SalesProInsider

AUGUST 18, 2023

“ But why?” The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Why? That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability o

Sales 112

Sales Pitch Clients Conversion 112

Iannarino

AUGUST 29, 2023

I received a LinkedIn message from a supposed salesperson who suggested he wanted to introduce me to a prospect. I accepted his connection request. Being busy, it took a while for me to get back to LinkedIn. When I returned, I asked the person how I could help.

Trust 296

Trust Clients Prospecting Sales 296

Force Management

AUGUST 31, 2023

Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula : Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.

B2B 152

B2B Market share Growth Product 152

Neuromarketing

AUGUST 7, 2023

Does grouping products together into a single-price bundle increase the perception of value? Most of us would answer “yes,” but surprising research shows there is at least one condition where such grouping can actually reduce the apparent value. Here’s the most surprising and counterintuitive part: the bundle may be seen as worth not just less [.

Price 246

Price Product 246

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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

Search Engine Land

AUGUST 31, 2023

Google Ads is introducing a new policy to combat scams and help prevent misleading ads. The platform will now have a “get-to-know-you” period for advertisers it doesn’t know well. During this time, Google Ads may limit how many impressions unfamiliar advertisers receive. The Limited Ads Serving policy will apply when an advertiser targets specific brands in their campaign but the relationship between the ad and brand is unclear, Google said.

Trust 142

Trust Engineering Campaign Meeting 142

Membrain

AUGUST 23, 2023

In Sweden, we take our summer vacation seriously. We only get about two months of warm weather each year, and we all take advantage of it by setting “out of office” replies and disappearing. This is wonderful for us, but coming back to work after a month of vacation can feel a little like jet lag! And if you’re managing a sales team , that jet lag can look like lagging performance.

Sales 118

Sales 118

Iannarino

AUGUST 30, 2023

So many of us try to cheat nature. Instead of doing the right thing, in the right way , at the right time, we look for shortcuts or “hacks” that make our lives easier.

Sales 290

Sales 290

Martech

AUGUST 31, 2023

Forget about your customers — really, because the key to growth may not be what you think it is. In today’s environment, most companies have a singular and relentless focus on growth. And often, growth at all costs. However, we haven’t stopped to think about what really drives growth. What is the key to growth ? What is the biggest factor in whether or not we hit our targets and achieve our goals?

Growth 119

Growth Start-ups Follow-up Meeting 119

G2

AUGUST 31, 2023

Almost a decade ago, theft at brick-and-mortar stores was common. With the rapid rise of technology, theft has shifted to online stores, too, with digital thieves looking for a chance to breach security.

E-commerce 111

E-commerce Technology Technology Product 111

Search Engine Land

AUGUST 30, 2023

You see Google News surfaces every day. Top stories carousels, the Google news tab, site or app. But how do you get your content to consistently show on these surfaces? There is no one silver bullet for Google News optimization. But your content will only reach its full potential across Google News surfaces if a well-optimized Google Publisher Center account backs it.

Click Through Rate 138

Click Through Rate Follow-up Promote Engineering 138

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

Membrain

AUGUST 30, 2023

Whatever your industry, it’s likely that the current economic environment is impacting your business, and will continue to do so. Tough times are here. Inflationary pressures erode profit margins, customers increasingly make price-based decisions, retaining and attracting talent continues to be competitive, and supply chain issues disrupt revenue and customer satisfaction.

Profit margin 117

Profit margin Growth Price Customers 117

Salesforce

AUGUST 30, 2023

Recently, I asked my 16-year-old son if he had heard of ChatGPT (“Um, yeah, dad.”) and I wondered if he was using it at school. He said it helps him generate templates or starting points for essays. I then asked him if ChatGPT makes him smarter. No, he said, just faster. So it made me curious whether I could apply generative AI (not just ChatGPT) to my own work.

Legal 105

Legal Strategize Technology Technology 105

Iannarino

AUGUST 31, 2023

This post offers no explanation as to why I believe sales is broken, so if you want to understand, I recommend you read these two posts:

Sales 305

Sales 305

Martech

AUGUST 31, 2023

In the age of data privacy regulations and increasing consumer concerns, brands must find ways to use first-party data while protecting consumer rights. Join experts who will dive into the power of first-party data and how to use it in a privacy-first manner. The panel will explore the importance of transparency, consent, and data security and offer practical tips for implementing responsible data practices.

Presentation 114

Presentation 114

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

G2

AUGUST 28, 2023

In today’s digital era, data is vital for any business. Every piece of data collected is capable of being valuable. Customer information, employee records, financials, and intellectual property are some resources that must be stored in a readily accessible and secure location.

Customers 105

Customers Product 105

Search Engine Land

AUGUST 31, 2023

In the age of data privacy regulations and increasing consumer concerns, brands must find ways to use first-party data while protecting consumer rights. Join experts who will dive into the power of first-party data and how to use it in a privacy-first manner. The panel will explore the importance of transparency, consent, and data security and offer practical tips for implementing responsible data practices.

Engineering 133

Engineering Presentation Conversion 133

Membrain

AUGUST 20, 2023

Did you know there's a global shortage of sales talent?" That's the provocative question we tackle head-on with our guest, Alan Maguire , Founder of ESI in our latest episode.

Sales 118

Sales 118

Salesforce

AUGUST 29, 2023

Editor’s Note: Taylor Swift does not endorse Salesforce or its products and had nothing to do with this blog post. We’re in a golden Era of marketing, and lucky for us, so is Taylor Swift. Taylor is more than a global music sensation – she’s a marketing powerhouse, The 1 who keeps fans (and marketers) wondering what’s up her sleeve. (Yes, we’ll be referencing Taylor songs in this piece.

Strategic partnership 98

Strategic partnership Campaign Trust Start-ups 98

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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.

Pipeline

Iannarino

AUGUST 21, 2023

There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of these two categories. The person who needs something from someone else is One-Down, while the person who needs nothing is One-Up. The One-Up person has the better position of the two.

Clients 242

Clients Sales 242

Martech

AUGUST 31, 2023

Here are this week’s AI-powered marketing technology releases: OpenAI ‘s ChatGPT Enterprise is a business-grade AI chatbot that offers enterprise-grade security and privacy, unlimited higher-speed GPT-4 access, longer context windows and free credits to use the API. It also includes advanced data analysis capabilities and can be customized to meet specific organizational needs.

Finance 106

Finance Drivers/motivators Campaign Technology 106

G2

AUGUST 30, 2023

Each engineering team is unique in how they are structured, operate, and execute their project, as well as how they measure the overall effectiveness and efficiency at the end of each work cycle.

Engineering 105

Engineering Product 105

Search Engine Land

AUGUST 31, 2023

If you’re a PPC manager, you likely spend a significant part of your week working on the Google Ads interface. Several built-in features can help you work more efficiently, reducing time to access data and speeding up bulk edits so that you can focus on bigger-picture tasks. This article will walk you through some examples and how to access them in the web UI. 1.

Campaign 133

Campaign Conversion Launch Start-ups 133

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.

Price

Membrain

AUGUST 13, 2023

Are you ready to challenge your beliefs about sales and uncover the transformative power it holds? As an entrepreneur, sales expert, and author, Carol Mahoney's groundbreaking perspective on sales has turned the conventional wisdom on its head. She paints a new picture, asserting that sales isn't a necessary evil, but an enriching exchange of value.

Sales 118

Sales 118

Salesforce

AUGUST 24, 2023

Thinking of adding generative AI to your business? You’re far from alone. Two-thirds (67%) of senior IT leaders are prioritizing generative AI over the next 18 months, and a third (33%) call it a top priority. This fast-growing technology, which focuses on creating new content based on existing data, is top of mind for many across sales, customer service, marketing, commerce, and beyond.

Represent 98

Represent Campaign Follow-up Service 98

Iannarino

AUGUST 23, 2023

If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a lot of responsibility. Nothing important in my world is handled with an email. I would tell you to call me if you have something worth my time. If you were the salesperson assigned to my company, I’d tell you to use the phone.

Clients 239

Clients Prospecting Sales 239

Martech

AUGUST 31, 2023

Aimed at accelerating the development and execution of creative marketing campaigns, GenAI Marketing Solution is a collaboration between Typeface, GrowthLoop and Google Cloud. Typeface is a generative AI-powered content creation solution. GrowthLoop (formerly Flywheel) is a segmentation, orchestration and measurement platform. The new solution is intended to work with Google’s BigQuery and GenAI Foundation models to create an end-to-end campaign creation workflow.

A/B testing 106

A/B testing Campaign Customers Process 106

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.

Contact

G2

AUGUST 11, 2023

Running a small business is no easy feat. Just when you think you've got everything under control, financial challenges can pop up like surprise obstacles to test your resilience.

Finance 98

Finance 98

Search Engine Land

AUGUST 31, 2023

We have used machine learning and AI in our day-to-day optimization work to save time and improve performance. (Think automated bidding and recommendations, plus data-driven attribution.) But how can PPC practitioners use generative AI tools like ChatGPT to boost their campaign management and optimization efforts? ChatGPT can quickly analyze and deliver huge data ranges in many formats.

Angle 130

Angle A/B testing Campaign Strategize 130

Membrain

AUGUST 6, 2023

Navigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits. Join us in today’s episode with SalesStar's Global Director of Learning, Alex Chan as we delve into how managers can hold their teams accountable and the importance of data-driven decision making.

Sales 118

Sales 118

Salesforce

AUGUST 24, 2023

Fill in cell. Add row. Update column. New tab. Cross eyes. Rinse, repeat — 10 times a day. Sound familiar? I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data.

Pipeline 98

Pipeline Quota Lead generation CRM 98

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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

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