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 115

Sales Pitch Clients Conversion 115

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 273

Trust Clients Prospecting Sales 273

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 150

B2B Market share Growth Product 150

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 144

Trust Engineering Campaign Meeting 144

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Partners in Excellence

AUGUST 31, 2023

With smaller groups or one on one’s, I frequently talk about “The Joy of Selling… ” To some this concept may seem a little too soft and abstract. Some react, “Dave, we’ve got to focus on hitting the numbers, achieving our growth goals! It’s tough work and sellers need to be tough minded!” Increasingly, I don’t encounter many people, at all levels, that are proud of being sellers.

Sell 135

Sell Assembly Line Growth Prospecting 135

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 125

Growth Start-ups Follow-up Meeting 125

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 266

Sales 266

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 110

E-commerce Technology Technology Product 110

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 141

Click Through Rate Follow-up Promote Engineering 141

Partners in Excellence

AUGUST 30, 2023

Human interaction is remarkably inefficient. It’s downright sloppy. We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. We engage others, each with their own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. And each person in a conversation brings these factors into the conversation… As conversations progress, things change.

High impact 117

High impact Conversion Trust Up-sell 117

Advertisement

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

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 118

Presentation 118

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

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 283

Sales 283

Heinz Marketing

AUGUST 29, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing In an era where businesses are constantly striving for differentiation and deeper connections, Customer-Led Growth (CLG) emerges as a transformative approach. Moving beyond product-centric strategies, today’s forward-thinking leaders recognize the potential of placing customers at the center of their strategies.

Customers 108

Customers Growth Territory Legal 108

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

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 138

Engineering Presentation Conversion 138

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! It has, always, been messy. For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! Whether it’s data Morten Hansen presents in collaboration, the data presented in The Jolt Effect, we see 60-75% of internal change management/buying projects f

Presentation 115

Presentation Start-ups B2B Process 115

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 113

Finance Drivers/motivators Campaign Technology 113

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.

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Profit margin Growth Price Customers 117

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

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 239

Clients Sales 239

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

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 137

Campaign Conversion Launch Start-ups 137

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. Before getting into, it’s important to understand the methodology underlying the research. I did a rigorous scan of the literature, mostly the articles and discussions in my feed in LinkedIn. I assessed likes, comments, reposts the articles by the experts produced.

Sell 115

Sell Pipeline Prospecting Up-sell 115

Advertisement

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

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 112

A/B testing Campaign Customers Process 112

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 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

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 104

Engineering Product 104

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

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 135

Angle A/B testing Campaign Strategize 135

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve.

X-functional 115

X-functional Pitch Price Customers 115

Martech

AUGUST 29, 2023

Gen Z aren’t just tuning into YouTube for the videos – they’re also watching the ads. Six in 10 teens would watch a YouTube ad rather than skip it, while almost half can recall an ad they’ve seen on the platform. That’s according to Precise TV and Giraffe Insights research. The news comes after YouTube reported a 4.4% increase in ad revenue for the second quarter of 2023.

B2C 108

B2C 108

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

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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