Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

Price 226

Price Sell Sales Process 226

Iannarino

JANUARY 6, 2022

It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they were interchangeable. However, precision creates clarity, and the more specific the word, the greater the understanding.

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Force Management

JANUARY 6, 2022

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates. Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies.

Sales 133

Sales Closing 133

Search Engine Land

JANUARY 6, 2022

Customer reviews aren’t just for show. At SMX Next, Kyra Sammis explains how marketers can use reviews to improve SEO. Please visit Search Engine Land for the full article.

Customers 140

Customers Engineering 140

Advertisement

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

SalesProInsider

JANUARY 6, 2022

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the first article in this series for creating your roadmap to sales success, a sales process is a roadmap that guides you through the journey from the introduct

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Process Referrals Sales Clients 126

Martech

JANUARY 6, 2022

McDonald’s has sold its personalization platform and decision engine Dynamic Yield to Mastercard, following an announcement by both companies late last month. Dynamic Yield, which was purchased by the fast food chain in 2019, continues to support over 400 brands in retail, finance, and other industries, as well as at other restaurants. McDonald’s purchased Dynamic Yield in 2019 , and created a division committed to using technology to advance employee and customer-facing experience called McD Te

Sell 124

Sell Retail Finance Technology 124

Martech

JANUARY 6, 2022

Blockchain technology and NFTs aren’t going anywhere, and some big brands have already dipped their toes in and demonstrated that they can generate real engagement. Marketers are always in search of new strategies and technologies to gain a competitive advantage, so it’s not surprising that in outlooks for the upcoming year, there’s been a lot of talk about how NFTs and blockchain technology can give brands a lift.

Technology 117

Technology Technology E-commerce Legal 117

Search Engine Land

JANUARY 6, 2022

The Shops section shows three to ten retailers based on their organic search rankings. Please visit Search Engine Land for the full article.

Launch 123

Launch Retail Engineering 123

Martech

JANUARY 6, 2022

An identity resolution platform can be a key tool to enable brand marketers to understand with confidence who your customers are and how to comply with the increasing patchwork of consumer privacy regulations. But how do you decide which platform is the right one for your organization? For starters, once you have determined that enterprise identity resolution software makes sense for your business, spend time researching individual vendors and their capabilities by doing the following: Make a li

Campaign 117

Campaign Account management Technology Technology 117

Lead Fuze

JANUARY 6, 2022

Compelling storytelling is an incredibly powerful way to boost your B2B sales and leads. The Importance of B2B Storytelling. Successful B2B marketing strategies are about connecting with people on an emotional/psychological level. They’re more about connecting to the hearts of people so you can control their minds. Stories help you do just that. They bypass the logical part of the brain and create positive emotions that engender trust in your brand.

Technique 105

Technique B2B B2C Contract 105

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

JANUARY 6, 2022

Events management platform Splash has announced the launch of Splash Studio, a new product to support the design and execution of streaming events. The offering includes native live-streaming and on-demand capabilities and engagement tools such as Q&A, chat, and polling. As with Splash’s in-person management solution, Splash Studio integrates with CRM and marketing automation systems, and there are add-on-options which allow for customization.

CRM 114

CRM Launch Product Customers 114

Salesforce

JANUARY 6, 2022

A record one in four Americans quit their job in 2021. This has left many employers scratching their heads and wondering where things went wrong, and more importantly, what they can do to return to more sustainable levels of employee attrition. While some industries are citing the pandemic as the cause for waning employee retention, it’s not that simple.

Meeting 98

Meeting Service Drivers/motivators Start-ups 98

Martech

JANUARY 6, 2022

MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketer. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, should tech start-ups be worried? Reading about Elizabeth Holmes’ conviction on four counts of wire fraud in the Theranos trial, I kept coming across suggestions from analysts and legal experts suggesting that the outcome

Start-ups 106

Start-ups Product Manufacturing Legal 106

Search Engine Land

JANUARY 6, 2022

Apple lets you create a static map image from a URL with chosen parameters and characteristics. Please visit Search Engine Land for the full article.

Engineering 108

Engineering 108

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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

SaaStr

JANUARY 6, 2022

Even with these market wobbles, if you’re fortunate enough to be a “hot” startup in SaaS today you may find yourself oversubscribed in a fundraising round, and/or with investors that really want to invest between rounds when you don’t want or need any more money. Sometimes, in those cases, investors are willing to invest with so-called “uncapped” notes and SAFEs.

Finance 87

Finance Price Up-sell Sell 87

Search Engine Land

JANUARY 6, 2022

The issue has no impact on how keywords are saved and Google is working on a fix. Please visit Search Engine Land for the full article.

Engineering 112

Engineering 112

Predictable Revenue

JANUARY 6, 2022

Sales Development Leader Julian Muniz discusses how building a more collaborative relationship between SDRs and AEs can help your company close more deals. The post How SDRs and AEs Should Build Successful Working Relationships appeared first on Predictable Revenue.

Closing 59

Closing Sales 59

Partners in Excellence

JANUARY 6, 2022

I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased, “Did I do my best to… ” I’ve been using this approach, daily, for about 4 years. Each day, I rate myself on about 22 questions. some as simple as “Did I do my best to eat healthy foods… or exercise.” Some are more challenging like, “Did I do my best to make a difference in someone’s life.” T

Promote 56

Promote Growth Education Customers 56

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

Salesforce

JANUARY 6, 2022

Telecommunications is always changing. Whether it’s new tech, evolving market trends, or regulatory shifts, disruption is fast, frequent, and sudden. Communications service providers (CSPs) need to be ready to adapt fast. CSPs are adapting, and in some cases, learning as they go. European CSP leader UPC has been remarkably agile and key executives provided us with insight into what is informing their 5G strategies.

Gaming 52

Gaming Service Technology Technology 52

Partners in Excellence

JANUARY 6, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Sales people usually don’t put much thought into it, wins are generally the result of the “fantastic job they did selling,” losses are either price or product deficiencies–often both.

CRM 56

CRM Price Customers Presentation 56

Sales Pop!

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. He was also included in the “Top 40 Under 40” by The Business Review and was recognized on many other channel magazines’ top influencer lists.

Sell 98

Sell Cross-sell Niche Growth 98

Spiro Technologies

JANUARY 6, 2022

Many people use the New Year as a time to reset. Whether it’s setting new health goals, or tackling a big project that’s been nagging at us, the New Year is the perfect time to turn over a new leaf, and hopefully, stick with these new routines long enough for them to develop into a lifelong habit. Salespeople are no exception, and those who are serious about progressing in their career will use the New Year to adjust their approach and try to get a head start on their annual goals.

Referrals 98

Referrals Prospecting Pipeline Start-ups 98

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

SBI

JANUARY 6, 2022

By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.

Objectives and Key Results 60

Objectives and Key Results Sales Sales Support Negotiate 60

SaaStr

JANUARY 6, 2022

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. At the 8th 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! Sprinto helps SaaS companies become SOC-2 compliant, close enterprise deals, and pass vendor security assessments easily.

Government 85

Government Trust Pipeline Technology 85

Salesforce

JANUARY 6, 2022

Much has been said about the transformative nature of 5G services. Apart from the consumer applications like blazing-fast mobile downloads, 5G also enables an abundance of smart enterprise and Internet of Things (IoT) applications. These applications can transform the way we do business and how we manage our lives. For communications service providers (CSPs), 5G is an opportunity to reimagine customer experiences across the whole customer lifecycle. 5G is a game changer in terms of innovation.

Customers 52

Customers Networking User Experience Represent 52

Sales Pop!

JANUARY 6, 2022

Holidays should be fun and full of happiness and love, but for a lot of people, the holidays period can be extremely stressful. The period that you hope to survive instead of to enjoy. You don’t know where to start first, from making your house look decent for all of the guests, trying to create memories and enjoyable experiences for every member of your family, to buying presents for all of them.

Education 52

Education Gaming Presentation Customers 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

Highspot

JANUARY 6, 2022

I’ll be the first to admit – there’s nothing glamorous about the topic of content governance. In fact, the most successful content governance programs typically go unnoticed because they operate quietly in the background, which means you’re likely not going to win any awards for your stellar policy or flawless implementation efforts.

Government 52

Government GTM Strategize Presentation 52

Martech

JANUARY 6, 2022

Today, Yahoo announced a new integration with MikMak that makes the ecommerce platform’s add-to-cart functionality and customer insights available for advertisers. Advertisers will be able to take advantage of this functionality in native ads and display inventory on Yahoo. Viewers of the ads will also be able to choose from multiple checkout options, an increasingly important feature in the CPG space as these brands make inroads in e-commerce.

E-commerce 109

E-commerce Retail Product Customers 109

The Advantexe Advisor

JANUARY 6, 2022

Welcome to part two of our Top 5 Business Acumen Predictions for 2022. In part one we reviewed three topics that will affect business and your employees in the upcoming year, global supply chain, global demand, and the VUCAD world. The second part of the post will now focus on two critical topics that your company needs to be prepared for, politics and the political agenda and what the workplace may look like post-pandemic. 4) Politics and the Political Agenda will Impact Business Decision Makin

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