Sat.Jan 13, 2024 - Fri.Jan 19, 2024

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Beyond the Pitch: Building Lasting Client Relationships with Pull Strategy in Sales

Iannarino

Push vs. Pull: Key Strategies in B2B Sales There are two strategies that sales organizations use to win a client's business. The first, and the most dominant of the two strategies, is a push strategy. An example of a push strategy is when a person sends you an InMail with a pitch about their company and their solution, which is often followed by a link to schedule a meeting.

Pitch 263
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A Non-Disruptive Transformation for Community Banks

Anthony Cole Training

For centuries, community banks have invested in their local communities and promoted relationship banking. They have been founded on the bank's knowledge of community families, their spending histories, or their small business's finances. Enter the world of high-speed tech, digital banks and AI, offering options never even dreamed about ten years back.

Finance 60
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Precision Differentiates the Successful Business

Sales Pop!

The goal for most is to achieve success in the distant future. Some glorify the process, believing it will be easy and short-term, while others quickly change their minds upon realizing quick and easy does not exist. No matter the industry, the details one needs to embrace, combine, and create a comprehensive output are almost beyond imagination. Accordingly, precision differentiates a successful business.

Follow-up 195
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Start the Year Strong: Resolutions for Each Member of Your Revenue Team

Force Management

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

Negotiate 155
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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Elevating B2B Sales: Mastering Value Creation for Lasting Client Relationships

Iannarino

Uncover the secrets to transforming B2B sales experiences by prioritizing value creation over mere transactions.

B2B 284
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Letting Our Customers Ask Us The Wrong Questions!

Partners in Excellence

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customers 147

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How to Align Multiple Functions Around Your Sales Negotiation Strategy

Force Management

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.

Negotiate 148
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Navigating Client Relations: Why Saying No Can Be a Strategic Move in Sales

Iannarino

Discover the power of turning down the wrong clients to build a successful and integrity-driven sales career.

Clients 271
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The Seduction Of “React/Respond….”

Partners in Excellence

We live in worlds of constant interruption. Each morning, our inboxes and feeds are filled. Our attentions are drawn to those, we go through them, dealing with each one. Some one has asked a question, we have to respond with an answer. Someone has raised an issue, we have to address it. Something has happened in our social feeds, we have to jump into the conversation, if only to click a like.

Clients 146
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The Year of the Dragon

Sales Pop!

As we kick off the new year, we recognize its prominence in the Chinese zodiac calendar as the Year of the Dragon. As the only mythical creature in the Chinese years, the dragon represents courage, creativity and innovation. That said, it probably won’t surprise many readers that for those born in the Year of the Dragon, sales is one of the most highly-suggested occupations.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Venture Backed or Bootstrapped? There’s a Third Way. Just Raise One Round.

SaaStr

There’s so much debate on social media and elsewhere on bootstrapped vs VC. Bootstrapped you maintain control, and the unit economics. But many see it as so much harder. And it’s almost always longer. VC can let you go faster, but it can become an addiction. And the dilution all-in generally ends up being 60%-70% by the time you approach an IPO.

Up-sell 141
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Outdated Strategies in Sales Training: Ineffectiveness in Modern Sales Environments

Iannarino

Revitalizing Sales Training Methods for Today's B2B Markets Many sales training companies continue to train salespeople using strategies and tactics that no longer hold effectiveness in today's dynamic field. Despite having developed a multitude of methodologies, there's often a lack of interest in evolving these methodologies to suit modern sales environments.

Sales 251
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What We Miss About Value

Partners in Excellence

The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

Trust 146
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Microsoft launches Copilot Pro for $20 per month per user

Search Engine Land

Copilot Pro, the most advanced and fastest version of Copilot, has been released today by Microsoft. Copilot , the new name for the new Bing Chat experience , now has a paid version that costs $20 per month per user. This brings “a new premium subscription for individuals that provides a higher tier of service for AI capabilities, brings Copilot AI capabilities to Microsoft 365 Personal and Family subscribers, and new capabilities, such as the ability to create Copilot GPTs,” Microso

Launch 139
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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How to harness storytelling’s impact in B2B marketing

Martech

Storytelling might not be the first tool that springs to mind in B2B marketing. But let’s rethink that. Crafting a resonant narrative is just as crucial in a boardroom as in a book. The art of storytelling can be the key to unlocking meaningful connections with your business audience. Think about it — a well-told story can captivate, engage and leave a lasting impression, even on the most analytical minds.

B2B 139
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Mastering B2B Sales Strategies- Guiding Clients Towards Success

Iannarino

Discover how leading rather than following in client conversations can revolutionize your B2B sales approach.

Clients 247
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The Problem With Algorithms

Partners in Excellence

Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping site, and we are pummeled with recommendations, all based on what we’ve bought and recent searches we may have made. Many of our news feeds present content based on that which we have read and consumed in the past. Facebook, LinkedIn and other social channels are (in)famous for feeding us content based both on our interaction with the content and their insight into activity on other sites.

Represent 143
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Gartner: 2024 Will be Tougher Than We Thought, But We’ll Still Cross $1 Trillion in Software Spend

SaaStr

So Gartner is cutting back its growth projections for this year a bit. It was previously projecting a 13.8% spend in software spend in 2024 to over $1 Trillion. It’s now cutting that back a bit to 12.7% growth in 2024, basically flat with 2023. But that’s still a lot of growth. To over $1 Trillion in software spend worldwide — for the first time ever.

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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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Alternatives to third-party cookies: The state of play

Martech

“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies. After multiple delays.

Retail 137
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Harnessing Human Advantage in the Age of Automation: A Critical Insight

Iannarino

The email showed up in my inbox. The salesperson was pitching me for a meeting. I deleted the email, as I had no need for what the salesperson was selling. Two days later, the salesperson was in my inbox again, with a new message, the first one below it. Still lacking any need or interest, I deleted the email. I didn’t hear from the salesperson for two more days, and on the third day, I was greeted with another email with both first two emails forwarded below.

Pitch 200
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What Is a Customer Service Star? Find Out What Top Trailblazers Told Us

Salesforce

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Service Trailblazer Community is a great place to start.

Service 132
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How to Hire Great Employees: Expanding Your Company

Sales Pop!

As your business grows, the need for talented and dedicated employees becomes increasingly vital. However, the process of hiring can be daunting, especially when you’re aiming to sustain and accelerate your company’s growth. Tips for Hiring Employees for Company Growth Expanding your team is more than just filling positions. It is about finding individuals who align with your company’s vision and culture.

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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Email automation tools for the savvy marketer

Martech

Email marketing is ubiquitous in both B2B and B2C marketing today. Despite the development of new channels and the dynamic preferences of customers and prospects, email remains the best tactic for staying in touch with consumers. But email marketing is not without its challenges. Today’s consumers receive a lot of email across their personal and business email accounts.

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Mastering LinkedIn Growth: 3 Playbook Insights to Help You Grow

Sales Hacker

LinkedIn has exploded as a social channel. You might have even initially heard of my newsletter through LinkedIn. The noisier it gets, the more challenging organic growth becomes. Plus, we’re always at the mercy of the ever changing algorithm. There are tons of ‘hacks’ you can do for social growth, but we always look longterm. “Play longterm games with longterm people”.

Growth 123
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5 Interesting Learnings from SmartSheet at $1 Billion in ARR

SaaStr

So there’s a quiet leader in the work management space that’s quietly … blowing the doors off. Everyone knows Atlassian, Asana, Notion, probably Monday. But Smartsheet? You should know them. They’re at $1 Billion in ARR now, growing an impressive 23%. That’s behind Monday, but growing faster than Asana or Atlassian. 5 Interesting Learnings: #1.

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Google SGE impact by industry and emerging features

Search Engine Land

Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. That’s according to new data released by enterprise SEO platform BrightEdge and the company’s new-ish technology, BrightEdge Generative Parser. It’s surprising to see healthcare at the top of the list here, where many queries would fall under what Google would consider Your Money or Your Life (YMYL)

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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

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5 secrets of streamlining marketing workflows

Martech

Marketing today involves complex workflows and processes, matrixed stakeholders and a mandate to execute at the speed of culture. Here, I’ve distilled five secrets from the world’s most agile and effective marketing teams on how they simplify, standardize and collaborate to deliver better work more efficiently. Spoiler alert: It turns out that it’s some of our old familiar marketing operations friends — alignment, communication, governance, automation and the right partnerships. 1.

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Marketing Orchestration: Easing Tool Alignment Through Shared Engagement

Heinz Marketing

By Sarah Threet , Marketing Consultant at Heinz Marketing Do you have a difficult time choosing the right tools for your team? Feel like maybe you have too many tools in your stack collecting dust? Perhaps different members on your team, or different cross-functional teams, are not aligned on tools, leaving communications and data in silos? Worst of all, do these silos create roadblocks in getting your campaigns to market?

Campaign 120
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Don’t Be a “Woe is Me” Founder. That’s Always a Recipe for Failure.

SaaStr

This is the time of year when I have a few “Woe is Me” conversations with founders: “It’s so hard” “It’s not our fault” “Well, we’ll try” “No one wants our product” There’s always some truth in this, especially how hard it is. Every founder that is successful knows how hard it is.

Follow-up 121
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GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi

Sales Hacker

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization.

GTM 120
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.