For its first CTV campaign, Jennifer Aniston’s DTC haircare brand LolaVie had a few non-negotiables. The campaign had to be simple. It had to demonstrate measurable impact. And it had to be full-funnel.

LolaVie used Roku Ads Manager to test and optimize creatives — reaching millions of potential customers at all stages of their purchase journeys. Roku Ads Manager helped the brand convey LolaVie’s playful voice while helping drive omnichannel sales across both ecommerce and retail touchpoints.

The campaign included an Action Ad overlay that let viewers shop directly from their TVs by clicking OK on their Roku remote. This guided them to the website to buy LolaVie products.

Discover how Roku Ads Manager helped LolaVie drive big sales and customer growth with self-serve TV ads.

The DTC beauty category is crowded. To break through, Jennifer Aniston’s brand LolaVie, worked with Roku Ads Manager to easily set up, test, and optimize CTV ad creatives. The campaign helped drive a big lift in sales and customer growth, helping LolaVie break through in the crowded beauty category.

Learn more.

Sales and marketing are at a pivotal moment. Buyers are becoming more discerning, AI is transforming the environment, and the most challenging skill for B2B teams is knowing when to say “no.”

If you don't ask the right questions or pick the right battles, your message will get lost in the noise.

This week, we focus on how to navigate these changing dynamics… from asking the right questions to using AI effectively and embracing the power of saying no when it matters.

Deals stall or derail because salespeople don't ask the right questions early enough in the process.

Example line:
If you had to choose today, what would be the main factor guiding your decision to move forward with a solution like ours?

Your questions help you identify the prospect’s real needs and decide which deals to focus on. You move from reactive selling to strategic selling.

Telefónica emphasizes the importance of asking the right questions in B2B sales, especially for identifying genuine pain points and avoiding wasted time on irrelevant prospects. See full article.

A strong sales process begins with asking the right questions. When you ask about the effects of issues and the buyer’s goals, you’ll uncover more important information early in the conversation.

Shift your discovery process from surface-level questions to those that connect directly to business outcomes. Focus more on the impact of their pain points rather than the pain itself.

LBB Online explains how AI is changing B2B marketing, from highly targeted messaging to AI-powered content creation and predictive insights. See full article.

Buyers expect personalized, data-driven experiences. If your marketing and sales teams are not leveraging AI to analyze, predict, and automate, you risk falling behind.

Integrate AI tools into your prospecting and messaging strategies to deliver personalized, high-value content more quickly and precisely.

B2B marketing highlights that salespeople should feel comfortable saying no to prospects if their solution doesn’t meet the buyer’s needs or expectations. This approach helps prevent wasted time and positions the salesperson as an expert. See full article.

Saying no can save time and resources while helping maintain a healthy pipeline. Instead of pursuing every lead, concentrating on quality prospects makes the deal process easier and more efficient.

If a prospect isn’t a fit, say no quickly to focus your efforts on higher-value opportunities.

TrustRadius helps you build credibility through third-party validated reviews and detailed case studies that clearly demonstrate why your solution is essential to buyers. As buyers look to reduce risk, customer proof can give you an edge over competitors.

Try TrustRadius here

FTC disclosure: Not sponsored. No affiliate relationship.

Use this when the prospect is considering other vendors, and you need to assert your value early in the conversation.

Subject: Let’s talk about what happens when this goes away

Hi [First Name],

Before you decide on a solution, I want to ask: If you couldn’t rely on your current solution for [specific problem], what would it cost you in terms of time, resources, or lost opportunities?

Let’s talk about why [your solution] isn’t just another tool — it’s the missing piece in solving your biggest challenge this quarter.

Thanks,
[Your Name]

The biggest challenge in B2B sales today is standing out from the noise. Buyers are overwhelmed, and the value of your offering must be clear and undeniable.

Start asking the right questions, using AI, and embracing the power of saying no to bad deals.

See you on Monday,