Thu.Dec 02, 2021

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How Do You Want To Be Sold?

Partners in Excellence

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).

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How ABM strategies bring marketing and sales together

Martech

Drew Neisser, the founder of B2B brand strategy boutique Renegade, discussed the findings from the company’s 2021 State of Account-Based Marketing (ABM) Report in a recent webinar on MarTech. The survey brought together salespeople and marketers to understand how ABM could address some of their interdepartmental challenges. “Our goal was to identify the current state of the relationship between sales and marketing, quantify the impact of martech — specifically ABM — and identify any gaps and opp

B2B 145
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When Google’s title change goes wrong

Search Engine Land

In Part 4 of our Messy SEO series, we look at how Google’s SERP title change gutted one of MarTech’s most important pages. Please visit Search Engine Land for the full article.

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Pega combines customer journeys with AI-driven next-best-actions

Martech

Pega this week announced the launch of Next-Best-Action Customer Journeys, a portfolio of capabilities aimed at unifying the marketing team’s understanding of customer journeys with automated, AI-driven next-best-actions, prompted by the customer’s real-time context — the stage of the journey he or she has reached. The solution is part of Pega’s Customer Decision Hub.

Customers 120
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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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If You Sell Your Company, Use a Banker

SaaStr

When I sold my first company, I used a banker, an M&A advisor. When I sold my second, I did not. Not using a banker the second time was a mistake. The benefits are nonobvious, somewhat counterintuitive — and large. You don’t get THAT much from a banker for their seemingly huge fees: They don’t get you another offer. It’s too late by the time they jump in.

Sell 117
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Good morning: Submit a session pitch for MarTech

Martech

Good morning, Marketers, and please speak up. The value we try to deliver at each MarTech conference, in-person or virtual, is actionable insights into that intersection of marketing and technology we call MarTech. As marketers, you have a role to play in ensuring that we address topics of compelling interest and concern to the MarTech audience. Whether you’ve been speaking for years or have never spoken before but feel you have experience other marketers can learn from, please consider submitti

Pitch 120

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6 Ways Salespeople Can Develop a Growth Mindset

Spiro Technologies

Because of how difficult and mentally challenging sales can be, mindset is a critical component of sales success. Without the right mindset, the average person would quickly burn out after facing the myriad of rejections and never-ending hurdles that are part of every sales role. But if a salesperson wants to reach the next level and truly become successful, they need more than a positive mindset — they need a growth mindset.

Growth 105
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Jana Partners LLC slams Zendesk’s proposed Momentive acquisition

Martech

In an unusual move, investment firm Jana Partners LLC has publicly released a letter to the Zendesk Board of Directors strongly advising against the proposed acquisition of Momentive. Describing itself as a “significant shareholder” in Zendesk (along with partners), Jana Partners describes the acquisition as lacking financial merit and strategic logic and coming with a “high degree of execution risk for Zendesk shareholders.” Indeed, immediately following the announcement

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Top 25 SaaStr Podcasts of All Time – Part 1 (#25-#13)

SaaStr

With 500+ episodes and almost 5 years behind us, we thought this would be a fun time to share the Top 25 episodes of all time. A lot has changed since 2016, but SaaStr is still bringing you the best advice from industry leaders, and we don’t plan on stopping. Today, we’ll dive into 25-13. We’ll be back tomorrow with the Top 12. #25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With

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Use this assessment to gauge team alignment with agile marketing values

Martech

We recently updated the Agile Marketing Manifesto Values & Principles guide, which can drive an organization towards agility and serve as a basis for how we as agile marketers work. But it is good to take stock of your entire team from time to time to find out how they feel your company is currently doing in relation to these values and principles.

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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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Google Search lets you see if a doctor or healthcare facility takes your insurance

Search Engine Land

Make sure to update your healthcare client’s Google Business Profile and website to ensure Google is showing accurate details. Please visit Search Engine Land for the full article.

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What is a Salesforce Architect?

Salesforce

What is a Salesforce Architect? What skills does a Salesforce Architect need? What does a Salesforce Architect do? What are the career prospects for Salesforce Architects? What credentials and certifications are relevant for the job? Salesforce helps over 150,000 customers across a myriad of businesses, nonprofits, and institutions connect with their customers.

B2C 98
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Facing the New Era of Enablement: Five Areas to Focus On

Highspot

Adaptability is key to survival in our ever-changing world. But in order to adapt, you must first know what changes and trends you’re adapting to. For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Fueled by the latest analyst research, we’ve identified the biggest opportunities that will power your program’s ongoing evolution.

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What City National Bank Learned About Leading Through Change

Salesforce

On March 13, 2020, we sent 85% of our colleagues at City National Bank home and told everyone to work remotely for the next few weeks. Like so many other organizations, we had no idea how long the COVID-19 pandemic would go on. We thought we’d be back to business as usual before long. Just two weeks later, the federal government passed the CARES Act , with a provision known as the Paycheck Protection Program (or PPP), which set aside funding to help small businesses stay afloat and weather the s

Launch 98
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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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Uber OOH selects Vistar Media as SSP programmatic partner

Martech

Today, digital out-of-home programmatic provider Vistar Media announced that it has been selected as a new programmatic partner by Uber OOH, the ad network of cartop screens that sit on over 3,000 Uber cars in the U.S. Uber’s cartop inventory will be made available through Vistar’s SSP, so it can be accessed programmatically, in an open exchange or via private marketplace deals.

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How to Reduce Stress in High Pressure Sales Jobs

Lead Fuze

Stress Reduction In High Pressure Sales Jobs. I’m not sure if I should write this article about sales stress reduction for salespeople. It’s such a sensitive topic and based on my experience, it can be hard to judge what is right or wrong. This article focuses on five common stressors in sales, and how to identify them. Working in sales can be really stressful, gut-wrenching and soul-destroying.

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FuboTV acquires AI vision platform Edisn.ai

Martech

Live sports-focused streaming service fuboTV announced that it has finalized a deal to acquire an AI-powered vision platform — Edisn.ai, out of Bangalore, India. The technology can recognize and track important elements in live video feeds, including athletes, actors, brand logos and products. The acquisition increases fuboTV’s capabilities for delivering a more immersive experience for brands, as well as for viewers.

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Google adds PrestaShop to list of e-commerce integrations

Search Engine Land

Google now has shopping integrations for retailers on Shopify, WooCommerce, GoDaddy, Square, BigCommerce and PrestaShop. Please visit Search Engine Land for the full article.

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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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Building The Right Sales Tech Stack

Predictable Revenue

Buying the wrong tools or even the right tools before you’re ready can be detrimental to your sales process and set you back months and tens of thousands of dollars. Asa joined the Predictable Revenue Podcast to provide important insights on how to build the right sales tech stack for your business. The post Building The Right Sales Tech Stack appeared first on Predictable Revenue.

Sales 91
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WEBINAR: Morgan J. Ingram “How Top Sales Reps Run Their Sales Discovery Calls”

JBarrows

The post WEBINAR: Morgan J. Ingram “How Top Sales Reps Run Their Sales Discovery Calls” appeared first on JB Sales.

Sales 82
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Real-World Business Acumen Lessons on Drug Economics

The Advantexe Advisor

One of the many things that the COVID pandemic has lifted up is a better general understanding of the global pharmaceutical industry, how it works, and how it potentially impacts every life on the planet.

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Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business

Mike Weinberg

Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their … Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business Read More » The post Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business appeared first on M

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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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Take the Guesswork out of Forecasting with Outreach Commit

Outreach

Almost a third of B2B sales leaders say they develop forecasts by referencing key deals and adding in qualitative analysis, according to a recent commissioned study conducted by Forrester Consulting on behalf of Outreach.*. The problem? This unscientific method makes it impossible to accurately manage your business. Revenue leaders are never sure about the degree of risk in their forecast, and they steer the business based on what they believe to be correct rather than the hard facts.

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How Lead Salespeople in a Pandemic

Sales Pop!

We are in the midst of a crisis. COVID-19 has significantly altered the way that things are done, on many different levels. One of the things that are a challenge to people now, and will continue to be challenging in the future, is how to effectively lead an organization, and yourself, out of this crisis and into a new reality. Changing with change.

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How to Boost Lead Generation Using Gated Content

Lead Fuze

As the statistic above shows, content marketing can benefit both B2B and B2C industries by boosting lead generation and, eventually, bettering organic search results and the brand’s authority. And since content marketing can provide results that could grab attention, sometimes brands use gated content to bring in more prospects organically. But what exactly is gated content, and how can it improve a brand’s lead generation?

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Important Things to Look for When Buying a Used Car

Sales Pop!

Having a car is not simply a luxury for many people but a necessity. However, new cars can be expensive. Because of this, it might be a much better option for you to shop for a used car instead. Before you begin shopping, it’s important to know what to look for in a used car. Benefits of Buying a Used Car. Buying a used car carries numerous benefits.

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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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A Career Change to Tech Is Easier Than You Think – Follow These Tips

Salesforce

Some people enter the technology world and often start coding or forging a path to work in that industry at a young age. But that’s not the case for everyone. Some people have a total career change to tech and start working after having a job that has absolutely nothing to do with technology. That’s not to say skills they learn along the way won’t help once they pivot and start on a new path. .

Retail 98
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How To Improve Your Sales Win Rate – 8 x Techniques

The 5% Institute

In this article, you’ll learn exactly how to improve your sales win rate, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front, or using any old school and gimmicky techniques. Read on to learn how to improve your sales win rate.

Technique 144
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Top 5 B2B Sales Predictions for 2022

KO Advantage Group

For the first time in almost two years, there is more optimism about what will come in the year ahead. The last two years have seen the sales landscape transform with more virtual and digital interactions. Will that continue? Will we revert back? Based on what we’ve seen since 2020 and 2021 the digital transformation will start to normalize and many of the technologies we have been using will adapt to the hybrid models and focus on how we can communicate and meet in client and seller interaction

B2B 62
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The Webinar….

Partners in Excellence

I received an email from someone I respect. It was for a webinar on a very intriguing issue around Digital Transformation. Since I respect this individual and he had an interesting panel of guest speakers, I decide I would sign up for it. I filled the enrollment form, and was about to hit the “Enroll” button. I noticed the “sponsors” for the webinar.

CRM 106
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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.