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.

B2B 284

B2B Sales Conversion 284

Anthony Cole Training

JANUARY 5, 2024

Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.

Drivers/motivators 257

Drivers/motivators Sales 257

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team. While you may want your sales team to focus on selling, they also spend much time on administrative tasks.

Product 246

Product Territory Objectives and Key Results Sales 246

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.

Hospitality 142

Hospitality Entertainment Legal Finance 142

Advertisement

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.

Follow-up

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.

286

286

Force Management

JANUARY 4, 2024

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

Follow-up 125

Follow-up Growth Up-sell Conversion 125

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.

Engineering 139

Engineering Process 139

Iannarino

DECEMBER 30, 2023

There are two mistakes coaches routinely make, without knowing it. Because they are unaware of these mistakes, their results are often not what they would and should be. When these two mistakes are present, coaching fails, and if the coaching does any real help, it is often fleeting.

Presentation 249

Presentation 249

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.

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Martech

JANUARY 4, 2024

Website speed is often seen as the main factor impacting customer conversions. However, speed is just one element that contributes to broader digital friction. Here’s why taking a more holistic view of digital experience is key and how to balance best practices with your business’s unique circumstances. Factor fixation Recently, my boss, Ken Goldshvartz, was on The Frictionless Experience podcast to discuss putting website speed into a broader context.

UX 125

UX Hospitality User Experience Conversion 125

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

Search Engine Land

JANUARY 4, 2024

Internal linking has often been a powerful tool for SEO, helping serve as a bridge to connect various webpages. One main goal has typically been to boost visibility in search engines. However, the importance of internal linking extends beyond SEO; it’s pivotal in creating a navigable, user-friendly website, especially for people with disabilities. Internal linking is one area that SEO has influence in terms of where and how it appears on a website.

User Experience 130

User Experience Trust Follow-up Engineering 130

Iannarino

JANUARY 2, 2024

Master the art of turning client rejections into successful engagement opportunities in the B2B sales landscape. The following list describes common negative situations and how you can turn them around.

Clients 233

Clients B2B Sales 233

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.

Growth 116

Growth Gaming Customers Product 116

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.

Government 115

Government Trust Technology Technology 115

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

Search Engine Land

JANUARY 2, 2024

LinkedIn ad prices have soared due to a surge in demand reportedly driven by the advertiser boycott of X. Why we care. If you’re thinking about moving your ad spend away from platforms like X in 2024, LinkedIn could be a solid alternative to consider. Marketers are seeing good returns, but keep in mind it comes with a higher cost, so be sure to check your budget before making the switch.

Price 123

Price Campaign B2B Engineering 123

Iannarino

DECEMBER 31, 2023

Discover how to beat the odds and maintain your New Year's resolutions with proven strategies and insights.

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297

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.

Product 112

Product Cross-sell CRM Growth 112

Martech

JANUARY 4, 2024

Ecommerce isn’t only digital anymore, it’s a key part of shopping at physical stores, too. It’s so important and also constantly changing. New channels, new platforms, new customer expectations, how do you keep on top of them all? Here are six must-follow experts to help you deliver the kind of ecommerce experience shoppers are looking for. Marsha Collier Marsha is a best-selling author, radio host, podcast host and educator who specializes in technology, internet marketing, and ecommerce.

E-commerce 110

E-commerce Retail Entertainment Launch 110

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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.

Pipeline

Search Engine Land

JANUARY 4, 2024

The Google Ads gambling and games policy United States country-specifics has been updated. From January 4, the platform will accept and run ads for sports betting from state-approved entities in Delaware. Why we care. Eligible advertisers who want to run sports betting ads in Delaware will need to apply for accreditation. Certification. To obtain certification, follow these steps if you meet Google’s policy and country-specific requirements: Privately-licensed operators: If you are based in one

Gambling 114

Gambling Gaming Sports Campaign 114

Iannarino

JANUARY 5, 2024

Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.

Sales 281

Sales 281

SaaStr

DECEMBER 30, 2023

So it does seem like some of the biggest changes to the human side of SaaS are now coming. I’ve talked with three CEOs at leading vendors in sales and post-sales at $200m+ in ARR the past few weeks and they’ve all reinforced these are some of the biggest changes in a generation. What we’ve seen in the first 15 years of SaaS: Specialization in sales.

Customers 111

Customers Price Follow-up Growth 111

Martech

JANUARY 5, 2024

Like any transformative technological change in our history, the growing importance and availability of artificial intelligence (AI) will affect the people, processes, technologies and data powering our business operations. Its potential is unlimited. This is both exciting and concerning. It forces us to think about the potential in terms of actual processes right across the marketing function.

Government 109

Government Technology Technology Trust 109

Advertisement

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

Campaign

Salesforce

JANUARY 3, 2024

We’ve all had to put up with pushy salespeople. I used to be one. Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships. As a sales professional, you don’t have to coerce or pressure.

Pitch 109

Pitch Sales Prospecting Clients 109

Iannarino

JANUARY 3, 2024

Uncover the lost art of deep focus in our digital age and learn how mastering this skill can elevate your productivity and success.

Product 235

Product 235

Search Engine Land

JANUARY 4, 2024

Advertising on Meta presents unique opportunities that Google Ads doesn’t offer. Whether your goal is lead generation or ecommerce, Menachem Ani, PPC expert and founder of JXT Group, shared valuable insights at SMX Next on how to optimize campaigns for Facebook and Instagram. Read on to learn Ani’s seven-step frameworks for building winning lead generation and ecommerce strategies in Meta’s automated landscape.

Objectives and Key Results 107

Objectives and Key Results Lead generation Campaign Up-sell 107

Martech

JANUARY 2, 2024

There is much talk about how marketers can leverage customer data. However, this also means thinking about how this same customer data needs to flow throughout all the marketing platforms marketers use to do their day-to-day jobs. We have already seen how marketers can leverage conversion data in top-of-funnel activities. Now we will see how marketers can also ensure this data flows automatically and as quickly as possible throughout the appropriate martech platforms, without skimping on data q

Customers 108

Customers Campaign Conversion Start-ups 108

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

SaaStr

JANUARY 2, 2024

David Sacks classic post on Burn Rate Multiple is A+ and a key metric for every venture-backed startup. It simplifies a lot of complexity into one metric. That if you’re venture-backed, yes, you do have money to spend (and burn). But the best burn less each month than they bring in in new bookings and revenue (a Burn Multiple of 1x or less).

Growth 107

Growth 107

Salesforce

JANUARY 3, 2024

If you’ve navigated a digital experience easily, there’s a good chance that the designer and developer who built it had a strong working relationship. On the flip side, if it’s a bumpy user experience – long load times, hidden log-ins, irretrievable data – then it’s possible their collaboration wasn’t as seamless. Maybe they spent most of their time patching up the backend and slapping duct tape on design problems.

UX 105

UX User Experience Clients Meeting 105

Search Engine Land

JANUARY 2, 2024

As search marketers brace themselves for SEO’s next chapter, it’s easy to get caught off guard by disruptions from generative AI advancements like Google’s SGE. Get ready to step into the future of SEO by joining experts from Conductor as they dive into the ever-evolving landscape of SEO in the age of AI. Learn more by registering and attending “The State of SEO for 2024: Are you AI-Ready?

Engineering 107

Engineering Presentation 107

Martech

JANUARY 4, 2024

TransUnion today announced the launch of a new and improved identity graph to deliver better identity resolution and demographic enrichment. TransUnion is a major consumer credit reporting agency that also offers marketing solutions under the TruAudience brand. The identity graph supports the full range of these solutions. The graph uses AI to cluster identifiers into individuals and households and evaluate the strength of the resulting profiles.

Finance 106

Finance Launch Process 106

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