Sat.May 20, 2023

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The Problem with Prospecting Metrics

Iannarino

No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many sales leaders and sales managers worry their teams are not doing enough prospecting to achieve their sales goals and sales objectives.

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Who’s Doing Well This Week: Dynatrace, HubSpot, Atlassian, Monday and More

SaaStr

So I wanted to do a little weekly look at who in SaaS and Cloud is doing well. These are tougher times for almost everyone than the Go Go Days of 2021. Budgets are being scrutinized, and even the best are growing more slowly in many cases. But many are still doing well — as Cloud and SaaS spend continues to hit record levels. So a quick look at who’s doing well this week: #1.

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B2B Reads: Negotiation Strategies, Dealing With Disruption, and More

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino Once a client ask is made, the salesperson is in a negotiation whether they like it or not.

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Bits And Pieces, 20 May, 2023

Partners in Excellence

Since migrating to the new platform several months ago, subscribers to the newsletter get my blog posts and updates. But you may not be aware of new content I am adding as videos, podcasts, and livestreaming. I wanted to let you know of recent content you may find interesting: Videos: I was, recently, hosted by Mark Hunter of the Sales Hunter Podcast, for a video and podcast on “ How Not To Use AI To Prospect. “ In March, the team at Scale Venture Partners, hosted a webcast, “

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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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What is the First Mega-Threat to the Sales Industry?

Sales Pop!

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Now, let’s look at the first mega-threat—which deals with the salespeople themselves. Mega-Changes While researching this article, I turned back to an excellent book that was popular when I first brought my business to the U.S. from Austria a little less than 11