Sat.Jan 28, 2023

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How to Build Consensus In B2B Sales By Leading Your Prospect

Iannarino

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.

B2B 273
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A Top Unforced Error: Alienating Your Investors

SaaStr

So I’m seeing something I haven’t seen since the high-stress times of March-June 2020 or so: founders alienating their investors during tough times. Some of it is almost natural in tougher times in general, but VC-founder tensions are exacerbated these days due the mammoth size and outsized valuations of 2H’20 to early ’22. Founders are under stress where growth has slowed or stopped, and VCs are under even more stress than in other challenging times because they might l

Growth 128
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This day in search marketing history: January 29

Search Engine Land

Google penalizes French link network In 2014, Google’s Matt Cutts tweeted, “Today we’re taking action on a French link network that violates our quality guidelines (Buzzea).” Buzzea was less than thrilled about being called a link network, saying they “oppose this assertion since we never stopped wanting to keep the ethical side of sponsored articles focusing on quality and natural links created.

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Living and Loving With Chronic Lyme Disease

Sales Gravy

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention i

Sales 108
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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 Reads: Innovation in action, Better Customer Experience, Up Your Marketing with ChatGPT and MORE

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Overconfidence and AI By Seth Godin Seth suggests we insert our own preface with AI outputs, read why.

B2B 98
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Dear SaaStr: Are Clawbacks in Sales Applied if the Customer Has Paid in Full?

SaaStr

Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. if they ask for and are granted a refund) or only up until payment is collected? Ah, clawbacks. This is an issue that will worry you a lot in the early days — and that later, at least help make sure sales doesn’t pursue churn-and-burn deals too aggressively.

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In This Time of Turmoil, Turn to Pipeliner CRM

Sales Pop!

We’re in a time of considerable instability. We have a war tearing up the east, runaway inflation heading into a recession throughout the world, and companies engaged in massive layoffs. It’s a relief that companies and sales leaders can turn to the incredibly stabilizing factors that Pipeliner provides to companies everywhere. Fear from Economic Downturn You surely have heard the news about layoffs from major companies, an example being the recent 10,000 layoffs from Microsoft.

CRM 52