Thu.Jul 06, 2023

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The Buyer's Burden

Iannarino

If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a critical soft skill in sales. There is a concept used in geopolitics called strategic empathy, which is the antidote to strategic narcissism. The historian Zachary Shore’s concept of strategic empathy is “the skill of understanding what drives and constrains one’s adversary.

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Sales Innovation

Partners in Excellence

Yes, I know the majority of you, justifiably, will think this title is an oxymoron. Something like jumbo shrimp, virtual reality, exact estimate, definite maybe, short meetings, job security, detailed summary, Microsoft Works (oops). This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does.

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The latest AI-powered martech tools

Martech

Before we get to this week’s round-up of AI-powered martech , I thought I’d share the results of a consumer survey by infosec company Malwarebytes. While you and I and everyone I know professionally are all about AI only 35% of those surveyed respondents agreed with the statement “I am familiar with ChatGPT,” and 50% disagreed. Of those who said they were familiar with ChatGPT: 12% agree the information produced by ChatGPT is accurate 81% are concerned about possible security and safety risks 63

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Dear SaaStr: How Should You Set Up Territories For Your First Few Sales Reps?

SaaStr

Dear SaaStr: How Should You Set Up Territories For Your First Few Sales Reps? When in doubt — just start with round-robin, at least for in-bound leads. I.e., just route each new lead in order to the next rep. The reason is less philosophical than practical. Some day, in the end, you are probably going to end up with territories, along with other types of segmentation (by vertical, by customer size — which you should do as early as practical, etc.).

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Ecommerce trends to watch for this Prime Day

Martech

Amazon will run its yearly summer Prime Day promotions July 11 and 12. Amazon Prime members will have access to deals, while Amazon’s competitors will court bargain-hunters online and in-store. As a result, it’s a great snapshot of ecommerce trends. Why we care. As this year’s Prime Day proves, digital retail is never exclusively online. Top retailers are using a combination of digital and in-store deals to cover the multichannel ways shoppers look for deals.

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Founder’s Checklist: 10 Rules of the Boardroom with Threshold VC

SaaStr

Board meetings –– why do they sometimes feel like such a chore? Or worse, why do board meetings sometimes go so poorly? The answer is simple. Your board of directors is a group of people, and when in groups, predictable behavior patterns can cause negative outcomes. However, with a basic understanding of social psychology, it’s easier to manage the group and get more productive results from board meetings.

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Business Cartography: Process Mapping for Marketing

Heinz Marketing

Recorded by Tom Swanson , Engagement Manager at Heinz Marketing What are the best ways to map a process? How can you avoid the pitfalls of crappy processes? Tom Swanson breaks down how we approach process mapping, shares a few templates, and gives a process for mapping processes. The post Business Cartography: Process Mapping for Marketing appeared first on Heinz Marketing.

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How to Implement Equitable Psychological Safety

The Advantexe Advisor

Authors Note: This and all blogs that I share are 100% written by me and do not include any content generated by an AI search engine. In our blog posts, I try to share real-world practical insights that are based on the unique experiences and intellectual property of our organization. I had a fascinating discussion with a session leader this week while interviewing him for a custom business leadership simulation.

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8 Twitter alternatives marketers need to know about

Search Engine Land

Marketers have been growing increasingly concerned about advertising on Twitter. So much so, T witter’s US ad revenue alone is down 59% year-on-year with huge brands such as Coca-Cola, Jeep and Unilever all pulling their campaigns, according to an internal presentation. But where are marketers going if Twitter is no longer their go-to option for advertising?

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Chicken Soup for the Quota: 6 Sales Books To Help You Close More Deals

Salesforce

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Google to explore alternatives to robots.txt in wake of generative AI and other emerging technologies

Search Engine Land

Google is exploring alternatives or supplemental ways of controlling crawling and indexing beyond the 30 year standard of the robots.txt protocol. “We believe it’s time for the web and AI communities to explore additional machine-readable means for web publisher choice and control for emerging AI and research use cases,” Google wrote. Engaging with the community.

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SWOT For Sales – A Comprehensive Guide

The 5% Institute

In the ever-evolving landscape of sales, it is crucial for businesses to have a comprehensive understanding of their market position. This is where SWOT analysis comes into play. What is SWOT for sales – and how can it help you build your customer base? SWOT, an acronym for Strengths, Weaknesses, Opportunities, and Threats, is a powerful tool that helps sales professionals assess and strategize their approach.

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How to combine Excel and AI for keyword research

Search Engine Land

Keyword research is the compass that guides SEO strategies. Excel has been an indispensable tool for marketers, aiding in organizing, analyzing, and presenting keyword data. Enter artificial intelligence (AI). By blending traditional Excel formulas with AI insights, digital marketers can unlock an even more potent combination for superior SEO performance.

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The 17 Essential Skills Every Salesperson Needs to Succeed

Highspot

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important? Sales skills enable sellers to persuade, negotiate, and communicate effectively.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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Unicorn sightings: The people who love Google Analytics 4 and why

Search Engine Land

Google Analytics 4 is better than Universal Analytics – at least, that’s what some marketers have been telling Search Engine Land. While the new platform certainly has its fair share of haters , some advertisers seem to absolutely adore it and have been showering the tool with praise. If you’re scratching your head wondering how on Earth they could have reached this conclusion, below, we’ve put together some of the feedback we received from these unicorns.

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How to Do Lead Generation: A Comprehensive Guide for Success

Lead Fuze

Gaining familiarity with the techniques of lead generation is critical for sales personnel, recruiters, entrepreneurs, marketers and small business owners. By honing your lead generation skills, you can gain a competitive edge and stand out from the rest. This post will delve into various facets of lead generation process – from content marketing efforts to social media marketing strategies.

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Lights, Camera, Edit: Top 14 Video Editing Apps for 2023

G2

From beginner-friendly to professional-grade software, there are video editing apps to fit your budget needs and artistic vision. These are the top 14!

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How to Reach Out to Brands for Successful Partnerships

Lead Fuze

Understanding how to reach out to brands effectively is an essential skill for anyone looking to establish partnerships, secure sponsorships, or foster collaborative relationships. This comprehensive guide will provide you with the necessary tools and insights to successfully pitch brands and build meaningful connections. We’ll delve into strategies such as researching potential brand partners, crafting compelling pitch emails, utilizing media kits for credibility, leveraging social media

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State of AI in Sales & Marketing 2025

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.

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Spin Questions For Sales – How To Close Easier

The 5% Institute

Are you looking to supercharge your sales and achieve remarkable results? One highly effective technique that can revolutionize your sales approach is the strategic use of spin questions. In this article, we will delve into the concept of spin questions and explore how they can be harnessed to drive sales success. From understanding the significance of spin questions to crafting powerful inquiries, we will provide you with valuable insights and actionable tips to enhance your sales performance.

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How to Identify Customer Pain Points: Comprehensive Guide

Lead Fuze

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. Whether you’re a sales rep trying to close more deals, or a small business owner looking to scale up, understanding these pain points can provide valuable insights into what your customers truly need.

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Beyond keywords: How entities impact modern SEO strategies

Search Engine Land

The transition from “search engine 2.0” to “search engine 3.0” has brought significant changes, particularly with the introduction of entities. This article explores these shifts, the impact of entities on modern SEO and how to adapt your strategies to thrive in this new era. Building your own SEO ‘notional machine’ In my early years of learning to code, a teacher introduced an impactful concept known as “notional machine,” which reshaped my approach to programming and, later, SEO.