Iannarino

OCTOBER 4, 2022

Salespeople typically have a list of factors that they believe influence their success in sales. For example, many salespeople believe that sales success comes from working for a big, well-known company or selling an exceptional product. One factor salespeople weigh heavily is a good price, and by that, they mean a low price. And there are myriad other factors that salespeople point to as playing an outsized role in their ability to sell, but the truth is that these factors don't affect sales su

Price 269

Price Sales Sell Product 269

Veloxy

OCTOBER 4, 2022

Mary Kay has been motivating women in sales and business for over fifty years. After repeatedly being turned down for promotions and raises in favor of male coworkers, Mary Kay quit her job and started a beauty company. This beauty company is now worth $3.25 billion dollars. Best known for the infamous “Pink Cadillacs” that were awarded to top sales directors beginning in 1969, Mary Kay is now awarding top women in sales with pink Mini Coppers and more!

Drivers/motivators 264

Drivers/motivators Sales Contact Promote 264

Partners in Excellence

OCTOBER 4, 2022

Hank Barnes’ research on buyer remorse (and other things) is some of the most important research for sellers to understand. He recently wrote a post, “Who Is Responsible For Expectations?” It’s best to read his research, but a net summary of one of his points is, “Buyers who have put less time in doing their homework, up front; those that engage only at a superficial level, have a much higher degree of remorse, for those decisions they make.” This is a key iss

Customers 133

Customers Prospecting Up-sell Process 133

ConversionXL

OCTOBER 4, 2022

Since 2015, clothing brand ASOS has grown revenue by an average of 22% year over year. Not for lack of competition, but as the result of a carefully designed ecommerce marketing strategy. This is what drives growth for online stores like ASOS, despite existing in a saturated market. In this article, you’ll learn how to build a powerful ecommerce marketing strategy using customer research and messaging development, and how to use it to determine which marketing tactics will best reach your target

Referrals 129

Referrals Retail Growth Cross-sell 129

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

Hospitality

Martech

OCTOBER 4, 2022

The COVID pandemic condensed nearly a decade of digital business transformation into just a few months. Companies in every sector scrambled to adapt to the new realities. Travel restrictions, masking, and social distancing requirements spawned by the pandemic compelled B2B companies to adopt new ways of engaging with customers. Relationships between businesses and their suppliers trended digital in recent years, but until the pandemic, in-person meetings and events played a central role in engag

B2B 125

B2B Construction Presentation Follow-up 125

Heinz Marketing

OCTOBER 4, 2022

By Mina Guirguis , Marketing Consultant at Heinz Marketing. What is one of the most difficult aspects of marketing a product or service? While many ideas may come to mind, I would argue it is building trust between all your stakeholders. That means not only your audience, but your clients, coworkers, managers, and everyone in-between. According to Brenda Bailey-Hughes , a professor at Kelley School of business in Bloomington, Indiana, there are 3 primary types of trust, also known as trust driv

Trust 122

Trust Drivers/motivators Clients Consult 122

SaaStr

OCTOBER 4, 2022

Now that we have much larger spaces for Annual and Europa, we were able to run a great experiment this year at SaaStr Annual 2022: building an Executive Briefing Center, and letting our top sponsors do meet-ups and even mini-events in our Executive Briefing Center. The benefit was getting all of the vibe and infrastructure of Annual for your own mini-evenf for 20-100.

Meeting 111

Meeting Customers 111

Martech

OCTOBER 4, 2022

Live TV streaming company FuboTV announced ad performance results from using open-source identity solution Unified ID 2.0. The company is the first CTV partner for Unified ID 2.0, and they use it through The Trade Desk’s programmatic platform. As one of the leading alternative identifiers in adtech, Unified ID 2.0 was developed by The Trade Desk and handed off to non-profit Prebid.org as an open-source tool.

E-commerce 119

E-commerce Non-Profits Retail Campaign 119

Search Engine Land

OCTOBER 4, 2022

Imagine you’re on vacation, it’s approaching noon and you’re starting to feel hungry. You’re eager to enjoy the best local cuisine your destination has to offer. So you go to Google Maps and search for “best lunch restaurant near me”, a topic that’s more than doubled in search volume on Google in the last three years alone. Over 80% of searches worldwide occur on Google based on the latest search engine market share data.

Objectives and Key Results 107

Objectives and Key Results Retail Engineering Launch 107

Martech

OCTOBER 4, 2022

Online events have become a valuable marketing channel for businesses of all sizes, especially during the pandemic, when live events were scaled back. Mining data from online events, however, requires specific strategies to measure intent and move prospects through the funnel. “Online events tend to draw larger audiences than in-person events — at least that’s our experience — and they’re less expensive and time consuming to produce and attend,” said Marc Sirkin, Third Door Media’s E

Campaign 119

Campaign B2B Education Presentation 119

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

Sales Hacker

OCTOBER 4, 2022

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost , founder of Culture With Us , which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences. If you missed episode 219, check it out here: A Holistic Approach to Compensation Structuring with Scott Barton.

Clients 103

Clients Hospitality Entertainment Quota 103

Salesforce

OCTOBER 4, 2022

In a recent conversation with my retired cousin, I noticed she still referred to tech companies as “dot-coms.” It’s a common perception, but the industry has moved beyond websites to apps, devices, the cloud, and more. The umbrella term has moved to “tech,” short for technology. She hasn’t used “dot-com” since. While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble.

Government 98

Government Technology Technology Sales Support 98

Sales Hacker

OCTOBER 4, 2022

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. Join Kristina Finseth (Sr. Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker.

B2B 103

B2B Growth Product Sell 103

Salesforce

OCTOBER 4, 2022

Charts are the language of business, used every day at all levels to convey information. But too often, they’re an incomprehensible mashup of pies, bars, gauges, dots and lines that leaves the reader no more informed about the topic at hand. The good news is it’s almost certainly not your fault — it’s the charts themselves. I’ve been helping people build better charts for 15 years, through my book, The Big Book of Dashboards , on Chart Chat (a video series about the good and bad of data vi

Quota 98

Quota Angle Represent Process 98

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B2B

SaaStr

OCTOBER 4, 2022

Dear SaaStr: At What ACV Can We Afford a Sales Team? Even with a very efficient team, it’s tough to afford a sales team much below $299 a month / $3k a year. At least in the U.S. and Western Europe. Now, if you’re average price point is higher, you can still afford to go a bit lower to expand the bottom of your market. For example, you might be will to have worse unit economics on $99 a month deal if your average deal is $10k a year, and some of those $99 a month deals grow into $10k+ a year dea

Commission 98

Commission Sales Follow-up Closing 98

The Advantexe Advisor

OCTOBER 4, 2022

Welcome to part three of Advantexe’s blog series, The Great Resignation through the Eyes of Three Generations. In part one we defined the Great Resignation and in part two, our panel provided their insights on why they thought people were leaving their jobs. Now we conclude the series with our panel responding to the question, What can companies do to retain employees ?

97

97

Sales Hacker

OCTOBER 4, 2022

Watch the regie.ai team and Kevin “KD” Dorsey use industry best practices to tear down and rebuild a sales sequence LIVE. They’ll show you how to replace common content mistakes with best practices that’ll help you close more deals. Guest: Kevin “KD” Dorsey – Practice Lead: Revenue Leadership of Winning by Design. You’ll learn: A simple 3 step system for writing relevant sequences.

Sales 97

Sales Closing 97

Sales Nexus

OCTOBER 4, 2022

Today, SalesNexus announced the release of the latest updates to its CRM and Marketing Automation Suite. This is scheduled to be available on Wednesday, October 20, 2022 , at 8:30 pm ET / 11:30 pm Pacific. Here’s what’s new. Enhancements: DKIM Setup. Domain Keys Identified Mail (DKIM) allows senders to associate a domain name with an email message, thus vouching for its authenticity.

Campaign 95

Campaign CRM Contact Price 95

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Search Engine Land

OCTOBER 4, 2022

What if you could automatically turn off bidding on your brand terms when no other rivals are in the picture, and you’re already positioned number one organically? The savings could be substantial. It all starts with Lone Rangers. Who is that masked figure? Lone Rangers defined: A ‘Lone Ranger’ is a brand search term for which you are the sole paid search bidder and for which you have the #1 organic position.

Represent 85

Represent Engineering Market share Gaming 85

Predictable Revenue

OCTOBER 4, 2022

Learn what makes business-to-consumer sales (B2C sales) distinct from B2B, how to maximize your B2C sales process, and make the most of industry trends. The post What is B2C Sales? appeared first on Predictable Revenue.

B2C 59

B2C Sales B2B Process 59

Search Engine Land

OCTOBER 4, 2022

The search performance report in Google Search Console had a data logging issue on September 21, 2022. This caused some data to not be presented in the search performance report on that date, potentially making it appear that you had fewer visitors from Google Search on that day. Google said it is working on replacing most of the data in the near future.

Clients 82

Clients Engineering Presentation 82

Highspot

OCTOBER 4, 2022

Conversations are powerful – they connect us through the past, shape our present, and help us build a better future. In celebration of Hispanic Heritage Month, we asked three Highspot employees to share conversations that have changed the course of their stories, from mastering the creative process, to understanding the human experience. Here’s what they had to say. . “Let that dirty water run out.” I’m a musician in the Seattle area, so naturally, I think about the creat

Pitch 52

Pitch Represent Strategize Conversion 52

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Search Engine Land

OCTOBER 4, 2022

The Q4 holiday rush is in full swing and Microsoft has just unveiled 7 new updates for October. In addition to the release of Multimedia Ads , Smart Campaigns , and a Multi-platform solution, Microsoft is pulling out all the stops with new tracking templates, markets, and shopping feed improvements. Let’s take a look. Performance Max import solution.

Product 81

Product Networking Campaign Retail 81

The Bridge Group

OCTOBER 4, 2022

T oday we launch our 2022-23 SDR motions, metrics, and compensation research. This is our 9th iteration of this project since 2007. This edition is more streamlined than prior years and will take ~ 5 minutes to complete. If you lead a Sales Development group, please participate. We've redesigned this year’s survey based on your feedback to dig into how things are changing.

GTM 27

GTM Launch Sales 27

Martech

OCTOBER 4, 2022

The arrival of Google Analytics 4 understandably has people nervous. Using its increased capabilities means learning new processes and thinking about things in new ways. We’re here to help. Working with Colleen Harris, head of business intelligence and reporting strategy at Sincro, we’ve put together a multi-part guide to getting started with GA4. There are links to all the parts at the end of this post.

E-commerce 127

E-commerce Customers Start-ups Conversion 127