engine Land

X (formerly known as Twitter) has joined forces with the Google Display Network. Following a steep decline in advertising revenue earlier this year, the social platform has decided to start outsourcing the sale of some of its ad space. Moving forward, advertisers will be able to tap into the X home feed inventory through Google Ads Display campaigns – however, exact details of the deal terms remain undisclosed.

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AI in marketing: How to balance automation and the human touch

Martech

Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. We now have machine learning and AI driving much of our marketing platforms. Whether it’s letting Google or Facebook make our ad decisions for us or asking ChatGPT to write all our content (a very bad idea), AI is making our job easier.

Campaign 136
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Versatile Leadership - Mastering Styles for Every Sales Challenge

Iannarino

Every sales leader or sales manager has a dominant style, the way they lead most of the time. Leaders are comfortable with their leadership style , even though it isn’t always right for certain scenarios. As a sales leader, you must recognize that your dominant style may not be what some of your sales force needs to succeed.

Sales 274
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con