Iannarino
NOVEMBER 27, 2023
You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your sales team. Yet, the ridiculous amount of pipeline you require makes it easy to add an opportunity with nothing more than a first meeting.
Veloxy
NOVEMBER 30, 2023
Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. Highlighting the enduring significance of in-person interactions in the sales process. While inside sales might excel in certain areas, field sales teams bring a depth of understanding that goes beyond numbers.
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Cerebral Selling
NOVEMBER 30, 2023
People don’t love companies because of their physical products. They love them because of the experiences they create. For example: IKEA doesn’t sell furniture. They sell easy transport and assembly. Uber doesn’t sell transportation. They sell frictionless rides on demand. Disney doesn’t sell rides and movies. They sell magic and enchantment.
Search Engine Land
NOVEMBER 28, 2023
Google confirmed that the November 2023 core update – the fourth core update this year – has completed rolling out. The update started on November 2, 2023, only a couple of weeks after the October 2023 core update , which started rolling out on October 5 and was completed on October 19. The November core update finished on November 28, 2023, 26 days after it started to roll out.
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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 28, 2023
Introduction: The Changing Landscape of Decision-Making In today’s rapidly evolving business environment, decision-makers face unprecedented challenges. The choices they make not only shape the future of their companies but also demand innovative approaches to problem-solving. This era calls for a new breed of salesperson, one who transcends traditional roles to become a pivotal ally in this journey.
Force Management
NOVEMBER 30, 2023
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
NOVEMBER 27, 2023
Google Search supports discussion forum and profile page structured data. This functionality allows Google to show “first-person perspectives from social media platforms, forums, and other communities” within the search results. In addition, Google added new Search Console reports to support those who added structured data to their pages, the company announced.
Iannarino
NOVEMBER 30, 2023
Choose whatever cold calling strategy you believe is right for you, and then start doing the work to master the art of sales outside of cold calling.
Salesforce
NOVEMBER 30, 2023
Think about a product or service you recently purchased. That favorite new item you’ve been telling all your friends about. What were the ways it caught your attention and convinced you to buy it? What you saw was likely a marketing campaign doing its job. Great marketing campaigns are fundamental to acquiring customers — and keeping them interested.
Martech
NOVEMBER 27, 2023
If you were asked, right now, on the spot, to cite every possible source creating new contacts, leads, or supplemental data points in your CRM , could you do it? If you can answer that question “Yes!” with 100% confidence, congratulations! You can stop reading here. Go grab a celebratory cup of coffee! But chances are, if you’re like most marketers, you’ve kept your focus primarily on how data flows from your marketing automation platform to your CRM.
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
Search Engine Land
NOVEMBER 27, 2023
High-potential keywords are phrases that bring relevant traffic to your website and lead to revenue. While Google Keyword Planner and SEO tools are useful, they focus on search volume and intent, not necessarily revenue. To find keywords that actually lead to sales, it’s important to explore other sources that combine website traffic with actual conversions.
Iannarino
NOVEMBER 29, 2023
In a recent LinkedIn Post, a young man brags he used AI to steal the titles of his competitor’s posts. Once he had the titles, he used AI to write a post for every title, stealing their traffic. I am certain he is telling the truth about this, and that it’s working. I hope there is a place in hell for barbarians like this, but it's more likely his life is already a kind of hell.
SaaStr
NOVEMBER 25, 2023
Dear SaaStr: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use it For? If you’ve raised $10m-$15m, I’m assuming you are somewhere between $2m and $10m in ARR (revenue). The most important thing you can do at a high level is to go hire Great VPs. A great VP of Sales to keep the engine scaling A great VP of Marketing to keep the leads coming in A great VP of Customer Success to make all those hard won customers happy After $5m-$6m in ARR or so, it’s really hard to
Martech
NOVEMBER 27, 2023
Brand sponsorships require some very sophisticated matchmaking. Both sides are tying their public image to that of the other organization — which they have no control over. It’s easy to think of big failures: In 2001, the Houston Astros had to rip the name Enron off their stadium when the company collapsed. Earlier this year the Miami Heat had to do the same when naming-rights owner FTX filed for bankruptcy.
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
Search Engine Land
NOVEMBER 30, 2023
A patent granted to Google may describe how Google’s new Search Generative Experience works. Google applied for the patent, “Generative summaries for search results”, on March 20, 2023. It was issued on September 26. The full version can be read here. Abstract. The patent’s abstract reads: “At least selectively utilizing a large language model (LLM) in generating a natural language (NL) based summary to be rendered in response to a query.
Iannarino
NOVEMBER 25, 2023
One important belief every leader must accept is that everything is their fault. If you are shocked by this statement, allow me to explain.
SaaStr
NOVEMBER 28, 2023
So no question many folks, especially selling sales and marketing tools, are having a pretty tough time of it. Leaders we admire and look up to from Zoominfo to Zoom to Box have had tough years on the stock market, no doubt. But not everyone. Not by far. Overall, the BVP Nasdaq Emerging Cloud Index is up 22.97% this year. I went further and put together a quick list of 25+ SaaS and Cloud leaders to see how their share prices are doing.
Martech
NOVEMBER 28, 2023
Questions about consumer reluctance and lackluster discounts were answered by strong Cyber Week numbers this year. Over the five days from Thanksgiving to Cyber Monday online shoppers spent $38 billion total, up 7.8% year-over-year. Cyber Monday itself was a record breaker with U.S. consumers spending $12.4 billion, up 9.6% year-over-year, according to Adobe Analytics ecommerce data.
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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.
Search Engine Land
NOVEMBER 27, 2023
YouTube Shorts ads are being rolled out to more advertisers as the solution moves from beta to general availability. For the first time, Marketers are reporting the ability to choose Short ads as a video format, integrate them with in-stream ads and combine them with in-feed ads. While many advertisers worldwide are finally gaining access to these new options, Google notes that this feature is not yet available on all accounts, but will be rolled out to all advertisers within the coming months.
Iannarino
NOVEMBER 26, 2023
If you believe selling is challenging, know that buying is even more difficult. The better we learn to sell, the greater our ability to engender trust from our clients and our prospective clients.
Membrain
NOVEMBER 29, 2023
The stereotypical salesperson is talkative, persuasive, driven, and outgoing. In other words, extraverted. But is the stereotype right? What if the most successful salespeople are actually introverts?
Martech
NOVEMBER 28, 2023
More frequently than not, B2B commerce buyers are vetting sellers based not only on product specifications, pricing, and other traditional factors but also on the digital experiences they deliver. Failing to adapt to these rising customer expectations can be costly. Deloitte Digital conducted a study of more than 500 B2B executives at U.S. companies and discovered that 77% of B2B executives agree that digital transformation is critical to their company’s success.
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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
Search Engine Land
NOVEMBER 27, 2023
Google Search Console went down at about 8 am ET today and is still down at the time this story was published. Search Console was down and inaccessible for about 50 minutes. The tool went down at about 8 am ET and returned at 8:52 am ET. Google is aware. At about 8:30 am ET Google’s Daniel Waisberg replied to some concerns on X with a bit of a joke, he said, “I was looking for a plug to charge my phone, so I had to unplug the server.” “Joking aside, we’re working on
SaaStr
NOVEMBER 27, 2023
Accurate sales forecasting is more critical to business success than most realize. Having a predictable pipeline enables more effective decision-making, from headcount planning to strategic investments in technology and beyond. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.
Sales Hacker
NOVEMBER 28, 2023
Ang McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase , where she leads a high-growth team out of New York City. She previously served as a sales leader for Amazon, Knotel, and Stack Overflow.
Martech
NOVEMBER 28, 2023
Imagine walking into a hotel room and discovering a personalized note next to a plate of your favorite food. Opening the note reveals information about hotel amenities and recommendations for local attractions aligned with your interests. It sounds like a dream scenario, doesn’t it? Personalization plays a crucial role in various industries, particularly in hospitality.
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.
Search Engine Land
NOVEMBER 29, 2023
Google Ads exec Jerry Dischler has stepped down after more than 15 years to take on a new challenge. The tech giant was not able to disclose what the “new challenge” is or whether he would remain within the business, but did tell Search Engine Land that the decision was not related to the recent federal antitrust trial. After more than a decade working in advertising, Google explained it was only natural for Dischler to want to try something new.
Partners in Excellence
NOVEMBER 30, 2023
The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get. David, my team and I would love to get the chance to learn more about your company. The author started with the concept she had been taught, “Make it about the customer, tell them how you want to learn more about them, their strategies, and challenges.” I write and advise clients about this, myself.
SaaStr
NOVEMBER 29, 2023
Dear SaaStr: As a Founder, When Did You Realize You Were Limiting Your Company’s Growth and Success? As we approached $10m ARR, we were doing very well: growing 100%, cash-flow positive, with 100%+ NRR. But I did see that certain of my weaknesses still were impacting how well we could do: I didn’t get on enough jets. I didn’t visit enough of our biggest customers in person.
Martech
NOVEMBER 28, 2023
Salesforce and AWS are expanding their integration and now many of Salesforce’s core products can be purchased through the AWS Marketplace. In addition, the CRM giant is launching connections for AWS’ cloud that will make it easier to customize large language models. Dig deeper: IAB Tech Lab’s updated data clean room standards: What marketers need to know This expansion of their existing long-term partnership was announced Monday at the AWS re:Invent 2023 conference.
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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