Thu.Jul 14, 2022

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10 Tips to Building Confidence in Sales

Anthony Cole Training

Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you. You can’t make them move forward in your sales process and you certainly can’t make them buy from you.

Sales 287
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How B2B Salespeople Help Clients Change

Iannarino

When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to believe it will—or should—still work. While years pass, things change and nature takes her toll. What once was the best practice slowly starts to decay. Because the change is incremental and difficult to perceive, it becomes increasingly difficult to produce outcomes that were once easily obtained.

Clients 264
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3 Easy Outside Sales Tips to Double Your Closing Ratio

Veloxy

What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent). Let’s say you had 10 opportunities last month and you closed 3 deals. Your closing ratio for June would have been 30%.

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Prime Day contributed to significant e-commerce growth this year

Martech

Amazon Prime Day, a two-day event held this year on July 12 and 13, outperformed last year’s event by 8.5%, according to the Adobe Digital Economy Index. Total U.S. online sales came in at $6 billion the first day, and $5.9 billion the second day. This comes against the background of a three-month slowdown in online inflation, also reported by Adobe.

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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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SaaStr is Turning 10! How a Blog Turned into A Global SaaS Community for 250,000+

SaaStr

SaaStr is turning 10! What started as a simple WordPress blog in 2012 has now become the world’s largest community of SaaS executives, founders, and entrepreneurs. Our goal is (and remains) to help everyone get from $0 to $100m+ ARR with less stress and more success. We do that with a combination of industry-leading content and community connections.

Meeting 117
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What is account-based marketing today and how has the space evolved?

Martech

B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.

B2B 126

More Trending

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How to tailor ABM to your specific needs

Martech

Marketers tend to think of account-based marketing (ABM) as though it is one technique or approach. It isn’t. It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. ABM allows you to create and manage campaigns that specifically target a set of accounts.

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5 Simple Steps To Delivering Better Product Demos

Salesforce

I admit I’m a little biased, but I think the product demo is the most important part of a marketing strategy. It’s a chance to put your product’s best qualities in the spotlight, answer questions, and turn naysayers into believers. I’ve been doing product demos at Salesforce for a long time, and I’ve learned there’s nuance to delivering great presentations.

Product 98
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Netflix partners with Microsoft to launch ad-supported subscription tier

Martech

Netflix has named Microsoft as adtech partner for a new ad-supported offering. In April, Netflix teased the move to an ad-supported tier in response to fleeing subscribers. The streamer shed 600,000 subscribers in 1Q and expects to lose another 2 million in the most recent quarter. How we got here. Microsoft strengthened its position in the adtech game by acquiring Xandr from AT&T late last year.

Launch 112
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How Human-Centered Design Inspired My Salesforce Strategy Designer Career Journey

Salesforce

The charity that made a lasting impact The power of compassion in business Finding the ideal design thinking opportunity How to add Salesforce to your design toolkit Why Salesforce Design Certifications are a must Four tips to supercharge your design career journey. If there’s one thing I’ve learned about Salesforce, it’s that everyone is welcome and can thrive in this ecosystem.

UX 98
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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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You Can’t Grow What You Can’t Keep

Sales Pop!

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles. And active participation in the real world of selling, of course, is worth much more than 50% of the grade.

Clients 97
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“A La Carte” Comp Plans

Partners in Excellence

Every once in a while, some of us go to a 5-star restaurant. Rather than ordering off the menu, choosing appetizers, soups, entrees, sides, desserts, wines, piecemeal; we ask the chef to prepare a complete meal. The chef makes the choices for everything from soup to nuts (literally), making sure we get a complete meal (where we might skip things ordering from the menu).

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Uncharted and Electric: WorkOS’s CEO on Making Apps Enterprise-Ready

SaaStr

SaaStr’s Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs. Up this week is Michael Grinich, the CEO of WorkOS and his advice on how to get enterprise-ready. In this episode, Michael Grinich discusses the lessons he learned the hard way at Nylas that led him to founding WorkOS. What it means to be enterprise ready and the process of building enterprise applications.

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Mastering Founder-Sales: 10 Lessons from 150+ Early-Stage Start-Ups

Sales Hacker

Let’s start with a definition. What is “founder-sales?” . Founder-sales happens when the founder is the one responsible for selling his/her products to prospects, and heading the GTM motion for the company. . Why is founder-sales important? By default, founders are always selling: Selling to investors on why they should provide them with capital. . Selling their journey to the press. .

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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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Should you add roadside advertising to your marketing plan?

Sales Pop!

If you are considering roadside advertising, you might be wondering if advertisements that are designed to take drivers’ attention away from the road are actually beneficial to your marketing plan. However, it’s not quite so clear-cut. Like with any method of advertising, there are both pros and cons to roadside advertising. Pros of roadside advertising.

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3 Things Your Video is Missing to Engage and Convert

Sales Hacker

We’ve all gotten a terrible sales video sent by a rep using a webcam from 1999, pitching their company without a smidgen of personalization or professionalism. Video can be an incredibly powerful tool – but in the words of Uncle Ben, “With great power, comes great responsibility”. You’ll learn: Where to best use video in your outreach. LIVE script feedback.

Pitch 84
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The Gitomer Sales Certification: Be The Best

Sell Or Die

Sales 40
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From Pre-Revenue to IPO: How to Structure SDR and AE Comp Plans Across the Journey

Sales Hacker

Comp plans are one of those things that you can mess up in a million ways. Truth is, there’s not a silver bullet comp plan that works all the time BUT there is a perfect comp plan for where you are now and how you work. Tito Bohrt , CEO of AltiSales, dissects parts of the comp plan, the different circumstances at companies of different sizes and stages, and what variables you should consider to optimize your comp plan for fairness and success.

Sales 76
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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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Every Year You Should Double Your “TTAM”. Your True TAM.

SaaStr

Every year, you should double your TTAM. Your True TAM. (Not the TAM in the deck you made for the VCs). Otherwise, growth stalls. — Jason BeKind Lemkin #???????????? (@jasonlk) July 10, 2022. So generally, as an investor, you don’t want to worry too much about TAM — Total Addressable Market. At least, not after a certain point. If a SaaS company can double or even triple at $1m ARR, it’s on to something good.

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Are Your Sales Emails Getting Ignored? These 5 Tips Can Help

Salesforce

That whole email thing? It’s not going away. Three hundred billion emails per day were sent around the world last year, according to market research company Statista — and every year the number climbs by about 15 billion. So it’s as good a time as any to get current on the best sales email tips. “As work goes hybrid, email is way more important than it ever was,” said Ryan Ott, an enterprise account director at Salesforce.

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Getting Started with the Agile Marketing Navigator: the Daily Huddle

Martech

We recently introduced you to 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.

Teamwork 114
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You Can Win Business Against Larger Competitors

Eliminate Your Competition

In most industries, a single company controls the market. Compared with their competitors, they have a much larger market share, top-of-the-line products, a more significant marketing budget and reach, and more company cachet. Life can be very intimidating for salespeople who compete against these industry giants. However, a Harvard Business Review study provides some good news in this regard.

Retail 52
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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.