Tue.Nov 28, 2023

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Mastering the One-Up Sales Strategy: A Manifesto for Transforming B2B Sales in the Modern Business Environment

Iannarino

Introduction: The Changing Landscape of Decision-Making In today’s rapidly evolving business environment, decision-makers face unprecedented challenges. The choices they make not only shape the future of their companies but also demand innovative approaches to problem-solving. This era calls for a new breed of salesperson, one who transcends traditional roles to become a pivotal ally in this journey.

B2B 224
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Google November 2023 core update rollout is now complete

Search Engine Land

Google confirmed that the November 2023 core update – the fourth core update this year – has completed rolling out. The update started on November 2, 2023, only a couple of weeks after the October 2023 core update , which started rolling out on October 5 and was completed on October 19. The November core update finished on November 28, 2023, 26 days after it started to roll out.

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“We’re So Vain, We Probably Think It About Us….”

Partners in Excellence

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are.

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Maintaining Comms During Change

Heinz Marketing

By Tom Swanson, Engagement Manager Today we’re delving into a crucial aspect of change initiatives – maintaining effective communication. It’s a question I frequently encounter: How do you sustain communication amidst significant changes? While there’s no one-size-fits-all answer, let’s explore a strategic approach to addressing this common challenge.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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Strong Cyber Week sales show consumers are willing to spend

Martech

Questions about consumer reluctance and lackluster discounts were answered by strong Cyber Week numbers this year. Over the five days from Thanksgiving to Cyber Monday online shoppers spent $38 billion total, up 7.8% year-over-year. Cyber Monday itself was a record breaker with U.S. consumers spending $12.4 billion, up 9.6% year-over-year, according to Adobe Analytics ecommerce data.

Sports 109
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Google denies placing search ads on compromising websites

Search Engine Land

Google has been accused of quietly placing search ads on non-Google websites, posing a potential risk to brand safety. Google denies the accusation, saying Adalytics, publisher of the report, has a track record of publishing inaccurate reports that misrepresent Google’s products and make exaggerated claims, according to Dan Taylor, Vice President, Global Ads at Google.

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3 quick SEO wins to kick-start growth next year

Search Engine Land

The best SEO tactics aren’t high-level, complex theories, but simple, actionable insights. All the pivot tables in the world won’t save your bacon if you fail to drive results. And results come from outputs , from action, not analysis. So close out those multi-tab spreadsheets and roll up your sleeves. This short, simple article will help get you back to basics right in time to kick-start growth for next year.

Growth 103
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How did a tumultuous year impact marketers? Take the MarTech Salary and Career Survey

Martech

If you thought ushering the 2020s in with a global pandemic would be the unlikeliest thing to happen for a while, you weren’t alone. But even as 2023 gives way to 2024, unexpected and unexplainable things remain in the air for businesses and their marketing teams. While the pandemic devastated industries like travel, tourism and hospitality, it created a boom for segments like B2B technology, home goods retailers and home improvement businesses.

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GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon

Sales Hacker

Ang McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase , where she leads a high-growth team out of New York City. She previously served as a sales leader for Amazon, Knotel, and Stack Overflow.

GTM 101
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Elevate customer loyalty in the hospitality sector through tailored experiences by Comarch

Martech

Imagine walking into a hotel room and discovering a personalized note next to a plate of your favorite food. Opening the note reveals information about hotel amenities and recommendations for local attractions aligned with your interests. It sounds like a dream scenario, doesn’t it? Personalization plays a crucial role in various industries, particularly in hospitality.

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Prepare Now: 2025's Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

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How to evolve an SEO strategy: Key elements to review

Search Engine Land

An effective SEO strategy must evolve over time to account for changes within your company and the broader digital landscape. An annual review is key to keeping your approach up to date and results-driven. This article outlines critical internal and external elements you need to assess when refreshing your SEO plan, from website changes to competitive shifts to algorithm updates.

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Expanded integration lets Salesforce sell through AWS

Martech

Salesforce and AWS are expanding their integration and now many of Salesforce’s core products can be purchased through the AWS Marketplace. In addition, the CRM giant is launching connections for AWS’ cloud that will make it easier to customize large language models. Dig deeper: IAB Tech Lab’s updated data clean room standards: What marketers need to know This expansion of their existing long-term partnership was announced Monday at the AWS re:Invent 2023 conference.

Sell 102
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X’s key advertisers aren’t pausing campaigns – they’re walking away

Search Engine Land

X’s major advertisers have not posted on the platform in almost two weeks. Reports initially suggested that companies like Disney, Paramount, Lionsgate, Sony Pictures, and Universal had temporarily paused campaigns. However, key brands have actually ceased advertising altogether after Elon Musk endorsed an antisemitic conspiracy theory – which he has since refused to apologize for.

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TV advertising: 6 key trends to watch in 2024

Martech

Television advertising has undergone significant transformations in recent years, and 2024 promises to be no different. Advertisers must adapt to remain relevant and effective as technology evolves and consumer preferences shift. Here are a few of the key trends shaping the future of TV advertising in 2024. 1. Addressable TV advertising Despite some challenges, addressable TV advertising will continue to build momentum as advertisers continue to look for ways to make their ad dollars go further

Retail 99
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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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Times Are Tough for Some. But — A Ton of Leading SaaS and Cloud Companies Are Up 69% on Average This Year

SaaStr

So no question many folks, especially selling sales and marketing tools, are having a pretty tough time of it. Leaders we admire and look up to from Zoominfo to Zoom to Box have had tough years on the stock market, no doubt. But not everyone. Not by far. Overall, the BVP Nasdaq Emerging Cloud Index is up 22.97% this year. I went further and put together a quick list of 25+ SaaS and Cloud leaders to see how their share prices are doing.

Price 96
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4 commerce trends to watch next year

Martech

More frequently than not, B2B commerce buyers are vetting sellers based not only on product specifications, pricing, and other traditional factors but also on the digital experiences they deliver. Failing to adapt to these rising customer expectations can be costly. Deloitte Digital conducted a study of more than 500 B2B executives at U.S. companies and discovered that 77% of B2B executives agree that digital transformation is critical to their company’s success.

B2B 96
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TikTok launches new tool to help creators improve engagement

Search Engine Land

TikTok has rolled out a new feature to help small businesses create content that is more engaging, relevant, and relatable. Creative Cards are data-backed prompts offering creators tips on how to make posts that resonates more effectively with their audience. These cards are divided into five categories: Community. Edutainment. Creator tools. Trends.

Launch 92
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Dear SaaStr: What’s The Most Influential Piece of Feedback You’ve Received From a Boss or Coworker?

SaaStr

Dear SaaStr: What’s The Most Influential Piece of Feedback You’ve Received From a Boss or Coworker? My list: “You need to start managing people.” My second boss was generous enough to give me a small team to manage a few months into my job. I didn’t ask for it, and it wasn’t a group I wanted to manage. So at first I turned it down. He said, “that’s fine, but it’s time you learn to start managing people.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

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Google Bard can now answer questions about YouTube videos

Search Engine Land

Google Bard can now answer questions about the content of YouTube videos. Bard now summarizes video footage when users enter a YouTube URL. Why we care. Expanding Bard’s capabilities could lead to greater engagement for content creators. Summaries of video content may also enhance users’ experiences. This functionality makes content more accessible, whether users are subscribing to a YouTube channel or making a purchase.

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How Sales and Marketing Can Collaborate (+Expert Tips)

Hubspot

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

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Microsoft Advertising launches new tool for enhanced ad revenue analytics

Search Engine Land

Microsoft Advertising launched a new analytics dashboard to help publishers measure their advertising revenue more effectively. The dashboard, Monetize Insights, is now available worldwide on the tech giant’s supply-side platform, Microsoft Monetize. Monetize Insights provides performance intelligence and capabilities, such as: Graphs and comparison charts that tell the full story of ad revenue performance.

Launch 91
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What is it Really Like to Work in Sales? Experts Share Their Cold Hard Truths

Hubspot

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them.

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Increase Revenue With Better, Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

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2024 PPC budgeting: How to plan and secure your ideal budget

Search Engine Land

The pressure is on for marketing leaders as we round out the year. The directive is to end 2023 strong and prepare for 2024 long before it’s started. Although the new year is still weeks away, budget planning shouldn’t be a last minute shot in the dark. Budgets are created from company goals, historical data and forward-looking considerations. To make budgeting more difficult, CMOs face challenges going into 2024, including: Higher inflation rates than in the recent past and economic uncertaint

Launch 89
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What Is Mobile App Development? 7 Steps to Stay Competitive

Salesforce

If you’re checking the weather, sending or receiving a payment, or calculating a tip, there’s a strong chance you’re using a mobile application. Smartphone use now surpasses web time on desktop computers, with people spending 88% of their time on mobile apps. That equates to an average of about four hours a day per user , or half a day at work. This heavy usage drives revenue for app developers.

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4 commerce trends to watch next year by Cynthia Ramsaran

Search Engine Land

More frequently than not, B2B commerce buyers are vetting sellers based not only on product specifications, pricing, and other traditional factors but also on the digital experiences they deliver. Failing to adapt to these rising customer expectations can be costly. Deloitte Digital conducted a study of more than 500 B2B executives at U.S. companies and discovered that 77% of B2B executives agree that digital transformation is critical to their company’s success.

B2B 89
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Sales Compensation Plans: Complete Guide + Examples

Salesforce

Who doesn’t have a favorite pizza order? Whether it’s sausage and green pepper, all veggie, or the perfect ratio of sauce and cheese, the formula for a crowd-pleaser is in the just-right combination of toppings. Add too many and it’s tough to focus on any of the flavors (we’ll leave the pineapple debate for another day). Similarly, a solid sales compensation plan is about striking the right balance.

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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

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Elevate customer loyalty in the hospitality sector through tailored experiences by Comarch

Search Engine Land

Imagine walking into a hotel room and discovering a personalized note next to a plate of your favorite food. Opening the note reveals information about hotel amenities and recommendations for local attractions aligned with your interests. It sounds like a dream scenario, doesn’t it? Personalization plays a crucial role in various industries, particularly in hospitality.

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How to Make Your Retail Execution Budget Pay Off

Salesforce

The consumer goods (CG) industry spends $200 billion each year to promote products in stores. But 90% of companies fail to deliver on their retail execution strategy! CG companies can’t afford to miss sales opportunities. Margins are tighter than ever as changing inflation and supply chain issues make it harder to price items affordably and keep them in stock.

Retail 59
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How to Build an Onboarding Process for Sales Hires

RAIN Group

Recruiting and hiring strong sales talent isn't for the faint of heart. It is, in fact, the top challenge facing sales and enablement leaders (cited as “very challenging” by 52%). It's not only challenging, but also takes a significant investment of resources to find, hire, and retain talent.

Process 59
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How To Build A Tow Truck App Like Uber In 2023?

The Digital Technology

When a person is driving down the road with a breakdown, they may try to fix it themselves or seek help. The vehicle is usually towed into the nearest garage or nearby technician shop. How is it possible that someone … How To Build A Tow Truck App Like Uber In 2023?

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Using Generative AI in Sales: Pros, Cons, and Considerations According to Sellers

Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A