Sat.May 28, 2022 - Fri.Jun 03, 2022

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You call it “social selling” - but is it really?

Membrain

What is social selling, really? The term has been around a while but if you Google the definition, you will get a different answer on every site that pops up.

Sell 135
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95% of VPs of Sales Won’t Thrive at Your Startup

SaaStr

So we’ve talked so much over the years on SaaStr on how to hire a great VP of Sales, the difference they’ll make, and how the level-up comes quickly. And about when to know it isn’t working out. And importantly, we talked about how there are 48 Types of VP of Sales — and you have to hire the right type to even have a shot at it working out: But as I still see so many CEOs make a mis-hire in their first VP of Sales, I wanted to take just a minute to flip this all around

Sales 110
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Trending Sources

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When Your Company Insists You Use a Legacy Approach

Iannarino

Every company wants its sales force to be successful, creating and winning new opportunities, and generating net new revenue. The company's leaders determine how the sales force pursues those goals by providing processes, methodologies, frameworks, and other tools they believe will improve their results.

Process 270
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Relationship Selling is the Key to Your Sales Challenges

Anthony Cole Training

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.

Sell 262
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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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Email Tracking for Salesforce Users: The Complete Guide

Veloxy

You and I know that Salesforce is the most powerful CRM on the planet. We love it! But when you’re assigned hundreds or thousands of leads and contacts, tracking their activity in real time can be a challenge. In Salesforce’s latest State of Sales Report , high performing salespeople are 1.5 times more likely than underperformers to track customer communication history.

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Invention, Innovation, Improvement

Partners in Excellence

The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel device, method, composition or process. (Dave’s take: Something that has never existed before.

Represent 135

More Trending

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Gartner: Public Cloud Spending to Rise 20% Next Year to $500 Billion, SaaS to $200 Billion

SaaStr

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

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The Impact of 5G on Retail, Healthcare, and Manufacturing in 2022

Veloxy

Despite having one hell of a year in 2021, a lot of technologies and processes still continue to roll out and build. 5G in particular is one area that is sure to impact almost every industry out there. Not only will this technology and its capabilities delight customers, it will also bring in organizations that are prepared for new growth and revenue streams.

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Early Warning System: Retain More Accounts As You Grow

Engage Selling

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.

Sales 130
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Email Prospecting Is Dead

Iannarino

Some number of years ago, as social media took hold, many believed they had found a replacement for the cold call. A small group of friends and I tried to prevent sales organizations from allowing their sales force to avoid using the telephone. A number of proponents were critical, believing we were out of touch, even though our group used social media in addition to all the mediums available for communicating with prospective clients.

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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: “We’re Not Seeing Any Downturn or Deceleration”, Growing 24% at $30 Billion in ARR

SaaStr

Following Snowflake’s blow out quarter announcing big acceleration of growth at the end of the quarter, Salesforce has now announced a record quarter as well, growing a stunning 24% at a now $30 Billion in ARR. In fact, that’s acceleration. At $24B in ARR, Salesforce was growing 20% year-over-year. “We’re just not seeing material impact on the broader economic world that all of you are in,” Marc Benioff, Salesforce’s co-founder and co-CEO, said on a conference call with analysts.

Growth 133
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Diversity Recruiting: How to Diversify your Candidate Pool

Veloxy

It’s no secret that the global population is evolving and becoming more diverse. According to studies, there are plenty of benefits that come with building a workforce that reflects society. Diverse teams lead to sharper and more innovative teams that not only find work satisfaction, but improve sales productivity as well. So, how does diversity recruiting contribute to better overall performance?

Teamwork 147
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Latest Podcasts: Lessons for Leaders

Force Management

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams. Hear from dynamic revenue leaders on how they got to where they are now, and the trials and tribulations of their journeys. Take actionable advice, enjoy John McMahon and John Kaplan's banter (we hear it's a hit), and dig in.

Sales 115
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Overcoming the Fear of Being One-Up

Iannarino

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows you to create value for your clients by helping them understand what they need to do to improve their results. Because you sell whatever you sell every day, you have a deeper understanding of certain aspects of the situation than your One-Down client, who rarely makes a decision about what you sell.

Clients 264
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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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What Really Happened to SaaS in the ’08-’09 Recession

SaaStr

A lot of folks are talking about how things were in ’08-’09 and even ’00-’01 these days. I don’t think today is anything like those times. The amount of folks buying SaaS software is a force like we’ve never seen before, and even with some stock market drama, many top SaaS companies still trade at $4B, $10B, $20B or more just a decade after being founded.

Start-ups 130
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Is Google Analytics going away? What marketers need to know

Martech

Third-party cookies are going the way of the dodo. The looming cookieless world has many marketers more than a little nervous. With Universal Analytics sunsetting and the rise of what’s being called Google Analytics 4 in its place, digital marketing analytics can be a confusing place, so let’s make things clear… and know that I even got some input from Google digital marketing evangelist Avinash Kaushik too!

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Transform Your Prospects Into A High Performing Sales Team

Predictable Revenue

Tom Burton joins the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. The post Transform Your Prospects Into A High Performing Sales Team appeared first on Predictable Revenue.

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One-Up and the Power of Authority

Iannarino

Imagine you are responsible for producing results that have become increasingly difficult to achieve. Even though you don't particularly enjoy meeting with salespeople, the band-aids you've used to keep things running are no longer adequate to the task, and now you need to take meetings with salespeople who might help you turn things around.

Meeting 256
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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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Creandum Ventures: VCs Don’t Help Enough in Recruiting. And VC Brands Are Overrated.

SaaStr

So Creandum, one of Europe’s leading VC firms (and they’ll be speaking at 2022 SaaStrEuropa.com in Barcelona on June 7-8 ) updated its report on What Founders Really Want from VCs , and if VCs add value: The data is interesting: Only 30% of founders think their VCs have been helpfu l. That sounds about right. VCs aren’t helping enough in recruiting, not for real. 69% of VCs they are making a difference in recruiting, but 79% of founders say they aren’t.

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?The Next Evolution of Sales

Sandler Training

Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers – Sandler is excited to announce our commitment to further champion the next evolution of… The post ?

Sales 119
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How ABM strategies can accelerate marketing and sales velocity

Martech

“What we have learned over the years in B2B — where we have higher average sales prices — is that we’re dealing with buying committees and multiple personas that are making [buying] decisions,” said Auseh Britt, VP of growth marketing at Terminus, her presentation at The MarTech Conference (scroll down to watch the video of their session). “It’s a more efficient and effective approach to go after accounts than it is just one or two individuals.” Rather than

B2B 123
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7 Essential Sales Process Steps to Drive Massive Profits

Iannarino

Is sales an art or a science? In other words, is it more important for salespeople to be creative and innovative, or that they’re able to follow a set process to achieve proven results ?

Process 202
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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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What the Heck is the Metaverse? And Should You Care?

David Meerman Scott

The “metaverse” is a catch-all term that technology companies and the media are using to generate hype about the future. Remember how the word “ cyberspace ” was used several decades ago to describe the early Web, mainly by people who didn’t understand the early Web? That’s the metaverse.

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High NRR Can Mask a Lot of Problems

SaaStr

Having high net revenue / dollar retention is the magic of SaaS. If you have 120% NRR, you double in 5 years, even with no new customers! Above that, and you really get into magical compounding growth. But … high NRR can also mask issues. I see this so often. It can mask: 1. High NRR can hide mediocre growth in new logos and customers. This is issue #1.

Growth 116
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We’re hiring: Marketing Services Client Success Manager

Martech

Are you equally left- and right-brained? Love working with people and numbers? In front of the camera and on spreadsheets? Our marketing services manager position may be for you. We’re seeking a motivated self-starter to join our growing marketing services team. You’ll participate with our customers and your team members in the ideation, creation, and execution of marketing programs that unearth prospective customers.

Clients 116
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The 6 Sales “Hacks” That Actually Work

Spiro Technologies

Before the internet, sales training was somewhat of a niche market. Once blogs and social media became mainstream, however, there was no longer a shortage of sales advice – for better or for worse. One of the most interesting bits of advice to emerge from the sales trainer renaissance has been the idea of a sales hack: a “trick” that, when implemented, could practically guarantee that a prospect would agree to buy whatever it is you were selling.

Niche 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.

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“A Seat At The Table….”

Partners in Excellence

Over the past 6-7 years, increasingly, I’ve seen too many discussions about “getting a seat at the table.” Usually, they refer to reporting directly to the CEO. The arguments have come from sales enablement, sales ops, marketing, customer experience, the receptionist at the front desk. OK, I made the last one up, receptionists serve a very important function.

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11 Things All First-Time CEOs Should Know About Fundraising

SaaStr

Q: What are the top things founders should know about fundraising from VCs? Fundraising … It is sales. It is selling stock. And sometimes, it’s easier than other times. For many, 2H’20-’21 was the easiest time. At least, for those with a hot hand. Right now, things are harder for just about everyone. So it’s time to up your game.

Pitch 112
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Why we care about audience development

Martech

Despite the sea of information available to the 4.95 billion internet users today, fresh content is being generated by the second. Producing engaging content that can distinguish itself within this volume takes a considerable amount of time and effort. In this context, it is critical to develop strategies to keep your audience engaged and further develop your customer base.

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Account-Based Marketing vs. Lead Generation: Which is Right for You?

ConversionXL

Every business needs leads. The biggest challenge for marketers is getting them. Account-based marketing (ABM) and lead generation both offer a way to do this. Done right, both can help attract the kind of high-quality leads that become long-term customers and advocates. Snowflake achieved over 300% growth with ABM. Templafy generated 475% ROI with lead generation.

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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.