Trending Articles

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Do Your Salespeople Have the Ability to Push Back?

Anthony Cole Training

One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.

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25 Sales Experts on the Importance of Coaching Salespeople

Understanding the Sales Force

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Why? Because sales managers are not coaching – still – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%.

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Why Relying Solely on Your Sales Pipeline Coverage Isn’t Enough for B2B Success

Iannarino

Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.” This is supposed to ensure that every salesperson hits their targets, even though there is far too little evidence that this strategy is responsible for that important outcome.

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Article complaining about being outranked on Google being outranked by Reddit

Search Engine Land

How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.

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How to Improve Email Deliverability and Optimize Each Send

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.

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B2B content marketing: Driving success through strategic content creation

Martech

B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. In this article, we will explore the fundamentals of B2B content marketing, delve into effective strategies for creating impactful content, and examine the role of generative AI in enhancing content creation.

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Rediscovering “Discovery”

Partners in Excellence

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.

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50+ Customer Service Statistics You Must Know in 2024

G2

Globalization has brought a more competitive environment to any and every industry out there. Good customer service is essential for any company, but how crucial is it? Customer service channels were not at all common a few decades ago, but today, they are important for any thriving company.

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What should Google rank in Search when all the content sucks?

Search Engine Land

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They just can’t understand why it isn’t ranking. But inevitably, when I go look at that great content, it typically is, at best, subpar.

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How to survive (and learn from) email marketing mistakes

Martech

Back in January, I was appointed CEO of our email agency. Within a week, I made a mistake that cost our company money. It’s not much, but it’s enough to make me not want to do it again. Unlike most email mistakes, this one happened behind the scenes. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world.

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Yes, It Can Take More Than a Year to Close a Big Customer

SaaStr

Dear SaaStr: Did it ever take you a year to close a sale? Absolutely. This is pretty common in the enterprise. It took me about 18 months to close Google, for example. And that was just for the initial group of users: Need identification and discussions with project manager over several months About 6 on-site meetings to review need identification and discussion with a broader group RFP Prototype of workflow Ensure integrations could be connected to custom apps Wait for new feature to ship A

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Building Sales Pipelines: Coaching Tools

Force Management

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

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55+ Powerful Streaming Statistics to Know in 2024

G2

Discover the key statistics driving the evolution of streaming services and enhance your understanding of the dynamic multimedia industry.

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Google announces Performance Max updates – including Gemini integration

Search Engine Land

Google announced several update to Performance Max (PMax): Asset generation is expanding globally in English with more languages to come. Image editing will finish rolling out in the U.S. in March, with global English expansion following shortly after. In the coming weeks, as Google upgrades its image generation models to Imagen 2, you’ll be able to generate lifestyle imagery using PMax that shows people in action.

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Q&A with Justin Sharaf: The MarTech Conference

Martech

Justin Sharaf, founder of marketing services and consulting company GIR Consulting, has put together a fantastic panel for the upcoming MarTech Conference. Together with Michelle Martinez (partner/co-founder, Seicho Syndicate), Carol Mendenhall (senior director, marketing operations, Thomson Reuters) and Paul Wilson (chief strategist, GTM Systems Inc.), he’ll be discussing how MOps should prepare their stacks and teams for customer experienced-based AI.

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How to Stay Competitive in the Evolving State of Martech

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

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Remember, When A New Hire Doesn’t Work Out — It’s Always Your Fault

SaaStr

So this is a simple post, in some ways, but I think an important one for leaders. These days, it seems like even more folks are quitting, not working out, etc. etc. We all saw the Cloudflare sales rep on social media not work out. And there were so many comments, thoughts, and more. It reminded me of a golden rule it took me years and years to figure out: If a new hire doesn’t work out, it’s always 100% your fault What do I mean?

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The Art and Science of Complex Sales Podcast

Membrain

Have you ever wondered what separates an ordinary salesperson from a true sales maestro? As a sales expert and also the director of Sell Better, James Buckley joins us in today’s episode to dissect the landscape of modern sales, revealing the traits and strategies that distinguish top performers.

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An Analysis: G2’s Best Software 2024 Winners

G2

The G2 team here, myself included, has been busy celebrating our Best Software Award winners, ever since they were unveiled on February 6th. We’re still going, but I’d like to take a moment to reflect on some of the trends and data underneath all the hoopla.

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How to improve and monitor Interaction to Next Paint by DebugBear

Search Engine Land

Google has announced that the new Interaction to Next Paint (INP) metric will become one of the three Core Web Vitals metrics on March 12, 2024. It’s replacing the older First Input Delay metric. This marks the biggest change to the web vitals since Google first introduced them as a ranking factor in 2021. What is Interaction to Next Paint? The three Core Web Vitals metrics each measure a different aspect of the experience users have on your website.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Salesforce rolls out new edition of Marketing Cloud for small businesses

Martech

Today Salesforce announced Marketing Cloud Growth, an edition of Marketing Cloud designed specifically for small businesses. With help from AI, this edition makes it easy for marketers to segment audiences, create and execute email campaigns from text to image, optimize campaign performance and create unified customer profiles. It also has a prompt builder that can store and manage known reliable prompts for organizations.

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Dear SaaStr: What Kind of Background Checks Do VCs Do on Entrepreneurs They Fund?

SaaStr

Dear SaaStr: What Kind of Background Checks Do VCs Do on Entrepreneurs They Fund? It varies. Everyone does some background checks, or least they did outside of the Boom Times of late 2020 through late 2021. And some do very in-depth ones with lots of “off sheet” references (i.e., ones not provided by the CEO). Many do few references checks beyond the CEO, but not all.

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7 Reasons Why People Don’t Leave Salesforce

Membrain

I had dinner recently with someone who used to run an ERP company. He told me a story about losing a large potential deal to a competitor whose product was less suited and whose price was astronomically higher.

Price 86
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Price Discounting: The Impact from a Leadership Perspective

The Advantexe Advisor

Earlier this week, I shared a blog post called, “The Impact of Price Discounting on Gross Margin from a Business Acumen Perspective.” In it, we shared insights and ideas about how cutting prices can impact the business from the business acumen perspective, most notably gross margin and profit metrics. As a compliment to that blog, I want to share today's insights and ideas on how cutting prices can impact the business from a business leadership perspective.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Project management for in-house SEO teams: 6 best practices

Search Engine Land

In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations. Without effective project management, this constant influx of work can quickly become overwhelming. This article explores the key elements of successful project management for in-house SEO teams, helping you navigate the constant project flow while supporting broader business goals and focusing strategically on improving or

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How to craft killer CTAs that convert B2B prospects

Martech

Forget nailing your value proposition, crafting eloquent email copy and avoiding spam filters. Your entire outreach will fail if your call to action (CTA) is weak. While regular cold emails can bring you an average reply rate of 5% to 10%, personalized CTAs perform 202% better. Yet, a truly good CTA isn’t just about personalization. This data-driven guide dissects the science behind powerful B2B calls to action along with insider tips and winning examples.

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Mastering Partner Marketing: What NOT to Do and How to Excel with Drata CMO Sydney Sloan

SaaStr

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs.

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Focus on Winning to Drive More Sales and Revenue

Understanding the Sales Force

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball. In baseball there is a huge focus on numbers, but that’s more for fans while providing coaches with analytics they can use.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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The Art of Recruiting Salespeople

Sales Pop!

As a podcast host, I recently had the pleasure of interviewing Gabe Lulu , a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. Here’s a recap of our discussion. The Challenges of Recruiting Salespeople Recruiting salespeople is no easy task, especially for entry-level positions.

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Video search optimization: Top tips for 2024

Search Engine Land

The SERPs of 2024 are certainly not what they were a few years ago, and they’re due to change even more in the coming months as Google aggressively rolls out SGE. Defining an SEO strategy to capture SERP real estate is increasingly complex due to recent additions like SGE, rich snippets, and other features. Surprisingly, video search optimization, a method to dominate real estate, remains underutilized.

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How AI enhances multimedia content creation

Martech

AI in multimedia content creation is like having a super-smart assistant who knows your audience better than they know themselves, can crunch data in milliseconds and has a creative streak. This assistant doesn’t get tired, works round the clock and is always on top of the latest trends. Now, wouldn’t you want someone like that on your team?

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High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of Go-to-Market

SaaStr

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territ

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.