Fri.Apr 01, 2022

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Talking About Money in Sales

Iannarino

There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need. For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?" To the client, they’re afraid, these words sound like, "I know you have no authority to make this decision and I need to know who is going to sign my contract.

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Buying The Way I Want To Buy, Not How You Want Me To Buy

Partners in Excellence

I just received a note from Amazon. I had just bought a Kindle book. Along with the order acknowledgment, they congratulated me on earning a book credit of $1.40. I get those, often, but for some reason I paid attention to the email today. What leapt out to me was the fact that I had to use this credit in a very short period of time, otherwise it would expire.

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Win More Business With This Strategy | Sales Strategies

Engage Selling

?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Is Nielsen’s prime time over? Purchase renews questions about products and long-term value

Martech

This week’s news about the purchase of TV-ratings giant Nielsen is spotlighting ongoing problems with its products and raising questions about the company’s value. What happened. On Tuesday, Nielsen announced it was selling itself to a consortium led by Elliott Management Corp.’s private-equity arm and Brookfield Asset Management Inc. for about $10 billion.

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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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Dear SaaStr: What are the Signs of an Entrepreneur Who is Over-Prepared for Meetings with Investors?

SaaStr

Q: Dear SaaStr: What are the Signs of an Entrepreneur Who is Over-Prepared for Meetings with Investors? Things that are a negative for me at least and are sort of in the “over-prepared” category: A written business plan. A deck is great. And a detailed operating plan in a Google Sheet or Excel is an A. But … a traditional, 20+ page written business plan though … tells me you don’t know how to start building the product, but instead, need to just talk about it mor

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Ad-supported video-on-demand, cookieless identity resolution, give CTV advertisers more options

Martech

As the connected-TV (CTV) space matures , advertisers are finding more campaign opportunities in ad-supported video-on-demand (AVOD). This week, Yahoo expanded its partnership with Glewed TV, a significant player in AVOD with over 20,000 hours of premium content and display inventory in food, sports, movies, documentaries and other categories. Glewed TV is now a preferred partner in Yahoo’s supply-side platform.

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Good morning: Big moves for businesses big and small

Martech

MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketing leader. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, and sometimes the news just finds me while I’m getting a trim. My barber is moving to a new location.

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These 3 B2B Marketing Campaigns Will Help Inspire Your Brand

Salesforce

There are so many boxes to check to deliver a successful B2B marketing campaign. Your outreach must be engaging, personalized, and responsive on any type of platform in real time. The expectations can be overwhelming. That’s why marketers across industries are looking to marketing automation technologies to pick up the busywork and free up time for them to innovate.

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Digital CX: Businesses need them, yet struggle to create great experiences

Martech

Marketers know they need great digital customer experience, but few know how to get it. While 84% agree that businesses must deliver excellent digital customer experience to survive, only 38% say they have clearly defined goals and strategies for it, a Forbes Insight survey found. Also, more than 80% say it is an important competitive differentiator, as essential to a company’s success as products, services and pricing.

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Toxic links & disavows: A comprehensive SEO guide

Search Engine Land

Do you need to disavow low-quality, spammy links? Discover answers to frequently asked questions about disavowing links. Please visit Search Engine Land for the full article.

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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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From $0 to $400+M: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck (Video)

SaaStr

The journey to IPO comes with ups and downs, and every founder should prepare for triumphs and mistakes. ZoomInfo CEO Henry Schuck shares valuable learnings from the pitfalls he encountered on the way to $400 million. And we’ll do an update of this incredible session LIVE with Henry at SaaStr Europa 2022 in sunny Barcelona on 7-8 June! Grab the last 20% off tickets here !!

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Google Ads latency issue confirmed with ad reviews

Search Engine Land

Google said this is impacting a significant subset of users specific to Responsive search ads (RSAs). Please visit Search Engine Land for the full article.

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Thanks to Asana, G2, Globalization Partners, Payhawk, and Salesloft for Sponsoring SaaStr Europa 2022!

SaaStr

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Europa 2022. Join these incredible companies to experience all the value of SaaStr! Asana helps teams orchestrate their work, from small projects to strategic initiatives. Global customers such as Amazon, Japan Airlines, Sky, and Affirm rely on Asana to manage everything from company objectives to digital transformation to product launches and marketing campaigns.

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Trying To “Fix” Our Customers

Partners in Excellence

As leaders, when we think about developing our people, helping them overcome performance challenges, helping them grow; we know we can’t “fix” them—as much as we are tempted to try. We know that our people have to choose to “fix” themselves. They must want to change, they must want to learn, they must want to improve.

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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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A new way of marketing planning: At the last responsible moment

Martech

The following is a selection from the e-book “MarTech’s agile marketing for leaders.” Please click the button below to download the full e-book. Download the ebook (no registration required). There’s a big misconception in agile marketing and that’s, “We’re agile—we don’t have to plan.” Well, that couldn’t be further from the truth. In fact, agile marketing involves even more planning than most traditional marketing, but there’s one key difference — you always plan at the last responsible moment

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5 Interesting Learnings from CrowdStrike at $1.7 Billion in ARR

SaaStr

We haven’t spent as much time on SaaS security companies in the 5 Interesting Learning series as perhaps we should have. We’ve dug deep on Okta at $1B in ARR, but spent a bit less time at apps that run below the application layer. But there’s so, so much growth there. And CrowdStrike is a break-out leader. They’ve crossed $1.7 Billion in ARR growing a breathtaking 65% year-over-year. 5 Interesting Learnings: #1, 16,000 customers at an average of $100,000 per customer &

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7 Creative Plays to Resurrect a Deal Without “Just Checking In”

Sales Hacker

Most deals in a seller’s pipeline are, by default, dead. That’s plain to see because world-class win rates hover around 30%. Even with a team of Account Executives trying their very best to get every single deal done. This is particularly true if your product isn’t the clear and undisputed market leader, you’re selling into the enterprise , or you’re focused on an outbound sales motion.

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Work Orders: What They Are & What They Look Like [Template]

Hubspot

Maintenance teams need structure to do their jobs effectively — guesswork always needs to be kept to a minimum. That's why they leverage documents known as work orders to delegate and track their tasks and responsibilities. Here, we'll go over what work orders are, see what they might cover, review the difference between them and work requests, detail the work order management process, and get a helpful template for you to make work orders of your own.

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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