Iannarino
MARCH 13, 2023
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client. That strategy is the Trading Value Rule , which states that your cold call request for a meeting must include the value you intend to create for your client in the meeting.
Search Engine Land
MARCH 13, 2023
Google recently added an extra “E” to the search quality standards of E-A-T to ensure content is helpful and relevant. The extra “E” stands for “experience” and precedes the original E-A-T concept – expertise, authoritativeness and trustworthiness. We know that E-A-T was already of high importance. Hyung-Jin Kim, VP of Search at Google, confirmed this at SMX Next : “E-A-T is a template for how we rate an individual site.
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SaaStr
MARCH 13, 2023
So even after doing SaaS all this years, and being perhaps the biggest fan of SaaS sales and sales processes out there … I still struggle with the idea of cold calling. Personally, I never answer a cold call, and want at least my initial discovery to be done over email. But I’m not the average tech buyer, and you probably aren’t either. So I put out the latest survey to see how many folks were successful doing cold phone outbound (not email) in 2023?
Salesforce
MARCH 13, 2023
What I admire most about this company is that even in the hardest times we strive to lead with our values. I am filled with pride that — guided by our value of equality — we continue to deepen our commitment to equal pay and are empowered to have this important conversation about the gender pay gap. March 14, 2023, is Equal Pay Day — symbolizing how far into the year women must work on average to earn what men earned in the previous year.
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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.
Search Engine Land
MARCH 13, 2023
You’ve probably heard how successful content marketing can be when you do it consistently. Consistent content earns 55% more visitors coming to your site and 67% more leads. (Overall, creating content is your best bet for increasing traffic – ranking in organic search brings in 1,000% more traffic than organic social media.) But you can’t produce one blog post per month or blog randomly at a whim and expect to move that needle.
Salesforce
MARCH 13, 2023
As a sales leader for the past 10 years, I’ve spent thousands of hours listening to digital sales calls looking for the best examples to use in training. I can’t tell you how many times I’ve thought: I wish I could just listen to every call, without needing to listen to every call. Now, thanks to artificial intelligence (AI), it’s finally possible – all while saving hours of time every day, and never missing another key moment.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
MARCH 13, 2023
Some 60% of businesses are increasing their spending on martech this year, according to a study by Clevertouch Marketing and the University of Southampton. However, more B2B businesses are reporting trouble in the stacks. This year 23% of B2B firms said their stack was several, unconnected disparate platforms. That’s a huge increase from 2022 when only 10% of companies said this.
Search Engine Land
MARCH 13, 2023
Microsoft has just launched a new set of tools and services designed to help healthcare professionals grow their businesses and reach more patients. These services include: Microsoft Advertising Microsoft Audience Network Microsoft Dynamics 365 Marketing Doctor and clinic ads. Healthcare providers can create targeted ads based on location, demographics, and search keywords.
Martech
MARCH 13, 2023
The term “MACH” is popular nowadays, with many martech vendors claiming to offer MACH digital experience platforms (DXPs). But is this just a marketing tactic, or do these products genuinely align with the principles of MACH architecture? Dig deeper: What is a digital experience platform or DXP and is it the future of content management?
Search Engine Land
MARCH 13, 2023
Bing may replace the standard answers you get at the top of the Bing Search results with Bing Chat answers. The current answers on Bing Search “use old technology and crowdsourcing” and that Bing “will replace them ASAP” with Bing Chat responses, Mikhail Parakhin, who leads up Bing Search and Bing Chat, said on Twitter over the weekend.
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
SaaStr
MARCH 13, 2023
To expand using a bottom-up model, SaaS businesses need to create a more delightful experience for every user. These experiences don’t just happen when customers unlock your product’s value without jumping through several hoops. The opportunity to delight goes beyond the product level and occurs with every encounter on social media, marketing channels, and with company executives.
Martech
MARCH 13, 2023
Several big martech-related companies — including Roku and Roblox — are breathing easier following news they won’t lose their deposits in the failed Silicon Valley Bank (SVB). On Friday SVB was taken over by government officials, following a bank run. The run followed the bank’s announcement that inflation had cut the value of its U.S. government treasury bonds and it was selling a block of stock to increase its cash reserves.
Sales Hacker
MARCH 13, 2023
The shift from “growth at all costs” to “profitable growth” has given rise to a new era of B2B sales. One where marketing and sales must work together – with the sole focus of creating and closing more pipeline. Join Andrew Arocha , CRO at Drift and Melton Littlepage at CMO, Outreach to learn how GTM teams working in synergy can: Create quality pipeline with qualified buyers Increase seller efficiency and productivity to deliver more revenue per seller Accelerate deal velocity and win rate
Martech
MARCH 13, 2023
This is part one of a two-part article. In this part, we look at ChatGPT, Writer and Jasper. ChatGPT’s launch in November 2022 spurred a debate among marketers. Proponents of generative AI envision a future where these highly sophisticated tools will replace human writers. Some are confident in AI’s capability to deliver high-performing copy for ads, landing pages and even white papers and ebooks.
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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
Spiro Technologies
MARCH 13, 2023
Transcript Adam Honig: Hello and welcome to Make it. Move it. Sell it. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. I’m your host, Adam Honig, the CEO of Spiro.ai. We make amazing AI software for companies in the supply chain, but we’re not talking about that today.
Partners in Excellence
MARCH 13, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in selling. We know the pipeline is critical to helping us answer the question, “Are we pursuing enough opportunities to achieve our goals?” We harass sellers to use CRM, keeping their opportunities updated so we can track our pipelines. Yet, too often, they are very inaccurate, gamed, or we don’t understand what the pipeline is telling us.
PandaDoc
MARCH 13, 2023
If you are a business, then you are well aware of what a sales cycle is. It is a repeatable process salespeople follow to turn a lead into a customer. These days, there is a tendency toward sales cycles becoming slower. In the Demand Gen Report 2020 , 68% of B2B respondents stated that their purchasing cycle is longer when compared to the previous year — which clearly contributes to all sales, on average, taking longer to close.
Sales Hacker
MARCH 13, 2023
If you systematize your sales follow-up process you will close more deals — and I am about to show you how **Disclaimer** This has been written with sales executives (SEs) and account executives (AEs) in mind. I am not saying that you won’t get any value from it but if you aren’t an SE or AE, or working directly with SEs/AEs and new business sales pipeline, then this wasn’t written for you. ( Plays miniature violin for the people who just left. ) Okay, now that it’s just stone-cold sales killers
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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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