Thu.Mar 23, 2023

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Lead Generation to Account-Based Selling - How Sales Strategies Have Evolved

Iannarino

Over time, as the external environment changes , sales organizations adapt their sales approach to match the needs of their prospective clients. They also adopt new sales strategies to improve their results. New technology changes how sales organizations go to market, but sometimes, a traditional approach gives way to a better approach.

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Sales Quota: The Complete Guide to Hitting & Crushing Quota in 2023

Veloxy

Click below to listen to the blog post. Veloxy strives for accessibility. In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before.

Quota 246
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It’s Now Year 2 of the Venture Downturn

SaaStr

Here's the thing about venture right now Seed stage remains vibrant, similar to any of past 5-6 years Series A and later has gotten over 2021, and is back in market … but … Has moved back to Default No Pacing is far slower because of it — Jason Be Kind Lemkin  (@jasonlk) March 19, 2023 So folks in venture are back to business. 2022 was a year of dealing with the fallout of fallen unicorns, terrible deals, and slashed valuations.

Growth 143
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15 Win-Loss Analysis Questions to Reinforce Your Sales Process

Veloxy

Conducting proper win-loss analyses is hands down the most cost effective way to generate essential insights required to grow your business. Understanding why one prospect became a customer while another went elsewhere will be key if you expect to make your sales process stronger for future bids. In this guide, you’ll learn: What is Win Loss Analysis?

Process 244
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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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Pipeliner CRM Versus HubSpot Sales Hub

Sales Pop!

When it comes to managing your sales process, two of the most popular tools on the market are Pipeliner CRM and HubSpot Sales Hub. Both are designed to help businesses streamline their sales process, but they differ in the features they offer and the approach they take to sales management. In this article, we’ll take a closer look at the features of each tool and how they compare.

CRM 130
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Attitude and Conviction Affect Your Close Rate — Here’s Why

Sales Hacker

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Why? Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. As a seller, your success rests in your attitude: your complete conviction that your solution is the best in the world for your customer.

Closing 121

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7 Tips for Effective B2B SaaS Messaging That Drives Results

Heinz Marketing

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a B2B SaaS marketer, creating effective messaging is key to driving success for your business. It can be challenging to craft messaging that resonates with your target audience, but with the right approach, you can create messaging that converts leads into customers. Here are some tips for creating effective messaging for the SaaS Industry. 1.Understand your target audience The first step in creating effective messaging is to under

B2B 119
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ARHT rolls out retail hologram experiences

Martech

Hologram technology company ARHT is introducing a new touchscreen model, ARHT CAPSULE, to enhance in-store shopping experiences. The screens display life-sized presenters and products, either live or on a video loop. The first CAPSULE screens will be rolling out this summer at high-end luxury stores and at several hundred locations of a large retail chain.

Retail 115
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Dear SaaStr: I’m an Early Employee and Have a Chance to Sell Some of My Startup Shares. Should I?

SaaStr

Dear SaaStr: I’m an Early Employee and Have a Chance to Sell Some of My Startup Shares. Should I? Goodness. Congratulations on the change for some liquidity. It’s both exciting — and confusing. Marc Benioff sold a huge amount of his Salesforce stock before its run from $2b to $100b+ in market cap. Today, he only owns a few percent of Salesforce.

Sell 111
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A roundup of the latest AI-powered marketing technology releases

Martech

Artificial intelligence (AI) is sprouting everywhere in marketing technology. With so many new AI products coming out, it can be hard to keep track of them. To help with that, here is a roundup of recent AI-powered martech products, platforms and features to hit the market, grouped by function. CRM/Personalization Salesforce’s Einstein GPT for Commerce combines proprietary AI models with generative AI technology and real-time data from the Salesforce Data Cloud, such as customer demographic data

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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The new Bing making (small) gains on Google Search

Search Engine Land

It’s still very early in the AI search engine arms race, but it appears Microsoft has made gains on Google thanks to the new Bing. Microsoft has previously told us that one-third of preview users were new to Bing and that Bing passed 100 million daily active users following the new Bing preview. Elsewhere, Similarweb data showed: “…page visits on Bing have risen 15.8% since Microsoft Corp unveiled its artificial intelligence-powered version on Feb. 7, compared with a near 1% de

Referrals 103
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Email creation platform Stensul expands its offering to landing pages

Martech

Stensul, the platform that promotes rapid and collaborative creation of emails , has announced that it will now support similar processes for landing pages. The Stensul Landing Page Builder is now available within the Stensul Creation Platform. This is part of a strategic expansion of Stensul’s capabilities into assets other than emails. The Builder is based on templates and no-code modules allowing non-technical staff to collaborate on landing page creation.

Territory 107
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6 new Reddit Ads Manager features

Search Engine Land

Reddit has announced a series of updates to its Ads Manager to accommodate its growing global advertising business and cater to the diverse needs of its advertisers. These changes are effective immediately and offer specific improvements for self-service clients and international advertisers. New features introduced in Reddit’s Ads Manager: Simple Campaign Creation: Create a campaign with a single ad in three easy steps Ideal for self-serve advertisers and quick ad launches Automated Ad Cr

Campaign 101
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This Women’s History Month, Celebrate These Trailblazers in STEM

Salesforce

We’re living through a time in which the rights, lives, and autonomy of women across the globe continue to be threatened. While we recognize the accomplishments and contributions of women every day, this March, Women’s History Month, we’re especially mindful of the ways we honor women everywhere. Women have been at the forefront of some of our most impactful movements, as innovators, disruptors, and global leaders positively changing the world around us.

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The GTM Intelligence Era: ZoomInfo 2025 Customer Impact Report

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

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Thanks to Chargebee, CommandBar, Greenhouse, Leaseweb, and Navan (formerly TripActions) for Sponsoring SaaStr Annual 2023!

SaaStr

SaaStr events couldn’t happen without our partners, and we wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2023. At the 9th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. Join these incredible companies to experience all the value of SaaStr! Chargebee is a recurring billing and subscription management tool that helps SaaS and SaaS-like businesses streamline Revenue Operations.

Finance 98
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The Crucial Aspects of Leading Sales Teams Today

Force Management

Sometimes change comes in the form of a tidal wave: immediate, dramatic, and undeniable. More often, change happens slowly and steadily: hard to perceive until we’ve drifted so far from the shore that we can’t see where we started. Whether you’re trying to minimize “drift” that’s occurred within your sales organization over time or respond to the immediate impact of the turbulent economic environment, ensure you’re focusing on crucial aspects that enable your team to succeed.

Sales 95
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Is ChatGPT your secret weapon for SEO content editing?

Search Engine Land

Most of the talk surrounding generative AI and SEO centers on content creation. But tools like ChatGPT can help with other specific functions beyond cranking out whole blog posts at scale. Editing and refreshing content is a vital part of the SEO content lifecycle. This article determines various ways ChatGPT can aid with content editing for SEO. Editing content with ChatGPT Before anything else, here are a few caveats to consider when using ChatGPT to edit content: ChatGPT often generates answe

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Making B2B Buying More Like Amazon….

Partners in Excellence

I got one of those emails today. Somebody wanted to talk to me about the consumerization of B2B buying and selling. The sender had the position that, “most B2B transactions like buying, selling, and customer onboarding will feel the same as B2C transactions today – asynchronous, delightful, and quick.” Well, yes…… and no.

B2B 62
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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Countdown to GA4: 100 days to make the switch

Search Engine Land

As the sun begins to set on Google Analytics Universal Analytics (UA), businesses are (or should be) gearing up for the transition to Google Analytics 4 (GA4). With just 100 days left until UA is officially retired, it’s crucial for organizations of all sizes to understand the benefits and challenges of migrating to GA4, as well as the essential steps to ensure a smooth transition.

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Optimizing for Bing Places: Is it worth it?

Search Engine Land

While Microsoft Bing sees nice market share gains after releasing their new Bing Chatbot feature, it still has a long way to go before it can catch up with Google’s market dominance. That said, we can start taking advantage of Bing’s increasing user volume. On the local SEO side, this means turning to Bing Places to test if optimizing on that platform can help generate more local traffic.

Clients 86
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Make sense of your marketing with the 101 Guide to Marketing Attribution by Digital Marketing Depot

Search Engine Land

Every marketer measures the impact of their activity but do they truly know the effectiveness of their activity and advertising spend? For the majority of marketers, the overwhelming answer is no. On average, marketers estimate they waste over one quarter of their budget (26%) on ineffective channels and strategies, according to a study by Rakuten. Though marketing attribution may seem like a difficult task, in a world where ROI is king, accurate marketing attribution needs to be at the forefron

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3 new Google Discovery ads features

Search Engine Land

Google Discovery ads have been updated with new features to help brands stand out on our most engaging ad surfaces, including Product feeds that spark audience interest Product-level reporting and data-driven attribution Measure incremental impact through Conversion Lift experiments New, engaging layouts & product feeds. Advertisers can leverage various layouts, such as carousels, square, and portrait, to create more compelling and impactful ads.

Retail 68
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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This day in search marketing history: March 24

Search Engine Land

Google’s top 3 search ranking factors In 2016, Google’s Andrey Lipattsev revealed that links, content and RankBrain were the top three ranking signals in Google’s search algorithm. RankBrain was the third most important ranking factor. Google told us so in 2015. As for the other two? Lipattsev revealed them during a Q&A and said: “I can tell you what they are.

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TikTok CEO faces congress over security concerns

Search Engine Land

In a wildly dramatic and painful-to-watch session, TikTok CEO Shou Zi Chew testified before Congress in a hearing that will determine the future of the social media app. Just as US user adoption hit 150 million, the CEO faced tough questions from out-of-touch congresspeople about safety, privacy, selling data, and security concerns. Here’s what happened: “Mr.