Iannarino
APRIL 22, 2023
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. The salesperson’s family may also suffer without the resources they need. The salesperson’s prospective clients are hurt because the person they are dealing with is not using value creation strategies , which would have caused them to buy from the salesperson.
Force Management
APRIL 27, 2023
Economic challenges can take a huge toll on workforce morale. Your sales force is likely encountering obstacles they haven’t faced before, and it’s possible that’s affecting their ability to win.
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Membrain
APRIL 26, 2023
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one?
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
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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.
Partners in Excellence
APRIL 24, 2023
When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota.
Iannarino
APRIL 26, 2023
Selling effectively has never been easy, regardless of what you sell. In B2B sales, both buying and selling have become more complex and more complicated. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
APRIL 26, 2023
Salesforce is the leading CRM platform in the market, and it has proven to be the best choice for companies that deploy field sales teams. In fact, according to Salesforce’s most recent State of Sales report, 87% of field sales reps believe their organization takes full advantage of their CRM ( more than inside reps ). In this post, we’ll share the 20 key reasons why Salesforce is the best CRM for field sales and how it can benefit you and your field sales team.
Martech
APRIL 28, 2023
As technology and automation evolve, B2B marketers can access tools and information faster than ever. With the rapid adoption of generative AI, that evolution is happening in real time. As B2B marketers, we must embrace and use this technology to our advantage. This article will cover three ways to use generative AI: keyword research, content creation and data analysis.
Iannarino
APRIL 27, 2023
Many B2B sales representatives believe they are consultative because they ask questions and avoid being pushy. Asking questions alone is not evidence of a consultative approach. Many salespeople ask questions without being consultative.
Search Engine Land
APRIL 28, 2023
When it comes to SEO , there is always something to do. It’s easy to get sidetracked by the next shiny thing instead of focusing on the tasks that will move the needle for the business. Having hundreds, thousands, or even millions of potential keywords worth targeting is overwhelming. You need to prioritize SEO keywords and create a measurable plan.
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
SaaStr
APRIL 25, 2023
Dear SaaStr: What is the most inspiring bootstrapped SaaS out there? Atlassian is worth $40B today, pretty darn impressive. The founders owned 78% at IPO. Very impressive. The combo? Utterly epic pic.twitter.com/oN5vm3y4Ii — Jason Be Kind Lemkin (@jasonlk) April 19, 2023 In SaaS, I nominate 3 for The Best Bootstrappers Ever. First, Atlassian.
Martech
APRIL 26, 2023
Are you tired of spending countless hours on link building for your website only to see minimal results? In this article, you’ll find some risk-free tips on outsourcing link building effectively, so you can sit back, relax and watch your website rise to the top of search engine rankings. The role of link building in SEO Are you ready to rock your SEO game?
Iannarino
APRIL 28, 2023
Sales is the lifeblood of any organization. Without a strong sales team , it doesn’t matter how great your company’s product or service is. Sales teams are consistently some of the strongest drivers of revenue growth , customer retention, business growth, and even brand reputation.
Search Engine Land
APRIL 27, 2023
Good news for those behind on exporting their Google UA data. Starting on July 1, 2023, data collection in Universal Analytics will come to a halt. However, you will retain the ability to view and export all the data collected before this date until July 1, 2024. Google Analytics has finally put a date on the loss of historical data: For free customers, you will stop collecting data in Universal Analytics as of July 1, 2023.
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
Heinz Marketing
APRIL 27, 2023
By Lisa Heay , Director of Business Operations at Heinz Marketing In this blog series, I’m tackling email deliverability broken up into three areas—your audience, content, and the tech stuff. Last month I covered how to optimize your email deliverability by improving the content within your emails: the words, images, format – everything you are putting in the email that you are hoping your audience receives and reads.
Martech
APRIL 27, 2023
It’s become increasingly clear how powerful automation is in creating truly impactful brand experiences. Artificial intelligence and machine learning’s marketing use cases go beyond chatbots or personalized website recommendations. Marketing automation is more than streamlining processes, automating posting on social media, or scheduling emails.
Iannarino
APRIL 24, 2023
In any pipeline, you will find many potential deals. Many records that show up as opportunities are not close to being deals worth pursuing. Instead, they live in your B2B sales pipeline because the salesperson must enter the record after a first meeting.
Search Engine Land
APRIL 28, 2023
Google page experience was never a ranking “system” but is still considered a ranking “signal,” Danny Sullivan, Google’s Search Liaison, said this morning. Google emphasized that just because page experience was removed as a ranking system , it does not mean it does not reward pages that have a good page experience. What changed.
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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.
SaaStr
APRIL 27, 2023
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders). And I generally thought that 50:50 was the default, albeit with many exceptions. Well, I was wrong. Only 4 of the most recent ~30 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty, and (close enough) MongoDB and Amplitude:
Martech
APRIL 28, 2023
Users of Universal Analytics have until July 1, 2024, to export their data, Google said yesterday. UA will stop collecting data on July 1 of this year. The company will also automatically make Google Analytics 4 properties for those on UA who haven’t created them yet. Dig deeper: Redefine success: Getting started with Google Analytics 4 Google had previously said users would have at least six months to export data.
Iannarino
APRIL 23, 2023
While I am not romantic about the past, there are several things I miss about the old days of selling. Generally, things were much simpler, and the experience was better. These are a few of the things that make me nostalgic.
Search Engine Land
APRIL 27, 2023
Pinterest just announced a significant advertising partnership with Amazon. How it works. When Pinterest users encounter an Amazon ad, they will be directed to Amazon’s website to complete their purchase. Timeline. The integration of Amazon ads will be rolled out over several quarters, with no specific details on ad placement or short-term revenue forecasts.
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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
SaaStr
APRIL 27, 2023
Dear SaaStr: How Do I Create Urgency in Sales. When There Really Isn’t Any? Creating urgency is an art. Most founders are great “middlers”. They are great at explaining not just what the product does, but what it can do to solve your problems. No one is better than a founder at this. And then … the deal often never quite closes. The prospect got interested, took the call and the meeting, but … didn’t ask for a contract.
Martech
APRIL 27, 2023
Virtual events are great for education, global outreach and strengthening your brand awareness. But what they’re especially fantastic at is lead generation. In this webinar, you’ll get the perfect cut-and-paste formula for turning your events into lead-generating machines. Register and attend “Maximize ROI and Lead Gen With This Virtual Events Marketing Formula,” presented by Kaltura.
Iannarino
APRIL 25, 2023
Congratulations! You won your big deal dream client after pursuing them for two years. You have a signed contract, and their paperwork is complete.
Search Engine Land
APRIL 28, 2023
If you’re interested in creating helpful content for your audience (and you should be), you should consider making a resource page. It’s the best way to collect your top recommendations for products or services and promote the tools and resources you love and use in your business. And as part of your content strategy , a resource page can add depth and value to your website.
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.
Heinz Marketing
APRIL 25, 2023
By Tom Swanson , Engagement Manager at Heinz Marketing Across every client, every company, and every team, there is a constant struggle between complexity and simplicity. The function is straightforward: output = tools + teams x strategy. Business school taught me well, you could put that in a textbook. However, things rarely work as well in practice as they do in Operations 301 books.
Martech
APRIL 25, 2023
Marketing automation platforms form the backbone of marketing operations, increasingly serving as sophisticated marketing orchestration platforms. A range of platforms is available to marketers depending on their firm’s size, budget and level of digital marketing sophistication. The more basic functions of marketing automation have become somewhat commoditized, so platform vendors mostly look to differentiate their platforms based on the ability to scale, as well as usability, ease of implementa
SaaStr
APRIL 26, 2023
Dear SaaStr: Is it OK to Modify the Standard SAFE Form? There’s an issue I see blow up several times now as an investor. It’s when a founder takes a so-called standard SAFE … and modifies it, and doesn’t really tell the investors it is sent to. Here’s what I’ve seen over the years: Removing antidilution protection Converting to last round security, not next round Converting to common, not next round security / preferred No premium / no return if company acq
Search Engine Land
APRIL 26, 2023
Google pushed out a fix to resolve some of the inappropriate or unexpected site names selections displayed in its search results. This comes days after Google posted a web form asking for user feedback about site names that were inaccurate, inappropriate, or wrong, as we reported earlier this week. Google added site names months ago on desktop and last year on mobile search.
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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