Mon.Jan 09, 2023

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The 10 Sales Training Courses You Need Now

Iannarino

The first book I published was titled The Only Sales Guide You'll Ever Need. I wrote it because I recognized that B2B sales had evolved in ways that few people were talking about. It is not uncommon for sales organizations to miss the inflection points, especially when a team has done something in a certain way for a long time. When something is a decades-old habit, it’s easy to miss that it is losing its effectiveness.

Sales 268
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What is marketing automation and how can it help B2B marketers?

Martech

What factors are driving marketing automation platform use, and what capabilities do MAPs provide for B2B marketers? MAPs help businesses identify potential customers and automate the process of nurturing the leads to sales readiness using channels like email, social media, webpages and display ads to bring customers and prospects to customized landing pages and through other experiences designed to move them down the purchase funnel.

B2B 132
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What Value Are You Creating?

Partners in Excellence

Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. In recent years, we’ve started looking at value creation more broadly. We’ve started looking at it as a collaborative process, working with our customers.

Growth 118
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3 Google Analytics 4 features to make up for lost data

Martech

With the legacy version of Google Analytics retiring soon , we’ve entered the era of Google Analytics 4 (GA4). Aside from getting a major facelift and data model change, one of the platform’s most powerful upgrades was the addition and refinement of machine-learning capabilities. . Google Analytics now has the ability to combine observed data and unobserved data.

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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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A Lot of You Are Doing a “Strategic Retreat” in Sales & Marketing. That’s Flawed.

SaaStr

The Strategic Retreat actually usually works really well in the short term. I see SaaS companies quickly get to cash-flow positive by really only servicing in-bound customers with high intent. It’s just your growth rapidly decays, usually in just one quarter. — Jason Be Kind Lemkin  (@jasonlk) January 6, 2023. So for at least 60%-80% of us, times are at least tougher than a year ago.

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Arbitrage in Google’s Local Services Ads: What you need to know

Search Engine Land

Many great articles have exposed the seedy underbelly of Local Services Ads spam and fake reviews. There’s one on Search Engine Roundtable regarding fake reviews and another on Search Engine Land where Len Raleigh talked about location spam, reviews, names and ads. I recently learned from a client that the dark hole goes a little deeper than just being misleading on locations and reviews.

Service 104

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How to build a ‘helpful’ content strategy for 2023

Search Engine Land

Between the roll-out of the helpful content update and the emphasis of E-E-A-T on every query and search result, Google is clear about the significance SEOs should place on good, valuable content in 2023. Given that, I’d like to break down the approach, process, and resources my team uses to tackle content this year. I’m not just talking about a content calendar, which is one facet of your content strategy.

Angle 101
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3 Ways to Make Responsible Product Policy for a Diverse World

Salesforce

No matter where in the world you do business, your customers know you by your products. The rules you set regarding how they can use those products directly affects how much people trust you. If a policy loophole allows someone to use your product to cause harm, repairing that harm won’t necessarily repair the damage done to your reputation. Product policy — the rules that specify how your customers can and can’t apply your features, services, and technology to meet their needs — is designed to

Product 98
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LG web3 partnership launches immersive experiences on TVs

Martech

At CES, 3D cloud streaming platform Oorbit announced a partnership with LG Electronics, allowing users to engage in immersive experiences on LG TV sets. Oorbit hosts multiplayer games and other virtual experiences that users access with a persistent digital identity across these experiences. Immersive music. Oorbit will host virtual concerts and other immersive music experiences through the ELYNXIR virtual world made by PIXELYNX.

Launch 113
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How the Communications Industry Can Lead the Way to Net Zero Emissions

Salesforce

As environmental, social, and governance (ESG) policies and regulations become more important for companies, the communications industry has an opportunity to be a sustainability leader. Digital technologies, like 5G and Internet of Things (IoT), which are directly tied to the communications industry, can reduce global emissions by up to 15%. By taking sustainability initiatives seriously, you can help both the environment and your bottom line.

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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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Dear SaaStr: Is It Better to Wait for Investors to First Approach Me?

SaaStr

Dear SaaStr: From a startup’s point of view, is it better for the investors to approach founders or founders contacting the investors for initial investment? If the founder approaches the investor, does it make them look desperate? 99% of the time — don’t play games. Just reach out. I’ve now been the lead investor in 5 unicorns that reached out to me.

Gaming 96
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Microsoft, BigCommerce team up to launch new marketplace Ads and Listings

Search Engine Land

Microsoft and BigCommerce just announced a new partnership called “Microsoft Ads and Listings in the BigCommerce Marketplace.” The new collaboration enables BigCommerce merchants in the US, UK and ANZ to directly integrate their stores and reach Microsoft Advertising’s audience of more than a billion people. What BigCommerce says. Seamless partner app integrations like Microsoft Ads and Listings uplevel the value and opportunities that we can deliver to our merchants all over the wor

Launch 98
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?From 0 to 6 Million Users in 5 Years: How ClickUp Stood Out in a Crowded Market with Chief Creative Officer Melissa Rosenthal and Chief Growth Officer (Video)

SaaStr

Amidst oversaturated markets and economic downturns, how are SaaS companies navigating acquiring more users and hitting high-profit margins? ClickUp has grown and found its voice in an industry of category players, with a staggering six million users within five years. Chief Creative Officer Melissa Rosenthal and Chief Growth Officer Gaurav Agarwal share the secret to ClickUp’s rapid growth through big bets and bold marketing tactics. .

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Google Local Service Ads are now available for dentists

Search Engine Land

Last week Google updated its Help Center to include a new vertical: Dentists. The change was first noted by Matt Casady who wrote about the update on Local U. Carrie Hill posted about it on Twitter. Great new vertical in LSAs! Jump on this one before your competitors do! [link] — Carrie Hill (@CarrieHill) January 5, 2023. How it works. Prospective dentists will need to complete verification before being eligible to advertise.

Service 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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10 Unique Follow-Ups to “How Are You?”

Hubspot

How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.

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How to create an awards page that adds authority to your website (plus 7 examples)

Search Engine Land

If you’ve racked up awards or accolades for your business, you’re not wrong in wanting to show them off. Your achievements signify you’re doing a few things right, so why wouldn’t you display them on your website? The key is to ensure you don’t look too company-focused or braggy – after all, a cardinal sin of content is using too much “I” or “we” language and forgetting to talk to your audience with “you” language.

Trust 98
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Top Recommended Personality Assessments for Sales

Understanding the Sales Force

My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?". The first article was the 7 Best Personality Assessments for Your Sales Team. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies.

Sales 62
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How To Implement A Customer-Centric Strategy

Predictable Revenue

Learn the definition of customer-centric selling and how to implement it in your business to improve win rates, customer retention. and brand loyalty. The post How To Implement A Customer-Centric Strategy appeared first on Predictable Revenue.

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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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The Productivity Code: A Winning Guide

The 5% Institute

Cracking the productivity code is easier said than done, but with the right strategy and tools, you can become more productive in your work and personal life. In this comprehensive guide, we provide step-by-step instructions on how to maximize your productivity output. The Productivity Code: A Winning Guide. . Productivity Code Tip #1 – Understand Your Goals and Prioritize Tasks.

Product 52
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The Ultimate Excel Sales Forecasting Guide: How to Choose and Build the Right Forecasting Model (With Step-By-Step Instructions)

Hubspot

If you want to stay afloat in today’s cutthroat business world, it’s important to stay one step ahead of the competition. For this, you need to turn ‌sales forecasting into an art form. This can be challenging for small and new businesses. Entrepreneurs are often optimistic about the future of their businesses. Yet, many are uncertain about the best way to predict their profit margins.

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Learning The Art Of Selling With Insight

The 5% Institute

Do you want to get better at selling and closing deals? If so, insight selling might be the solution for you. This approach to sales enables you to connect with prospects on an emotional level and increase your success rate by understanding customers’ wants and needs. Read on for more information about how this method could make you a better salesperson.

Sell 52
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SMB, Mid-Market, or Enterprise Sales: Which Is Right for You?

Sales Hacker

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” With my college drop-out education, I’m sure my mind was thinking Star Trek or rental cars. I had no clue what he meant by “enterprise.”. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales.

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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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Understanding Your Target Audience Through Buying Personas

The 5% Institute

Understanding the wants and needs of your target customers is essential for business success. Customer buying personas provide insight into who your customers are, what they believe, and how they make decisions when it comes to purchasing. Learn more about what it is, and how it can inform your business strategy here. Understanding Your Target Audience Through Buying Personas. .

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This day in search marketing history: January 10

Search Engine Land

Google’s results got more personal with Search Plus Your World. In 2012, Google’s search results were radically transformed as a new “Search Plus Your World” format began rolling out. Google started mixing together content from the web with content that had been shared with you privately into a single set of listings. Search Plus Your World didn’t cover content on Facebook, Twitter, or any social networks where content could be shared to a more limited audience.

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Winning Strategies For Sales Call Planning

The 5% Institute

Are you looking for ways to boost your sales? Planning ahead for each sales call can help you maximize opportunities and make the best impression with potential clients. Follow these steps to create a game plan for success with every call. Winning Strategies For Sales Call Planning. . Research Your Prospects And Identify Their Needs. Before every call, it’s important to do your own research on the prospect.