Tue.May 24, 2022

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One-Up Prospecting

Iannarino

The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the knowledge or experience to be a valuable partner. Asking "Is now a good time," or "Is now a bad time," or any other combination of words that are used to try to deceive the contact is the result of a lack of confidence. It also betrays the One-Down person's belief that they are going to fail to acquire the meeting they need.

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20 Jordan Belfort Quotes to Inspire Salespeople

Veloxy

Jordan Belfort has been inspiring salespeople at live seminars for over thirteen years. But that’s not how you best know his name. You also know Jordan as “ The Wolf of Wall Street “ It doesn’t take long for Belfort to motivate a salesperson. He uses high energy , optimism , and empowerment to get even the most pessimistic of people out of their chair and clapping their hands with enthusiasm.

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Why we care about AR and VR: A guide for marketers

Martech

If there ever were a golden word in marketing, it’d be evolution. As consumers access more advanced technology, old marketing strategies fail to impress them. This is why modern marketers need to adapt to the constantly changing media and technology landscape to appeal to customers. Two innovations marketers should stay abreast of are augmented and virtual reality devices.

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We All Made Some Bad Hires During The ‘20-‘21 Boom

SaaStr

The truth is, it’s not just VCs that lowered their standards in the boom of ‘20-‘21. So did startups. Many mediocre hires were made to fill slots, reference checks not made, etc. If there really is a slowdown (and I’m not sure will be in SaaS), folks will have to work harder. — Jason BeKind Lemkin #???????????? (@jasonlk) May 23, 2022. So I’m not yet convinced times are really tougher for SaaS companies.

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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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Marketing budgets climb in 2022

Martech

Marketing budgets are swelling in 2022, up from the previous year, when high hopes were dashed by a pandemic that wouldn’t quit. In 2021, marketing budgets claimed 6.4% of the average company’s total revenue. This year, it’s up to 9.5%, according to the Gartner 2022 CMO Spend and Strategy Survey. This brings the spend level, relative to revenue, up to pre-pandemic budgeting, where it held between 10.5% and 11.2% in 2018, 2019 and 2020.

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How to Excel at Product-Led Growth

Predictable Revenue

Joel Smith and Vanessa Roberts, coaches from SaaS Academy, joined the Predictable Revenue podcast to discuss how to excel at product-led growth. The post How to Excel at Product-Led Growth appeared first on Predictable Revenue.

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Leadership for Customer Success with Helen Fanucci

criteria for success

Happy Tuesday, Let's Talk Sales listeners! With the rise in COVID cases, we unfortunately had to take a brief hiatus due to scheduling difficulties. But we are delighted to be back with another fantastic guest! This week's show features Helen Fanucci. Helen is a Customer Success Leader at Microsoft, where she’s spent more than 14 years driving sales and customer engagement.

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Unintended Consequences, Games Sellers Play…

Partners in Excellence

Too often, in trying to “manage performance,” we put in place rules, policies, processes, we find they fail to produce what we expected. Sometimes, surprisingly, it’s the opposite of what we hoped. People “game” the system. The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve.

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How and Why You Should Perform a Content Audit

Heinz Marketing

By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. It’s hard to believe we’re already almost halfway through 2022. Chances are you’re in full swing at this point, launching campaigns left and right in anticipation of hitting your quarterly goals. While I hope you’re seeing the traction you expected, if you aren’t, you’re not alone.

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Reminder: All SaaStr Europa Attendees Must Still Be Boosted or Have A Recovery Certificate

SaaStr

Just a note to the 2,500+ coming to SaaStr Europa on June 7-8 in Barcelona: our health & safety rules have not changed — even with the new, more permissive changes to travel to Europe this week. We understand many events in Europe (and to a lesser extent, the U.S.) no longer have any health & safety standards for events, but we’re sticking with having the highest practical standards for our now primarily outdoor and open-air events.

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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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How to Think Like a Revenue Ecologist

Sales Hacker

Revenue leaders: Are you thinking like an ecologist? Quick refresher: an ecologist studies how wildlife interacts with their environment. powered by Sounder. On today’s episode, Conner Burt (Co-Founder and President at Lessonly ) describes Revenue Operations’ nirvana state as a “healthy wetland.” Now, if you’re thinking ew gross a swamp with bugs—you’re missing the big picture and how valuable it is to the ecosystem.

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Pega addresses accelerating business complexity

Martech

As this year’s virtual edition of PegaWorld iNspire kicks off, the CRM and BPM platform released a report on challenges created by the “complex intersection of technology and the modern workforce” arising from digital transformation. In a press briefing before PegaWorld, CEO Alan Trefler described this complexity as “wrenching.” He identified three major business shifts that are generating complexity, against the socio-political backdrop of an “unforgiving and

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Old Is Not Always Bad – Love is the Killer App

Score More Sales

In the B2B sales world, we’re in, I hear a lot about how things have changed.

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Everything You Need to Know About Invoices

Hubspot

Picture this: a customer needs a home makeover and happily agrees to use an interior design service after a consultation where they discuss the scope of the project, style and design, layout, paint, furniture, decor, and costs. There's just one problem: the business doesn't have an invoicing workflow. The customer doesn't know when payments are due, or how to add additional services from the designer onto their project.

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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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Memorial Day: A Veteran’s Story of Remembrance and Military Transition to Corporate Life

Highspot

Memorial Day is a holiday that we recognize in the United States that honors the sacrifice of military members who have lost their lives. In honor of this day, we spoke with one of our Veteran employees, Brittney Linville, Manager of Global Enterprise Procurement. She shared her experience in the military, after the military, and the resources she uses to stay connected to and supported by her military community.

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How to Make Time Go Faster: 5 Tips for Salespeople

Veloxy

When you’re a salesperson, some days go slower than others. Mondays. Rainy days. Popular vacation days that you happen to work on. It’s a long list. Luckily for you and me, Salesforce did the necessary research to discover one of the biggest pain points that cause slow workdays. Did you know that salespeople spend over 1,300 hours every year not generating revenue?

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Freeing agile marketing from its software development roots

Martech

“Agile marketing transformations are not going well,” admitted Stacey Ackerman, MarTech contributor and agile coach. “We needed something built by marketers, for marketers, in a language that makes sense to marketers.” “Agile,” in its various forms, has its roots in software development. It emerged in the 1990s as an alternative to “waterfall,” a methodology that began with fixed requirements and scope for a product and pushed through to completion

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6 Sales Training Ideas for Your Next Team Meeting

criteria for success

Looking for sales training ideas to implement during your next team meeting? You've come to the right place! When you read “sales training ,” you probably think of an offsite retreat. You picture you and your team are sitting in a conference room somewhere for one or two days learning new processes, techniques, and methods for selling. This type of sales training does have its time and place as it provides an opportunity for breakthroughs, and the shared experience helps foster a he

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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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#BelongAtGong: Our annual update on DEI and belonging

Gong.io

We are passionate about our mission to unlock reality to help people and companies reach their full potential. We are proud of the revenue intelligence category and The Reality Platform we’ve built. We love that we have raving fans. . As the Chief People Officer at Gong, it’s imperative to me that all employees feel valued, empowered, and included.

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