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 225
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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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Trending Sources

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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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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 107
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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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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 107
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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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How AI can help create bespoke customer experiences

Martech

Personalized marketing isn’t just a trend. It’s a cornerstone strategy for businesses aiming to forge deeper connections with their audiences. By crafting messages that resonate on a personal level, companies are not just capturing attention. They are cultivating conversations and building lasting brand loyalty. This shift is particularly crucial in sectors like SaaS, where diverse markets demand a keen understanding and targeted messaging.

Customers 101
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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 95
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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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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 85
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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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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 97
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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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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 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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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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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 89
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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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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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Google policy update will restrict consumer finance ad targeting

Search Engine Land

Google will impose new restrictions on personalized ads related to consumer financial products and services next year, when it updates its Personalized ads policy in February. Google’s “credit in personalized ads” policy will be broadened to include “consumer finance in personalized ads.” “We’ve long had personalized ads policies that prohibit advertisers from targeting people on the basis of sensitive categories.

Finance 78
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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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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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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 77
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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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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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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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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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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 74
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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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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 72
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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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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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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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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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 74
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.