Thu.Oct 06, 2022

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7 Value Creation Strategies

Iannarino

Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will measure the value of your conversation, and if they find it lacking, they will look for someone who provides them with something more.

Clients 256
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6 Steps to Start the Sale

Anthony Cole Training

The start of any undertaking is the most important step. When it comes to building the confident and trusting relationship associated with a strong seller / buyer relationship, the start is especially important. I'm not just talking about the immediate "bonding and rapport" part of selling or a 5-minute segment of chitchat. The start I’m referring to is the entire first contact process whether it is a phone call or an association meeting or the initial meeting after the phone call.

Meeting 156
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Dear SaaStr: What Are Some Lies Founders Tell Themselves?

SaaStr

Dear SaaStr: What Are Some Lies Founders Tell Themselves? #1 Lie. That it will get easier. It never gets easy, but it can get less difficult: You get better. You constantly learn, and in not that long of a time, become one of the experts in your space. At some point, you stop being at risk of going bankrupt. This does let you breathe. At some point, you have a brand, and that makes your growth more predictable.

Growth 134
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Latest Podcasts: Leading Through Change

Force Management

At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task. Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. Whether it's building a company from the ground up, tracking our ever-shifting economy or even building a grassroots movement, the insights shared this month are highly relevant and actionable

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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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Do Your Sellers Know How To Converse With Your Customers?

Partners in Excellence

I spend a lot of time in non-English speaking countries. My French and German are, barely passable. Sometimes, I struggle a little in Ireland, Australia, and the UK (Yes, they are non- English American speaking countries I spend a lot of time in the Nordics and Northern European countries. Fortunately, they speak English better than I. But then there’s the Far East.

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5 Questions You Should Avoid Asking Your Prospects

Spiro Technologies

Let’s start off by saying questions are great. Salespeople should ask lots of questions and then listen to the answers as intently as possible. A good salesperson spends much of their time asking questions – especially open ended ones – and then using the answers to those questions as a road map to an effective sales presentation. So here’s a question for you: are all questions good?

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Great Support Really Can Make Up For a Lot of Things

SaaStr

So I saw this tweet, and even a decade after our acquisition by Adobe, it sort of hurt: Currently evaluating #DocuSign vs #AdobeSign for clients. Started with DocuSign, finding a few things not that intuitive, but just had an amazing support chat experience. Definitely better than any #Adobe support experience I've ever had. Literally not even close. — Jeff Meier (AZ + Pfizer1 + Pfizer2 + Omicron) (@meier_j) October 5, 2022.

UX 104
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Why You Should be Doing Data-Driven Sales Management

Predictable Revenue

Peter Kazanjy joins the Predictable Revenue podcast to discuss why you should be using data to drive your decisions as a sales development manager. The post Why You Should be Doing Data-Driven Sales Management appeared first on Predictable Revenue.

Sales 102
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How to build customer profiles using a CDP

Martech

Implementing a customer data platform (CDP) can be complicated for an organization of any size. It’s important to keep the key ingredients of the process top-of-mind at each point in the process. At the center of the CDP is the data, so there are issues of data quality and data sources to be dealt with. But in the bigger picture, the organization also has to consider who is using the CDP and why.

Customers 105
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Highspot Announces Global Customer Conference Spark 2022

Highspot

Leaders from AWS, Siemens, Slack and more attend Highspot’s annual global customer conference to drive sales productivity with sales enablement. SEATTLE, Oct. 6, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced its third annual global customer conference, Highspot Spark 2022. As sales enablement becomes a business imperative for companies everywhere, more than 1,500 professionals spanning sales, marketing and enablement will come toge

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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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Hot Topic launches metaverse Halloween collection on Roblox

Martech

This week, popular clothes and accessories retailer Hot Topic launched a Halloween-themed line of digital collectibles on Roblox. It’s the first metaverse activation for the company, which operates 800 Hot Topic and BoxLunch stores, as well as related e-commerce platforms. “Halloween is a year-round lifestyle for many Hot Topic employees and customers, and with this initiative launching in the Halloween seasonal window it was a no-brainer that our best foot forward in Roblox would be a Halloween

Launch 102
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Google can now automatically create your ad assets

Search Engine Land

A new setting in beta allows Google the ability to automatically create additional ad assets (header and description). The feature uses the creative content from the following sources: Landing page Relevant web pages Existing text ads in the same ad group Keywords in the same ad group. How auto-created assets work. If you have access to this new feature, you’ll instruct Google to generate the assets from eligible sources based on relevance and predicted performance.

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Marketing collaboration and experimentation in action

Martech

At Optimizely’s Opticon 2022 conference, the lead theme was Boundless Digital Invention. That’s fine as a rallying cry, but what does it mean in practice, and how are brands executing on it? The two chief supports for digital invention turned out to be collaboration and experimentation. Optimizely is known as an experimentation engine, with its Web Experimentation and Feature Experimentation (formerly Full Stack) products enabling rapid iteration of multivariate tests against select

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Google Ad recommendations can now be applied as experiments

Search Engine Land

Curious about a Google ad recommendation but skeptical about its impact on your campaigns? Now, you can apply a recommendation as an experiment by using the Experiments page. How it works. When you set up an experiment, you can test the recommendation without risking your main campaign’s performance. If the experiment is successful, you can apply the results by converting that experiment to a new campaign or transferring the experiment results to the original one.

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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 Productivity Featuring Jennifer Smith

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more.

Product 87
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Google review guidelines say discouraging negative or selectively soliciting positive reviews is not allowed

Search Engine Land

Google updated its policies around contributed local reviews with a new line that now says discouraging or somehow prohibiting negative reviews or selectively soliciting positive reviews is not allowed. New policy. The new line that was added to the contributed guidelines is “discouraging or prohibiting negative reviews, or selectively soliciting positive reviews from customers.” Is it new?

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SaaStr Europa 2023 is a GO for London on June 6-7!!

SaaStr

After our biggest, best SaaStr Europa ever this past June in Barcelona, we’re going even bigger with room for 4,000 SaaS and Cloud founders, execs and VCs at SaaStr Europa 2022 in London! 6-7 June at Tobacco Dock. We’ll be back, bigger and better with the high concentration of SaaS CEOs and execs at any event in Europe! (Yes, we’re including UK in Europe — we’re Yanks).

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Webinar: Jumpstart your SEO with content

Search Engine Land

Ever struggle with what to write, when to write it, and how often to write content on your website? Join this live webinar and learn how science can offer a quantifiable approach, as well as help you develop content that matches what your audience is searching for. Register today for “Go Down the Content Rabbit Hole to Jumpstart Your SEO,” presented by iQuanti.

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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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Seed to Series A: 5 Things to Avoid As A Selling Founder (And How to Successfully Scale Your Startup)

Sales Hacker

Sales is the lifeblood of every business. And with the majority of startups failing due to no PMF (Product-market fit) or cash flow, it’s crucial to get your GTM (go-to-market) strategy right early on. . Where is the best place to start? How do you sell as a founder? When is it time to hire talent? How do you set up your sales team for success? What do you need to get to the next level (series A)?

GTM 82
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Google Analytics v3 Search Console report currently not showing query data

Search Engine Land

Google Analytics, specifically the Universal Analytics 3 version and not Google Analytics 4, is currently not showing any query data within the integrated Search Console reporting. If you try to access your query data within Acquisition > Search Console > Queries, you will see the data for the past several days is shown as “not set.” What it looks like.

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Supporting Cast: Getting started with the Agile Marketing Navigator 

Martech

We recently introduced you to the Agile Marketing Navigator , a flexible framework for navigating agile marketing for marketers, by marketers in the article A new way to navigate agile marketing. The navigator has four major components: Collaborative Planning Workshop, Launch Cycle, Key Practices and Roles. Within these categories, there are several sub-pieces for implementation.

Launch 73
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Live chat, pixel helper, and 7 other Reddit Ads Manager updates

Search Engine Land

Reddit has made a number of updates to its ads manager including adding 9 new features. Those features have been created to improve the usability of Reddit ads and make it easier for new advertisers to get started, test, and get support. Let’s get started. Live chat. The new Reddit support module is on every page of the Ads Manager as well as in the Reddit Ads Help center.

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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.

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How to do cold outreach productively

Lead Fuze

According to Mckinsey , 70% of B2B decision makers prefer remote communication over physical meetings, so it is no wonder that cold outreach has taken off in the past few years. Yet, many marketers still do not know how to do cold outreach productively. There are numerous benefits to cold outreach campaigns, including; Increasing brand awareness. Becoming more collaborative.

Product 52
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What the new wave of machine learning libraries means for SEO, marketing

Search Engine Land

When many of us think of algorithms and machine learning models , we think of Google. And really, who can blame us? We’re marketers, and many of us SEOs. We can’t help ourselves. But there is a lot going on in and out of the Googleplex right now, and it’s becoming increasingly important that we keep up. In this article, we’ll dive into some new and exciting technologies.

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Sales Tools Top-Performing Sellers Can’t Live Without

SalesLoft

How Sales Tools Increase Revenue. Sales tools are the technologies sales professionals use to carry out and streamline their activities so they can close more deals. Research shows that the average seller uses around six different tools. Such tools increase revenue by: Boosting efficiency: Sellers spend less time on tedious tasks and focus more on selling.

CRM 52
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Amazon advertising optimizations to crush Q4

Search Engine Land

When it comes to online shopping, there’s an undisputed leader. Boasting a 37.8% share of the ecommerce market, Amazon is far and away the biggest online retailer in the U.S. – and poised to surpass Walmart as the number one retailer overall by 2024. With so many people shopping for everyday goods on Amazon, setting aside a chunk of your advertising budget to take advantage of the site’s commercial traffic is a smart business strategy.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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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Inside Sales vs. Outside Sales: What’s the Difference?

SalesLoft

What Is Inside Sales? Inside sales refers to the practice of remote selling, wherein inside sales representatives solely use technology to conduct sales activities. The channels that inside sales reps use to acquire and connect with potential clients depend on your product, sales strategy, and clientele. . The rise of remote selling has blurred the line between inside sales and outside sales.

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Why the media industry embraces martech transformation to win over consumers

Martech

Think about this for a moment: almost 40% of the world’s population, over 2.96 billion people, consider themselves gamers. Since the dawn of Atari in the 1970s, the industry has boomed—it’s now larger than the movie and music industries combined—and is expected to be worth $321 billion by 2026. As video game technology has grown more sophisticated, so has the average gamer.

Gaming 97
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Thanks to Demandwell, DuploCloud, Prismatic, SafeBase, and WorkOS for Sponsoring SaaStr Annual 2023!

SaaStr

SaaStr events couldn’t happen without our partners, and we wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2023. At the 9th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. Join these incredible companies to experience all the value of SaaStr! Our mission is simple : We help others grow.

B2B 82
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Why the media industry embraces martech transformation to win over consumers

Search Engine Land

Think about this for a moment: almost 40% of the world’s population, over 2.96 billion people, consider themselves gamers. Since the dawn of Atari in the 1970s, the industry has boomed—it’s now larger than the movie and music industries combined—and is expected to be worth $321 billion by 2026. As video game technology has grown more sophisticated, so has the average gamer.

Gaming 93
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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.