June, 2024

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How to Motivate Your Sales Team

Anthony Cole Training

Most sales managers say that one of their greatest challenges is their ability to motivate and set goals for their salespeople. If a sales manager can figure out what makes their people “tick,” they can better help them hit their goal numbers. Sales motivation seems like hard work because salespeople often value different things. There are, however, several steps a sales manager can take to establish a motivating environment.

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Rules For Using Artificial Intelligence in B2B Sales

Iannarino

Everywhere you look, you find artificial intelligence. No other technology has been adopted faster than AI. Unfortunately, some sales organizations and their leaders use the technology in ways that cause side effects that make it difficult for salespeople. We need a set of rules that may reduce the damage it might create.

B2B 288
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Best Mobile CRM Apps to Boost Your Sales Productivity

Veloxy

Did you know that using mobile CRM apps can boost sales productivity by 14.6% ? So that’s a no-brainer, right? It’s time for you and your sales team to embrace these apps! But what are your best options in 2024? Today I’m breaking down my top recommendations for the best mobile CRM apps. I’ll look into how these mobile CRM tools can streamline your sales processes, enhance customer interactions, and ultimately drive higher sales efficiency.

CRM 246
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Being Present

Partners in Excellence

This is one of those knee jerk reaction posts. Two things happened in the past few days. I attended a conference. I was sitting toward the back of the room, there were about 100 people arrayed around tables watching the speaker. The speaker was a noted expert in the subject area. People had paid a lot of money just to hear that speaker (over $1K). As I looked around the audience, few eyes were on the speaker.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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Four Great Uses for Generative AI in Complex Sales

Membrain

A couple of weeks ago, I wrote about what AI is and what it’s not. This area of technology is constantly evolving and still fairly fresh, but it’s been out long enough, and there’s a body of research emerging such that we can begin to understand and implement it in ways that are practical and appropriate beyond the initial flush of excitement.

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Google unleashes June 2024 spam update

Search Engine Land

Google has unleashed a new search spam update today, the June 2024 spam update. This spam update may take up to one week to complete, Google wrote. Google posted this update and wrote: One week to roll out. Released the June 2024 spam update. The rollout may take up to 1 week to complete. Spam updates. Google linked to its standard spam updates documentation that reads: While Google’s automated systems to detect search spam are constantly operating, we occasionally make notable improvement

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Consultative Selling: Listening Closely with Interest

Iannarino

If you ask a non-salesperson whether salespeople tend to be better at speaking or listening, most will answer they are more adept at speaking. They may also suggest that salespeople are not good listeners. If you want to improve your ability to practice consultative selling, you need to listen closely and with interest.

Consult 264
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Gone in 30 seconds: Marketing in an increasingly distracted world

Martech

In the movie “Gone in 90 Seconds,” Nicolas Cage and his crew have to steal 50 cars in a night. The goal is to steal the car in less than a minute and a half to reduce the chances of getting caught. The car is there one minute and literally gone the next. It’s eerily similar to visitors on your website. They’re there, and then they’re gone. You just have to look no further than your Google Analytics report to see it.

Follow-up 136
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Relationship Selling

Partners in Excellence

Relationships are important in selling, in business, and life. But what does that mean, at least for selling? The old stereotypes and some that were prevalent when I started selling include that backslapping sales person, with the latest jokes, who focused on becoming a “buddy.” They were the one’s that not only sent their customers birthday cards or took them out for drinks, but they also sent their customers’ kids birthday cards.

Sell 140
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Maybe Only 10%-15% of VC Backed Startups Can Raise Another Round Right Now

SaaStr

So we took a look at some of the data from Emergence Capital’s survey of 600+ venture-backed software startups the other day , and they updated it with a bit more data on the Top Decline of Venture-Backed Startups Here: The summary data of the Top Decline leads to a rough conclusion: only the top 10% or so of venture-backed start-ups can likely raise another VC round.

Growth 134
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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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Study: 96% of sites in Google’s top 10 positions have 1,000+ links from unique domains

Search Engine Land

Can you rank in the top 10 of Google with very few links? Not according to a new analysis published today by Internet Marketing Ninjas. It found that: Over 96% of websites ranking in the top 10 of Google had more than 1,000 backlinks from unique domains. Only 0.3% had less than 100 backlinks. Why we care. Google has been saying that links are no longer one of the top three ranking signals and needs “very few links to rank pages.” However, clearly, websites that rank well tend to have

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How AI Grounding Reduces Generative Hallucinations and Ensures Better Outputs

Salesforce

If generative AI is so intelligent, why are off-the-shelf LLMs so bad at writing a personalized email or answering a customer service question? The simple answer: There’s a lot that AI models simply don’t know. Although LLMs are trained on billions of data points, the information they don’t have tends to be precisely what you would need to generate a meaningful email or accurate service reply to one of your customers.

CRM 122
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Mastering B2B Sales: Essential Changes Sales Leaders Must Implement Now

Iannarino

If you're struggling with abysmal win rates and failing to meet quotas, it's time to make significant changes to your B2B sales strategy.

B2B 261
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How to measure the impact of brand marketing

Martech

Performance media has enjoyed many years of supercharged growth. Its high trackability in digital media has made it a preferred investment for marketers and CMOs alike, looking to drive direct and measurable impact on the top line. But as many have noted, the pendulum is swinging back. Brands are having a moment. Many advertisers are shifting investment back up the funnel after realizing their performance-heavy investment strategies may have starved their brands of the reach and relevance neede

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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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Talking With ChatGPT Mirrors Our Human Conversations

Partners in Excellence

Have you ever noticed how the way we work with ChatGPT and other LLMs tends to mirror so many of our customer and internal conversations? Too often, it might be similar to talking with a very knowledgeable person who is unengaged, uncaring, aloof. The typical conversation with a LLM is very one sided. It’s not very interested in us, it seems to be in a rush, as if it has someone or something more important to work with.

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Dear SaaStr: How Can a SaaS Business Reactivate Churned Customers?

SaaStr

Dear SaaStr: How Can a SaaS Business Reactivate Churned Customers? This may sound simple, but the #1 thing you can and should do is create a series of marketing campaigns targeted only to churned customers. You will get some back, especially if you have a High NPS in general and most of your customers like / love you. RevenueCat manages 30% of all mobile apps subscriptions, across 10,000+ paid apps.

Customers 117
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Google won’t index sites that do not work on mobile devices after July 5th

Search Engine Land

Google’s mobile-first indexing initiative started just seven and a half years, while we thought it was completed last October , it is now really going to be fully done after July 5th. “The small set of sites we’ve still been crawling with desktop Googlebot will be crawled with mobile Googlebot after July 5, 2024,” John Mueller from Google wrote on the Google blog.

Product 145
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How Personalized Marketing Keeps Customers Past the Honeymoon Stage

Salesforce

Your guide to personalized marketing What is personalized marketing? The 6 do’s and don’ts of personalized marketing Personalized marketing in action How Salesforce uses Data Cloud to close deals faster It feels like you’ve found “the one” — a customer ready for a long-lasting brand relationship built on personalized marketing. But then, just as quickly as the sparks fly, they fizzle out.

Customers 122
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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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Master Consultative Selling with High Gain Questions: Techniques for Effective B2B Sales

Iannarino

Unlock the true potential of consultative selling by mastering high-gain questions that drive meaningful client conversations.

Consult 260
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The marketer’s guide to state data privacy laws

Martech

The 118th session of the U.S. Congress is drawing to a close and the legislators have again failed to pass a national data privacy law. This means marketers will soon have to comply with the regulations in 17 different states. Five are already in effect, 12 more will come online by October of next year. That’s 17 slightly different headaches for marketers to deal with.

Contract 131
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“That Guest” At The Get-Together….

Partners in Excellence

I hate being trite with this analogy, but I will. My post “Cold Calling Was Never ‘Alive'” generated a lot of interesting questions and conversation. They were variations on the same theme, “I need to get to these people to tell them how we can help them… I need to share our experience in working with customers like them… I need to schedule a demo of what we do……” Repeating myself: Customers don’t care about it until they do!

Cold Call 136
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Yes, Referral Programs Work for SaaS. But You Gotta Put in the Work. And The Time.

SaaStr

Dear SaaStr: Do Referral Programs Work for SaaS? Well, for sure. But … it almost always takes longer than you think than direct sales: Salesforce announced a little ways back that its partners were the #1 source of its new bookings. 40% of HubSpot’s and Shopify’s and Gorgias’ customers come from agencies and other partners You can see in our deep dive with HubSpot co-founder and chairman Brian Halligan how their revenue from partners isn’t just critical … but

Referrals 110
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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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Microsoft AI CEO: Web content is ‘freeware’

Search Engine Land

Microsoft’s AI CEO Mustafa Suleyman believes most web content is “freeware’ that can be used for training AI models. The only exception: websites that explicitly opt out. Freeware is any form of copyrighted software that can be freely downloaded, installed and used by end users. The quote. Here’s what Suleyman told CNBC’s Andrew Ross Sorkin at the Aspen Ideas Festival: “…With respect to content that is already on the open web, the social contract of that conte

Contract 134
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Navigating the Pressure Cooker with Poise and Panache

Salesfolks

Sales is a demanding field, but it’s also rewarding. By prioritizing our mental health, setting boundaries, and taking time to recoup, we can maintain high levels of productivity without sacrificing our sanity.

Product 116
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Competitive Sales: A Comprehensive Guide to Winning Over Your Competitors' Clients

Iannarino

Discover why maintaining a positive outlook on your competitors can boost your sales effectiveness and reputation.

Clients 257
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8 tips to adopt vertical marketing and drive SaaS growth

Martech

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. Here’s why you should consider adapting your horizontal software to attract vertical buyers, plus essential tips to help you go vertical.

Growth 129
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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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FOMU, Seller Style

Partners in Excellence

First, those of you who know me well, know my preferred acronym is FOFU, but FOMU is the Fear Of Messing Up. FOMU, from the customers’ perspectives has been nicely articulated my friends, Matt Dixon and Ted McKenna. I’ve written about Buyer FOMU incessantly, helping buyers make sense of what they face, developing their confidence they are doing the right thing is critical for their success, and, ultimately, ours.

Up-sell 133
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One Way to Succeed in Sales: Be Super Responsive

SaaStr

So there are few things more frustrating than when hit “Contact Me” — which after all, is a high-intent signal — and no one gets back to you that day. Or the next. Or just as bad, a few days later, a BDR or SDR gets back to you — but not to help, but to qualify you. So frustrating. Later, when you have RevOps and SalesOps and a proven VP of Sales, they’ll own this.

Sales 117
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Google turns off Universal Analytics July 1: What you need to know

Search Engine Land

Google is discontinuing Universal Analytics, its legacy web analytics platform. This is the final shift in the transition to Google Analytics 4 (GA4). Why it matters. Businesses that relied on Universal Analytics for website measurement and data analysis need to act quickly to avoid losing access to their historical data and maintain continuity in their analytics capabilities.

Contract 137
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The State of Martech: G2 Data Reveals Latest Martech Trends

G2

Discover the latest marketing technology trends for 2024, from automation to AI adoption, based on the latest G2’s exclusive state of MarTech report.

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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