Anthony Cole Training

OCTOBER 11, 2024

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things. However, there are several steps a sales manager can take to establish a motivating environment for salespeople in order to build a high-performance sales team.

Drivers/motivators

Martech

OCTOBER 10, 2024

Microsoft Clarity is one of the best analytics tools you might not know about. This powerful, free tool enriches your existing analytics and customer profiling, offering deeper insights into user behavior. This article covers what Microsoft Clarity is and how to set up custom events to maximize its value for your website. TL;DR Clarity is a free, no-frills heatmapping and user session recording tool.

GTM

Salesforce

OCTOBER 8, 2024

Today’s consumers encounter an unprecedented number of brands on a daily basis. Their purchasing decisions are influenced by value, trends, and quality, which make them more open to experimenting with new products and brands. This means businesses need to prioritize loyalty marketing to build lasting relationships with their customers. To have an effective loyalty strategy, you must not only adapt to changing consumer behaviors but also anticipate and meet those consumers where they are in thei

Education

Search Engine Land

OCTOBER 8, 2024

Microsoft Clarity is one of the best analytics tools you might not know about. This powerful, free tool enriches your existing analytics and customer profiling, offering deeper insights into user behavior. This article covers what Microsoft Clarity is and how to set up custom events to maximize its value for your website. TL;DR Clarity is a free, no-frills heatmapping and user session recording tool.

GTM

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

Sales

Sales Gravy

OCTOBER 10, 2024

On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. She offers valuable insights on maintaining customer relationships, handling objections, and staying motivated in a challenging sales career. Key Takeaways: – Facing Rejection with Determination: Early sales careers can involve a lot of cold calling, rejection, and setbacks.

Gaming

Martech

OCTOBER 7, 2024

Google is rolling out AI-organized search results, and the new links and citations format in the Google AI Overviews. AI-organized search results. The new AI-organized search results, as we covered in May , are now rolling out in the U.S. This includes search results organized by web, including articles, videos, forums and more. Google said in its testing, searchers “have found AI-organized search results pages more helpful.

Retail

Search Engine Land

OCTOBER 8, 2024

Google is rolling out in Product Studio within Google Merchant Center, the ability to use its video generation tool. This is powered by Google’s generative AI tools, to help merchants quickly and efficiently create videos for their product campaigns. U.S. first. This is the first rolling out for U.S.-based merchants. Google wrote , “Video generation in Product Studio is currently only available for merchants in the US.

Product

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

GTM

Martech

OCTOBER 9, 2024

Google today pushed back on “radical and sweeping proposals” from the U.S. Department of Justice in its ongoing antitrust lawsuit over Google’s illegal search monopoly. These proposals are the latest developments in a lengthy and ongoing legal battle. Some of the suggestions are raising alarms about their potential impact beyond the scope of the case.

Government

Partners in Excellence

OCTOBER 10, 2024

LLMs are providing sellers the opportunity to reshape their engagement strategies. Ideally, enabling higher impact first conversations. We can ask the LLM to research the organization, identifying the key issues the company is facing. We can ask the LLM to write a relevant prospecting letter focusing on a certain persona. We can ask it to script a conversation we’d like to have with the customer.

Pitch

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

Objection handling

Search Engine Land

OCTOBER 7, 2024

Successful brands connect with buyers across multiple channels, provide a seamless customer experience and harmonize digital and physical operations. Retailers should not underestimate the importance of an omnichannel strategy: A 2024 report shows that 75% of shoppers use both digital and physical touchpoints throughout their customer journey. This trend will only grow as it becomes easier to bridge physical and digital spaces.

Retail

Hubspot

OCTOBER 10, 2024

GDPR compliance is a messy process to begin with, but trying to stay ahead of the regulation while B2B cold calling presents a whole other set of problems. In trying to wrap my brain around how to make cold calls under GDPR, I discovered two things: It’s totally doable (and legal) and it’s actually not that hard if you have a set of systems in place to carry it out.

Cold Call

Martech

OCTOBER 7, 2024

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

Conversion

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. I can imagine Adam saying to Eve, “But that’s not a Granny Smith, I prefer those… ” Fear strikes at the heart of too many sellers. “This call will be great as long as they don’t bring up these issues?

Objection handling

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 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to 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 are enabling

Hospitality

Search Engine Land

OCTOBER 8, 2024

New generative AI video creation tools for advertisers on Facebook and Instagram, Meta announced today. The tools are rolling out in Advantage+ creative and will be more widely available to advertisers early next year. Meta rolled out generative AI tools to resize images, change backgrounds and repurpose existing images to create multiple versions of ads in May.

Campaign

SaaStr

OCTOBER 10, 2024

So Thomasz Tunguz put together a great chart summarizing one of my top worries over the past 24+ months in SaaS. He summarized the M&A (acquisitions) of The Top 10 Software Acquirers. And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. And there hasn’t been for a while: It was great times for SaaS liquidity in late 2020 through the end of 2021.

Start-ups

Martech

OCTOBER 8, 2024

No less than 50% of B2B marketers won’t reach their goals this year. When sales and marketing teams are firmly aligned, the outlook is much better, with 80% saying they will reach their goals. The insights come from a new Pipeline360 report, “The H2 2024 state of B2B pipeline growth” based on a survey of 500 B2B marketers in the U.S. and U.K.

B2B

SalesPop

OCTOBER 9, 2024

SalesPOP! and Pipeliner CRM have a strong, symbiotic connection that enhances both platforms: 1. SalesPOP! is a natural extension of Pipeliner CRM , offering complementary content while being able to stand on its own. 2. The podcast covers a wide range of topics related to sales, leadership, and business, which aligns with Pipeliner’s focus on sales management. 3.

CRM

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

Force Management

OCTOBER 10, 2024

Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here.

Conversion

SaaStr

OCTOBER 10, 2024

Dear SaaStr: I’m at $50m ARR Losing $10m A Year. We are growing about 20% and have limited cash in the bank. How Do I Get to Break-Even Fast? 1/ You probably have 50+ sellers at $50m ARR. You probably need half of them. That’s tough but true. Cut anyone below mid-pack. Concentrate leads in those that close the best. Especially when growth slows, you almost always do better concentrating leads in your top closers.

Strategize

Martech

OCTOBER 8, 2024

Today, Meta announced new generative AI video creation tools for advertisers on Facebook and Instagram. The tools are rolling out in Advantage+ creative and will be more widely available to advertisers early next year. In May, Meta rolled out genAI tools to resize images, change backgrounds and repurpose existing images to create multiple versions of ads.

Campaign

Search Engine Land

OCTOBER 7, 2024

Many businesses are finding their digital marketing efforts falling flat despite producing content regularly. The culprit? An outdated approach that neglects the growing importance of visual content in SEO. With tech giants like Google and Apple prioritizing AI-powered visual search, companies that don’t adapt risk losing visibility and relevance.

CTR

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

Start-ups

Engage Selling

OCTOBER 7, 2024

Feeling the cold shoulder from your boss? This video shows how to shift gears from whining to winning by presenting solutions instead of problems. For more strategies like this, check … The post Don’t be a Whiner first appeared on Colleen Francis - The Sales Leader.

Presentation

SaaStr

OCTOBER 11, 2024

Every year, Bessemer Venture Partners releases a State of the Cloud report. You can access the report here. This year, it’s all about AI, which is why Sameer Dholakia, Partner at Bessemer, calls it the Cloud AI Era. Four portfolio companies join Sameer to talk about three trends of the Cloud AI Era. AI foundation models Multimodal models Change management Julia Chapin, COO at Abridge, Kate Jensen, Head of Revenue at Anthropic, Rami Karabibar, CEO and founder at EvenUp, and Timothy Young, CEO at

Healthcare

Martech

OCTOBER 7, 2024

Buy or build stack components? That’s an issue martech practitioners confront all the time. Like it or not, no one will ever get everything they want or need. An important question is whether the cost (effort and budget) is worth building something and then maintaining a custom solution to get closer to meeting all of one’s needs. However, a custom solution will never completely meet all requirements.

Sports

Iannarino

OCTOBER 7, 2024

In a world increasingly dominated by screens, the ability to read and engage with books is slipping through the fingers of even the brightest students.

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

Sales Pop!

OCTOBER 9, 2024

SalesPOP! and Pipeliner CRM have a strong, symbiotic connection that enhances both platforms: 1. SalesPOP! is a natural extension of Pipeliner CRM , offering complementary content while being able to stand on its own. 2. The podcast covers a wide range of topics related to sales, leadership, and business, which aligns with Pipeliner’s focus on sales management. 3.

CRM

SaaStr

OCTOBER 11, 2024

Dear SaaStr: If a startup is at $1.5M ARR and is looking to hire an experienced COO how much equity should they give him/her? 0%. I think $1.5m ARR is too early for an experienced COO in 95 cases out of 100 — unless it’s a total rocketship and you plan to be at $10m+ ARR within 12 months. At $1.5m ARR you should still be the COO. You should find, hire, and manage the VPs of Sales, Marketing, Customer Success, Product and Engineering and even Finance yourself.

Finance

Martech

OCTOBER 8, 2024

AI fans like to rhapsodize about all the great things they can do with ChatGPT and other AI assistants. Here’s a glimpse into how my agency uses an advanced form of ChatGPT to help us with copywriting for an email A/B test. Although I can’t reveal everything — I need to protect my client’s privacy and competitive information — I’ll share as much as possible, including the steps we used to build the test and how ChatGPT helped us get there.

A/B testing

Iannarino

OCTOBER 10, 2024

Struggling to break through the noise with your cold outreach? Here’s how to turn challenges into opportunities and secure those elusive meetings.

Prospecting

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B2B