Sat.Jan 27, 2024 - Fri.Feb 02, 2024

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Transform Your Sales Conversations with a Library of Client Insights

Iannarino

What if you could walk into every sales meeting armed with a mental database of insights into why clients succeed, why they fail, and how you've helped other similar clients achieve success? Building and organizing such a library gives you a major competitive advantage.

Clients 272
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4 Rules to Help Your Salespeople Have Better Initial Calls

Anthony Cole Training

How important is it that you or your sales team close more business, more quickly at higher margins? We can guess that it is pretty important.

Closing 238
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Boost Your Team’s Efficiency: Top Sales Productivity Metrics to Track in 2024

Veloxy

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130
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Latest Podcasts: Building Culture As a Leader

Force Management

Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time.

Growth 139
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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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What Your Client Needs from You Now: 2024

Iannarino

Key Strategies for Meeting Client Expectations in Sales Your clients have a set of needs they expect you to be able to fulfill. Excelling in these areas enhances your results. Neglecting them, however, opens the door for competitors to step in and provide the assistance your client seeks. Here, you will find a set of common things your ideal client needs you to provide.

Clients 238
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The Growth Opportunities Are Stunning, Why Aren’t We Capturing Them?

Partners in Excellence

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort.

Growth 144

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Google Search officially retires cache link

Search Engine Land

Google officially removed the cache link from the Google Search results snippets last week and Google confirmed that it will remove the cache functionality completely in the near future. Danny Sullivan, Google’s Search Liaison told us that Google has “decided to retire it” and removed it from the Google Search result pages and will soon remove the cache completely.

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Navigating the Future of Sales in a Low Demand World: Strategies and Insights

Iannarino

Exploring the Unfilled Sales Roles Crisis of 2021 In March of 2021, a Wall Street Journal article reported that there were 700,000 open sales roles that were unfilled. It continued by stating that these jobs paid better than other jobs and offered greater autonomy. There are two questions worth exploring. First, why so many open jobs in sales? Second, why were so few people interested in pursuing a sales role ?

Sales 209
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Are We Leveraging AI To Its Greatest Potential?

Partners in Excellence

My feeds are filled with all sorts of stuff on Generative AI and LLMs. “All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. All these outreaches are similarly ambiguous and non specific, hence usually irrelevant.

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How to transform customer experience with AI

Martech

Artificial intelligence (AI) has emerged as a game-changing force for revolutionizing customer experience (CX). With the ability to process vast amounts of data and drive automation at scale, AI empowers brands to deliver personalized, seamless CX journeys that foster loyalty and satisfaction. This article explores how leading companies leverage AI across three key areas — clear messaging, frictionless interactions and tailored experiences — to shape customer experience. 1.

Customers 142
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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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Humans prefer AI-generated copy, survey finds

Search Engine Land

Humans are more likely to prefer content generated by AI than written by a human, according to a surprising new survey. Why we care. While AI can’t entirely replace humans in content creation, clearly generative AI can create content that resonates with consumers. Generative AI 6, humans 0. In six AI- vs. human-generated content battles, the generative AI version “won” each.

Product 145
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Outsmarting the Competition: A Guide to Shifting from One-Down to One-Up in B2B Sales

Iannarino

Uncover the secrets of transitioning from a One-Down to a One-Up sales approach to revolutionize your B2B sales performance.

B2B 241
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Problem Or Product Focused Selling?

Partners in Excellence

It’s Monday morning, I’ve just cleared my email and social feeds. Each of us experiences the same thing, grumbling at the terrible quality outreach. Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. The outbound communications are something like: “We are known for having the best product/services doing this…… I’d love to talk to you about it and what our custome

Product 135
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How To Build the Email List of Your Dreams

Salesforce

If you build it, they will come. That famous quote from Field of Dreams refers to a baseball field for ghosts, but can it also be applied to an email list? It sure can. According to our research , email remains the best way to connect with customers. A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts.

CTR 124
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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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How to measure organic traffic in GA4

Search Engine Land

With Google Analytics 4 (GA4) reports, you can better understand the performance of your organic search efforts. Knowing how much traffic is coming from Google or other search engines lets you enhance your SEO strategy for better results. This article will cover how to view and analyze your organic traffic data in GA4, the key dimensions to look at, such as source and medium, and the main metrics to assess, like total users and sessions.

Referrals 142
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Reimagine B2B Sales Training: Sales Accelerator's Pioneering Approach Unveiled

Iannarino

Uncover how Sales Accelerator can tailor your approach to B2B sales, ensuring it's right for you or your team.

B2B 212
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How one tech company is doing marketing without cookies

Martech

How do you do digital marketing without third-party cookies? How will it impact your marketing and your marketing technology? Despite several years of warnings, half of marketing professionals don’t think their organizations are ready for deprecation, according to a study by Basis Technologies. Sentry.io got rid of all advertising and tracking cookies last July.

Education 127
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5 Interesting Learnings from ServiceNow at ~$10 Billion in ARR

SaaStr

So there’s a new member of the $10 Billion ARR Club. ServiceNow is the enterprise workflow leader than most folks have heard of, but don’t fully understand or know too much about. It’s because you don’t work in a big enterprise. ServiceNow simply dominates there. It’s a $10 Billion ARR rocketship, still growing a stunning 27% (!

Contract 116
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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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Google search CPCs up 19%, pushing ad spend up 17%

Search Engine Land

Spend on Google search ads in the U.S. rose by 17% year-on-year in the final quarter of 2023. Google click growth remained steady at 8% year-on-year, while cost-per-click accelerated to 9% during the same period, according to a the Tinuiti Digital Ads Benchmark Report. Why we care. The increase in Google search ad spend suggests that people are feeling more confident in digital advertising after a rocky start to 2023, when CPS dropped.

Retail 139
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Team Communication in Sales and Operations: Strategies for Success

Iannarino

These key strategies bridge the gap between sales and operations teams for enhanced client satisfaction and business success.

Sales 192
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Redefining ‘leads’ in B2B: Why data enrichment is key for lead gen

Martech

Lead generation for B2B has undergone quite a transformation. Gone are the days when gating all content to meet quarterly MQL KPIs was effective. Today, digital platforms and data enrichment strategies are the status quo, reshaping how we identify, engage and nurture potential customers we’d like to have. But have we deviated too far from sustainable lead generation practices and become too reliant on pay-to-play databases to fuel outbound initiatives?

B2B 128
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Learn to Use the Percentage of Sales Method to Improve Your Forecasting

Salesforce

When forecasting your company’s financial future, the right calculations can make the difference between on-target projections and missed opportunities. You might think you know when your sales are up or down (and how that affects the bottom line), but are you using the right formula? If you’re unsure, look no further: The percentage of sales method is one of the most easiest ways to calculate forecasts, according to Harvard Business Review.

CRM 114
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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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Google revamps SEO Starter Guide to focus on a starter audience

Search Engine Land

Google today released the third iteration of its SEO starter guide. This version is about half the size of the second version and is primarily written for people who are SEO newbies. Google’s SEO Starter Guide was originally released in 2008 as a PDF version. It was last updated in 2017. What changed. Google announced that the new version is “pocket-sized version of the SEO Starter Guide.” Google also said this new version has “a better focus on a starter audience and th

Promote 137
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Excel in B2B Sales: Leveraging One-Up Strategies for Enhanced Client Success

Iannarino

Uncover the power of being One-Up in sales and learn how to outperform in the competitive B2B landscape.

B2B 205
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Generative AI use explodes for RevOps

Martech

The use of generative AI in business processes grew by 400% in 2023, and the biggest adopters were RevOps (48% of use cases) followed by IT (31%). Perhaps surprisingly, customer support lagged behind at 12%. Highly complex automation cases have almost doubled over the past two years, while 50% of automation cases stretch over four or more departments.

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Dear SaaStr: How Do You Sell When They Ask for Critical Features You Don’t Have Yet?

SaaStr

Dear SaaStr: How Do You Sell When They Ask for Critical Features You Don’t Have Yet? This is indeed the art of enterprise sales. ? Marc Benioff and his team were legendary at this. Many seasoned enterprise sales execs are good at it, too. We’ve all been there in the early and even middle days. The key is simply to acknowledge the gap — and if you are willing, commit to building what the customer needs within X months.

Sell 113
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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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Google CEO talks future of SGE, Gemini, Ads and AI Search

Search Engine Land

We have entered the new “Gemini era” of Google – and the Search Generative Experience and AI will continue to be a huge part of Search, based on the latest earnings call of Alphabet, Google’s parent company. Why we care. Despite what you may have heard on social media, SGE isn’t going away. While it’s still unclear whether Google will fully launch SGE as the default experience in 2024, Google continues to test and tweak it.

Launch 134
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How Marketing & Sales Leaders Can Accelerate Efficient Growth in 2024

G2

Growth. It’s the topic every sales and marketing leader is focused on right now. We’re coming off a difficult year across B2B SaaS, and the economic headwinds continue to add complexity to our plans. That’s why efficient growth matters more than ever.

Growth 111
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Email marketing is changing: Catch up with this master class

Martech

“Email marketing is continually changing — not because the technology is changing, but because of consumers, their expectations, and how they use email changes. As marketers, we need to adapt to that.” That’s the message Kath Pay will be hammering home, alongside fellow MarTech contributor Ryan Phelan , in the upcoming two-day master class, “Excelling in email marketing.” The master class is aimed at email marketers with one or two year’s experience under thei

Technique 123
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4 Sales Email Templates that Get Opens

Salesforce

You’ve done your research. You feel like you’ve got a firm grasp on your prospect and their pain points. You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Days go by, and you hear nothing but crickets. Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job.

Pipeline 105
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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.