Anthony Cole Training
FEBRUARY 23, 2024
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.
Iannarino
FEBRUARY 21, 2024
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.
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Search Engine Land
FEBRUARY 20, 2024
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.
Salesforce
FEBRUARY 20, 2024
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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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.
SalesProInsider
FEBRUARY 22, 2024
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.
Iannarino
FEBRUARY 22, 2024
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
FEBRUARY 20, 2024
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.
Force Management
FEBRUARY 22, 2024
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.
Iannarino
FEBRUARY 23, 2024
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.
Search Engine Land
FEBRUARY 19, 2024
Will traffic from search engines to your website drop 25% by 2026 as a result of the rise of generative AI answer engines? That’s what Gartner, a technological research and consulting firm, is predicting. Why we care. SEO and PPC are incredibly valuable. Search traffic is what can lead to revenue and profit (whether via converting that traffic to leads, sales, or whatever type of conversion matters to your brand).
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
Martech
FEBRUARY 19, 2024
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.
Partners in Excellence
FEBRUARY 17, 2024
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.
Iannarino
FEBRUARY 20, 2024
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.
Search Engine Land
FEBRUARY 21, 2024
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.
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
Martech
FEBRUARY 20, 2024
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.
G2
FEBRUARY 20, 2024
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.
Iannarino
FEBRUARY 19, 2024
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.
Search Engine Land
FEBRUARY 21, 2024
OpenAI’s ChatGPT has proven to be a game-changing tool for SEO professionals. As Google has indicated an increased willingness to allow AI-generated content to rank and OpenAI has released new versions of GPT for enterprise use, the use cases have only expanded exponentially. In January 2024, another monumental shift occurred when OpenAI declared the GPT store open for business.
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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.
Martech
FEBRUARY 20, 2024
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.
Partners in Excellence
FEBRUARY 22, 2024
“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.
Iannarino
FEBRUARY 17, 2024
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.
Search Engine Land
FEBRUARY 22, 2024
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.
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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
Martech
FEBRUARY 19, 2024
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.
SaaStr
FEBRUARY 19, 2024
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% ?
Iannarino
FEBRUARY 18, 2024
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.
Search Engine Land
FEBRUARY 20, 2024
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.
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.
Martech
FEBRUARY 22, 2024
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.
SaaStr
FEBRUARY 22, 2024
The advice that stings is the advice you need to hear. Many folks are saying everyone from our kids to our SVPs and CEOs can’t take criticism anymore. It does seem to be more true, in my experience. VCs are reluctant to be critical of founders, even as they run out of money. VPs of Sales are reluctant to push reps missing quota, again and again. Customer success reps are defended, even if their top customers churn without there even having been a conversation.
The Advantexe Advisor
FEBRUARY 23, 2024
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.
Search Engine Land
FEBRUARY 23, 2024
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
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.
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