Iannarino

OCTOBER 3, 2023

To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to help salespeople succeed, using things like a buyer’s journey, a linear sales process, and an ideal client profile (ICP). These conceptual tools may be helpful in understanding sales in general, but they also oversimplify things. Overreliance on these concepts can lead salespeople to use an approach that isn’t client-centric when that is critical to your success.

Sales 293

Sales B2B Clients Sell 293

Search Engine Land

OCTOBER 3, 2023

Last Thursday, Google finished rolling out the September 2023 helpful content update after a 14-day rollout. The update took 14 days to roll out, starting on September 14, 2023, and ending on September 28, 2022. It has been a few days since the rollout was completed, and we wanted to dig in a bit on the impact felt by this latest Google algorithm update.

Niche 141

Niche Engineering Technique Start-ups 141

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. One of the things he discusses in the concept of “Selling Possibility.” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle.

Sell 117

Sell Up-sell Start-ups Customers 117

Search Engine Land

OCTOBER 3, 2023

At a time when many marketers are trying to predict when their lives will return to pre-pandemic normalcy, let’s examine three key trends reshaping YouTube marketing today. 1. Audiences are receptive to AI, but content is still king Creators are utilizing AI to generate some amazing content, as I noted in a previous article, “ The best AI video generators for creators and marketers.

Launch 121

Launch Follow-up Networking Technique 121

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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.

Follow-up

Martech

OCTOBER 3, 2023

Citizens Bank is a regional business with approximately 1,200 branches in major northeast markets. To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Customers 112

Customers Cold Call Territory Launch 112

Search Engine Land

OCTOBER 3, 2023

Ever get the feeling you’re reporting on – or your agency or marketing team is reporting on – the wrong metrics? Put another way, how high is your frustration level that your marketing team is bringing in hundreds of leads without any noticeable effect on your pipeline? Smart marketers are using offline conversion tracking to solve the issues I just laid out.

Conversion 114

Conversion SQL Campaign CRM 114

Search Engine Land

OCTOBER 3, 2023

Microsoft Audience Ads has kicked off the fall with a series of new product updates. The tech giant said the purpose of these updates is to help advertisers achieve more results with less effort by helping them to create more engaging ads that are served to a higher-value audience. Here’s a breakdown of the latest developments in Microsoft Audience Ads: 1.

Product 109

Product Gaming Launch Campaign 109

Martech

OCTOBER 3, 2023

The updates that stand out most in Marketo’s September release are enhanced integrations with other platforms and applications. Dynamic Chat capabilities now facilitate engagement on multiple fronts and closer integration with Marketo Engage. The company also enhanced Marketo and Workfront integration with a quick way to implement Review and Approval workflows between the two platforms.

UX 110

UX Territory Conversion Meeting 110

Search Engine Land

OCTOBER 3, 2023

Fashion ecommerce is going through a period of change. Brands are under increasing pressure from consumers and market forces to become more sustainable and less wasteful, especially in fast fashion. As a result: Several brands are starting to charge customers for returning online purchases. Resale ecommerce, or “recommerce,” is growing quickly and entering the mainstream.

Cross-sell 109

Cross-sell UX Sports Follow-up 109

Martech

OCTOBER 3, 2023

Managing resources is not just a buzzword; it’s the cornerstone of organizational success. But sometimes, the constant juggling act between overworked and underutilized team members can be exhausting. The key to successfully managing resources is a seamless workflow that maximizes output while keeping your team balanced and motivated. Join Chris O’Neal, Adobe’s expert on resource management strategy and learn how to unlock your team’s potential.

Product 106

Product Drivers/motivators Presentation 106

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

Retail

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. You can’t just go down the street, or to another website, to get a better deal on the Ford F-150.

Negotiate 103

Negotiate Price Prospecting Sell 103

Search Engine Land

OCTOBER 3, 2023

Managing resources is not just a buzzword; it’s the cornerstone of organizational success. But sometimes, the constant juggling act between overworked and underutilized team members can be exhausting. The key to successfully managing resources is a seamless workflow that maximizes output while keeping your team balanced and motivated. Join Chris O’Neal, Adobe’s expert on resource management strategy and learn how to unlock your team’s potential.

Product 99

Product Drivers/motivators Engineering Presentation 99

Martech

OCTOBER 3, 2023

Citizens Bank is a regional business with approximately 1,200 branches in major northeast markets. To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Meeting 96

Meeting Customers Cold Call Territory 96

Search Engine Land

OCTOBER 3, 2023

In today’s data-driven era, regulations such as GDPR safeguard user privacy, while SEO professionals control what appears in search engine results. Despite ongoing changes in both fields, however, the relationship between data protection and SEO is not well-explored. This gap has devastating consequences, as personally identifiable information (PII) data indexed in search engines is instantly discoverable, harvestable and exploitable.

Engineering 98

Engineering Healthcare Drivers/motivators Contact 98

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Campaign

Sales Hacker

OCTOBER 3, 2023

Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He’s also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.

GTM 94

GTM Drivers/motivators Go To Market Start-ups 94

Highspot

OCTOBER 3, 2023

A recent study we commissioned from a leading B2B research firm, surveying 120 global sales leaders, found an average 16% increase in win rate with one thing in common—sales enablement. By leveraging enablement to build a high-performing sales team, drive efficiency with the right tech stack, and employ an effective strategy, you can achieve consistent sales outcomes.

Sell 91

Sell Commission Quota B2B 91

SaaStr

OCTOBER 3, 2023

Dear SaaStr: Which Way Should I Go, VC or Angel Investors or Customer Funding? The reality is, few folks have all 3 options available to them: Most startups cannot attract venture capital, at least not in the early days. Most startups can find some angels to invest, but not always enough. Many startups cannot find a way to self-fund / customer-fund to extend a long-enough runway to achieve success.

Customers 90

Customers Price 90

The Digital Technology

OCTOBER 3, 2023

Data storage is an essential task for all computer users. You can store your data on both your device’s external and internal storage. Storing your files is essential when you have less internal storage or want to share your data … How to Recover Data from a Flash Drive Without Formatting it?

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59

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

Promote

SaaStr

OCTOBER 3, 2023

Interviewing? Looking for your next role? Been through a lay off? Hoping to grab that VP title next? Or CRO or CMO? One bit of advice: Please, please, actually research the company you are interviewing at. For real. At least for 30-45 minutes, ideally more. I can’t tell you how many interviews I’ve done for a wide variety of roles, from SDR to COO, where the candidates literally were guessing what the company really did during the interview: Not too long ago, I did a final CRO interview to hel

Consult 86

Consult Price Up-sell Presentation 86

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption

Process 52

Process Objectives and Key Results X-functional Sales 52

Sell Or Die

OCTOBER 3, 2023

This week we are excited to sit down with Debbie Allen. Debbie Allen is the World’s #1 Authority on Expert Positioning. She is an internationally-recognized business growth and market positioning expert. Debbie has been a professional speaker and business mentor for 25 years and presented before thousands of people in 28 countries. She is also the bestselling author of 10 books, including The Highly Paid Expert, Success Is Easy and her newest book Expert Positioning.

Presentation 40

Presentation Growth 40

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. In this article, we explore a host of solutions designed to help SMEs streamline their processes, boost productivity, and drive revenue growth. Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation.

CRM 52

CRM Contact Price Pipeline 52

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.

Gaming

Martech

OCTOBER 3, 2023

It’s been just over a year since Komet USA, an American-based subsidiary of the German company that manufactures dental instruments, has been practicing agile marketing. I had the pleasure of training their marketing team in 2022, and I recently had a chance to catch up with their CEO (and former head of marketing), who made it all possible. Mercedes Aycinena learned about agile when she previously worked at a specialty pharma services company and found it effective for prioritizing work.

Manufacturing 107

Manufacturing Finance Strategize Start-ups 107

SaaStr

OCTOBER 3, 2023

In the latest Workshop Wednesday , held every Wednesday at 10 a.m. PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales.

B2B 87

B2B GTM Objectives and Key Results X-functional 87