Wed.Jan 25, 2023

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Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

Iannarino

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. One side believes doing so is a matter of increasing efficiency , while the other side believes improvement comes from greater effectiveness.

B2B 281
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How to Engage More Stakeholders and Win Better Deals

Membrain

There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.

Sales 135
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Webinar: 5 CX trends that will shape 2023

Martech

No matter the situation, one principle in delivering great customer experiences holds true: creating stellar experiences for your existing customers is the best way to attract new ones. This webinar will explore how brands uniquely listen to customer feedback and apply the latest techniques to garner meaningful, actionable customer insights to drive increased engagement with customers and employees from the front line to the C-suite.

Technique 103
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5 Interesting Learnings from ServiceNow at $7 Billion in ARR

SaaStr

So we took a look at ServiceNow a little ways back at $5B in ARR , but I thought it was worth another deep dive now for a very specific reason: Their very seasoned CEO has sees no real slowdown or downturn in their business. At $7 Billion in ARR, growing ~30% annually, quarter over quarter over quarter. “[We’re] not fighting those headwinds”: Given that customers sign 3+ year, $1m+ contracts, one wouldn’t expect any massive decline in revenue from any shorter-term macro

Contract 100
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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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Failure to get the most out of data clean rooms is costing marketers money

Martech

Despite the widespread use of data clean rooms (DCR), less than a third of marketers are leveraging DCRs’ full capabilities, according to a new report. Nearly half (47%) of marketers are using clean rooms for data privacy, regulatory compliance and audience activation, according to the IAB’s “State of Data 2023” survey. However, 52% of DCR users say they are challenged when it comes to leveraging results and proving ROI.

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How to Navigate Marketing Budget Cuts in 2023

Heinz Marketing

By Cameron Katoozi , Marketing Consultant at Heinz Marketing 2023 is already hitting companies pretty hard – specifically bringing several challenges for B2B marketers, one of which is budget cuts. This can be a difficult challenge, as they are responsible for creating and executing marketing strategies that drive sales and revenue growth. As the economy continues to recover from the impact of the pandemic, many businesses are being forced to re-evaluate their marketing budgets and make difficul

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Uncharted and Electric: Chargebee’s CRO on How to Sell to the CFO

SaaStr

SaaStr’s Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs. Up this week is Adam Tesan, Chargebee’s CRO, on one of the top topics in SaaS today: How to Sell to the CFO. It’s something many of us didn’t think about much just 12 months ago, and that everyone needs to be great at today. Much more here: The post Uncharted and Electric: Chargebee’s CRO on How to Sell to the CFO appeared first on SaaStr.

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Hiring Your Next Sales Rep

Adaptive Business Services

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients. What else do I have to go on? This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company.

Sales 71
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Productivity, Effectiveness, Efficiency

Partners in Excellence

I don’t know why I’m surprised, but I was—-actually shocked. Yesterday, I opened an email from a very reputable SaaS company. I was interested because the piece was focused on understanding the difference in productivity and efficiency. And virtually everything covered was wrong–dangerously wrong. The same confusion, about these terms fills our social feeds.

Product 62
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[Checklist] How to Choose a Sales Training Provider

RAIN Group

When you invest in sales training, you’re committing time and resources with the distinct possibility of failure. From misaligned goals to lackluster adoption, there are many reasons why sales training doesn’t achieve desired results. Proper planning is a must for sales training that works. That means doing your research and finding an effective training provider to partner with and guide you through the process.

Sales 59
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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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Resolve to get SEO done in 2023 – Here’s how

Search Engine Land

Millions of people make new year’s resolutions every year, and most fail within the first month. This is not unlike the SEO work we hoped to do last year, but didn’t get done. Well-meaning businesses often find that there is more work than they expected when they set out on their SEO journey. So they fail for various reasons – lack of buy-in, effort, and so on.

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How To Use Social Proof Best Practices To Drive More Sales?

Sales Pop!

Ever wanted to buy a product and was just a little bit unsure but in the end, bought it anyways? What urged you to buy that product? Chances are it was a good review, a recommendation from a friend, or a post you saw on social media. No matter the case, these are all examples of “social proof” in action. But what exactly is this and how can it be used to drive more sales to your business?

Promote 52
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In-game ads: why brands should be excited

Search Engine Land

In 2022, it was estimated that 227 million people in the US played video games and 46% of those were women. With game revenues projected to reach $285 billion by 2027, it’s no surprise that this is a huge opportunity for advertisers. In-game advertising offers businesses the opportunity to reach out to a very wide demographic with eclectic tastes. Almost any product, catering to any demographic can be promoted effectively through in-game advertisements because gaming itself has become a universa

Gaming 58
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How to Create a Positive & Productive Work Culture: Dos and Don’ts

Sales Pop!

Did you know that 46% of job seekers believe company culture is a vital factor when looking for employment? This statistic alone shows why work culture is something you need to take seriously. However, it’s not just about attracting employees but retaining them and ensuring your workforce can operate to the highest level. Work culture plays a massive role in all of this!

Product 52
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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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Microsoft FY23 Q2 earnings look promising, despite mass layoffs

Search Engine Land

Microsoft Corp. announced its financial results for the quarter ended December 31, 2022, which showed an increase in revenue of 2% to $52.7 billion. However, operating income and net income decreased by 8% and 12% respectively, when compared to the corresponding period of the previous fiscal year. The company’s CEO, Satya Nadella, stated that the next major wave of computing is being born, as the Microsoft Cloud turns the world’s most advanced AI models into a new computing platform.

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The 5 Stages of Entrepreneurship

Hubspot

Entrepreneurship isn’t for the faint-hearted. Of course, the thrills of creating an effective business, working on your own terms, and enjoying financial freedom are rewarding. However, turning your idea into a profitable business is no simple task. There will be hurdles to overcome. However, depending on your business idea, it may take months or years to scale these challenges and reach the finish line.

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This day in search marketing history: January 26

Search Engine Land

LinkedIn Ads launches In 2011, LinkedIn Ads officially launched. Advertisers could now target by exact job title, company name or LinkedIn Group. LinkedIn’s self-service PPC ad offering launched in beta in July 2008 under the name LinkedIn DirectAds. Originally, advertisers could only target by geography, job function, industry, company size, seniority, age and gender.

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Slides: “Simple, Sane & Successful Inbound Marketing”

Predictable Revenue

Last week I spoke at Hubspot’s 5000 person Inbound conference. I share a new set of ideas on Inbound Marketing: Slides you can click through (or download the full deck): Resources mentioned in the talk: A “Sell Ideas, Not Stuff Matrix” Thinking “10x” (design a high-priced offering) Coming on the blog soon: a post about why […] The post Slides: “Simple, Sane & Successful Inbound Marketing” appeared first on Predictable Revenue.

Price 40
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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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Webinar: 5 CX trends that will shape 2023 by Cynthia Ramsaran

Search Engine Land

No matter the situation, one principle in delivering great customer experiences holds true: creating stellar experiences for your existing customers is the best way to attract new ones. This webinar will explore how brands uniquely listen to customer feedback and apply the latest techniques to garner meaningful, actionable customer insights to drive increased engagement with customers and employees from the front line to the C-suite.

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Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow (Pod 628 + Video)

SaaStr

In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5 billion-dollar acquisition by Bill within five years. In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for

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Apple Business Connect: Your guide to getting started

Search Engine Land

Apple recently launched Business Connect to enable businesses to easily claim and optimize their Apple Maps locations. Getting started as a single or multi-location business only takes a few minutes. Once you have set up and claimed your locations, you will have access to view and edit your Place Cards. This includes: Updating your location details.

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What You Need to Know About eCommerce Product Data Modeling

Sales Pop!

The digital world has changed drastically over the past few decades, and eCommerce has become a major player in retail. As eCommerce continues to grow, so does the data associated with products and services. As this data gets larger, it becomes increasingly important for businesses to understand and effectively manage their product data. In this blog, we’ll discuss the concept of eCommerce product data modeling and what you need to know to make the most of your business’s product dat

Product 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.