Mon.Jun 10, 2024

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Mastering Consultative Sales Training: Strategies for Success

Iannarino

In today's ever-changing business landscape, mastering consultative sales training can be the key to unlocking your sales team's potential and driving success.

Consult 225
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FOMU, Seller Style

Partners in Excellence

First, those of you who know me well, know my preferred acronym is FOFU, but FOMU is the Fear Of Messing Up. FOMU, from the customers’ perspectives has been nicely articulated my friends, Matt Dixon and Ted McKenna. I’ve written about Buyer FOMU incessantly, helping buyers make sense of what they face, developing their confidence they are doing the right thing is critical for their success, and, ultimately, ours.

Up-sell 133
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How Personalized Marketing Keeps Customers Past the Honeymoon Stage

Salesforce

Your guide to personalized marketing What is personalized marketing? The 6 do’s and don’ts of personalized marketing Personalized marketing in action How Salesforce uses Data Cloud to close deals faster It feels like you’ve found “the one” — a customer ready for a long-lasting brand relationship built on personalized marketing. But then, just as quickly as the sparks fly, they fizzle out.

Customers 122
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5 reasons why your content isn’t working and how to create helpful content Google wants to rank

Search Engine Land

Since the August 2022 helpful content update, Google has been emphasizing “helpfulness” for ranking content on SERPs. Now, Google has incorporated helpfulness signals into the March 2024 core update. It’s now a huge part of search. So, what exactly is helpful content? Are you meeting Google’s “helpful” content requirements? This article is a one-stop solution guide to help you clarify this question and create content that meets Google’s standards for usefulness, value and

Angle 121
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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How Much More Should Your Sales Team Do … Than Just Plain Selling?

SaaStr

So in the earlier days especially, you’ll be tempted to lean on the sales team to do more than just … sell. Especially, more after they get an e-signature. Especially because the first 1-2 successful reps you hire will often be a bit of a product expert, and be great at really understanding customer problems. So you’ll be tempted to have your sales team … do more than just sell: Have them do customer success, and manage the account Have them do some support, since the c

Sell 109
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How to Create a Winning Multi-Channel Marketing Strategy

G2

Multi-channel marketing lets you engage customers across multiple media channels and convert them when they’re ready. Discover its pros, cons, and tips.

Customers 116

More Trending

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Big players vs. niche specialists: Choosing your martech vendors

Martech

Selecting the right martech vendor sounds far easier than it actually is as a process and practice. There are many factors to consider, but that does not mean the selection process is necessarily daunting. One factor to consider when selecting vendors is how they fit within their competitive landscape. On one end are the major dominant players; on the other are smaller vendors who are new and niche or a combination of both.

Niche 102
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Driving traffic to gated content and paywalled sites: SEO tips + examples

Search Engine Land

We know that gated content can drive leads and revenue. However, hiding your best stuff can be a double-edged sword. On the one hand, it creates exclusivity and value for paying subscribers; on the other, it presents a challenge in driving organic traffic. For video membership sites, where much of the valuable content is locked behind a paywall, striking a balance between content accessibility and exclusivity is key.

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Generating lower-funnel leads: Best of the MarTechBot

Martech

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

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Google to struggling sites: Focus on your audience, content quality

Search Engine Land

If your website is struggling to get organic traffic from Google Search – there are three core areas you should focus on, according to Google’s Search Liaison Danny Sullivan: Continue creating high-quality content – do what you think is best for your readers. Diversify your traffic sources and promote your content across multiple channels. Build an engaged audience that comes to you directly or via email and social media.

Promote 97
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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 marketers say improving data quality is top priority

Martech

Improving data quality is the top priority of B2B marketers wanting to upgrade their go-to-market (GTM) strategies, according to a study from Ascend2 and Anteriad. Two-thirds (66%) of B2B and B2B2C marketers surveyed cited improving data quality among their top three priorities for improving their GTM strategy. The next-highest priority, at 61%, is integrating technology.

B2B 95
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Google Ads rolls out new design to all markets on Aug. 30

Search Engine Land

Google Ads is finalizing the rollout of its new design to all markets starting Aug. 30, retiring the old interface for desktop users. The big picture. First launched in 2023, the new Google Ads design overhauls how the product is organized, aiming to make tools and features easier to find while retaining existing functionality. Why it matters. Advertisers have shown a preference for the updated look based on sustained usage during the initial rollout, according to Google.

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Pega’s Blueprint for digital transformation

Martech

“I think it is going to revolutionize what our customers are able to do,” said Pega founder and CEO Alan Trefler. Addressing the keynote audience at PegaWorld 2024, Trefler was describing Pega GenAI Blueprint, a solution designed to materially advance his longstanding vision of the autonomous (i.e. effectively self-optimizing) enterprise.

Launch 84
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Fans First Banana Ball Delights at Sold Out Fenway Park Game

David Meerman Scott

When Jesse Cole was a baseball-loving kid growing up near Boston, he dreamed of playing at Fenway Park. On Saturday, his Savannah Bananas , the team he’s owned since 2016, played their debut at Fenway, delighting the largest crowd at the storied ballpark this year. This is a story of the powerful results of putting fans first.

Gaming 67
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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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A Guide to Effective Forecasting with Jeremy Painkin

Predictable Revenue

In this episode Collin Stewart hosts Jeremy Painkin, SVP at Community Brands, to discuss the essentials of effective forecasting. The post A Guide to Effective Forecasting with Jeremy Painkin appeared first on Predictable Revenue.

Sales 64
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How Integrated Payments Improve Efficiency and Customer Experience

G2

Learn how integrating payment systems with CRM platforms, MarTech tools, and business analytics products can offer a deeper understanding of customer behavior and preferences.

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8 Tips From a Serial Entrepreneur on Hiring, Growth, and Navigating Change

Salesforce

Look, it’s the wild west out there these days, and having inside advice on what works is gold. Running a business, let alone hiring, growing your brand, and finding and keeping customers, may be the most challenging thing for an entrepreneur yet. Small and medium-sized business ( SMB ) owners — looking for advice as you navigate a limited budget, growing pains, or find new business?

Growth 52
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Contribution Margin: What Is It and How To Calculate It

G2

As a business owner, you always want to know how much goes into making your products. From materials to labor to rent, ample costs are associated with your company's output. And these costs all weigh heavily on your profits. Just look at the balance sheet in your accounting software they'll tell you as much.

Product 59
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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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How To Build An Effective Sales Tech Stack: Empowering Your Team for Success 

Sales Pop!

Your sales team is firing on all cylinders. Leads are flowing in, deals are closing, and everyone’s feeling motivated. But what if we told you there’s a secret weapon to achieving this dream? It’s called a sales tech stack, and it’s more than just a fancy term. The right sales tech stack is a carefully chosen set of tools designed to streamline your sales process, boost communication, and provide valuable data to close more deals.

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The Boring Work That Enables Us To Do The Tough Work

Partners in Excellence

Recently, in speaking with a colleague, he was showing me a series of AI prompts to help sellers do deep research on customers, their markets, issues, and so forth. What might have taken someone a couple of hours to do, AI enabled it to be completed in about 2 seconds. And the quality of the output was pretty good. We have all sorts of tools that free us up from doing the boring and tedious work.

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Google: Audience focus, content quality are still the keys to SEO

Martech

If your website is struggling to get organic traffic from Google Search – there are three core areas you should focus on, according to Google’s Search Liaison Danny Sullivan: Continue creating high-quality content — do what you think is best for your readers. Diversify your traffic sources and promote your content across multiple channels. Build an engaged audience that comes to you directly or via email and social media.

Promote 115