Sat.Dec 17, 2022 - Fri.Dec 23, 2022

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3 Best Sales Objection Scripts for Building Consensus and Trust

Iannarino

When budget comes up as an objection in sales calls, seventy-nine percent of deals are lost. If you want to lower that number or increase the number of deals you win, you need a script.

Trust 271
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The Sales Game: 10 Lessons for Winning & Losing

Anthony Cole Training

It has been almost a month ago, but real fans will remember. It was a game for 45 minutes and then it wasn’t. I am talking about the Michigan, Ohio State rivalry football game played November 26, 2022. Up for grabs was the Big Ten Football Championship Game and a shot at being in the NCAA football playoffs.

Gaming 174
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5 tips to extract true value from your data

Martech

“Data is an asset.” We hear that phrase in countless vendor presentations, conferences and advertisements. And for some companies, data is, indeed, an asset. For example, high-tech companies like Google are built on the value of their data. Google began by analyzing data from the web. With its search engine at the heart of data collection, it could offer data gathering of adjacent fields and analysis from that data.

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Sales prospecting: Ultimate guide to your B2B sales success

PandaDoc

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. And poorly managed prospecting lists will result in seller fatigue.

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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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Real Sales Engagement

Iannarino

Technology companies often hijack terms from other industries and use them to name their offerings. This can confuse people who use a term in a different way. This is where we find ourselves with the term sales engagement. Here, we will look at both forms of sales engagement, the technological approach and the more important sales engagement, which helps you close deals and improve your results.

Sales 271
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5 Tips To Build A High Converting Landing Page For Your Ads

ClickFunnels

The post 5 Tips To Build A High Converting Landing Page For Your Ads appeared first on ClickFunnels. You may have the best product or service in the world, but if your landing page doesn’t convert well, you’re not going to make any money. In fact, you could even lose money. So how do you create a high-converting landing page? That’s what we’ll help you with in this guide — 5 tips to build a high-converting landing page when you’re driving traffic through ads (i.e. cold traffic)

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The state of intent data in 2023 and beyond

Martech

In B2B sales and marketing, intent has become an essential ingredient as salt and pepper are in cooking. You wholeheartedly believe it is required in every recipe, but you’re not always sure of the right amount or when to apply it. With our increasing reliance on intent data and its broadening definition, now is a good time to assess the state of intent and plan on what might be ahead.

GTM 116
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Cross Sell Vs. Upsell

Iannarino

There are differences between cross selling and upselling, and there are also similarities. Both strategies are a way to create new or greater value for your client. Both also improve your sales results by improving your client's results. We'll look at how best to pursue each of these sales strategies. We'll also look at cross selling versus upselling, and how to make it easier to employ each strategy.

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5 Tips To Use Email Marketing For Brand Awareness

ClickFunnels

The post 5 Tips To Use Email Marketing For Brand Awareness appeared first on ClickFunnels. You probably already know how to use email marketing to sell your products and services. But how can you use it to increase brand awareness? Table of Contents: What Is Brand Awareness? The Email Marketing Conundrum #1 Set Up an Automated Welcome Sequence #2 Launch a Link Roundup Newsletter #3 Create Exclusive Content For Your Email Subscribers #4 Share Your Other Content With Your Email Subscribers #5 Come

Niche 130
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We’re All in Sales – Or Maybe Not

Membrain

We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.”.

Sales 130
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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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The Latest Perspective on My Most Popular Article on Selling

Understanding the Sales Force

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Sell 118
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14 Example SPIN Questions + Real World Scenarios To Use Them In

Iannarino

“If you can’t solve a problem for your customer, then there’s no basis for a sale. But if you uncover problems you can solve, then you’re potentially providing the buyer with something useful.”.

Customers 280
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5 Interesting Learnings from Adobe at $18 Billion in ARR

SaaStr

So we focus more on the newer up-and-coming public SaaS companies in this 5 Interesting Learning series, from Datadog to Zoom to Snowflake to Monday and Shopify. But Adobe’s a good one to examine right now. Why? They aren’t seeing any decline in their business at the end of 2022. None. At almost $18B in ARR, it’s still growing an impressive 15% year-over-year on an FX-adjusted basis.

Represent 107
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3 pointers to navigate the confusing martech marketplace

Martech

Have you noticed how some marketing technology vendors constantly change the narrative around their products to suit their go-to-market du jour, especially those that have been around for a while? Over time, it looks something like this: It’s a browser-based content management and web development system. It’s a.NET CMS. It’s an enterprise website and intranet portal software.

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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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Stealing B2C Black Friday tactics in the sales development world

Predictable Revenue

Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. The post Stealing B2C Black Friday tactics in the sales development world appeared first on Predictable Revenue.

B2C 105
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How to Calculate Your Closing Ratio

Iannarino

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This implies that asking your client to sign a contract will somehow harm them. In reality, closing the deal allows you to provide the improvement they need. Your role as a salesperson requires you to create and win opportunities. That is how you help your organization and your clients.

Closing 267
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Dear SaaStr: What Were Aspects of Your Startup That Were Easier Than Anticipated?

SaaStr

Dear SaaStr: Dear SaaStr: What Were Aspects of Your Startup That Were Easier Than Anticipated? The part I didn’t originally get as a first-time SaaS founder was how relatively easy is it to grow exising accounts and account size if your customers are happy. 120% NRR: Your revenue doubles in 5 years even with no new customers. 110% NRR: Your revenue doubles in 8 years even with no new customers. 100% NRR: Your revenue stays the same with no new customers. — Jason Be Kind Lemkin  (@jasonlk)

Growth 104
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Why we care about marketing management

Martech

Effective marketing management can help your organization achieve key objectives for your business. For example, your brand might want to gain exposure, improve revenue, or break into new markets. In a highly competitive environment, effective marketing management helps you to remain competitive. Below, we introduce some of the basic concepts of marketing management. .

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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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Do You Take Responsibility for Your Success?

Sales Pop!

At first glance, the question, ‘Do you take responsibility for your success?’ may sound strange. The impulse is to say, of course, I take responsibility for my success! But the unstated is will you do the same regarding the mishaps as you journey toward your vision of achieving success? Now the answer may be quite different. In any career as an employee or as the head of an organization, most will face roadblocks, disappointment, and internal upsets.

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How to Write a Basho Email

Iannarino

It is a rare occurrence that a decision-maker will open and read your email. If you are unknown, your odds are about the same as winning the Powerball and Mega Millions lotteries in the same week. There are too many emails flooding into their inbox, some from their internal teams, and likely even more from external people and companies. There are ways you can break through with a BASHO email, an approach developed by Jeff Hoffman.

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37% of You Are Cutting Your Marketing Budgets For Next Year. But 34% of You Are Increasing Them.

SaaStr

And so it often gets cut first in starts that are missing the plan, or just that need to stretch cash further. And indeed, that’s what we’re seeing in one of the latest SaaStr polls: 20% of you are really cutting your market budgets hard, 30% or more. 17% of you are cutting them a bit, 10%-20%. This seems pretty common where cash is an issue. 29% of you are keeping it flat.

Pitch 104
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6 Ways to Make Sure Your IT Investment Pays Off

Salesforce

If you’re like most executives, you spend a lot of time scrutinizing and justifying the merits of new tech investments — especially during a downturn. But once you make that decision to spend, chances are you don’t spend nearly as much time considering how to ensure it pays off. That is a costly oversight. In fact, a little bit of planning and organization upfront can be the difference between realizing significant value and wondering why you made the investment in the first place.

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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

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Inbound vs Outbound Sales

Predictable Revenue

Learn about outbound vs. inbound sales, including the definition of both, how they can benefit your company, and more. The post Inbound vs Outbound Sales appeared first on Predictable Revenue.

Sales 98
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How To Be a Good Sales Coach: 5 Proven Skills To Master

Iannarino

Sales managers are masters of wearing multiple hats. You’re a leader , a sales rep yourself, a recruiter… and a coach?

Sales 271
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If the VP of Sales Doesn’t Believe, It’s All Over

SaaStr

If the VP of Sales Doesn't Believe, It's All Over. Back them Help them Get them budget Join the calls Get on the Zooms Build together Have their back. But if the day comes when they truly no longer believe, They need to find a new place. — Jason Be Kind Lemkin  (@jasonlk) December 10, 2022. So there’s a moment in time I’ve gotten pretty darn good at spotting in SaaS startups.

Quota 99
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Google Search testing search in video

Search Engine Land

Google is testing the ability to search for spoken words in a video through a new “Search in video” feature. This is officially being piloted in India, but some are also seeing this feature being tested in the United States. The announcement. Google posted this news on the Google India blog, writing, “besides images, videos are also a rich source of visual information but it’s often hard to find something buried inside a long clip.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Machines Writing Like Humans….

Partners in Excellence

Brent Adamson and I have been exchanging experiences we are having with ChatGPT. Brent expressed what I’ve been thinking, “I guess it takes a machine writing like a human to show that most humans write like machines.” ChatGPT’s writing style and communication is not bad. Sentences are well formed, the words make sense, but every document I read is missing something.

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Claus and effect

Martech

Christmas used to be easy. The kid mail poured in. Santa made the call who was naughty or nice. Elves made the toys, loaded the sleigh and hitched up a team of reindeer. Then Santa took off on Dec. 24 to make the deliveries, following midnight westward from Siberia to Alaska. The entire team was focused on Christmas. You were not just making toys. You were creating delight — and delivering it, too.

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What Is Value Selling?

Gong.io

When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough. Selling will only take your team so far. They’ll need to become consultants to get some deals across the line. And the best way to become a consultant is to take a value-based selling approach. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage.

Sell 90
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Right Back To Where We Were 3 Years Ago

SaaStr

So I firmly believe the market has over-discounted SaaS and Cloud stocks, that they are trading just too low. They shouldn’t be at almost historical lows, given the still epic growth rates at so many leaders, from MongoDB to Cloudflare to Monday to ZoomInfo. Some are growing more slowly than earlier in the year, but still in absolute terms, the growth rates are jaw dropping.

Price 95
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.