June, 2023

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Your Buyers Changed. You Didn't.

Iannarino

Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before starting the sales process, and most would prefer to buy without having to speak with a salesperson. Buyers complain that salespeople don’t understand their business and their challenges, and that the sales experience doesn’t give them what they need.

B2B 276
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Unlocking the Secrets to Outside Sales Success in 2023

Veloxy

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills. Are you ready to unlock the secrets to outside sales success in 2023? Read on to discover the strategies, techniques, and insights that will propel you to new heights in your sales career.

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There Are No Handicaps in Sales

Membrain

I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.

Sports 142
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How to create an SEO Chrome extension using ChatGPT

Search Engine Land

Chrome extensions provide a quick and easy way to execute boring and repetitive tasks. Extensions can be a huge time saver in SEO. But many still don’t focus on building them. One reason is that some marketers are unable to code complex tools, so they use whatever tool is available. That said, you don’t always need to invest your time learning difficult skills or spending money on an expensive developer to build a new complex tool.

Start-ups 145
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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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Should I Sell for $50m … Or Push On And Try to Build a Unicorn? Especially … Today?

SaaStr

A life poorly lived is a trap Go for it at least once — Jason ✨Be Kind✨ Lemkin  (@jasonlk) May 5, 2023 BusinessInsider had a great story a ways back on Datto’s $1b exit to Vista Private Equity (more on the role of PE in SaaS here ). So much of it resonated with me, especially the story of the CEO’s 10-year journey, and turning down an earlier $100m offer to sell.

Sell 139
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Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople

Understanding the Sales Force

Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn't that a great analogy for what happens when you miss, or skip a crucial step in the sales process? More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to th

More Trending

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AI and marketing: What the stats show

Martech

There are a lot of stats out there about marketing and artificial intelligence. Unfortunately, many of them are (gasp!) more than two years old. When it comes to AI, change comes fast. Not just in the technology, but in attitudes and usage. Here’s a collection of statistics about AI and marketing with the date of the survey included. This will let you judge for yourself how much things have changed since they came out.

Finance 137
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How to Get Sales Onboarding Right

Membrain

Sales onboarding is an important part of building and growing a sales team. Successful onboarding improves retention, increases the pace at which new employees begin producing revenue, and ensures a seamless experience for your prospects and customers.

Sales 140
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Google launches perspectives filter in mobile search results

Search Engine Land

Google has begun the rollout of the new perspectives filter in the mobile search results this weekend. This feature was announced at Google I/O and we have seen previews and tests from Google over the past months related to this feature and now it is live. What it looks like. Here is a screenshot of the feature, you can see it by searching on mobile and sliding the search bar filters until you see a “perspectives” option.

Launch 142
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58 Augmented Reality Statistics to Unveil AR’s Growth

G2

Augmented reality (AR) has rapidly transitioned from a nascent technology into a groundbreaking instrument. It is present in our daily lives and continues to redefine the ways we interact with technology.

Growth 132
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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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Remaining Human in a World of AI

David Meerman Scott

For decades, marketers have been the experts. We marketing people use our experience and creativity to make decisions. This reality isn’t going away! In fact, I think the new world of AI makes our work even more important, because we must always recognize the limitations of machines.

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10 Variables Impacting Your Win Rates in B2B Sales

Iannarino

There are several variables that impact your win rates, and all of them are important to buyers. The best way to evaluate your performance on these variables is to approach each one as a clear-cut question. Buyers evaluate you by considering these same questions and failing to recognize that means you may lose deals that you might have won.

B2B 274
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Employee advocacy: The untapped goldmine in your content marketing strategy

Martech

Picture this. You’ve just hit the “publish” button on your company’s latest blog post. A masterpiece, full of trend analyses, punchy insights and actionable takeaways. Once upon a time, you might have sat back, fingers crossed, hoping your precious piece would somehow tumble into the great wide world of cyberspace. But let’s face it — the “publish and pray” era of content marketing is long gone.

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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of The Art and Science of Complex Sales podcast, Paul Fuller interviews Dr Yekemi Otaru , Co-founder & Chief Growth Officer of Doqaru Limited. From engineering's hidden problem-solving to marketing's customer-centricity and sales' emphasis on listening, Yekemi shares her strategies and insights on how to tackle problems that truly matter within the B2B industry.

B2B 135
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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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Resistant Salespeople Can Prevent Consistent, Strong Sales Results

Understanding the Sales Force

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer. I started coaching him when he was old enough to hold a wiffle bat.

Sales 120
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Bing adds new AI-powered shopping tools

Search Engine Land

Microsoft has announced new AI-powered shopping tools powered by Bing and Bing Chat. These include new price match monitors, AI-generated buying guides, and review summaries, all aimed to “help you shop and save with confidence,” Microsoft said. Price match monitors. These new price match monitors show you a product’s price after you purchase that product.

Retail 132
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The Art of Asking: How to Unlock Hidden Concerns and Objections

SalesProInsider

I object! It’s the climax of many TV courtroom dramas, and it’s often the turning point of the story. It surfaces the truth or redirects the focus to information that is helpful or relevant. Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges, discomfort, or misunderstandings?

Pitch 114
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How to Be Human in a World of Artificial Intelligence

Iannarino

You don’t need more technology to improve your sales results. The only things you need are a CRM , a source of data, a meeting platform, and some effective digital assets. As sales stacks grow larger, win rates and quota attainment decline.

Quota 273
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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What Apple’s Vision Pro means for AR and VR marketing

Martech

Apple’s Vision Pro. Image: Apple. This week Apple announced the Vision Pro headset, available early next year. Here’s what we know so far about the device and what this means for marketers experimenting with AR and VR engagement. “Spatial computing” and AR. The use cases demoed at Apple’s Worldwide Developers Conference (WWDC) show augmented reality (AR) experiences where users interface with a digital layer on top of their real-world environment.

Price 131
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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Pete Evans, Head of Sales EMEA and Certified Coach of Emerse Group Limited, to explore essential fundamentals and foundations for salespeople.

Sales 130
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How to Easily Motivate and Incentivize Sales Pipeline Building

Understanding the Sales Force

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

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TikTok launches new AI ad script generator

Search Engine Land

TikTok has launched a free AI tool that can create scripts in a matter of seconds. The feature, called Script Generator , is available to all TikTok Creative Center users with a desktop TikTok for Business account. Why we care: The Script Generator will make life easier for advertisers by generating scripts for them. And the best part is, if digital marketers happen to hate the scripts generated, they have the option to run their enquiry again, as many times as they like, for no cost at all as t

Launch 128
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Frontline Growth: SaaS Companies Get About 20% of Their Revenue From Europe. The Best — Even More.

SaaStr

One thing we’ve talked a ton about at SaaStr since inception is the power of going global as early as you have customer pull in other geographies. The internet works everywhere. You should be selling everywhere, assuming there are no regulatory or related issues in your space. Some examples: HubSpot gets 54% of its revenue from outside the U.S. Asana gets 39% of its revenue from outside the U.S.

Growth 117
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How to Research Your Strategic Targets - A Template

Iannarino

One mistake salespeople make in discovery is asking questions they should have answered through their research. These questions will show they didn’t prepare for a first meeting. While failing to do research is harmful in an average pursuit, it’s worse in an enterprise-level opportunity.

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The success elements of marketing-driven growth

Martech

This is the first part of a three-part series on the success elements of growth. One of the things I enjoy the most about my job is how much I learn from my clients and colleagues. Over the years, I have had the incredible opportunity to work with some big brands and incredibly smart people and engage with innovative thinkers I am proud to call my clients.

Growth 124
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3 Ways Data Visualization Can Improve Sales Analysis

Membrain

Data visualization is a powerful tool for sales leaders and professionals to improve analysis and decision-making. From prospecting more effectively to understanding your pipeline and seeing where your greatest account opportunities lie, the ability to take bare numbers and make them visual can make the difference between stagnant results and continually improving performance.

Pipeline 130
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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What’s “Prompt Engineering” Have To Do With Sales?

Partners in Excellence

Brent Adamson and I were having one of our normal conversations, by which I mean, it wanders all over the place, a good part of this discussion is making each other the victim of our bad jokes, and we go deep on 2-3 issues about selling, thinking about new ideas and approaches. One of the things we were talking about was AI and how it can be used most effectively in selling.

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Google’s Search Generative Experience can now generate answers in half the time

Search Engine Land

Google has cut down the time it takes for the new Search Generative Experience , which was opened to some users a few weeks ago by half the time. Google said it released a “major improvement that reduces the time it takes to generate AI snapshots by half,” Danny Sullivan, Google’s Search Liaison wrote on Twitter. Half the time. One of the early complaints about Google’s Search Generative Experience was how long it took for Google to respond with an AI-generated answer or

Education 127
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Growth Slowed Down About 33% On Average For Everyone in Q1

SaaStr

So two recent data analyses across both private and public SaaS companies interestingly showed basically the same thing: for the best SaaS companies, on average, growth in Q1 was down about 33% or so from a year ago. The time periods are different, but they also are sourcing the data at slightly different times. ChartMogul’s data, which we covered in another recent post here , shows data from 1000+ SaaS startups from $1m-$30m ARR in essentially real-time, as they are doing real-time revenue anal

Growth 113
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How to Use Proof Providers

Iannarino

You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the important outcome they are facing. As you look at your list of successes, you choose the three largest companies. Each is a marquee logo on its own, but the three together are certain to wow your contacts and eliminate any uncertainty they might have about closing with you.

Contact 259
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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