Fri.Mar 01, 2024

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Why Hiring a Fractional Sales Manager Can Drive Sales Results

Anthony Cole Training

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.

Niche 284
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Sales Success: Master the Art of Consultative Selling and Outshine Your Competition

Iannarino

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.

Consult 268
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How one Google featured snippet is killing commercial list-based content

Search Engine Land

Recent Google scandals have raised concerns about search result fairness , accuracy , transparency and the ethics of big brands’ dominance. This article explores how these factors collide by examining Google’s use of search engine results page (SERP) list-based features to further their monetary gains while going against their own content guidelines and advice.

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The B2B case for retention marketing: 7 key tactics

Martech

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks.

B2B 116
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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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Google Ads will automatically start pausing ad groups with low activity

Search Engine Land

Google Ads will automatically start pausing ad groups with low activity. From March 11, ads groups created at least 13 months ago and have not had impressions in the past 13 months will be paused to improve budget efficiency for advertisers. The rollout is expected to take just over seven weeks, with completion for all production Google Ads accounts by April 30.

Campaign 136
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How Revenue Multiples Really Fall After Each VC Round

SaaStr

So Michael Ho did an analysis here of Carta valuation data in a way that IMHO visualizes in a way so many founders miss. And misunderstand. At the end of the day, the top SaaS companies IPO and end up trading at “standard” ARR multiples. Today, on average that’s about 6x. Not great, but it is what it is. But they don’t start there. Seed rounds can’t really be done at 6x ARR typically.

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Google sued for $2.27 billion by European publishers

Martech

Google is facing a $2.27 billion lawsuit by 32 media groups claiming that the company’s digital advertising practices have led to financial losses. The publishers, including Axel Springer and Schibsted, are based in various countries across Europe, such as Austria, Belgium, Bulgaria, the Czech Republic, Denmark, Finland, Hungary, Luxembourg, the Netherlands, Norway, Poland, Spain, and Sweden.

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Google addresses third-party cookie deprecation concerns: ‘It’s time to move’

Search Engine Land

Google advised advertisers to take urgent action by investing in AI as it addressed potential third-party cookie deprecation delays. The UK’s Competition and Markets Authority (CMA) warned the tech giant last month that it could not proceed with the removal of third-party cookies unless it resolved some privacy concerns first. However, it appears Google is confident these issues will be ironed out ahead of time as Dan Taylor, the company’s vice president of Global Advertising Strategies, c

Campaign 121
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Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders?

SaaStr

Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders? In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales.

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TikTok launches monthly trends round-up series, including content tips

Search Engine Land

TikTok is providing a roundup of the latest trends gaining traction in the app with a new Trends Digest series. The monthly updates offer content ideas and practical tips on integrating these trends into your videos to boost reach and engagement. Why we care. TikTok’s Trends Digest series offers an easy and cost-effective way to find out what’s trending, however, the advice obviously will not be tailored to your brand or channel, and so some information may not be relevant.

Launch 122
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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 Sur La Table uses AI to power customer experience

Martech

National retailer Sur La Table draws customers to physical locations with cooking classes and a wide selection of high-end kitchenware to shop. Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales. Adopting an AI tool In 2023, Sur La Table implemented Bloomreach’s Discovery tool, which uses AI to improve site search, curate product pages and segment customers.

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How to identify and create content pillars that boost brand awareness

Search Engine Land

Content pillars are foundational to your brand’s content strategy. They are the central themes that drive your messaging and shape your identity across platforms. Developing strong content pillars is crucial for every brand that wants to attract and engage followers online. They help you build connections with your target audience by creating informative, inspiring and entertaining content.

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Who Should Be Buying?

Partners in Excellence

We tend to spend the bulk of our time responding to people who are looking to buy. They’ve gone through all the tough work of identifying they need to change. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us.

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Why SaaS Companies Are Embracing Owned Media and How to Make it Work for You

Sales Hacker

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies.

GTM 71
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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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Do You Suffer From “Selling Bad Breath”

Partners in Excellence

“Selling Bad Breath” repulses the people we are trying to reach. Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. No amount of “mouthwash” disguises selling bad breath. Prospects and customers can always sniff it out, regardless how we try to cover it up.

Sell 73
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10 Fundamentals Even Prolific Writers Should Review

Heinz Marketing

By Win Salyards , Senior Marketing Consultant at Heinz Marketing Writers can often get caught in habitual pitfalls. It’s good to revisit fundamental principles to combat falling for those traps. Consider these ten practices to ensure you avoid common writing traps: Eliminate redundancies: Remove repetitive expressions or ideas to enhance brevity and clarity in your writing.

Consult 70
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The Ultimate Guide to Ecommerce Payment Solutions

Sales Pop!

Your e-commerce payment solution is as essential as the platform you set your site on. Without any way to accept payments, generate revenue, and reuse that revenue to grow, your e-commerce business will just fail. If you’re setting up your first e-commerce store and have no clue about e-commerce payment solutions, then this quick guide will help you out.

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7 Customer Engagement Examples for 2024

G2

Driving customer engagement is essential to business success because engaged customers bring higher revenue and are more likely to remain loyal to your brand. But how do you keep customers engaged? Here are seven examples of brands that excel at customer engagement — we’ll learn what works for them and how you can apply the same tactics to your business.

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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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What Are Attributes of a Good Leader? Key Traits Explained

Lead Fuze

Stepping into a leadership role can feel like navigating uncharted waters, but understanding what are attributes of a good leader is the compass that guides you to success. A great leader doesn’t just bark orders; they build trust with every interaction and inspire their team to reach new heights. By reading on, you’ll discover how self-awareness and humility pave the way for authentic connections while effective communication opens doors to clear and meaningful exchanges.

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How to use a virtual data room for M&A 

PandaDoc

Mergers and acquisitions require buyers and sellers alike to enter in a vast amount of confidential company data. These documents are private and must be kept in a safe place for the duration of the deal, while still allowing appropriate access to all stakeholders involved in the transaction. A virtual data room (VDR) solves this problem. It provides a secure, online hub where relevant parties can conduct business virtually.

Legal 52
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3 future-proofing strategies for Google’s third-party cookie crackdown

Martech

After four years of anticipation, Google officially began restricting third-party cookies for 1% of Chrome users (about 30 million people) this January. This move lays the groundwork for a broader third-party cookie phaseout in the second half of 2024. Google’s decision to phase out third-party cookies follows a larger market trend — Safari and Firefox deprecated cookies years ago — driven by consumer privacy concerns and mounting regulations.

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6 Questions Founders Should Ask Themselves to Drive Value from Generative AI with Base10 Partners

SaaStr

Generative AI is a platform shift where models can take inputs such as text, image, audio, video, and code and generate new content into any of the modalities mentioned. TJ Nahigian, co-founder and Managing Partner of Base10 Partners, and Luci Fonseca, Partner, deep dive into the current GenAI landscape, incumbents vs. startups, and the six questions founders should ask themselves to drive value from GenAI.

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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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What is a SPIFF in Sales? Benefits, Types, and When to Use

Salesforce

Imagine it’s the beginning of Q4. You’re meeting with your company leadership to go over year-end targets. Your sales team is close to meeting their quota. Your reps just need a push to stay motivated. Now is the time to reveal the ace up your sleeve — sales SPIFFs. Sales SPIFFs, or incentives for reps, are an excellent resource to help your team achieve their full potential.

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How to Send a Compelling Reminder Email (with Examples and Templates)

Salesforce

You send an email to a potential customer, a day or two or ten goes by, and crickets … nothing. We’ve all been there. With a predicted 361.6 billion emails sent each day in 2024, it takes extra effort to make sure yours stands out. Instead of accepting the silence and non-response, turn those crickets into loyal customers by learning how to send a reminder email that shines in their inbox.