Iannarino

APRIL 22, 2024

The Challenges of Establishing Authority in Sales Workshops The group in the workshop I was conducting wasn’t quite ready for the two topics I was teaching. The first obstacle was the concept of being One-Up, and the corresponding need to be an expert and an authority. It took a little time to help them recognize how much more they knew about what they sold compared to what their clients knew about it.

Clients 233

Clients Sales 233

Anthony Cole Training

APRIL 26, 2024

DNA is a molecule called deoxyribonucleic acid, which contains the biological instructions that make each species unique. So, what makes up the very unique and coveted Sales DNA? Is there a genetic code for successful sales managers and if so, wouldn’t every company like to crack that code?

Sales 241

Sales Drivers/motivators 241

Search Engine Land

APRIL 26, 2024

Google’s March 2024 core update is now done rolling out, it started on March 5, 2024 and completed 45 days later on April 19, 2024. This was a big core update, where Google said that this core update is more complex and involves changes to multiple core systems, while also ending the standalone helpful content update. Google did not tell us until April 26th, 52 days after the rollout began, that it finished on April 19th.

Engineering 145

Engineering User Experience Launch Start-ups 145

Partners in Excellence

APRIL 26, 2024

It’s human nature to focus on the big things. Whether it’s a BHAG, a closing presentation for a major deal, a big job opportunity, a critical event. We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important.

CRM 134

CRM Presentation Meeting Closing 134

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Iannarino

APRIL 26, 2024

I made my first cold call when I was 15. I was given a list of phone numbers of community groups. I called each number to ask the community group to conduct a charity bike-a-thon to raise money for a charity. I was the only person to get a group to raise money. In fact, I organized two events, which was more than the rest of the people making calls.

Cold Call 254

Cold Call Sales 254

Salesforce

APRIL 24, 2024

Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. Imagine if your furniture and belongings could just teleport to your new place in perfect condition. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data.

Customers 124

Customers Transportation Government UX 124

Partners in Excellence

APRIL 22, 2024

As trivial as it may seem, the ability to pay attention is one of the most important behaviors for success. But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. losing sight of our purpose or what our actions mean–to ourselves and others.

Drivers/motivators 127

Drivers/motivators Closing Customers Sales 127

Iannarino

APRIL 20, 2024

Unlock your productivity potential by mastering the art of prioritizing work that delivers long-term value and immediate results.

Product 224

Product Sales 224

Martech

APRIL 25, 2024

Weeks before his 70th birthday, my colleague quipped, “I still don’t like being called a ‘senior.’ Unless there’s a good discount attached.” The joke leans on an aging, coupon-clipping stereotype that should be retired. My boomer colleague is part of an adaptable, active, tech-forward cohort who cannot be overlooked, largely because they also hold more than half of America’s wealth.

Trust 118

Trust Represent Legal Niche 118

Search Engine Land

APRIL 26, 2024

Google has served “billions of queries” with its generative AI features and plans to “expand the type of queries we can serve our users” even further. That’s according Alphabet/Google CEO Sundar Pichai, speaking during the Q1 2024 Alphabet earnings call. AI overviews, which Google introduced in the U.S. in late March and the UK earlier this month for a small slice of queries, are also increasing Search usage, according to Pichai: “Based on our testing, we are

User Experience 128

User Experience Follow-up Product 128

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Follow-up

Partners in Excellence

APRIL 25, 2024

Focus on the top of the funnel and everything else will work out. This seems to dominate so much of the conversation I see. It’s not wrong, but it’s not completely right. But this thinking drives our focus on MQLs, SQLs and massive prospecting efforts. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need?

Pipeline 126

Pipeline Prospecting Closing Process 126

Iannarino

APRIL 25, 2024

Discover how to elevate your B2B sales performance and outshine the competition with these expert tips on boosting win rates.

B2B 214

B2B Sales 214

Force Management

APRIL 25, 2024

Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.

Consult 109

Consult Sales Price Product 109

Search Engine Land

APRIL 24, 2024

Google has postponed the deprecation of third-party cookies in Chrome this year due to multiple challenges and increased scrutiny from the U.K. Competition and Markets Authority (CMA), Why we care. Brands now have extra time to prepare and explore alternatives to third-party cookies. However, this is just another delay. Third-party cookies will eventually go away – just not this year.

Closing 128

Closing Conversion 128

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

Partners in Excellence

APRIL 22, 2024

Preface : My first real experience of Jim Berryhill was in 2012. We were sitting in his lake house (North of Atlanta), with his business partner, John Porter and his son, Jake. It was in the very early days of Decisionlink, we were solving the problems of business value selling. They were just launching the company, I was advising them on the launch strategy.

Sell 123

Sell Teamwork Strategize Launch 123

Iannarino

APRIL 24, 2024

If you want to see the future, you will need to look at demographics and geography. These two topics tend to allow you to look into the future. So when the Wall Street Journal prints “U.S. Fertility Rate Falls to Record Low” followed by the subtitle “Fewer babies were born in the U.S. in 2023 than any year since 1979,” it’s worth thinking about this trend.

164

164

Martech

APRIL 25, 2024

U.S. digital video ad spend is expected to hit $63 billion in 2024, a 16% increase from the previous year, according to projections from IAB’s “2024 Digital Ad Spend & Strategy Report.” For the first time, digital video — which includes CTV, social video and online video — will claim a higher share of budgets than linear TV. Why we care. CTV and other digital video channels have long promised better addressability and measurement than traditional linear TV.

Retail 113

Retail Growth Process Advertising/ Marketing 113

Search Engine Land

APRIL 25, 2024

Google will stop allowing publishers to add publications to the Google Publisher Center manually. Instead, Google will automatically add eligible publications pages later this year. This change will likely lead to even more confusion around Google News inclusion , which we have had for years since Google changed the inclusion process back in 2019. What Google said.

Process 125

Process Customers 125

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

SaaStr

APRIL 21, 2024

Dear SaaStr: What Are The Top 5 Things I Should Know Before Starting a SaaS Startup? My Top 5: It will take you at least 24 months to really get anywhere. Everyone mentally budgets 10–12 months. It’s never enough. At least, not to get enough paying customers from Code Zero. A little more here: [link] A co-founder not equally committed will blow up on you, and best case, is a disaster you will have to clean up later.

Start-ups 115

Start-ups Engineering Product Customers 115

Iannarino

APRIL 23, 2024

Discover how Aikido principles can dramatically improve your sales technique and lead to consistent success.

Technique 162

Technique Sales 162

Martech

APRIL 26, 2024

Sam Altman’s proclamation that “movies are going to become video games and video games are going to become something unimaginably better” is more than just a prediction — it’s a vision of a new frontier in entertainment and content creation. movies are going to become video games and video games are going to become something unimaginably better — Sam Altman (@sama) April 5, 2024 Artificial intelligence (AI) is already blurring the lines between passive viewing and a

Entertainment 109

Entertainment Gaming Education Technology 109

Search Engine Land

APRIL 26, 2024

The March 2024 core update has been a volatile, mammoth update. It’s been a long and turbulent road for some. It can be overwhelming when you hear that an update has finished rolling out. With so many moving parts, pinpointing results and actions for your website can seem like an impossible task after a Google algorithm update finishes rolling out. Follow the following steps for a methodical and strategic way forward. 1.

X-functional 125

X-functional User Experience UX Follow-up 125

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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

Salesforce

APRIL 22, 2024

When a job opportunity knocks, it can be difficult to prove you’re the one to hire. A one-page resume and a carefully crafted cover letter are important, but they can only go so far to help you get noticed. But hey, you have tech skills. You’re learning Salesforce skills every day. It’s time to create your own website and showcase a your professional portfolio of projects, resume, demo videos, and much more.

Clients 111

Clients Consult Promote Contact 111

Iannarino

APRIL 21, 2024

Discover how mastering the art of One-Up knowledge can transform your sales approach and drive success.

Conversion 165

Conversion Sales 165

Martech

APRIL 24, 2024

Providing genuinely outstanding customer experiences is the ultimate goal of marketers today. Customers have come to expect seamless, personalized brand interactions across all touchpoints. However, meeting these heightened expectations is no easy feat. Fortunately, marketers now have powerful new tools to help them understand and predict customer behaviors at scale — artificial intelligence (AI) and agile ways of working.

Customers 109

Customers Represent Promote Start-ups 109

Search Engine Land

APRIL 22, 2024

Meta AI answers now may include Google Search results, making this the first AI assistant to include search results from both Google and Microsoft. That said, I’ve yet to find a query that triggered Google Search results. Meta AI launched with Microsoft Bing integrated in September. Why we care. Gartner predicted search traffic will fall due to the rise of AI chatbots, virtual agents and AI answer engines providing direct answers, as opposed to having to click on a website to find an answe

Launch 119

Launch Engineering 119

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Campaign

SaaStr

APRIL 22, 2024

So this is the time of the year when founders step down. Often quietly. Folks recover a bit from the end-of-year push, reflect, and sometimes … decide it’s time to bring in someone new. A CEO to take things to the next level. Etc. And even more of us think about it. Heck, I’ve thought about it several times over the years. I always try to talk founders out it handing over the reigns.

Trust 109

Trust 109

Salesfolks

APRIL 25, 2024

Storytelling in sales is a powerful tool that transcends the mere presentation of facts and figures, transforming the sales process into an engaging, memorable, and persuasive experience. Successful salespeople understand that at the heart of every purchase decision lies not just a need, but also an emotional and psychological connection.

Sales 96

Sales Presentation Process 96

Martech

APRIL 24, 2024

When Gartner surveyed CMOs in 2023 about the state of their marketing technology stack, most admitted to using only one-third of their martech stack. This percentage has been decreasing in the past few years, even though the purchase of new marketing technology platforms has increased in the same period. CMOs also admit this is a big problem and seemingly without easy solutions.

Process 110

Process Technology Technology Government 110

Search Engine Land

APRIL 24, 2024

Google search advertising spend in the U.S. rose by 17% year-on-year in the first quarter of 2024. Click growth continued to slow, hitting 4% YoY (compared to 8% in Q4 2023). Cost-per-click continues to increase – up 13% YoY (compared to a 9% year-on-year increase in Q4 2023). CPC increase. This was most affected overall by an increase in Shopping ads CPC (both standard and PMax).

Growth 117

Growth Retail Campaign Represent 117

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