Tue.Apr 05, 2022

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Different Exactly Like Everyone Else

Iannarino

To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople differentiate in the exact same way as their competitors—something they prove by opening the first meeting with a history lecture on their company, followed by a picture of their company's trophy case (the logos of their large clients), followed by how their product or service solves the client's problems better than their competitors.

Clients 298
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What is the Difference Between a Hot Call and a Cold Call?

Veloxy

With the ever growing size of sales technology stacks , the standard telephone can get lost in the array of options—especially for outreach. Let’s not forget that buyers are taking more control over the purchasing process than ever before. Gate keepers. Privacy laws. “Don’t call me, I’ll call you.” Couple the aforementioned facts with the reluctance on the part of inside sales and outside sales reps to call leads, and the phone can collect dust faster than a broom.

Cold Call 234
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By the numbers: Diversity and inclusion are good business

Martech

Diversity at all levels of a company is an indicator of success. A culture of diversity and inclusion is the cause of it. The benefits of diversity and inclusion can be seen in stock and revenue performance, hiring and retention, and customer acquisition and loyalty. A diverse marketing organization aids access to diverse markets. This has been documented in many, many, many studies.

Gaming 120
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Gartner: Email Is #1 For MQLs

SaaStr

Gartner released its latest “Best Performing Marketing Channel” survey , and while it’s not as informative (to me at least) as its CIO and Cloud reports, there are a few interesting learnings: A few learnings on getting those MQLs: Email is #1. Email, done right, has always worked and continues to work. Now, Gartner’s survey looks back at a period without IRL events, so email looked to be the #1 channel that took events’ place in 2021.

Price 116
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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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Get started on achieving real-time customer engagement at scale

Martech

It’s never been a more critical time to put your customers first. Delivering timely and relevant customer experiences separates your brand from the competition. But a CMO Council survey found that only 7% of marketers say they can provide real-time, data-driven engagements across all touchpoints. Join Shutterfly’s Head of Marketing Tech Ops Neta-Lee Katz and ActionIQ’s Director of Product Marketing George Phipps as they discuss how Shutterfly achieved real-time customer engagement in

Customers 119
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Twitter for Professionals: How to switch to a Professional Account

Search Engine Land

Promising access to advanced tools, Professional Accounts are available to all Twitter users. But should brands and marketers convert? Please visit Search Engine Land for the full article.

More Trending

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Dear SaaStr: What are Some Common Decisions SaaS Startups Make that Hurt Their Ability to Scale?

SaaStr

Q: Dear SaaStr: What are Some Common Decisions SaaS Startups Make that Hurt Their Ability to Scale? My partial list: Hiring “too low” to save money. A VP at $150k-$180k, especially one that wants a $50k a month budget, can sound insanely expensive. Why not just hire a manager for $80k, who can work with whatever budget you assign? The problem here is that instead of hiring an accretive resource, you hire a cost center than can’t deliver sales/leads/upsells.

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5 tips to boost user adoption of new martech tools

Martech

One of the most common challenges organizations face concerning their martech stack is user adoption. Gartner’s 2020 Marketing Technology Survey showed that only 58% of marketing organizations utilize the full breadth of their martech stack’s capabilities. If your end-users are not embracing a tool, it will be impossible to take full advantage of its capabilities.

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Google Business Profile review management tool expands support to those with many local listings

Search Engine Land

Previously, this tool only let those with a few listings manage their reviews. Please visit Search Engine Land for the full article.

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New 8th edition of The New Rules of Marketing and PR Publishes in May

David Meerman Scott

I’m super excited to announce the new 8th edition of my international bestseller, T he New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly. The book will release in early May and I could use your help.

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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’s March 2022 product reviews update was smaller than the December 2021 product reviews update, say data providers

Search Engine Land

As a reminder, the Google product reviews update looks for in-depth analysis, actual product use, unique information and comparable product coverage. Please visit Search Engine Land for the full article.

Product 98
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Putting People at the Center of Sales Conversations with Andy Paul

Sales Hacker

In this episode, we have Andy Paul , author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales. powered by Sounder. If you missed episode #202, check it out here : Insights into Founding a Fully Remote SaaS Company with Tom Lavery.

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Microsoft Advertising announces open beta for RSA ad customizers

Search Engine Land

RSA customizers can help to create more dynamic ads that feature more product information in the ad copy without requiring advertisers to manually change the copy. Please visit Search Engine Land for the full article.

Customers 102
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Year 3 of Virtual Learning: 5 Things We’ve Learned

The Advantexe Advisor

On the 2 nd anniversary of “the great disruption”, I thought it would be interesting to take a moment to reflect on what we have learned and where we are going in year three of the shift to virtual learning. It was two years ago this week that everything changed. I was in Arizona having just completed what was to be the last in-person business simulation -based training program for quite some time wondering if we would get home before they shut down all commercial flights.

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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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R.A.C.E to success: A strategic framework to win at SEO

Search Engine Land

You can find success in your SEO strategy by following these steps. Please visit Search Engine Land for the full article.

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Progressing Your Career in the World of Business

Sales Pop!

The world of business can be hugely competitive these days and trying to forge a successful career can be a challenge for many. For those who are successful when it comes to their business careers, there are many great rewards that can be expected. However, you first have to take steps to boost your chances of success if you want to do well in this competitive industry.

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Stoicism from the ground up

The Lost Book of Sales

A lot of the text is almost directly cited from Holiday's collection so if you find it interesting I recommend you to check out the book on Amazon or elsewhere. The post consists of three sections: An Introduction A collection of my favorite stoic quotes On getting busy with your life's purpose If you like this post, learn about additional principles of staying blanced and happy , read one of my best book reviews, the Denial of Death by Ernest Becker, or dive into Naval's summariz

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Business Strategies to Improve Productivity

Sales Pop!

ERP (enterprise resource planning) is a trend that is taking over the business world. ERP improves business productivity and helps businesses get ahead in this era of steep competition. ERP software can improve the productivity of a company as well as individual employees. Keep reading for key ways in which ERP software can help your business get ahead.

Product 52
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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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Are You Consultative Selling? Really?

SalesBlog!

Consultative selling has been around for quite a while. At least as long as I have been in sales and that’s a long time. I find it a little humorous that current authors, sales gurus, and presidents of sales teams feel they are the originator of this selling style. I also find it a little odd that 70 to 80% of the sales professionals I have come in contact with don’t do it.

Consult 52
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Why Direct Mail Is Still a Vital Part of Your Marketing Strategy

Sales Pop!

You may have heard that direct mail is dying, but it’s still a powerful marketing tool that can help you reach your target audience in a very personal way. Here are just a few of the reasons why direct mail should be an essential part of your marketing strategy: Offers Tangible and Physical Marketing Approach. Direct mail is tangible and physical, so it can’t be easily ignored.

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Who Said No? Why?

Partners in Excellence

My friend Brian MacIver added a brilliant comment to my post “ On Consensus Buying. ” I’m shamelessly taking his idea on identifying “Who said no,” and expanding on it. Let me back up. We know some things to be true about modern complex B2B buying. There’s seldom “A Decisionmaker.” For a complex decision, it’s a group of individuals, with differing priorities and interests.

B2C 52
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Why the Best Entrepreneurs Should First Master Customer Service

Sales Pop!

Many people who love creating and innovating struggle with the marketing and sales side of things, but entrepreneurs need to understand how making a sale and generating leads work. The best companies for customer service know and understand the needs of their customers. Let’s look at how entrepreneurs can learn to be accommodating and serve their clients and customers. 5 Things You Can Do to Serve Your Customers.

Service 52
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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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Marketing attribution: What it is, and how it identifies vital customer touchpoints

Martech

Marketing attribution is an umbrella term describing the departments, people, and technology responsible for determining what marketing tactics and channels are contributing to sales, conversions, and leads. The responsibilities inherent in marketing attribution roles include: Understanding which channels generate the most leads, sales, and revenue.

Customers 109