Mon.Apr 01, 2024

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The 1st Step to be a Better Listener

Engage Selling

We all nod our heads when told we need to listen to the prospect. But still I see sellers dominating the conversation, not taking the time to understand the prospect’s … The post The 1st Step to be a Better Listener first appeared on Colleen Francis - The Sales Leader.

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Building Better Leadership Through Relationships: A Comprehensive Guide

Iannarino

If you want to be a good and effective leader, caring about your people, and having others do the same will improve your relationships and your results.

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Price, Cost, Value Propositions, Value Realization, Value Creation……

Partners in Excellence

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact. Most of the time, we and our customers think of value in terms of the price/cost.

Price 139
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Privacy plus personalization: The new frontier of digital advertising

Martech

Break-neck rates of change are inevitable as digital marketing responds to technological advancements, shifting consumer behavior and policy demands. For the past three decades, marketers have been leading the way on the web, adapting to constant changes. Despite this, progress isn’t slowing down. Projections show that digital marketing in the U.S. could increase by $100 billion in the next three years.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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“Why I’m So Interested In Selling,” Alex McNaughten

Partners in Excellence

Preface : Alex McNaughten , his co-founder, and I have been spending a lot of time talking recently. Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series.

Sell 135
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Dear SaaStr: Funding Aside, What Are The Top 3 Things That Stop SaaS Companies From Growing From ~$25k MRR to ~$250k MRR?

SaaStr

Dear SaaStr: Funding Aside, What Are The Top 3 Things That Stop SaaS Companies From Growing From ~$25k MRR to ~$250k MRR? Let’s step back. If you have gotten to $25k in MRR ($300k in ARR) … you have something. Real. It’s not big enough yet. But it’s real. So … You WILL get to $3m in ARR ($250k MRR) from $300k ARR … as long as: you have truly happy customers (they can’t churn), keep hustling to get more of them (you found a way to get some already) and you don’t quit.

Promote 113

More Trending

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ChatGPT makes links more prominent

Search Engine Land

ChatGPT now features “more prominent” links to sources in its responses for paid users, OpenAI announced. Links won’t appear in the free version of ChatGPT, however. Why we care. Brands, SEOs and content creators of all sizes have been extremely considered about the parasitic nature of generative AI. Large AI companies like OpenAI have consumed large amounts of web content and provided answers without attribution.

Product 98
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Beyond attendance: Unlocking B2B growth with event-led Strategies

Martech

Events play a crucial role in fostering connections and driving growth in B2B marketing. However, traditional methods of measuring event success often fall short. Enter event-led growth (ELG) — a transformative strategy focused on win rates rather than mere attendance. This article tackles the limitations of traditional event metrics and how ELG is revolutionizing B2B marketing events.

Growth 112
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Meta announces major audience targeting and insights update

Search Engine Land

Meta launched new audience insight and targeting options within its Advantage+ Shopping Campaigns. These new capabilities allow you to generate reporting breakdowns of your audience and target individuals interested in your products or services who haven’t yet made a purchase. Why we care. Understanding your audience better enables more effective campaign optimization, while precise targeting capabilities help reach high-value consumers.

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Retargeting campaigns to acquire new customers: Best of the MarTechBot

Martech

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

Campaign 109
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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Advanced tactics to maximize the SEO value of user-generated content

Search Engine Land

User-generated content (UGC) has emerged as a powerful tool for enhancing search marketing. As Google prioritizes authentic, engaging content, brands can leverage UGC to foster genuine connections with their audiences, gather valuable insights and boost visibility across multiple platforms. In a previous Search Engine Land article , I highlighted the potential of UGC in SEO.

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Fewer Inbound Leads in 2024? 3 Things Sellers Should Do to Hit their Numbers.

Hubspot

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week's installment comes from Repvue's Founder and CEO, Ryan Walsh. Want more content like this? Subscribe to our newsletter. Ask any salesperson if they get enough inbound leads. You can bet their answer will be “no.” It won’t matter who they work for or what industry they’re in.

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Report: Perplexity plans to sell ads

Search Engine Land

Perplexity, an AI-powered search engine, is planning to introduce native advertising in related questions, according to Adweek. How it will work. Related questions, which include links to sources, account for 40% of Perplexity’s queries. So Perplexity plans to add relevant, related brand-sponsored questions along with organic questions. Brand safety.

Sell 91
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Was the Easter Sermon About Salespeople?

Understanding the Sales Force

Well was the sermon about salespeople? No, of course it wasn’t. But it sure as heck could have been. And although I’m beginning by referencing the sermon, this is not an article about Religion. The Priest was talking about Catholics who attend church only on Christmas and Easter. He was pleased to see a full house at all of the Easter masses and that those of us in attendance should urge our friends and family members to come to church.

Consult 62
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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

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Walmart Connect opens up to small and non-endemic advertisers

Search Engine Land

Walmart is expanding its retail media business to include small marketers and international suppliers. Additionally, it is opening up Walmart Connect to brands that have not traditionally sold their products in its stores, such as automotive and financial marketers – known as “no-endemic” marketers. What is Walmart Connect? Walmart Connect is the rebranded media group of Walmart, serving as the advertising division of the retail giant.

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Your Benefits Might Not Be Benefits

Smart Calling

That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job to “get it.” It’s our job to only recommend what they perceive to be great. Tweet this one out: A benefit is only a benefit if the listener sees it as one, at that very moment.@ArtSobczak Which means that even though your marketing department wrote out a list of benefits, your prospect might not necessarily get excited about them.

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Google investigating Ad Manager Reach report error

Search Engine Land

Google is investigating an issue causing incomplete data in Ad Manager Reach reports. Ad Manager Reach reports with dynamic date ranges like “Last week (Sun – Sat)” or “Last 93 days”, or fixed date ranges with start or end dates beyond March 20, 2024, will include incomplete reach reporting data for any Orders or Line items still actively delivering beyond March 20.

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From Pixels to Pavement: Transitioning Your Online Brand to a Brick-and-Mortar Store

G2

Launching your brand online tests the waters. It allows you to hold off on signing any kind of lease until you're 100% certain you’re ready for a physical shop. With the e-commerce market skyrocketing past $1 trillion in sales, a whole world of opportunity is waiting for you to explore.

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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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Google expands Vehicle Listing Ads to new markets

Search Engine Land

Vehicle Listing Ads (VLA) within Google Ads are now live and open for Beta-listing in the UK, Denmark, and France. Previously only available in open beta in the U.S., Canada, and Australia, VLA will also soon be rolled out to the Netherlands, Italy, and Spain by the end of the second quarter of the year. Why we care. If you are a business or marketer trying to sell vehicles in the UK, Denmark or Frances, VLA can help you reach high-value consumers actively looking for vehicles, increasing your c

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Bulk product optimization: Tips and tools for ecommerce SEO

Search Engine Land

Do you work on an enterprise ecommerce site? If so, chances are you have to optimize massive amounts of product pages using a product information management (PIM) system. This article covers a step-by-step bulk product optimization process for SEO , highlighting some Excel formulas and third-party tools, including ChatGPT and Grammarly, to help make the process go faster for title tags, meta descriptions and product copy optimization.

Product 60
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16 reasons why your page isn’t ranking on Google

Search Engine Land

It’s frustrating. You put time, energy and a lot of hope into a webpage. But it just won’t rank. Your competitors’ pages are ranking well, even though (subjectively) they’re worse. Yours deserves to be top of Google. So why isn’t it? Figuring out the levers to pull to get your content to the top of Google isn’t quick, but it can be done. Identifying the problem The key to identifying why your page isn’t ranking is to systematically rule out the other possibilities.

Technique 113