Iannarino

AUGUST 27, 2024

Unlock the secrets to handling complex sales meetings with multiple stakeholders and ensure your next deal is a success.

Meeting 286

Meeting Sales 286

Martech

AUGUST 26, 2024

Like just about everything in marketing, B2B marketing is changing — and fast. Some of the trends I’m seeing have been developing for a while, but now they’re really taking off. What’s going on? Here are five of the most important developments. 1. Welcome the new generation of buyers Gen X and Y are entering the buying group, in droves.

B2B 135

B2B X-functional Cross-sell B2C 135

Salesforce

AUGUST 29, 2024

Agents are assistive and autonomous software systems. Based on user input or environmental conditions, they reason, plan, and take action to achieve given tasks or goals. They are like intelligent digital assistants, equipped with the aggregated knowledge and experience of human experts, and access to all relevant data. Agents are set to become ubiquitous across every area of our lives, and to profoundly transform how businesses operate and interact with customers.

Trust 130

Trust Represent Price Government 130

Search Engine Land

AUGUST 27, 2024

Google Ads now allows advertisers to create remarketing lists based on viewers of specific YouTube creator videos, unlocking new possibilities for targeted campaigns. Previously, advertisers could only create remarketing lists based on viewers’ interactions with their own linked YouTube channels. This update opens up new opportunities for targeting based on creator content.

Campaign 117

Campaign 117

Speaker: Brendan Sweeney, VP of Global Sales at Allego

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 expert Brendan Sweeney 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

Iannarino

AUGUST 26, 2024

I started writing and publishing daily, including weekends, holidays, and any day that ends in the letter "y." Since making the decision in 2008 to write and publish daily, I have published every day, minus 13 days I was in Tibet. Over 14 years, I have published something like 5,400 articles. I will continue to write every day, as this is my practice, one I will keep until I can no longer push the keys on my computer.

Sales 293

Sales 293

Martech

AUGUST 27, 2024

Google today introduced four updates to help retailers ahead of the holiday shopping season. Key updates: Shopping trends insights. You can now access real-time shopping trends in Google Merchant Center. This could help you adjust your inventory and product descriptions based on what shoppers are searching for or viral trends. AI-powered insights. Two new generative AI features in Merchant Center Next provide quick summaries of product performance and custom reports based on specific data queri

Campaign 129

Campaign Retail Product Process 129

Search Engine Land

AUGUST 29, 2024

For two years, my team ran 54 Google Ads experiments in one lead gen (non-ecommerce) account, testing various features, including: Bidding techniques. Keyword match types. Campaign setting adjustments. Ad copy changes. This article delves into those tests, explaining the rationale behind them, the outcomes achieved and the implications for your own Google Ads accounts.

CTR 103

CTR Campaign Conversion Technique 103

Anthony Cole Training

AUGUST 30, 2024

In 2005, I read Dave Kurlan’s book Baseline Selling. Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. Baseball today is essentially the same game that was formalized in New York around 1840, but we know that selling has changed considerably. The baseball analogy is a strong one for developing a milestone-centric sales process with your team.

Gaming 290

Gaming Sell Pipeline Prospecting 290

Martech

AUGUST 26, 2024

I watched “OpenAI Sora’s first short film — ‘Air Head,’ created by shy kids,” when it debuted in March and assumed Sora would be publicly available in a few months. But it’s already August and only a limited number of visual artists, designers and filmmakers have been granted access to “gain feedback on how to advance the model to be the most helpful for creative professionals.

Territory 124

Territory Start-ups Engineering Product 124

Iannarino

AUGUST 30, 2024

Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better performance.

Quota 279

Quota Sales 279

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

AUGUST 30, 2024

Welcome to the first installment of our article series on artificial intelligence (AI) for marketing beginners. This aims to demystify AI, providing foundational knowledge and practical insights on how AI can help your marketing efforts. This introductory article explores AI and why it’s significant and highlights key milestones. I’ll also share actionable steps you can take to start integrating AI into your marketing strategy.

Transportation 98

Transportation Education Angle Healthcare 98

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy.

Follow-up 85

Follow-up Contract Sales Technology 85

Martech

AUGUST 29, 2024

Marketers are tapping into AI’s analytics and research capabilities in higher numbers than for genAI content production, according to a new survey of over 1,200 marketers by adtech platform Mediaocean. The same marketers are also keeping a watch on consumer interest in AI and other trending technologies. Where AI topped the list of consumer trends in a previous survey, CTV now leads the field.

Retail 129

Retail Campaign Technology Technology 129

Iannarino

AUGUST 29, 2024

Are you missing out on sales deals that should be yours? Here’s why, and how to turn the tide in your favor.

Sales 271

Sales 271

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

Search Engine Land

AUGUST 30, 2024

Google rolled out a significant update to Google Analytics 4 (GA4), allowing users to compare their performance with other businesses in their industry. Why we care: This new feature will provide valuable context for advertisers trying to understand their performance relative to their peers, potentially informing strategic decisions and goal-setting.

Strategize 102

Strategize Conversion 102

Hubspot

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals.

Price 72

Price Profit margin Contract Retail 72

Martech

AUGUST 29, 2024

Conference season is in full swing. If you’re spending that much cash, be sure you’re getting results, whether it’s acquiring new leads, closing deals, or starting new partnerships. Conferences can drain your budget, but with the right strategy, you can turn every event into a profitable trip — be it The MarTech Conference or INBOUND. Here’s how to maximize your conference ROI, from planning to follow-up. 1.

CRM 124

CRM Contact Networking Follow-up 124

Iannarino

AUGUST 28, 2024

To achieve extraordinary sales results, commit to the work others are unwilling to do.

Closing 260

Closing Sales 260

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

Search Engine Land

AUGUST 29, 2024

Google Ads added a new Categories tab under the Products section. It appears to pull from the google_product_category attribute. Why we care: These ecommerce insights may give you a clearer view of performance metrics, demand trends and actionable recommendations to drive more clicks and sales. How it works: Performance insights: Understand what’s driving success in your campaigns and where improvements can be made.

Product 96

Product Campaign Sales 96

Salesforce

AUGUST 27, 2024

Are B2B marketers overwhelmed by all the data at their disposal? The short answer is yes. Several years ago, B2B marketers were only using marketing, sales, and service data to create connected customer experiences. But now, they have access to more B2B data than ever, allowing for a more complete view of the customer – but also creating challenges.

Campaign 64

Campaign B2B CRM Represent 64

Martech

AUGUST 28, 2024

Adobe announced the general availability of Adobe Workfront Planning, a solution that delivers a flexible, unified view of campaign planning and activity leading to fast execution. The aim is to replace manual gathering of disparate information with customizable visualizations in a generative AI-powered interface (think natural language prompts and conversations).

Campaign 119

Campaign Territory Conversion Presentation 119

Force Management

AUGUST 29, 2024

The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budg

Meeting 158

Meeting Sales Process 158

Advertisement

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.

B2B

Search Engine Land

AUGUST 27, 2024

Google Ads users no longer have access to Auction Insights fields in new data sources within Looker Studio. Existing data sources will lose this access on Sept. 23. Why we care. Auction Insights provides critical competitive data, helping advertisers understand their performance relative to competitors in the same auctions. The removal of these fields from Looker Studio will require advertisers to adjust their Looker reports and strategy tools, and revert to getting the competitive metrics they

Conversion 110

Conversion 110

Partners in Excellence

AUGUST 29, 2024

Communicating, engaging other people in conversations to achieve a goal, underlies every business decision, every complex B2B opportunity. Without, somehow coming to agreement, nothing happens. Yet, we are overwhelmed with all sorts of data and research that customers don’t want to talk to sellers, that our people are disengaged in their conversations with their managers.

Pitch 139

Pitch Conversion B2B Presentation 139

Martech

AUGUST 26, 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.

B2B 117

B2B Target audience/market Campaign Technology 117

Engage Selling

AUGUST 26, 2024

Sales success hinges on relentless follow-up. Let’s explore a follow-up strategy that’s assertive yet professional. I’ve got the plan; you bring the hustle. For more strategies like this, check out … The post My Formula for Follow Up Success first appeared on Colleen Francis - The Sales Leader.

Follow-up 62

Follow-up Sales Prospecting 62

Advertiser: ZoomInfo

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.

Sales

Search Engine Land

AUGUST 29, 2024

A new chapter in Google’s antitrust troubles opened yesterday with Yelp filing a lawsuit alleging that Google’s monopoly in search has allowed it to illegally dominate the local search and local search advertising markets. Yelp will argue that Google harms consumers by promoting its own inferior local search product over other local search providers, stifling competition and increasing costs for its rivals.

Advertising/ Marketing 100

Advertising/ Marketing Promote Product 100

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We talk about organizational structures and functions involved in our GTM implementation. We talk about metrics we leverage to understand performance, and goals driven to scale growth. The discussions about our GTM strategies are endless. And they are important.

GTM 139

GTM Customers Finance Territory 139

Martech

AUGUST 27, 2024

AI is rapidly reshaping various industries, and martech is no exception. As AI becomes increasingly integrated into business operations, marketers face a wealth of options and strategies to leverage these technologies effectively. Let’s examine the benefits, deployment strategies and key considerations for integrating AI into your martech stack to drive better results and optimize customer experiences.

Government 125

Government SQL Technology Technology 125

Sales Pop!

AUGUST 29, 2024

Ever feel like the tech world is moving too fast? Like there’s always a new gadget, tool, or system that could either make your business soar or leave you in the dust? You’re not alone. Keeping up with the latest technology is tough, especially when you’re juggling a million other things. But here’s the good news: with a solid technology scouting strategy, you can stay ahead of the curve without breaking a sweat.

Technology 130

Technology Technology Objectives and Key Results Start-ups 130

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.

Sales