Iannarino

NOVEMBER 1, 2022

The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate for outside sales professionals is commonly identified as 40 percent. Other statistics suggest all salespeople combined have a close rate of less than 20 percent. I am unaware of any international governing body requiring all sales organizations to upload a file with their wins and losses to include in their annual “State of Sales” report.

Closing 297

Closing Government Outside Sales Sales 297

SaaStr

NOVEMBER 1, 2022

Bessemer Venture Partners had added a nice newsletter, Parting the Clouds , that’s very metrics dense. A few stuck out this week as helpful ways to summarize just what’s happening with SaaS public companies. Two big take-aways from this week: 53% of the BVP Cloud Index is trading under 6x ARR , representing 40 companies. The top tier of public Cloud companies is trading at 12x ARR, but they are growing 50%+ at $500m+ in ARR, with importantly, 15%+ Free Cash Flow margins.

Represent 118

Represent Growth 118

Martech

NOVEMBER 1, 2022

Market Enginuity, a values-driven media sponsorship company, announced a spinoff — Soundrise — dedicated to the growing podcast industry. While Market Enginuity focuses on public radio sponsorships in local markets, Soundrise provides marketing, sales and operational support to premium independent and non-profit podcast networks. Why we care.

Non-Profits 115

Non-Profits Networking Campaign Growth 115

Search Engine Land

NOVEMBER 1, 2022

Google has added the Google Lens button to the Google home page, by the search box. Google Lens allows you to search by uploading a photo to Google Search and then Google matches visually similar search results for you. What it looks like. Here is a screenshot of the Google Lens button on the Google home page for desktop: Mobile. Well, Google had the Google Lens button on mobile for a while, but has now added it to the desktop Google.com home page.

Engineering 114

Engineering 114

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Follow-up

Martech

NOVEMBER 1, 2022

Native, or intrinsic, game ads are the top format to drive gamers to action, according to a new Frameplay survey of over 1,200 gamers. That means the ads are part of the gameplay environment, as opposed to more distracting or disruptive ad formats like interstitial, adjacent or audio ads. Why we care. Frameplay is an intrinsic ads platform, but the worldwide growth of gaming and in-game ads is real.

Intrinsic 111

Intrinsic Gaming Follow-up Growth 111

Search Engine Land

NOVEMBER 1, 2022

The Media Rating Council (MRC), has just given Facebook’s parent company Meta accreditation for their brand-safety efforts on Facebook In-Stream Video and Instant Articles in desktop, mobile web and mobile in-app. This accreditation is of Meta’s Partner Monetization Policies , Content Monetization Policies and associated content-level brand safety and suitability controls for the placements mentioned above.

Engineering 111

Engineering Meeting Process 111

Sales Gravy

NOVEMBER 1, 2022

In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronge

Sales 109

Sales Meeting Process 109

Martech

NOVEMBER 1, 2022

Whether a glass half-full or half-empty person, you must admit it’s been a wild couple of years. To add to the usual list of challenges marketers and their technology counterparts deal with regularly, we’ve been saddled with: A pandemic. A looming recession. Inflation at levels the U.S. has not seen for 40 years. And ongoing labor and supply chain issues.

E-commerce 108

E-commerce Technology Technology Contract 108

Search Engine Land

NOVEMBER 1, 2022

Starting in May 2023, similar audiences segments will stop being generated, and existing similar audiences segments will no longer be added to campaigns and ad groups on Google Ads and Display & Video 360. In August 2023, similar audiences segments will be removed from all ad groups and campaigns. What this means. More automation. Google says that similar audiences segments will transition to “more powerful, tested, privacy-centric automated solutions.

Campaign 104

Campaign Advertising/ Marketing Launch Engineering 104

Martech

NOVEMBER 1, 2022

While most people associate first impressions with meeting someone in person, the same phenomenon occurs when someone lands on your website for the first time. Sometimes you know who they are, but often they are anonymous. In fact, 67% of the buyer’s journey is done before they indicate any buying signal, and about two-thirds of potential buyers walk away after a bad experience.

Promote 106

Promote B2B Conversion Meeting 106

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

Search Engine Land

NOVEMBER 1, 2022

Managing consistent experiences across multiple websites – whether it’s 5 or 500 — is an increasingly important part of modern business. Why? Because humans expect consistency in the digital-first world but don’t want to see the same thing over and over again. This panel explores the ins and outs of multi-site management at scale. Register today for “Your Guide to Creating Consistent Experiences Across Multiple Websites,” presented by Acquia.

Customers 99

Customers Engineering Presentation Conversion 99

SaaStr

NOVEMBER 1, 2022

Tomorrow at 10 AM SaaStr Workshop Wednesdays begin! Up Next: Wednesday, November 2nd @ 10AM. Topic: The Playbook to Building a High-Performing Team and Retaining Top Talent with Snowflake. Speaker: Guan Wang, Global Director of Marketing Intelligence at Snowflake. Workshop Wednesdays is new series where we’ll be bringing some of the best SaaStr speakers to you LIVE, every Wednesday. .

Launch 85

Launch Trust Engineering Meeting 85

Search Engine Land

NOVEMBER 1, 2022

As we head into another seasonal period, it’s time to prepare our holiday strategies to maximize client visibility for the deal-getters and the peak shoppsouing period. During the next quarter, many of us acknowledge that we’re likely to see a change in traffic levels as we attribute this to seasonality. This does not affect all business models.

Real Estate 97

Real Estate Engineering Presentation Follow-up 97

Sales Hacker

NOVEMBER 1, 2022

Companies in the top quartile of employee engagement have 23% higher profitability. Did you realize how much weight great coaching has on your long-term revenue growth? In most cases, strong individual contributors get promoted to manager but don’t have the leadership and coaching fundamentals that will directly impact revenue and keep top performers in-seat.

Quota 81

Quota Promote Sales Trust 81

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Campaign

Search Engine Land

NOVEMBER 1, 2022

While most people associate first impressions with meeting someone in person, the same phenomenon occurs when someone lands on your website for the first time. Sometimes you know who they are, but often they are anonymous. In fact, 67% of the buyer’s journey is done before they indicate any buying signal, and about two-thirds of potential buyers walk away after a bad experience.

Promote 95

Promote B2B Engineering Conversion 95

SaaStr

NOVEMBER 1, 2022

Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year. The full post is here and thought we would include a bunch of the learnings here , as they are great. They also did an A+ session at Annual with several top India SaaS founders, which you can catch below! 22 Things We Learned at SaaStr 2022.

GTM 80

GTM Cross-sell Niche Strategize 80

Search Engine Land

NOVEMBER 1, 2022

Microsoft has just announced a slew of new product updates, including the global adoption of credit card ads. Let’s dive in. 1. Credit card ads. Credit card ads were launched last year to advertisers in the US and Canada. Now, they’re available globally. Credit card ads appear on the right rail of Bing search results and run alongside mainline text ad placements.

E-commerce 93

E-commerce Product Retail Price 93

David Meerman Scott

NOVEMBER 1, 2022

The volunteer members of the Harry Howard Hook & Ladder Company in Port Chester, NY are fans of the Grateful Dead, and they share their fandom in their work as well as with members of the public. This Fanocracy means that members pull energy, new ideas, and deep connections from and then back to like-minded people in the community.

57

57

Advertiser: ZoomInfo

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Promote

Search Engine Land

NOVEMBER 1, 2022

Google has added new ways to find deals across the web using Google Search through new coupons and promotions, side-by-side deal views, and a new price insights navigator. Google launched this before the holiday shopping season and said “few new features to help you easily find those discounts and get the perfect gift at the right price.” Updated coupons and promotions.

Price 90

Price E-commerce Promote Launch 90

Highspot

NOVEMBER 1, 2022

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. We’ll be covering: What factors affect sales performance. What makes a successful sales team. 15 ways to increase sales performance?.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Spiro Technologies

NOVEMBER 1, 2022

The post Logit.io Interview with AI Specialist Adam Honig appeared first on Spiro.

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Search Engine Land

NOVEMBER 1, 2022

Content marketing is – you guessed it – a type of marketing strategy. But what differentiates it from the other marketing types you may be familiar with? For one thing, think of it as the polar opposite of traditional marketing methods, such as advertising. What is content marketing? Content marketing is the process of planning, creating, and distributing relevant, valuable content (like blogs, videos, podcast episodes, ebooks, guides, and more) with the intent of attracting and engaging a speci

Presentation 94

Presentation Real Estate Trust Cold Call 94

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

Salesforce

NOVEMBER 1, 2022

Over the past few years, marketing trends have forced brands to navigate uncharted and fast-moving waters. Shifts in customer behaviors , an economy in flux, and emerging technologies are all rocking the boat. The good news? You can help your company weather the storm by embracing tech tools, personalizing your customer interactions, building for a cookieless future, and prioritizing collaboration with remote teams.

Customers 98

Customers Technology Technology B2C 98

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. Instead of wielding power over the entire selling process, the consultative seller must hand the reins over to the buyer and simply guide the process along.

Consult 52

Consult Technique Closing Sell 52