Tue.Oct 25, 2022

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The Value of Sales Opportunity Stages in a Nonlinear Process

Iannarino

Once, questioning the sales process would have been the equivalent of suggesting the Earth was flat. Sales leaders believed every salesperson could win the deals they needed by following a linear process. This process comprised a set of best practices divided into sales opportunity stages. Sales leaders hoped and prayed that a consistent set of steps would reduce the variability of results and ensure they could reach their net new revenue goals.

Process 256
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Using slowed growth to build efficient marketing systems

Heinz Marketing

By Tom Swanson , Engagement Manager at Heinz Marketing. How quickly priorities change. As a recession looms, organizations are now speaking less of scale and more of efficiency. With less energy in the system (whether via lower sales or less investment), the drive for growth at all cost falters. Make no mistake, this is a bummer. However, the momentary break from scaling allows us to take a breath and re-evaluate how the bureaucratic systems that support our marketing process can be made more

Growth 110
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Utilizing A.I. for Lead Generation with Mike Farrell

criteria for success

Happy Tuesday, Let's Talk Sales listeners! For this week's episode, we brought back Mike Farrell. Mike is the CEO of Green Leads, LLC , a global provider of sales and marketing lead generation services. With extensive experience sales leadership roles, he also works as a fractional C-level consultant. Mike is based in Boston, Massachusetts. We hope you enjoy this episode!

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Google search study: 25.6% of desktop, 17.3% of mobile are zero-click

Search Engine Land

A new Semrush study has found that zero-click Google searches aren’t quite the boogeyman they’ve been made out to be in SEO circles in recent years. Where clicks went. Here’s an image summing up the findings for desktop Google searches: Image credit: Semrush. Organic clicks: 45.1% Zero clicks: 25.6% Keyword change (zero-click, query refinement): 17.9% Clicks to other Google properties (eg, images, news, shopping) 9.7% Paid clicks: 1.8%.

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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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……Putting In The Time….

Partners in Excellence

I was in a fascinating discussion with a group of thoughtful sales managers. During the conversation, we were talking a little about the great resignation, quiet quitting, and doing the work. A manager posed a question, “Clearly most sales roles and all managers roles aren’t something where you punch a clock. You can’t expect to do the job in 40 hours a week.

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PolyientX launches self-service NFT platform

Martech

Next month, Web3 tech company PolyientX will launch a platform designed to help creators without a coding background or knowledge of NFT technology deliver rewards to customers. Rewards will include not just NFTs but other valued items like merchandise, digital goods and event passes through a custom-branded interface. There are plans to add further reward types and customization options following the platform’s release.

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Compare 10 top email marketing platforms

Martech

In the world of digital marketing, email is “The Little Engine That Could.” It doesn’t get much respect; advocates of flashier solutions may scoff at it; but when it comes to the yeoman’s work of meeting business goals – mountains or no mountains – email consistently delivers. MarTech’s “Email Marketing Platforms: A Marketer’s Guide” examines the current market for enterprise email marketing platforms and the considerations involved in implementing them.

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When Times Are Tougher, Some Still Way Outperform

SaaStr

When times get a little tougher, There will be plenty of folks to tell you why it’s harder. Plenty. Just a few though will tell you and show you how to do actually do >better< Follow those leaders into the light. — Jason Be Kind Lemkin (@jasonlk) October 24, 2022. So times are tougher for some in SaaS, but not most, and certainly not all.

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Marketing leadership: The dangers of ego

Search Engine Land

Earlier this year, I shared four leadership lessons to help people be more effective in leading their teams. Lesson 2 had an important element to servant leadership: “Check your ego at the door.”. Egotism can be a killer of relationships. Sometimes, there can be a fine line between self-confidence and egotism. The former is a key leadership attribute, while the latter is a leadership inhibitor.

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3 actions to prepare for machine customers in service organizations

Martech

Many customer service organizations believe “machine customers” are but a distant trend, yet they’re already here and impacting our daily lives. Maybe you’ve recently asked Siri, Alexa or some other smart product to call customer service or wait on hold for you. The number of tasks assistants can perform is increasing all the time, as more industries see the potential to deliver low-effort CX in this way. .

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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 FY22 Q3 earnings: YouTube earnings down, ad revenue up, advertisers pulling back?

Search Engine Land

Google’s Q3 earnings were released today and for search, YouTube, and ads, it was a big “meh” across the board. Let’s take a look. YouTube. YouTube earnings were down about 2% to $7.07 billion from $7.21 billion. To put that into perspective, analysts were expecting an increase of at least 3%. This is the first-ever decrease since Google began reporting.

Launch 97
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Cirque du Soleil spotlights its digital strategy

Martech

Today’s digital experience platforms are geared up to serve every kind of business, traditional or disruptive, from D2C and e-commerce to banks, engineering and construction and publishing. How about the largest contemporary circus company in the world? With a huge presence in Las Vegas and shows around the world, today’s Cirque du Soleil is worlds away from the small troupe of performers busking in a Quebec town almost 40 years ago.

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Email marketing is continually developing. Are you keeping up?

Search Engine Land

Email may have been around since the dawn of the internet, but the space doesn’t stand still. Email marketing, and the technology that enables it, have evolved to deal with challenges like spam and deliverability and also to take advantage of opportunities, such as the ever-increasing sophistication of data usage for hyper-personalization. Developments in the email marketing platform environment, especially consolidation and integrations between parts of the tech stack, mean that the practice of

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How You Can Grow Your Company Even When Facing a Recession with Patrick Hudgins

Sales Hacker

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins , Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession. powered by Sounder. If you missed episode 222, check it out here: What You Need to Prepare for in an Uncharted Economy with Ido Niv-Ron.

Growth 54
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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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Four new Apple Search Ad placement options

Search Engine Land

Apple now has four new options for advertisers to drive visibility and downloads in the App Store. The new placements are: Today tab Search tab Search results Product pages — while browsing. The Today tab. The Today tab lets you reach people with high-impact creative on the front page of the App Store. The ad creative for the Today tab placements are based on a custom product page you set up in App Store Connect, and must be approved for advertising before your ad can run.

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How to Bounce Back From a Job Rejection

Sales Pop!

Job hunting is an emotional rollercoaster. There’s joy in receiving a reply, dread before an interview, and sadness after a rejection. Out of all of these, the last is the worst. It can ruin your confidence and discourage you from trying again. However, don’t lose hope. Business magazine Fast Company reveals that 75% of job seekers eventually land their dream job after an average of three months.

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Microsoft FY23 Q1: LinkedIn up 17%, search and news revenue up 11%

Search Engine Land

Exceeding analyst expectations, LinkedIn revenue grew 17% and search and news advertising revenues grew 16%. LinkedIn growth is thanks to strength in the talent solutions side of the business. Microsoft CEO Satya Nadella says there are now more than 150 million subscriptions to newsletters on LinkedIn. Gaining an Edge. The search and advertising bump was “driven by higher search volume and Xandr.

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How to Improve Your Consultative Selling Skills? (video)

SalesPop

Amy is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” This Expert Insight Interview Discusses: What are the various consultative sales skills?

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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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Yelp has created a new attribute, Business Fund, and Resource Hub for veterans

Search Engine Land

Veterans Day in the US is November 11 and to celebrate and support past servicemembers, Yelp has just launched three new products for their iOS and Android app. A searchable attribute to help veterans self-identify as veteran-owned on their Yelp page a $100,000 Veteran Business Fund awarding $10,000 to 10 veteran-owned small businesses A veteran-owned Business Resource Hub.

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Who’s Your Competition?

Partners in Excellence

We, sometimes, assess ourselves against the wrong competitors. We think our competitors are those organizations providing similar products and services. We analyze their products/offerings, we look at their market strategies, how they position themselves with customers, how they create value. In developing our competitive strategies, we take these analyses, figuring out how we can be perceived as better than them.

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Google Search Console mislabeled structured data errors as errors

Search Engine Land

Instead of labeling many of the structured data issues as “warnings” Google labeled many as “errors” within the rich results reports in Google Search Console. Google fixed the reporting issue on October 25th and as a result, you may see a lot of the errors move from a critical status to a warning status. Google’s statement.

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3 Field Sales Trends That Will Continue in 2023

Veloxy

Everyone knows field sales is a fast-moving profession. Covid introduced new ways of doing things and updated old sales methods to accommodate customer requests. Some of these updates massively interrupted the field sales game. But we think things are going to get back to normal in 2023. By normal, I’m referring to pre-Covid field sales success. In fact, field sales reps are spending 28% more time on the road this year than in 2021.

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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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5 tactics to get the 2023 email marketing funding you deserve

Martech

I was watching the news this morning, as I always do, and a commentator claimed to be surprised that the Christmas/holiday sales had been pulled back so far. I spat out my coffee and laughed. Why the spit-take? Because retail and email marketers on the front lines know that the holiday season is going to happen a lot sooner this year than it has in the past.

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Google Ads turns 22: A look back at the biggest changes and advances in search

Search Engine Land

Every five years Search Engine Land likes to put together a sort of birthday tribute to the search engine, online advertising, cloud computing, computer software, quantum computing, e-commerce, artificial intelligence, and consumer electronics giant that we know as Google. Take a look at their big 2-0. But given all that’s happened in search the last two years, we think it’s about time to pop the champagne, cut the cake, and settle in for a new, yearly , honoring.