Sat.Jan 06, 2024 - Fri.Jan 12, 2024

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Mastering Competitive Sales: A Comprehensive Guide to Winning Over Your Competitor's Clients

Iannarino

Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your territory.

Clients 293
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Strong Sales Performance Management Begins with Setting Standards

Anthony Cole Training

The sales performance management activities that we are performing today are creating the results we are achieving today. Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

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Trending Sources

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Effective Ways to Improve Sales Planning and Add Value for Your Team

Force Management

Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building.

Territory 131
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Google is shutting down websites made with Business Profiles

Search Engine Land

Websites made with Google Business Profiles will be turned off in March. Customers attempting to visit your website will then be automatically redirected to your Business Profile until June 10. Beyond this date, visitors will encounter a “page not found” error, Google announced. Why we care. Businesses wanting to maintain their own website must create a new site using alternative tools, then update their Business Profile with the new site address before the deadline to ensure a smoot

Campaign 142
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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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Elevate Your Sales Skills: Broaden Your Reading for Success in Modern Sales Environments

Iannarino

Discover the secret to becoming a top-tier sales expert by diversifying your reading list – it's not just about sales books.

Sales 249
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Look, No VC Wants to Fund a Startup With So-So Growth. Except Maybe Your Existing Investors.

SaaStr

Ok some of this post I’d hope would be blindingly obvious. But it isn’t, so I’m going to try to help by being brutally direct: No VC on Planet Earth Wants to Invest in a Startup with Mediocre Growth None. No one. I can’t tell you how many emails a week a month that go something like this: “It’s been a challenging year with 30%-50% growth, but with some funding, we can grow much faster next year!

Growth 133

More Trending

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Humans Emulating AI/Robots….

Partners in Excellence

There’s a lot of concern, wherever one turns, about AI and Robots becoming more “human.” Usually, it’s stories of AI or robots taking on human characteristics, mostly the bad characteristics. We reflect back on movies like “Terminator,” worrying about AI and robots taking over the world. Daily, we see examples of various forms of AI based plagiarism, some unintended, some malicious and intentional.

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Unlocking Your Full Potential: A Comprehensive Guide to Self-Development in Sales and Beyond

Iannarino

Explore the transformative power of self-improvement in both your professional and personal life.

Sales 270
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Your SEO strategy checklist for 2024

Search Engine Land

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. This article outlines key strategic aspects you must review, from high-level business considerations to the specific data, tools, content and technical elements that drive results.

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Navigating the creator economy: Strategies for brands and marketing teams

Martech

The $100 billion creator economy is changing how brands collaborate with influencers across social media and niche communities. Today’s brands recognize the value of authenticity and targeted reach for online consumers. They’re embracing the demand for relatable content, the power of niche audiences and the unignorable effectiveness of influencer partnerships.

Niche 130
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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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Doubling Down: Mark Roberge, Co-Founder and Managing Director at Stage 2 Capital

SaaStr

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last week with Erica Brescia, Managing Director at Redpoint Ventures. Check that out here. This week we’re focusing on Mark Roberge, Co-Founder and Managing Director at Stage 2 Capital!

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Maximizing Sales Success: The Consultative Approach

Iannarino

Discover how embracing consultative sales techniques can transform your interactions and drive better results.

Consult 254
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Google Ads support is at an ‘all-time low’ – we asked Google why

Search Engine Land

Google Ads customer service has plummeted to an unacceptable all-time low, according to search marketers. From incorrect account suspensions to uncomfortable sales calls “aggressively” pushing automation to confusion over the platform’s own products, advertisers have told Search Engine Land that they are exasperated by the lack of help offered by their reps.

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2024 Predictions: Email captures marketers’ attention

Martech

When done right, email is an effective low-cost channel that speaks directly to the customer. In 2024, this channel will grow in importance as marketers deal with the deprecation of third-party cookies and other privacy challenges. Marketers will continue to refine their email strategies because the payoff can be substantial. A full 58% of consumers say they’re positively influenced by email about purchase decisions, according to a new survey of 1,000 consumers by media technology company Adlook

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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 Make Selling Far More Difficult Than Necessary!

Partners in Excellence

Confession time. I’m terribly lazy. I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 109
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Transform Your Sales Approach- Aligning with Client Opportunities for Greater Success

Iannarino

Learn how shifting your sales focus to client opportunities can revolutionize your strategy and results.

Clients 264
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Consequence issues: How resolving buyer concerns makes or breaks complex deals

The Lost Book of Sales

Consultative selling is more than creating value or helping your clients solve problems. There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. This is something for you to consider before stepping into negotiating and finalizing your complex deal.

Negotiate 111
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Web analytics is badly broken 

Martech

Years ago, I was working with an ecommerce team that would hire and fire based on what they saw in their Google Analytics dashboard. It’s hard to see anything like that happening in today’s world, where marketers are increasingly doubting the accuracy and veracity of their analytics data. The reason for this is one word: privacy. And it’s causing a big rethink on the viability of web-based analytics — a category caught in the crossfire between government regulators, Big Tech and our own mo

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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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Is Outbound Mundane?

Partners in Excellence

In reading an article about the latest hints and tips in using AI for prospecting, a sentence stood out to me. It talked about how “mundane” outbound is. The idea of reaching out, trying to engage prospects in talking about their challenges, problems, concerns, as well as their dreams and aspirations is boring and dull is striking. And, perhaps, it is this mindset that underlies the poor results we get from our prospecting.

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Elite Sales Strategies- Mastering Authority and Consultative Selling in B2B Enterprise Environments

Iannarino

Discover how to transcend gimmicks in sales and establish real authority with our in-depth guide, Elite Sales Strategies, which is specifically tailored for high-stakes B2B enterprise selling. Learn how to become a “knows something” sales expert, providing unmatched value and insights to your clients.

B2B 191
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GPT-4 vs. Google Cloud: Performance comparison on 9 SEO tasks

Search Engine Land

OpenAI’s APIs, especially the large language model (LLM) GPT-4 and its chatbot ChatGPT, have gained significant popularity in the past year. Despite the availability of marketing APIs from long-established providers like Google Cloud, Microsoft Azure, and AWS for over a decade, many search marketers prefer generative AI models for their SEO -related tasks.

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How AI-powered features are revolutionizing marketing automation platforms

Martech

Like much marketing technology, many marketing automation platforms (MAPs) are being enhanced with new AI-powered features. One reason for this is the need to improve personalization and drive it to all parts of marketing. A recent survey shows 73% of respondents — both consumers and business buyers — expect companies to “understand my unique needs and expectations,” while 62% expect companies to anticipate their needs, and 56% expect offers to always be personalized, according to the Salesforc

Campaign 124
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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

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Sales Contracts: Elements, Process & Best Practices

Salesforce

Salespeople have a reputation for overpromising in their pitch. You’ve heard the adage about salespeople telling a customer “Of course we can do that!” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client aft

Contract 110
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5 Predictions about the Future of Customer Success in 2024 with Gainsight CEO Nick Mehta and SaaStr CEO Jason Lemkin

SaaStr

Is it the end of an era for customer success in SaaS? We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Back in 2015, when didn’t have the data or NRR or GRR of 115 public SaaS companies. The number one insight back then was to put a person on it. Now, in 2024, we’re in the age of efficiencies, and we’re rethinking whether we should put more people on it or tolerate more churn and issues because we want to be cash flow positive.

Customers 108
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How AI will affect the future of search

Search Engine Land

Artificial intelligence (AI) is revolutionizing the digital landscape – leaving no room for outdated SEO tactics. As search engines increasingly leverage AI to anticipate user intent, we must completely rethink our strategies and balance human creativity and AI efficiency to stay ahead. Let’s explore the innovations, opportunities and pitfalls to master as AI propels search into a new era.

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Google to shut down Business Profiles websites

Martech

Websites made with Google Business Profiles will be turned off in March. Customers attempting to visit those websites will be automatically redirected to your Business Profile until June 10. Beyond this date, visitors will encounter a “page not found” error. If your Ads campaign is linked to a website from Google Business Profile, either change the link before March 1 to keep your ads running or choose to pause your campaigns.

Campaign 121
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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How to Market a Small Business On a Budget

Salesforce

Many small and medium businesses (SMBs) are very familiar with operating with reduced staff and tightened budgets. SMB leaders are experts at making the most of limited resources to draw in customers. But marketing smaller businesses can drain your energy, not to mention your bank account. Limited resources don’t have to mean scrapping plans — it’s all about adapting.

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The 7 Biggest Mistakes CMOs Make (And How to Avoid Them) with the CMOs of Databricks, Zoom, and Okta

SaaStr

In this CMO panel from SaaStr, Rick Schultz, CMO at Databricks, Janine Pelosi, Former CMO at Zoom, and Ryan Carlson, Former CMO at Okta, joined Carilu Dietrich, Advisor at Hypergrowth B2B Startups to talk about the seven biggest mistakes CMOs make. These CMOs have all taken their companies from the early stages through IPOs and have been apart of multi-billion dollar organizations.

Pipeline 109
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How to leverage Google’s ‘About this result’ for SEO insights

Search Engine Land

Optimizing for E-E-A-T is challenging because these signals rely heavily on external validation. Simply proclaiming your own expertise and trustworthiness is not enough. What other sites say about you carries more weight. This explains the long history of link building in SEO. Links still matter for quantifying E-E-A-T. But amassing links solely for quantity won’t do much for your brand.

Trust 104
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3 tips to improve your conference presentations

Martech

Many marketers speak at industry events for various reasons. Some do it to position themselves as thought-leaders, gain new clients or just because they enjoy teaching. I’ve had the pleasure of working with many interesting marketing speakers over my 20-plus years in events. Here are a few tips for success I have developed from watching hundreds of presentations and reading tons of audience feedback.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.