Trending Articles

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Field Sales Enablement: What Is It & How to Measure Success in 2024

Veloxy

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.

Sales 194
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Mastering the Art of Sales Beyond Cold Calls- Unveiling the Key Strategies for Success

Iannarino

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.

Cold Call 196
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Understanding Why Sales Teams Prioritize Prospective Client Qualification

Iannarino

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.

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How To Sell More by Creating an Amazing Buying Experience

Cerebral Selling

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.

Sell 130
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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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Google November 2023 core update rollout is now complete

Search Engine Land

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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Aligning Revenue Teams to Execute the Growth Strategy

Force Management

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.

Growth 105

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Email marketers may be hit by Google’s mass account removal

Martech

In a move that may significantly impact some email marketers, Google is set to start deleting inactive email accounts this week. Google initially announced the plan, which only applies to accounts that haven’t been used for at least two years, in May, giving users six months to take action. Inactive email accounts don’t engage with marketing emails and don’t respond to messages or make purchases, which means on some level, Google might be doing email marketers a favor by presenting this pu

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All You Ever Wanted To Know About Marketing Campaigns

Salesforce

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.

Campaign 106
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Google Search now supports discussion forum and profile page structured data

Search Engine Land

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.

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Canva and Databricks: The Two Big Potential SaaS / Cloud IPOs of 2024

SaaStr

So the IPO market sort of, kind of, reopened a bit in 2023 — after being closed for 2 years for the most part. Kalviyo, Instacart, and ARM all 3 great leaders, IPO’d in a short window, unfortunately, to a bit of a quiet thud. None really traded up, and for the most part, I think folks view their IPOs as a test around a brief market up-tick that didn’t taken.

Follow-up 119
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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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The data disconnect: Why understanding your data landscape matters more than ever

Martech

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.

CRM 118
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Do Introverts Make Better Salespeople?

Membrain

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?

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How to find high-potential keywords for SEO

Search Engine Land

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.

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Dear SaaStr: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use It For?

SaaStr

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

Up-sell 114
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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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Does Your Blood Stain the Red Ocean? Exploring the Impact

Iannarino

There is increasing interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several sales organizations have bought 500 copies for their sales teams. Two other sales forces have booked me to speak to their teams about what we describe as competitive displacement.

Sales 187
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How HubSpot found the right sports sponsorship partner

Martech

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.

Sports 116
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GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon

Sales Hacker

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.

GTM 86
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Googlebot crawl rate tool in Search Console is going away

Search Engine Land

Google is deprecating the crawl rate limiter legacy tool within Google Search Console on January 8, 2024. Google said this feature is no longer useful because Google said it has improved its “crawling logic and other tools available to publishers.” What is the crawl rate limiter. It is a tool within the legacy version of Google Search Console that lets you communicate to Google crawl your site less than it currently does.

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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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Times Are Tough for Some. But — A Ton of Leading SaaS and Cloud Companies Are Up 69% on Average This Year

SaaStr

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.

Up-sell 103
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Navigating the AI Content Surge: The Vital Role of Human Creators in a Digital Age

Iannarino

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.

Sales 154
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Strong Cyber Week sales show consumers are willing to spend

Martech

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.

Sales 111
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“My Team Would Love To Learn More About Your Company….”

Partners in Excellence

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.

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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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Google patent describes how the Search Generative Experience works

Search Engine Land

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.

Process 113
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Dear SaaStr: How Hard is it For a Startup founder/CEO to Settle Into a non-CEO Role After an Acquisition?

SaaStr

Dear SaaStr: How Hard is it For a Startup founder/CEO to Settle Into a non-CEO Role After an Acquisition? It is tough for most of us. We get that the bureaucracy and frictional taxes are going to go up. But it’s seeing the organization make decisions that are the “right” ones for the larger organization, but not what we see as best for our product, our team, our creation … that make it usually really tough.

Product 106
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The Top 9 Obstacles Sales Leaders Create: How to Overcome Them and Drive Sales Success

Iannarino

One important belief every leader must accept is that everything is their fault. If you are shocked by this statement, allow me to explain.

Sales 185
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4 commerce trends to watch next year

Martech

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.

B2B 109
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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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My Latest on Using Email to Book New Meetings

Understanding the Sales Force

Using email to book new meetings sounds awesome. Unfortunately, it isn’t because it simply does not work effectively. In our house we seem to have the ability to make a lot of trash. And every Monday night I wheel two big trash barrels down to the bottom of the long driveway and repeat the process in reverse on Tuesday nights. The only thing enjoyable about trash days is that Dinger loves to “do the trash” with me.

Meeting 73
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YouTube steps up roll out of Shorts ads

Search Engine Land

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.

Campaign 130
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How Salesforce Runs Its Internal Forecasting Process with Salesforce’s VP Sales Strategy & Programs and RVP SMB Sales

SaaStr

​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 91
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Why They Say No: Understanding Client Hesitation in Today’s Market

Iannarino

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.

Clients 154
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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.