Iannarino

FEBRUARY 3, 2023

B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically designed by a marketing team. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience. The more you focus on selling your products and services, the more you lose deals.

Sales Experience 285

Sales Experience Contact B2B Sales 285

SalesHood

JANUARY 31, 2023

The post Sales Enablement KPIs: How to WOW the C-Suite appeared first on SalesHood.

Sales 59

Sales 59

RAIN Group

FEBRUARY 1, 2023

Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition

Pipeline 110

Pipeline Sales 110

Understanding the Sales Force

FEBRUARY 2, 2023

A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 million salespeople.

Consult 123

Consult Up-sell Sales Sell 123

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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

Search Engine Land

FEBRUARY 2, 2023

I’ll just come right out and say it… SEO should be a product because it is an acquisition channel for organic traffic and revenue. SEO as a product largely means the business: Understands it operates in a digital-first world. Makes an effort for its digital properties (website, app, etc.) to be SEO-friendly. This way, when prospective customers are searching online using their devices, looking up through an app or initiating a voice search, the subsequent digital properties are discoverabl

Product 97

Product Engineering Strategize Process 97

Iannarino

FEBRUARY 2, 2023

To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over C-level executives is a little less than winning the lottery. By working on five key attributes, you improve your ability to sit across the giant desk and learn to create the level of value necessary to capture top executives’ attention and interest, eventually winning their business.

B2B 302

B2B Sales 302

Membrain

JANUARY 29, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby , CEO of Helix Sales Development , to discuss his unique perspective on the world of sales with us.

Sales 131

Sales 131

Search Engine Land

FEBRUARY 1, 2023

Revamped Google Partners program finally launches In 2022, the changes to Partners program requirements, originally announced in 2020 , finally took effect. Those changes were supposed to happen in June 2020 but were first postponed until 2021 and then delayed a second time due to the upheaval caused by the coronavirus pandemic and shelter-in-place orders.

Engineering 131

Engineering Campaign Click Through Rate Launch 131

Iannarino

JANUARY 29, 2023

One element of sales performance management is conducting a sales performance review of each salesperson on your team. There is always variability in a sales organization, with some reps producing better results than others. The objective of the sales performance review is to assess each rep's results and help them improve.

B2B 294

B2B Sales 294

Partners in Excellence

JANUARY 29, 2023

I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. Please take the time to read it, it’s more important than this post. In the past year, we’ve seen 100’s of thousands of layoffs, particularly in technology segments. As Ms. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect

Assembly Line 125

Assembly Line Trust Clients Technology 125

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

FEBRUARY 2, 2023

This is the third of a four-part series on the North Star goals that set category leaders apart from their peers. You can find Part 1 (one-to-one, omnichannel personalization) here and Part 2 (first-party customer view) here. Sales and marketing professionals understand the continual pressure to reach and convert new customers to a product or service and how easier it is to keep a happy customer than win new ones.

Minimum Viable Product 127

Minimum Viable Product Customers Strategic planning Manufacturing 127

Search Engine Land

JANUARY 28, 2023

Google penalizes French link network In 2014, Google’s Matt Cutts tweeted, “Today we’re taking action on a French link network that violates our quality guidelines (Buzzea).” Buzzea was less than thrilled about being called a link network, saying they “oppose this assertion since we never stopped wanting to keep the ethical side of sponsored articles focusing on quality and natural links created.

Networking 129

Networking Retail Click Through Rate Engineering 129

Iannarino

JANUARY 31, 2023

I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.

Negotiate 293

Negotiate B2B Sales 293

Force Management

FEBRUARY 2, 2023

The roadmap for building effective teams begins with the leader. As sales leaders, we can only command the best possible team when we're operating at our own maximum potential. This month’s guests on the Revenue Builders podcast give insight on the essential building blocks for creating company cultures where teams thrive and exceed collective goals.

Growth 110

Growth Sales 110

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

Understanding the Sales Force

FEBRUARY 1, 2023

It's been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It's also been a while since the last time I shared a top/bottom analysis but I completed one this week that I had to share.

Process 118

Process Sales 118

Search Engine Land

FEBRUARY 3, 2023

Before I started in digital marketing, my career involved quite a bit of foreign language translation work. Since I left that path and started working on websites, I’ve worked on many websites for international businesses in my SEO career. Some have been smaller, operating only in the U.S. and Canada, while others were global enterprises. This combined experience has allowed me to see common areas of concern to avoid in international SEO , falling into two major categories: Translation.

Territory 127

Territory Engineering Start-ups Launch 127

Iannarino

FEBRUARY 1, 2023

There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more , something most people would recommend. You might also improve by working on your interpersonal skills, especially your ability to communicate.

B2B 291

B2B Prospecting Sales 291

Martech

FEBRUARY 1, 2023

By July 1, 2023, Universal Analytics, the older version of Google Analytics, will cease to collect data. To get ahead, marketers should be well on the way to migrating to the preferred version, Google Analytics 4. After completing numerous UA to GA4 migrations, one issue that appears in almost all instances relates to categorizing existing marketing links into Google’s newly defined channels.

Campaign 117

Campaign Referrals Networking Meeting 117

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Pipeline

SaaStr

JANUARY 28, 2023

So I’m seeing something I haven’t seen since the high-stress times of March-June 2020 or so: founders alienating their investors during tough times. Some of it is almost natural in tougher times in general, but VC-founder tensions are exacerbated these days due the mammoth size and outsized valuations of 2H’20 to early ’22. Founders are under stress where growth has slowed or stopped, and VCs are under even more stress than in other challenging times because they might l

Growth 113

Growth Up-sell Meeting Sell 113

Partners in Excellence

FEBRUARY 2, 2023

As my social feeds get filled with “gurus” talking about how AI can be deployed to do virtually everything critical to sellers, I started wondering about the “Human” element of engaging our customers and people in our own organizations. It seems AI and tools like ChatGPT are the answer for virtually every sales activity. It can generate endless amounts of well written content for email campaigns, blogs, and so forth.

Sell 105

Sell Conversion Campaign Trust 105

Iannarino

JANUARY 28, 2023

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.

B2B 280

B2B Prospecting Sales Closing 280

Sales Gravy

JANUARY 28, 2023

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention i

Sales 111

Sales 111

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Campaign

SaaStr

JANUARY 30, 2023

I know things can be tough out there but Gartner last week still predicted enterprise software would grow 9.3% this year to a total of $856,029,000,000 in spend in 2023 Go grab some of it Even if it’s a bit harder than 12 months ago pic.twitter.com/z8UQx5puzK — Jason Be Kind Lemkin  (@jasonlk) January 30, 2023 So the latest data from Gartner is out , and overall it’s a mixed bag — but good for SaaS in 2023: Overall IT spend will grow now just 2.4% in 2023 to $4.5 trillion, way

Growth 109

Growth 109

Heinz Marketing

JANUARY 31, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing This article will look at the three foundations of efficient growth you can focus on right now that will help your business not only survive tough times but come back stronger when the market rebounds. An influx of capital defined the past few years, with businesses receiving a record-setting amount of funding.

Growth 107

Growth Technology Technology Pipeline 107

Iannarino

JANUARY 30, 2023

If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.

Cold Call 282

Cold Call Pitch Sales Prospecting 282

Martech

JANUARY 30, 2023

“Agile marketing transformations are not going well. We needed something built by marketers, for marketers, in a language that makes sense to marketers.” That’s what agile marketing coach and regular MarTech contributor Stacey Ackerman told me back in May 2022. Over the following months, in collaboration with her fellow agile coach Michael Seaton, and with the support of the agile marketing community, Stacey delivered on that promise in the form of the Agile Marketing Navigator.

Launch 105

Launch Presentation Meeting Process 105

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

SaaStr

JANUARY 29, 2023

Basically all of the SaaS CEOs/founders I know of have made at least one terrible VP+ level hire. It’s one of our enduring topics on SaaStr. Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Sometimes it’s VP Marketing.

Start-ups 105

Start-ups Up-sell Meeting Closing 105

Search Engine Land

FEBRUARY 1, 2023

Paid search marketers are no strangers to artificial intelligence. Every day, we use AI-powered platforms like ad engines, third-party management tools and copywriting software. But there’s a new bot in town (you may have heard of it), and it’s not making the same old “control-for-automation” trade we’re used to. Read on to see how you can use ChatGPT to level up your marketing game without sacrificing strategy, authenticity or creativity.

Strategize 100

Strategize Objectives and Key Results A/B testing Clients 100

Heinz Marketing

JANUARY 28, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Overconfidence and AI By Seth Godin Seth suggests we insert our own preface with AI outputs, read why.

B2B 100

B2B Customers Strategize Contact 100

Martech

JANUARY 30, 2023

Ever since OpenAI’s ChatGPT burst onto the scene, it’s been the hottest thing on the marketing talk-track since TikTok. But is ChatGPT just the newest shiny object in a digital marketing world chock full of them? Artificial intelligence of various colors and flavors has assisted the marketing world over the last few years from chatbots to marketing optimization tools.

Drivers/motivators 103

Drivers/motivators Objectives and Key Results Angle Engineering 103

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