Iannarino
MAY 17, 2023
Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions are at the heart of this approach because many salespeople mistake concessions for negotiation.
Membrain
MAY 17, 2023
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling.
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SaaStr
MAY 17, 2023
Dear SaaStr: When Searching for a Co-founder, How Do You Know You Found The Right One? I think it boils down to 2 key factors: Someone that is both very good at, and better than you, in several key functional areas. If you are good at coding, she is good at sales and customers. Or whatever. That together, the two of you have all the key functional areas covered decently, at least initially (Engineering, Product, Sales & Customers, Marketing).
Martech
MAY 17, 2023
In earlier parts of this series, I have covered two out of five interconnected points of a framework for designing a high-performing marketing organization : Proposition. How do you align and concentrate your creative marketing firm’s or in-house agency’s services with a focused vision, positioning strategy and value proposition? Principles.
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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.
Sales Hacker
MAY 17, 2023
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred , the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.
Search Engine Land
MAY 17, 2023
An entity is a uniquely identifiable object or thing characterized by its name(s), type(s), attributes, and relationships to other entities. An entity is only considered to exist when it exists in an entity catalog. I used this definition in my entity SEO article. The first part of this entity SEO series should be used when you need to justify a tactic associated with optimizing for an entity.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MAY 17, 2023
Google has released a new crawler, a new Googlebot, named Google-InspectionTool. This new Google crawler will be how Google identifies crawling activity for the crawler used by Google Search’s testing tools, like the rich results test and Google Search Console’s URL inspection tool. Google-InspectionTool. Google posted details about this new crawler in its help document over here.
Martech
MAY 17, 2023
When it comes to your work orchestration efforts, how would you rate the work management “maturity” of your business today? Businesses with high maturity levels have a competitive advantage along multiple work performance indicators, including capacity, time to market, cost efficiency, work quality, and even employee satisfaction. Join transformation experts from Adobe and learn five steps for maturing your work management orchestration model.
Search Engine Land
MAY 17, 2023
Meta is starting to issue refunds to advertisers impacted by a glitch last month that resulted in overspending and higher than usual CPAs. Why we care. Meta needs to make this right for all of its advertisers of all sizes. It’s good that the refunds are starting, but it’s been over a month and this still is not resolved. May 12. Some advertisers got their refunds starting on May 12.
SaaStr
MAY 17, 2023
So RingCentral is a quiet SaaS leader that has been around for a long time, since the early days of SaaS. It’s built its way into an enterprise contact center leader and has now crossed $2 Billion in ARR, growing a mature but still steady 16%. And while it’s not GAAP profitable, on a non-GAAP basis, its margins are way up to 17%. So what’s that worth in 2023?
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
Search Engine Land
MAY 17, 2023
Every PPC marketer aims to deliver improved performance month after month. But once your Google Ads account is well-managed, optimized, and humming along, where should you turn to keep improving on performance? Often, your next area of focus should be content – and everything that happens after a prospect clicks on your ad. Who are your ideal customers?
Hubspot
MAY 17, 2023
The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.
Search Engine Land
MAY 17, 2023
When it comes to your work orchestration efforts, how would you rate the work management “maturity” of your business today? Businesses with high maturity levels have a competitive advantage along multiple work performance indicators, including capacity, time to market, cost efficiency, work quality, and even employee satisfaction. Join transformation experts from Adobe and learn five steps for maturing your work management orchestration model.
Adaptive Business Services
MAY 17, 2023
This past January I passed ownership of my networking group, NetWorks! Boise, to her new owner. I created this group in October of 2007. I had a good run but I’m also getting a bit long in the tooth and it was time to focus on my other passion, training businesses on how to best leverage Nimble CRM. NetWorks! was designed to be what I would call an “active networking group”.
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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
SaaStr
MAY 17, 2023
In this week’s episode of CRO Confidential, host Sam Blond wraps up the founder-led sales series with one of the most accomplished sales leaders in the world, Ben Cassidy. Cassidy was Blond’s VP of Sales at Echosign and, before that, was one of the first sales leaders at LinkedIn. Post-Echosign, he was the first sales leader at Talkdesk, valued at $10+B.
Heinz Marketing
MAY 17, 2023
By Matt Heinz , President of Heinz Marketing The competition is fierce in the B2B marketplace, with businesses clamoring for the attention of potential customers. It’s a constant battle to differentiate yourself, capture interest, and maintain it. So, how do you win in this crowded arena? The answer lies in personalization. Personalization has become a critical component of B2B marketing strategies.
The 5% Institute
MAY 17, 2023
The GROW Model is a highly effective coaching framework that empowers individuals and organizations to achieve their goals and unlock their full potential. This article delves into the intricacies of the GROW Model, highlighting its benefits, application in coaching, challenges, and integration with other coaching approaches. The GROW Model Explained G: Goal-Setting: Setting clear and specific goals is the cornerstone of the GROW Model.
Salesforce
MAY 17, 2023
Can you imagine ecommerce without written content? Picture it: Product listings without descriptions. Photography without context. Landing pages without information. A brand without a heart. (Okay, okay… as a content writer, maybe I’m a little bit biased.) But don’t take my word for it: Businesses in every industry see the value of quality ecommerce content, and they’re throwing their weight behind it.
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
The 5% Institute
MAY 17, 2023
Sales pipelines play a vital role in the success of any sales-driven organization. In today’s highly competitive business landscape, having an effective pipeline is crucial for maximizing revenue and achieving sustainable growth. In this article, we will explore the ins and outs of sales pipelines, their benefits, and how to create and manage them to drive sales success.
Heinz Marketing
MAY 17, 2023
By Matt Heinz , President of Heinz Marketing The competition is fierce in the B2B marketplace, with businesses clamoring for the attention of potential customers. It’s a constant battle to differentiate yourself, capture interest, and maintain it. So, how do you win in this crowded arena? The answer lies in personalization. Personalization has become a critical component of B2B marketing strategies.
G2
MAY 17, 2023
We’ve all written emails, college essays, and articles and maybe even dreamed of becoming published authors because of our imaginations as children. Or was that just me?
Hubspot
MAY 17, 2023
Executives can make or break your company. Great execs help steer the ship with sustainable strategies, while those that aren’t the ideal fit create more stress than success. As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company.
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.
G2
MAY 17, 2023
Not redefining ROI yet? There's still time to adopt a new understanding of ROI that can influence 2023 sales.
Martech
MAY 17, 2023
Year by year, our MarTech Salary and Career Survey has exposed a persistent pay gap between respondents identifying as women and respondents identifying as men. The gap is manifest right up to the C-suite. One question that arises is whether women should negotiate more aggressively for higher salaries or whether the job market should respond better to their skills and qualifications.
RAIN Group
MAY 17, 2023
There's such a thing as being too close to a problem, and we see that as a frequent challenge when it comes to improving sales performance. In our recent study of nearly 400 sellers and sales leaders, we asked sellers how challenging they find various selling skills/behaviors. For the 16 skills we asked about, less than 55% of sellers found each very challenging.
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