Salesforce

MAY 15, 2023

We thought selling would be easier after the pandemic. Instead, we’ve been hearing “no” more often. Customers are fearing for their jobs, tightening their belts, and “ starting to freak out.” It’s no surprise that almost 70% of reps agree that selling has gotten harder. After talking with other sellers, and using Dale Carnegie’s principle to “get them saying yes, immediately,” I’ve come up with four key sales tips that can help you land

Trust 98

Trust Price Construction Up-sell 98

Iannarino

MAY 13, 2023

One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , is that it positions you as an expert and authority on the results you help your clients improve. Leaders and decision-makers don’t want to buy from a salesperson; they want to buy from a business advisor who has experience.

Clients 286

Clients Consult Trust Sales 286

Sales Hacker

MAY 15, 2023

Running a startup is easier said than done, especially when you have a tight budget and limited resources. It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. Perhaps not surprisingly, about 40% of new companies go out of business because they run out of cash or fail to raise capital, reports CB Insights.

Minimum Viable Product 85

Minimum Viable Product Pitch Non-Profits Sales 85

Force Management

MAY 18, 2023

The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.

Sell 124

Sell Growth Conversion Closing 124

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Follow-up

Hubspot

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

Prospecting 89

Prospecting Follow-up Conversion Start-ups 89

Iannarino

MAY 14, 2023

Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. Even if your company does something different than your competitors, your prospective clients aren’t likely to find this compelling. As a result, some of us in the red ocean remove any conversation about our companies and our offerings.

Sell 291

Sell Clients Conversion Prospecting 291

Martech

MAY 19, 2023

It’s almost impossible to ignore the impact of artificial intelligence on businesses today. The marketing industry is no exception. From ChatGPT ’s rise as the fastest-growing platform of all time to near-constant headlines on the latest AI-related product releases, we are inundated. But with all the hype, how can marketing leaders and their teams best determine how to utilize AI to benefit their work and customers?

Technology 145

Technology Technology Engineering Presentation 145

Membrain

MAY 14, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide,"​ & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.

Sales 135

Sales 135

Iannarino

MAY 18, 2023

Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you achieve your sales goal is a necessary goal, but this approach is a sign that the sales team isn’t working effectively. When a sales leader asks their team to create an outrageous overage of opportunities, there are big problems in the sales organization.

Pipeline 272

Pipeline Quota Sales 272

SaaStr

MAY 17, 2023

Dear SaaStr: When Searching for a Co-founder, How Do You Know You Found The Right One? I think it boils down to 2 key factors: Someone that is both very good at, and better than you, in several key functional areas. If you are good at coding, she is good at sales and customers. Or whatever. That together, the two of you have all the key functional areas covered decently, at least initially (Engineering, Product, Sales & Customers, Marketing).

Engineering 132

Engineering Customers Product Sales 132

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

Martech

MAY 18, 2023

The health of your business is highly dependent on your marketing strategy. In turn, your marketing strategy’s success depends on your content’s quality and substance. Customers overwhelmingly rely on a company’s content for purchasing decisions. One survey found that most people prefer content over social media, reviews or contact with a sales rep.

Promote 133

Promote Entertainment Clients Campaign 133

Membrain

MAY 17, 2023

Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling.

B2B 131

B2B Sell Sales 131

Iannarino

MAY 15, 2023

Many salespeople believe they are selling value when they are really selling their products and their services. This is the result of a legacy approach to selling that teaches salespeople that their company and their offerings create value. Because they believe that their solution is the value, their selling strategy is poor. You should avoid this approach to sales.

Sell 270

Sell B2B Service Product 270

Search Engine Land

MAY 19, 2023

Keyword difficulty isn’t one of SEO’s hottest topics or latest trends. But it is a powerful metric when you understand its potential. It can help you to make educated decisions about your prospects of ranking for specific terms, allowing you to make tactical choices that underpin your SEO strategy. Here’s what keyword difficulty means for SEO, how the score is measured and tips for using it to get better results.

Gambling 132

Gambling Niche CTR Strategize 132

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

Martech

MAY 16, 2023

AI applications and generative AI tools are becoming more widely available to marketers , but are marketers ready for them? Do they have the skills needed to adopt this technology and take full advantage of its capabilities? That was the focus of a panel at The MarTech Conference , here are some of the takeaways from that discussion. AI requires human supervision As AI evolves, capabilities will expand.

Entertainment 127

Entertainment Technology Technology Consult 127

SaaStr

MAY 15, 2023

So raising VC capital has gotten a lot harder than it was at the peak of 2021 — when it was still hard for all but the best and more privileged. But boy, it’s harder today. Everything has slowed down, the bar has gone up, and even VC funds themselves are struggling to do their own fundraising: Fundraising By VC Firms Themselves Is At a 10 Year Low.

Price 114

Price Meeting 114

Iannarino

MAY 17, 2023

Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions are at the heart of this approach because many salespeople mistake concessions for negotiation.

Negotiate 261

Negotiate Sales 261

Search Engine Land

MAY 15, 2023

“We’re at around 100,000 monthly organic traffic, but we cannot sustain the SERP positions and conversions…” “We are at 530,000 monthly organic traffic, but our growth has become stagnant and we’re unable to scale up…” I hear plenty of similar SEO concerns from SaaS companies. After working on numerous audits, I found that most of them struggle with SEO issues that impact their customer acquisition costs and diminish revenues. 1.

Engineering 122

Engineering Growth Education Territory 122

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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

Martech

MAY 18, 2023

U.S. digital ad spend is only expected to increase 7.8% in 2023, dropping below 10% for the first time in 14 years, according to a new forecast from eMarketer. It is projected to rebound to 11.2% growth in 2024, the forecast said. Yearly increases in digital ad spending are predicted to hover around 10% through 2027. Digital ad spend saw a dramatic rebound in 2021 following the initial wave of the COVID pandemic — when it saw growth of 37.6%.

Growth 114

Growth Retail Networking Represent 114

Sales Hacker

MAY 17, 2023

Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred , the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.

Sales 108

Sales Start-ups Education Follow-up 108

Iannarino

MAY 19, 2023

My first job, which I started at age 12, was delivering newspapers. Making money meant knocking on every door in three apartment complexes and asking the person that answered to subscribe to the paper. Knocking on doors is a real cold call.

Cold Call 250

Cold Call Prospecting 250

Search Engine Land

MAY 19, 2023

Content that doesn’t get read is useless. So, how do you create content your audience will read (and not just skim)? Make it more readable. This sounds so simple it’s silly, but it’s true. Readability is a giant factor that will determine everything from who engages with your content, how much value they get from it, and whether they’ll return to read more.

Objectives and Key Results 115

Objectives and Key Results Niche Technique Engineering 115

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Campaign

Martech

MAY 17, 2023

In earlier parts of this series, I have covered two out of five interconnected points of a framework for designing a high-performing marketing organization : Proposition. How do you align and concentrate your creative marketing firm’s or in-house agency’s services with a focused vision, positioning strategy and value proposition? Principles.

Clients 114

Clients Technology Technology Meeting 114

Heinz Marketing

MAY 19, 2023

By Sarah Threet , Marketing Consultant at Heinz Marketing You’ve spent months developing a content strategy and weeks laboring over a piece of content that you have deemed “high value”. Conventional inbound marketing tells you that you need to create a landing page for this content and gate that content behind a form that leads will need to fill to view and download your content.

Strategize 105

Strategize Referrals Contact Pipeline 105

Iannarino

MAY 16, 2023

One mistake weak salespeople make is pursuing clients that are easy to win but difficult to service after the deal is closed. These easy-to-win clients desperately need a salesperson to agree to take their business because better salespeople refuse it. Once an unsuspecting salesperson wins these undesirable clients, the client’s constraints become the salesperson’s company’s problems.

Clients 244

Clients Closing Service Sales 244

Search Engine Land

MAY 19, 2023

Instacart made $740 million in ad revenue in 2022, a 30% increase over 2021. Surging ad business. The Information reported: “The grocery-delivery firm’s ad revenue totaled about $740 million last year, up 30% from 2021, according to a person familiar with the matter. That’s a striking increase, given that the digital ad market was largely stagnant last year.

Retail 106

Retail Advertising/ Marketing Networking Promote 106

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

MAY 16, 2023

There’s a big misconception, especially in marketing, that agile is a new practice for the team. Some think that if the team gets trained on agile marketing , they can work differently, with new meetings and tools,and reap the benefits of agility: speed-to-market, customer-centricity and team satisfaction, just to name a few. This theory is fundamentally flawed because agility is a mindset and a new culture with strategies that support how you achieve the new desired state.

Strategize 103

Strategize Campaign Meeting Product 103

Salesforce

MAY 15, 2023

Start streaming Trailblazer Season 2 Anyone can #BeATrailblazer Being a Trailblazer in the Salesforce ecosystem means being an innovator, a pioneer, and a lifelong learner. Trailblazers not only blaze their own trail but also bring others along with them, creating pathways for anyone to succeed. The Salesforce+ series Trailblazer follows leaders who showcase innovation and commitment to the community through inspiring, uplifting, and giving back to others.

Education 98

Education Finance Follow-up Start-ups 98

SaaStr

MAY 19, 2023

So 2023 is a unique time in venture fundraising. We’re coming off a stretch in 2021 where VC capital hit crazy, record highs… and now is coming into multi-year lows. It’s a time when SaaS and Cloud spend are also at record highs , and many Cloud leaders are still growing at strong rates … yet many startups have stopped growing at all. And really worst of all is multiples.

Gaming 95

Gaming Growth Trust Meeting 95

Search Engine Land

MAY 18, 2023

Advertisers and YouTube creators may benefit from new AI solutions Google is reportedly working on. Google Ads. Generative AI tools, powered by PaLM 2, will help advertisers create media assets, CNBC reported, based on internal Google documents. Unfortunately, that’s as much detail as we know for now. We’ve previously reported that generative AI is coming to Google Ads.

Engineering 106

Engineering Technology Technology Conversion 106

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service