Iannarino

MARCH 6, 2024

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a spray-and-pray approach, adopting a strategy engineered to target their Ideal Customer Profile (ICP). As part of this change, sales organizations began personalizing their cold outreach emails, incorporating strategies such as acknowledging the contact’s role, identifying a trigger event or concern, offering a compliment, and addressing the client’s interests.

Sales 224

Sales Engineering Customers 224

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 119

Education Trust Sell Product 119

Search Engine Land

MARCH 6, 2024

Crafting winning ads is crucial for attracting the right audience, enhancing brand visibility and driving business growth in today’s highly competitive paid search landscape. As we navigate an AI-driven world, we must adapt our strategies to create impactful ads that resonate with their target audience. This article explores top practices and insightful tips for creating successful paid search ads in 2024, leveraging historical data, incorporating engaging visuals and aligning messaging ac

A/B testing 121

A/B testing Campaign Networking Engineering 121

Partners in Excellence

MARCH 6, 2024

Preface : Who doesn’t know Anthony Iannarino ? Anthony has been a friend/colleague for years. One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. Thanks for your contribution Anthony! When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money.

Sell 109

Sell Non-Profits Cold Call Clients 109

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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.

Follow-up

Search Engine Land

MARCH 6, 2024

TikTok is encouraging creators to post more high-quality content by expanding its incentives, including: Allowing all creators to offer subscription packages. Bringing its Creativity Program out of beta. Upgrading its Creator Academy. Why we care. Encouraging creators to share lengthier videos not only expands advertising opportunities for brands but also enhances engagement.

Follow-up 120

Follow-up Start-ups Process 120

G2

MARCH 6, 2024

Moving through the workday with a million tasks on your mind can be draining, especially when you’re on the move without much time to spare. We always look for new ways to improve efficiency for ourselves and our team without interrupting workflow.

CRM 111

CRM Product Networking Sales 111

Martech

MARCH 6, 2024

Marketers are ready to embrace AI in the retail media space. A majority (53%) of marketers believe AI will “significantly enhance” the way shoppers are targeted and served relevant ads, according to a survey of 200 CPG advertisers commissioned by in-store media technology company Cooler Screens. Another 37% of marketers said AI’s impact on the space will be “moderate, improving some aspects [of retail media], but not transformative.

Retail 111

Retail Commission Networking Technology 111

Search Engine Land

MARCH 6, 2024

Marketing channels and the teams managing them should be constantly collaborating and avoiding operating within silos. But it’s easier said than done sometimes. One partnership that commonly gets overlooked is between SEO and social media teams – both organic and paid – and how they can collaborate to maximize output, performance, ROI and, most importantly, customer connections.

Objectives and Key Results 114

Objectives and Key Results Cold Call Cross-sell Engineering 114

G2

MARCH 6, 2024

Learn how generative AI is making its way into the industrial sector to automate tasks and optimize workplace productivity to achieve business objectives.

Product 119

Product 119

Search Engine Land

MARCH 6, 2024

Google has turned off some event rich results and changed the way some event rich results appear in the Google search results. As a result, you may see a drop in impressions and clicks reported in Google Search Console with that specific search appearance filter set to on. What Google said. Google posted this news in the data anomalies section of the Search Console help area.

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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

Retail

Martech

MARCH 6, 2024

Since February, Google and Yahoo’s new spam policy updates have shaken things up for businesses using cold email outreach. The aim is to make inboxes safer and less cluttered. For companies in the gray area, the time to adjust is now. With stricter rules, the stakes are undeniably high — the risk of company-wide email blocks looms large. Rather than see this as a setback, our agency views it as a call to action — a chance to hone our cold emails for precision and compliance.

Electricity 104

Electricity Non-Profits Construction Real Estate 104

Search Engine Land

MARCH 6, 2024

Billions of users log into Meta technologies like Facebook and Instagram every day – an advertiser’s dream. But reaching these users with ads that are relevant to what they’re looking for is a challenge if you don’t have the right data, particularly in the era of third-party cookie deprecation and data privacy restrictions. To reach the right customers at the right time with the right message, you need a strong data strategy.

Appointment 105

Appointment Campaign Conversion Technology 105

Martech

MARCH 6, 2024

If you could increase your revenue from email just by sending messages more often, you’d do it, right? So, what’s stopping you from communicating more often? To be fair, that’s a bit of a rhetorical question. I know why many email marketers hesitate to send more messages and it has nothing to do with revenue. It’s because, once upon a time, someone on the email team set up a test to determine what would happen if the brand increased email frequency from one campaign per w

Campaign 98

Campaign Drivers/motivators Start-ups Follow-up 98

PandaDoc

MARCH 6, 2024

Not using AI (artificial intelligence) tools isn’t an option anymore because it could mean the difference between unlocking your full potential and getting left behind. With that being said, we’re also seeing a boom in AI tools in the market these days — so the questions that remain are: Which AI tools are actually a necessity vs. which ones are a fad?

Price 97

Price Legal Contract Government 97

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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

Campaign

Martech

MARCH 6, 2024

There’s a problem with the infusion of generative AI into marketing: finding people with the skills to use it. This isn’t just a problem for marketing, of course. Some 90% of businesses are facing a shortage of AI professionals, according to a study by IBM’s Institute for Business Value. This isn’t just because AI is suddenly showing up in all facets of business.

Engineering 93

Engineering Campaign Presentation Consult 93

Sales Hacker

MARCH 6, 2024

Stephen Hakami is the Founder and CEO of Wiza – the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that’s powered by live LinkedIn data. Discussed in this Episode: The frustration with bad data and the inspiration behind building Wiza.

GTM 90

GTM Consult Growth Price 90

Martech

MARCH 6, 2024

Are you searching for the right marketing automation platform to help scale your marketing efforts? As strategies like ABM and personalization become critical for engaging today’s buyers, many companies find they’ve outgrown their current tools and need enhanced functionality. That’s why we’ve just published our fully updated guide to the top marketing automation platforms on the market.

Drivers/motivators 89

Drivers/motivators Process 89

Search Engine Land

MARCH 6, 2024

TikTok is facing renewed calls for a potential ban in America by U.S. Senators. A bipartisan group of lawmakers is proposing a law that would force ByteDance, TikTok’s owner, to divest the app within the next six months. If not, TikTok risks losing its user base of 150 million people in the United States. The details. More than a dozen lawmakers have teamed up to propose the new legislation, which is expected to see an initial vote on March 7.

Government 84

Government Represent Service Process 84

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

Promote

SaaStr

MARCH 6, 2024

So Okta is one of our favorite SaaS and Cloud leaders. The story is super inspiring. Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. Then, they brought out a competing product :).

Contract 83

Contract Engineering B2B Growth 83

Partners in Excellence

MARCH 6, 2024

Preface : John Tan is CRO of Data#3 in Australia. He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. John’s thoughts resonate with me because they span several perspectives. First, a personal perspective as a seller. Second, a leadership perspective as a CRO who cares deeply about the people on the team.

Sell 73

Sell Hospitality Retail Drivers/motivators 73

Membrain

MARCH 6, 2024

Based on customer feedback, we have decided not to launch the “Coaching Cockpit” - instead, we'll welcome Membrain Elevate: See. Coach. Grow.

Launch 75

Launch Customers CRM Sales 75

Adaptive Business Services

MARCH 6, 2024

Nothing, as far as I am aware of, has been introduced to Nimble since our last newsletter. We are still waiting on … Increase group message send limits Message sequencing No problemo! There is still much to talk about! Recommended tool I’ve been using Feedly for several years now. Feedly is a news aggregator which means that you can subscribe to the blog on selected websites, based on your interests, and then keep up with new articles when they are published.

CRM 62

CRM Follow-up Consult Networking 62

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.

Gaming

Martech

MARCH 6, 2024

LinkedIn is back up and running after a global outage prevented users from accessing their accounts. The technical glitch was impacting users globally, including the U.S. and UK, with more than 48,000 reports of issues via Downdetector. Earlier this week, Meta reported an outage that impacted its Facebook, Instagram and WhatsApp platforms. Why we care.

Service 71

Service Campaign Start-ups Conversion 71

Spiro Technologies

MARCH 6, 2024

Spiro recently surveyed 200 business leaders at mid-sized manufacturers and distributors, which highlights that the manufacturing industry faces a critical hurdle in optimizing operations and driving revenue growth – knowing what is going on with their customers. In fact, we found that a striking 62% lacked visibility into their customer interactions.

Manufacturing 64

Manufacturing Growth Customers Sales 64

G2

MARCH 6, 2024

Consumers today insist on making the retailer come to them, online or offline, flipping this long-standing relationship on its head. To survive this new dynamic, a brand or retailer must approach multi-channel pricing to prioritize growth, profit, and customer loyalty. Today, the average consumer uses just under six channels or touchpoints to make a purchase: mobile, PC, and in-store.

Retail 52

Retail Price Gaming Growth 52

SalesLoft

MARCH 6, 2024

It was an absolutely massive deal. 32 people in the buying group and nearly two years in the making. We were at the finish line in the purchase phase and we had success multithreading nearly all of the key stakeholders. And after all this time, only one thing stood in our way: a single holdout. Unlike sales cycles of the past, this blocker was not in finance or IT, and they were not a senior level employee of the organization.

Launch 52

Launch Strategize Contact Territory 52

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.

Service

G2

MARCH 6, 2024

Building a startup is no walk in the park. It's a constant race fueled by passion, caffeine, and a sprinkle (okay, maybe more than a sprinkle) of recklessness. If you're thinking about joining the race, there’s no better way to succeed than to learn from experts who have been around the block a few times.

B2B 52

B2B Sales 52

Spiro Technologies

MARCH 6, 2024

Spiro's 2024 Benchmark Survey reveals that 4 out of 5 manufacturers and distributers unexpectedly lost significant revenue last year.

Manufacturing 52

Manufacturing 52

G2

MARCH 6, 2024

The next generation of sales is upon us! Find out how industry experts like trumpet Co-Founder Nick Telson are strategizing with buyer enablement.

Strategize 52

Strategize Sales 52

Martech

MARCH 6, 2024

Billions of users log into Meta technologies like Facebook and Instagram every day – an advertiser’s dream. But reaching these users with ads that are relevant to what they’re looking for is a challenge if you don’t have the right data, particularly in the era of third-party cookie deprecation and data privacy restrictions. To reach the right customers at the right time with the right message, you need a strong data strategy.

Appointment 96

Appointment Campaign Conversion Technology 96

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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.

Pipeline