Sat.Feb 17, 2024 - Fri.Feb 23, 2024

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Do Your Salespeople Have the Ability to Push Back?

Anthony Cole Training

One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.

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A Curated List of Influential Books for Enhancing Sales Skills

Iannarino

Non-Sales Books That Transformed My Selling Techniques Unlocking Personal and Professional Effectiveness with Seven Habits of Highly Effective People The first book that helped me sell was not a sales book, but a book about how to interact with people effectively. That book was Stephen Covey’s Seven Habits of Highly Effective People. The chapter on being proactive did much to improve my ability to sell effectively.

Technique 257
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Trending Sources

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Article complaining about being outranked on Google being outranked by Reddit

Search Engine Land

How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.

Niche 145
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Enhancing Patient Care: 4 Strategies for Life Sciences Companies

Salesforce

For many people, a sudden tingling in the leg or a feeling of numbness in the arm isn’t too much cause for alarm. The tingling or the numbness goes away after a little while, and they go on with their lives. But for Brooke Eby, an abrupt limp on her way to a conference one day ultimately led to a diagnosis of amyotrophic lateral sclerosis (ALS) at the age of 33.

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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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How to Get More Clients: Stretch Your Belief

SalesProInsider

What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.

Clients 125
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How Buyers Make the Right Decision on the First Attempt

Iannarino

If you think selling B2B is challenging , you might not realize how difficult B2B buying is. When a buyer is required to make a rare decision they must get right on the first try, they worry about making a mistake that may harm their results and their status in their company. This list aims to help buyers engage with sales organizations and salespeople.

B2B 239

More Trending

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B2B content marketing: Driving success through strategic content creation

Martech

B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. In this article, we will explore the fundamentals of B2B content marketing, delve into effective strategies for creating impactful content, and examine the role of generative AI in enhancing content creation.

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Building Sales Pipelines: Coaching Tools

Force Management

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

Pipeline 107
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B2B Sales in 2024: Navigating the Shift from Trend-Chasing to Core Sales Effectiveness Mastery

Iannarino

The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs. Before that, it was technology. Before technology, it was the linear sales process. Before the linear sales process, it was something else.

B2B 230
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What should Google rank in Search when all the content sucks?

Search Engine Land

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They just can’t understand why it isn’t ranking. But inevitably, when I go look at that great content, it typically is, at best, subpar.

Retail 136
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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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Salesforce rolls out new edition of Marketing Cloud for small businesses

Martech

Today Salesforce announced Marketing Cloud Growth, an edition of Marketing Cloud designed specifically for small businesses. With help from AI, this edition makes it easy for marketers to segment audiences, create and execute email campaigns from text to image, optimize campaign performance and create unified customer profiles. It also has a prompt builder that can store and manage known reliable prompts for organizations.

Campaign 117
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Missed Diagnoses

Partners in Excellence

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.

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Why Relying Solely on Your Sales Pipeline Coverage Isn’t Enough for B2B Success

Iannarino

Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.” This is supposed to ensure that every salesperson hits their targets, even though there is far too little evidence that this strategy is responsible for that important outcome.

Pipeline 216
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Google announces Performance Max updates – including Gemini integration

Search Engine Land

Google announced several update to Performance Max (PMax): Asset generation is expanding globally in English with more languages to come. Image editing will finish rolling out in the U.S. in March, with global English expansion following shortly after. In the coming weeks, as Google upgrades its image generation models to Imagen 2, you’ll be able to generate lifestyle imagery using PMax that shows people in action.

Campaign 130
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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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How to make the most of your marketing work management solution

Martech

Today, B2B marketing teams must tackle the challenge of handling intricate workflows, enhancing communication and fostering efficient collaboration. Traditional project management tools might not fully meet the requirements of B2B marketing teams. That’s where marketing work management solutions step in. These solutions go beyond project management, simplifying and revolutionizing critical business processes for better outcomes and performance.

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50+ Customer Service Statistics You Must Know in 2024

G2

Globalization has brought a more competitive environment to any and every industry out there. Good customer service is essential for any company, but how crucial is it? Customer service channels were not at all common a few decades ago, but today, they are important for any thriving company.

Service 111
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Human Touch in a Digital Sales World: Navigating Beyond AutomationYour Blog Post Title Here.

Iannarino

Revolutionizing Sales Productivity with Emerging Technologies As technology marches forward, sales organizations continue their relentless pursuit of their Holy Grail, something they describe as “ sales productivity. ” The term “sales productivity” now means using technology and automation to do things that would otherwise require salespeople to do.

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Experience a key factor during Google algorithm updates, analysis finds

Search Engine Land

Websites using first-person pronouns, first-hand experience and a cookie consent banner were more likely to see positive visibility gains during Google updates, according to a new correlation study from Zyppy SEO. Meanwhile, fixed footer ads and fixed video ads were two features that were likely to negatively impact websites. Why we care. Credibility and experience are becoming increasingly important elements of SEO, in my opinion.

Contact 130
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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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How to survive (and learn from) email marketing mistakes

Martech

Back in January, I was appointed CEO of our email agency. Within a week, I made a mistake that cost our company money. It’s not much, but it’s enough to make me not want to do it again. Unlike most email mistakes, this one happened behind the scenes. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world.

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Rediscovering “Discovery”

Partners in Excellence

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.

Technique 103
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Sales Performance: How Leaders Transform Results by Prioritizing the Art of Selling

Iannarino

Throughout the last six months, I have paid careful attention to what sales leaders talk about. It turns out that they spend a lot of time talking about sales. They talk about the pipeline, deals, and information and updates. What they don’t seem to do is spend their time talking about selling.

Sell 191
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Google: Don’t punish us for our success in Search

Search Engine Land

Google accused the U.S. government of wanting to punish it for being more successful than its competitors. The company made the comments in an unsealed post-trial brief submitted to a DC federal judge as part of its ongoing legal battle with the U.S. Department of Justice, which has accused it of unlawfully monopolizing the search market. Within the legal documents, Google argued that its position as the world’s leading search engine results from its “unceasing hard work” and c

Legal 127
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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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Skills-based hiring for modern marketing teams

Martech

Have you ever wondered if traditional hiring practices are holding your marketing team back? I work with CMOs, helping them build best-in-class marketing teams, among other things. In many cases, they’re firmly rooted in what many, including myself, believe is an outdated requirement of seeking candidates with degrees. The evolving talent marketplace While degrees used to signal a person’s abilities, skills and potential, the landscape has changed dramatically.

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Dear SaaStr: Is It Normal for a Founder CEO to End Up With Just 10% Equity?

SaaStr

Dear SaaStr: Is It Normal for a Founder CEO to End Up With Just 10% Equity? Yes. Roughly speaking, this is what generally will happen after 3 rounds of traditional venture capital. If the company sells 15–20% in each round, and 15–20% is reserved for employees, that typically will leave 15–25% for the founders in total. Q4 2023 Median primary round dilution: ⚪️ Seed: 19.9% ?

Up-sell 103
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Sales Success: Navigating Modern Challenges with Innovative Strategies for the Digital Era

Iannarino

There are several reasons you may lose a deal. You may believe you are certain to win a deal, only to discover that you lost to a competitor. It is possible that you know why you lost without needing to ask. But most of the time, you may not know what caused your client to buy from your competitor. This list of causes results in a loss. By studying the causes, you can avoid losing the deals you pursue.

Clients 190
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Google wants you to label AI-generated images used in Merchant Center

Search Engine Land

Google Merchant Center has clarified that if you use AI-generated images within your Merchant Center feed you must indicate that the image was created using generative AI. Google posted , “If you’re using AI-generated images in Merchant Center, Google requires that you preserve any metadata tags which indicate that the image was created using generative AI in the original image file.” How.

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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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Niche advertising: 7 actionable tactics for targeted marketing

Martech

The marketing landscape is increasingly oversaturated, making niche advertising crucial for marketers aiming to connect with specific audiences. More businesses are investing in targeted strategies to capture specific market segments, but navigating the challenges and staying ahead of the curve requires a strategic approach. This article delves into the world of niche markets, exploring the challenges marketers face, the evolution of niche advertising and actionable strategies to succeed.

Niche 100
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Price Discounting: The Impact from a Leadership Perspective

The Advantexe Advisor

Earlier this week, I shared a blog post called, “The Impact of Price Discounting on Gross Margin from a Business Acumen Perspective.” In it, we shared insights and ideas about how cutting prices can impact the business from the business acumen perspective, most notably gross margin and profit metrics. As a compliment to that blog, I want to share today's insights and ideas on how cutting prices can impact the business from a business leadership perspective.

Price 96
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An Analysis: G2’s Best Software 2024 Winners

G2

The G2 team here, myself included, has been busy celebrating our Best Software Award winners, ever since they were unveiled on February 6th. We’re still going, but I’d like to take a moment to reflect on some of the trends and data underneath all the hoopla.

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Google investigating Local Services Ads bug

Search Engine Land

Google is investigating a Local Services Ads bug that’s causing businesses to appear in search results for their competitors’ names. The issue comes just weeks after the platform started piloting branded Local Service Ads (LSA) called Direct Business Search. This new ad type allows brands to show up in search results when someone directly searches for a brand or business.

Service 126
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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.