Iannarino
MAY 3, 2023
Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Many good or average salespeople lack these important sales attributes. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect.
Membrain
MAY 3, 2023
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company , it’s one of the most effective ways to differentiate your company and products from competition.
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Adaptive Business Services
MAY 3, 2023
Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?
RAIN Group
MAY 3, 2023
Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.
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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.
Martech
MAY 3, 2023
A two-day design sprint hosted by the Jacobs Institute for Design Innovation at UC Berkeley, in partnership with headless CMS Storyblok, produced some audacious and potentially game-changing concepts about how “the future of web” might develop. The contestants were UC Berkeley students from various disciplines (plus one or two alumna) and the awards were made by a panel of judges.
SaaStr
MAY 3, 2023
So Freshworks in another in our line of “hero companies” in SaaS. While Freshworks is very much a global SaaS leader, its history as perhaps the first with deep roots in India to IPO in the U.S. makes it one we all root for as a break-out global leader. It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MAY 3, 2023
Google now says the canonical link element is not recommended for syndicated content; instead, block the syndicated content from being accessed to avoid duplication. Google posted this new piece of information in this help document over here. What’s new. Google posted this paragraph under the section “syndicated content:” “The canonical link element is not recommended for those who wish to avoid duplication by syndication partners, because the pages are often very differe
Martech
MAY 3, 2023
Search engine optimization (SEO) platforms are perhaps the most powerful strategy to drive traffic to your website. Once you have determined that enterprise SEO software makes sense for your business , spend time researching individual vendors and their capabilities. Make sure that all potential internal users are on the demo call and pay attention to the following: How easy is the platform to use?
Search Engine Land
MAY 3, 2023
Custom funnel reports can now be created inside Google Analytics 4 (GA4), allowing you to view the steps you can follow to complete a task and assess the number of users who abandon the process between each step. How custom funnels work. Custom funnel reports are created using funnel explorations. To build a custom funnel report, you must first create a funnel exploration and save it as a report.
Martech
MAY 3, 2023
The art of attracting and selling to customers is undergoing rapid and unprecedented transformation. To stay relevant and competitive, brands must keep up with technological advances and ever-evolving consumer behavior. However, adapting to these changes is not straightforward, as each generation has unique needs, values and expectations that brands need to consider when developing marketing strategies.
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
Search Engine Land
MAY 3, 2023
The art of attracting and selling to customers is undergoing rapid and unprecedented transformation. To stay relevant and competitive, brands must keep up with technological advances and ever-evolving consumer behavior. However, adapting to these changes is not straightforward, as each generation has unique needs, values and expectations that brands need to consider when developing marketing strategies.
Martech
MAY 3, 2023
Imagine this. You walk into Home Depot to buy a rake because you need to do some yard work and then decide to browse the aisles to get ideas for your dream kitchen (that you just started dreaming about and don’t have the time or budget for yet). You glance through the pre-built setups to get a sense of your style and learn what options are available.
Search Engine Land
MAY 3, 2023
Competitive spaces are competitive for a reason. Money. Mullah. Dinero. That works in two ways: Lots of money to make, with oodles of demand and lucrative payouts, but… Also, lots of money your competitors have to splash the cash to outbid and outrank you. They can spend it on hard costs like pushing CPCs through the roof. Or on soft costs like savvy operators who’re scrappy and ambitious – producing more, better marketing assets to create a competitive moat to keep you out.
Heinz Marketing
MAY 3, 2023
By Win Salyards , Senior Marketing Consultant at Heinz Marketing Developing an accurate and actionable understanding of the B2B buying committee and the buyer personas that make it can be challenging, especially when your buying cycle is complex. The titles in an active buying committee can vary widely depending on the size of the company, the vertical, the industry, or one of the many other differentiating factors that makes your customers unique.
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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
Search Engine Land
MAY 3, 2023
TikTok has just announced the launch of a new product, Pulse Premiere, aimed at enabling publishers to sell advertisements alongside their content. How it works. Pulse Premiere is an extension of TikTok’s existing Pulse program, where a select group of top creators receive half the revenue from video advertisements shown immediately after their posts.
Partners in Excellence
MAY 3, 2023
We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time. But, as much as I argue for these changes, they seem unlikely to be accepted.
Search Engine Land
MAY 3, 2023
Following a significant overhaul last year, it appears that YouTube may be undertaking another visual transformation, this time targeting the video page, which has remained relatively unchanged in recent years. The change was noticed and posted on Twitter by @XenoPanther. Has anyone else's YouTube looked like this? pic.twitter.com/1bjeWC2xFA — Xeno (@XenoPanther) May 2, 2023 The new design.
Sales Gravy
MAY 3, 2023
Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process.
Advertiser: ZoomInfo
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
Sales Hacker
MAY 3, 2023
Sales leaders play a critical role in a business’s success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team.
SaaStr
MAY 3, 2023
Scaling a company comes with all kinds of hiccups and failures. Sometimes the best way to avoid hard-to-fix mistakes is by hearing how other people flubbed it while they were scaling. In this week’s Workshop Wednesday , held every Weds at 10 a.m. PST, Nick Mehta, the CEO of almost $200M ARR Gainsight, shares the top 10 mistakes founders can make when scaling their start-ups — mistakes he made himself over the last ten years of growing Gainsight.
David Meerman Scott
MAY 3, 2023
Some people throw their hands in the air and say they don’t understand artificial intelligence. Others think they understand AI, but really don’t. Here’s the down and dirty way to think about any AI application: it’s just data plus math.
Spiro Technologies
MAY 3, 2023
Many manufacturers and distributors rely on ERPs, such as Epicor, Microsoft Dynamics, Plex, and others to manage customer orders, finances, and other core business functions. But often these systems and their data are isolated from sales teams. Spiro’s AI-driven CRM is built for manufacturers and distributors, and is designed to integrate with virtually ERP without IT involvement, providing sales teams with full visibility to their customers’ orders and activity.
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.
Search Engine Land
MAY 3, 2023
One of my biggest challenges with designing link building campaigns is that a successful strategy for one website may not work on another. For instance, the technique for an information-heavy affiliate marketing site may yield a different number of links for an ecommerce product page or localized service pages. The techniques below can be used for almost any situation, with varying degrees of scale depending on many factors.
Hubspot
MAY 3, 2023
Qualification is a critical sales activity that ensures reps aren’t wasting their time on leads that will never buy. It's a useful (or even essential) exercise to conduct at the start of your sales process — but there are certain limits to it. Qualifying too much, too early can be counterintuitive. If you over-qualify up front, you might wind up narrowing your perspective to the point of missing viable opportunities and working on bad leads.
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