Thu.Oct 27, 2022

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Two Approaches to Top Down Selling [+ EXAMPLES]

Iannarino

You’re looking to learn some new sales techniques to help you crush your targets, and you’re wondering if top down selling is the right approach for you.

Sell 270
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At Even Just $1m ARR — You Need to Stop Doing Stuff Yourself, And Go Make The Hire

SaaStr

In SaaS, I think one of the biggest traps you can get yourself into as a founder is doing Low ROI things for one minute longer than you have to. Of course, this is true in all start-ups. But quickly, in SaaS, it becomes worse. Why? Because they are more functional areas to handle, earlier. You need engineering, product in all start-ups — but in SaaS, even in the very early days, you also need sales, client success, true support, demand gen marketing, etc.

Clients 114
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Trending Sources

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Google rolls out new features for GA4

Martech

Google announced a bunch of updates for Google Analytics 4 (GA4) today. They include a big improvement for the Setup Assistant, real-time behavioral modeling reports, more customization features and a new homepage design. Setup Assistant: Currently the user has to create a new property in GA4 for each Universal Analytics (UA) property and then configure the data collection and privacy settings.

Represent 117
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10 Effective Responses to “It’s too Expensive”

Spiro Technologies

Some people say that a salesperson’s job really starts after a prospect says “no.” What they mean is that (almost) anyone can make a call and go through a sales presentation, but the complexity and challenge of the job increases significantly when it comes time to influence and overcome objections. Objections can vary, and span the gamut from timing to need and even to trust.

Price 105
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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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Stakeholders: Getting started with the Agile Marketing Navigator 

Martech

We recently introduced you to the 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.

Launch 106
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Why agencies must be transparent with clients

Search Engine Land

Years ago, I was a legal assistant for a criminal defense law firm when my boss assigned me a new task – learning SEO. . I asked him what SEO meant, and he responded, “Search engine optimization. I don’t trust the people I’m working with anymore and need you to learn it.” . As I began to learn and discuss my findings with him, he explained that his website had disappeared entirely from Google’s SERPs. .

Clients 99

More Trending

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Dear SaaStr: The Startup I’m Working At is Getting Acquired. How Much Can I Negotiate?

SaaStr

Dear SaaStr: The Startup I’m Working At is Getting Acquired. How Much Can I Negotiate? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. You can try a little, but it’s rough. Overall, your ability to negotiate in M&A in any context, in any job, is based on your ability to walk for something better, or just walk.

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Google Ads podcast placement now available

Search Engine Land

Google advertisers can now advertise on podcasts. Yep, announced today, “advertisers can now align their ads with podcast content globally. Simply create an audio or video campaign and select “Podcast” as a placement.” Why we care. Last month we reported on three new audio, shopping, and streaming features available to YouTube advertisers.

Campaign 100
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Artificial Intelligence in Marketing: Benefits and Consequences

Heinz Marketing

“By” W1n S4ly4rds , Senior Marketing Consultant at Heinz Marketing. Note: AI tools have completely written, edited, and designed this blog post. We are now in the age where Artificial Intelligence (AI) is no longer a thing of fiction but reality. It has changed the way we live, work and play. With its rapid developments, it was inevitable for AI to make its way into marketing.

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Google Analytics v3 Search Console report query data restored

Search Engine Land

Google has fixed an issue where the Search Console query report in Google Analytics 3, aka Universal Analytics, was not populating. The data stopped coming in as of October 1st but the other day, Google fixed the issue and backfilled the data in the report. I have verified, the data is now fully populated in the Search Console queries report in Universal Analytics 3.

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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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The Art of Losing: How & What to Learn from Lost Deals

Sales Hacker

“Failure does not come through making mistakes, but in refusing to learn by mistakes how to avoid them.”. —Walter D. Moody, Men Who Sell Things, 1907. Win rates not where they need to be? Sales cycle lengths extending? Forecast accuracy suffering? There may be an easy path to make a marked impact on all three metrics by studying the fine art of losing.

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Licensed healthcare providers eligible to apply for new YouTube product features

Search Engine Land

YouTube has just announced that licensed healthcare providers can now apply to make their channels eligible for new health product features – a suite of information resources released last year. What this means. The health product features previously launched include health source information panels to help viewers identify videos from authoritative sources and health content shelves that highlight videos from these sources when you search for health topics, so people can more easily nav

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Top KPI’s to Focus on for Sales Productivity ??

Sales Hacker

Overwhelmed by your Q4 quota? Seeing your conversion rates drop? Let’s be real, the economy is not where it was in Q1. Customers are pulling back on budget or backing out of the sale cycle entirely, while your team is already working overtime. And frankly, we’ve gotta do more with less. We’ve assembled these experts to uncover the things that really matter to give your sales productivity and output a boost.

Product 86
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GA4 gets new homepage experience, 5 new features

Search Engine Land

Google has just unveiled several new Google Analytics 4 (GA4) updates, including a new homepage experience, real-time behavioral modeling reports, and custom channel grouping. Insights through machine learning. Behavioral modeling. Behavior modeling with real time reporting will give advertisers a complete picture of user behavior as it happens, in a privacy-centric way.

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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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The Problem with Pain-Point Selling

Sales Hacker

Let me tell you a little secret about pain-point selling. It’s downright DAMAGING to your pipeline. Becc Holland — fiercely unafraid to take down established sales truths ( anti-personal brand, anyone? ) — is back at Sales Hacker with a masterclass on ditching pain-point selling and rocking your conversion rate by focusing on prospect problems. You’ll learn: The difference between pain & problem for your prospects.

Sell 85
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Reddit is building an Ads API, first 4 partners announced

Search Engine Land

Reddit is working on a new Ads API and have just announced their first four alpha partners. The partners will be integrated into the API and are helping build solution that will inevitably help advertisers build, scale, and optimize campaigns. Who are the partners. The four partners involved in Reddit’s new venture are: Vidmob Sprinklr adMixt PMG.

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How to prepare teams for customer journey orchestration

Martech

One of the benefits of a customer journey orchestration (CJO) platform is improved alignment among business units. In order for this to work, teams in those units need to be prepared ahead of the implementation. “The multi-channel marketing approach the customer journey orchestration utilizes also means that things can get more complicated,” said Greg Kihlstrom, principal and chief strategist at GK5A, at The MarTech Conference.

Customers 109
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Crawl efficacy: How to level up crawl optimization

Search Engine Land

It’s not guaranteed Googlebot will crawl every URL it can access on your site. On the contrary, the vast majority of sites are missing a significant chunk of pages. The reality is, Google doesn’t have the resources to crawl every page it finds. All the URLs Googlebot has discovered, but has not yet crawled, along with URLs it intends to recrawl are prioritized in a crawl queue.

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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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4 Steps to Help You Build a Resilient Marketing Strategy

Salesforce

Nearly every business is worried about — or already facing — slowing or declining revenue growth, as many experts feel we’re heading toward a recession. With this, the “growth at all costs” mantra of the past decade is quickly shifting to one of business resiliency and sustainable growth. Resilient marketing focuses on the ability to absorb stress, maintain healthy business operations, and adapt to new conditions.

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Thanks to Onboard, Paddle, Qwilr, and Upzelo for Sponsoring SaaStr Europa 2023!

SaaStr

At SaaStr, our partners are an integral part of our events. In June 2023, we’re heading back to London for SaaStr Europa and we wanted to give a special shout-out to some of the companies that will be there with us! We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! Grab tickets here. . Join these incredible companies to experience all the value of SaaStr!

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How a Technical Writer Helped Us Scale New Technology Adoption to 14 Million People

Salesforce

Is there a secret sauce to getting your customers to adopt new technologies? Ian Glazer, Salesforce’s SVP of identity product management, thinks there is — hiring a technical writer. Ian is part of our leadership team driving an initiative to get all Salesforce customers to consider using multi-factor authentication (MFA) – an increasingly popular tool that verifies your identity.