Iannarino
OCTOBER 28, 2023
You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause clients to disengage and look elsewhere for someone who can help them with their business.
Anthony Cole Training
NOVEMBER 3, 2023
We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.
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Search Engine Land
NOVEMBER 3, 2023
The U.S. Department of Justice has released several new trial exhibits – including internal Google presentations, documents and emails related to ranking. Here are seven that specifically discuss elements of Google Search ranking. 1. Life of a Click (user-interaction) This is a heavily redacted PowerPoint presentation put together by Google’s Eric Lehman – and like most of the other documents, it lacks the full context accompanying it.
Understanding the Sales Force
OCTOBER 30, 2023
Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” While watching game 2 of the 2023 World Series, it occurred to me that while I still remember and can name every
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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.
Iannarino
NOVEMBER 3, 2023
One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs that are false, outdated, or both. Attempting to argue with a decision maker to get them to forfeit their beliefs is a fool’s errand.
Force Management
NOVEMBER 2, 2023
This month, our Revenue Builders guests shared some valuable breakdowns of key leadership skills. From hiring to reporting and developing innovative and effective processes — these guests have definitely been there, done that in the sales world, and we're proud to bring you their stories. These podcasts include insights from leaders of some of the top startups and tech companies of the past decade: Hubspot, Snowflake, MongoDB and more.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 31, 2023
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.
Iannarino
NOVEMBER 2, 2023
On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer because I didn’t believe I could publish from there. Outside of those 13 days, I have written and published every day, amassing over 5,100 articles and six books.
Salesforce
OCTOBER 30, 2023
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.
Search Engine Land
NOVEMBER 2, 2023
Google’s November 2023 core update is now rolling out and may take up to two weeks to complete. This is the fourth broad core algorithm update of 2023. the first core update of 2023 was the March 2023 core update , which started rolling out on March 15 and was completed on March 28. The second core update of 2023 was the August 2023 core update, which started rolling out on August 22 and was completed on September 7.
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
Martech
NOVEMBER 1, 2023
I’m often asked whether we’re using ChatGPT in email marketing campaigns. (This question becomes more frequent as major ESPs rush to release their own version.) Despite genAI’s proliferation, I find the answer easy: we don’t use it for content, aside from maybe using it to generate ideas or as a rudimentary starting point. For final content generation, your team’s creative minds are far more refined and empathetic to the audience’s needs.
Iannarino
NOVEMBER 1, 2023
While we have been distracted by technology , a pandemic, and the new business models sales organizations have adopted, every important KPI has fallen, and continues its decline. Win rates are down. Quota attainment is down. But instead of addressing the declining results, we have regressed to a more transactional approach to selling, though it fails to improve sales results.
Salesforce
NOVEMBER 3, 2023
Generative AI chatbots are helping change the business landscape. But they also have a problem: They frequently present inaccurate information as if it’s correct. Known as “AI hallucinations,” these mistakes occur up to 20% of the time. “We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice.
Search Engine Land
NOVEMBER 1, 2023
Amanda Chicago Lewis thinks SEO pirates have ruined Google Search and the internet. And she’s going to force that negative narrative on us. No matter what. Yes, SEOs went beyond the world wide web – where you’ve optimized websites and content for nearly 30 years – and wrecked the whole internet. How? That’s still not quite clear. (Lewis hasn’t yet figured out that the world wide web is basically just an application that runs on the internet.
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
Martech
NOVEMBER 2, 2023
The European Data Protection Board (EDPB) is permanently banning Meta from using personal data for advertising across the EU and European Economic Area (EEA). As it stands, the ban cripples the company’s ability to sell personalized ads to the 258 million Europeans who use Facebook and Instagram each month. “Meta has been found … to not have demonstrated compliance with the orders imposed at the end of last year,” EDPB Chair Anu Talus said in a statement.
Iannarino
OCTOBER 30, 2023
One day, I was sitting on an airplane, waiting to take off. Before they closed the doors, a good friend called me to tell me that a person known to me was systematically tweeting something my friend believed would somehow harm me.
Salesforce
NOVEMBER 2, 2023
Remember building your first email campaign? Painstakingly crafting emails, hoping the recipient wouldn’t see the telltale “Hello (name),” and adding contacts to your email workflow manually? That’s all a thing of the past. Today, automation is a game-changer and life-saver for email marketers — helping you save time, money, and stress. Automation doesn’t mean impersonal responses and a cookie-cutter approach to your email workflow.
Search Engine Land
NOVEMBER 1, 2023
Ever wondered which search queries drive the most revenue for Google? It turns out that iPhone, insurance and cheap flight queries drove the most revenue for Google in the U.S., at least for one week in September 2018. The list of search terms appeared on a heavily redacted slide that was included in a PDF released this week as a trial exhibit during the ongoing U.S. vs.
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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.
Martech
NOVEMBER 1, 2023
Shoppers are on the lookout for new small businesses this holiday season. Eighty-four percent of consumers said they’re likely to visit one in the next two months, according to a new study by digital marketing and automation platform Constant Contact and research firm Ascend2. Additionally, 87% of consumers said they are more likely to return at other times throughout the year after visiting and buying from a small business (defined as having less than 250 employees) during the holidays.
Iannarino
OCTOBER 29, 2023
There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door insisting that you sell them your product or service, there is no demand. But don’t worry, you need not create demand, as humans already have desires, needs, and fears.
Salesforce
OCTOBER 31, 2023
Picture this: saving time, making fewer mistakes, and focusing more of your attention on what matters. This isn’t too good to be true — it’s exactly what over 80% of service leaders say automated customer service helps them do. But according to recent Salesforce research, only 58% of service organizations report using this technology. In a world where customer expectations are increasing rapidly, it’s important for businesses to take every competitive edge they can.
Search Engine Land
OCTOBER 30, 2023
Google Bard , the conversational AI tool by Google, can now respond to your questions in real-time. You can turn it off and tell Bard to only respond once the answer is complete, but now, by default, Bard writes out the response in real time. Default on. By default, Google has turned on real-time responses, so you can see Bard typing the answer as it figures out the response.
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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
Martech
OCTOBER 30, 2023
Personalization is not just a marketing buzzword. It’s a driving force behind effective consumer engagement. It has come a long way from its origins in the 1990s and is now powered by advanced technology, behavioral data and a plethora of marketing tools. However, as personalization becomes a baseline expectation for consumers, it presents new challenges for chief marketing officers (CMOs).
Iannarino
OCTOBER 31, 2023
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
Salesforce
OCTOBER 31, 2023
Imagine a world where you create a new product that everyone wants. It’s a snap to make and it sells itself – a mega hit. Congratulations, you’ve smashed your goals! In this world, there is no overnight success. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it.
Search Engine Land
OCTOBER 31, 2023
Google searches for AI content skyrocketed and have remained high throughout 2023 as businesses and creators tap into new opportunities to scale. Source: Google Trends By March, 60% of writers already used AI in their work, a Hackernoon poll showed. But while generative AI offers amazing content generation and optimization opportunities, balancing its capabilities and limitations is essential.
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.
Partners in Excellence
NOVEMBER 3, 2023
One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” If you aren’t watching it, you should. It’s huge fun–and every once in a while they get onto some really interesting issues. Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh!
Martech
NOVEMBER 2, 2023
There aren’t enough hours in a day. You spend eight hours working. If you’re lucky (or really disciplined), you get eight hours of sleep. What do you do with the remaining eight hours? Data says you likely spend much of it consuming digital media. As a marketer, you might think that the more time people spend online, the more opportunities we have to capture their interest through marketing.
SaaStr
NOVEMBER 1, 2023
So we’ve been fans of Bill.com for many years at SaaStr, and covered them from the very early days, as a niche product most hadn’t heard of. Well, fast forward to today and it’s truly an SMB powerhouse. At $1.2 Billion in ARR, it’s still growing 48% year-over-year. Yes, 48% at $1.2 Billion in ARR. How is SMB SaaS doing today?
Search Engine Land
OCTOBER 30, 2023
Google knew as far back as 2010 that Google Chrome would help drive more Google searches. We learned some exact figures today during testimony from Alphabet and Google CEO Sundar Pichai at the ongoing U.S. vs. Google antitrust trial. Users who switched to Chrome from Microsoft’s Internet Explorer performed 48% more Google searches. Users who switched to Chrome from Mozilla’s Firefox performed 27% more Google searches.
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.
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