Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. But sales managers simply don’t have time to sift through thousands of hours of calls to find the nuggets of feedback that will unlock greater potential in their salespeople.

Sales 104

Sales Construction Presentation Technology 104

Iannarino

MAY 4, 2023

It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching. The benefits of sales coaching include better engagement from your salespeople while helping you ensure they succeed in reaching their goals.

B2B 266

B2B Sales Sales Experience 266

Search Engine Land

MAY 4, 2023

We’re still not yet in a recession, but everything in life costs more. When everything costs more, sales are harder to come by. Especially if you aren’t the cheapest option, or worse, your website is less than ideal to encourage a purchase. If you’re selling an in-demand good or service, have an amazing website, and are at the lowest price point among your competitors, stop reading.

Campaign 100

Campaign CRM Angle Healthcare 100

Iannarino

MAY 3, 2023

Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Many good or average salespeople lack these important sales attributes. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect.

Consult 268

Consult Clients Prospecting Conversion 268

Advertisement

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

Membrain

MAY 3, 2023

If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company , it’s one of the most effective ways to differentiate your company and products from competition.

Sell 126

Sell Product Customers Sales 126

Adaptive Business Services

MAY 3, 2023

Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?

CRM 122

CRM Pipeline Consult Business Services 122

Iannarino

APRIL 29, 2023

As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big brands that belonged to The Limited. I was making great money and taking care of my three giant clients. I visited the two retail brands daily and met with the state every month.

Prospecting 286

Prospecting Retail Clients 286

RAIN Group

MAY 3, 2023

Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.

Sell 123

Sell Sales 123

Martech

MAY 2, 2023

On May 2, designated as International Martech Day, Scott Brinker unveiled the latest edition of his marketing technology landscape. From 9,932 last year, the total number of solutions in the landscape has grown to 11,038. This represents something like a 7,000% growth in the space over the last 12 years. One new feature launched alongside the landscape is the Marketing Technology Capability Heatmap.

Technology 126

Technology Technology Represent Launch 126

Force Management

MAY 4, 2023

Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

Negotiate 106

Negotiate Process Sales 106

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

Iannarino

MAY 5, 2023

If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better than others. Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.

Conversion 283

Conversion Sales B2B Contact 283

SaaStr

MAY 3, 2023

So Freshworks in another in our line of “hero companies” in SaaS. While Freshworks is very much a global SaaS leader, its history as perhaps the first with deep roots in India to IPO in the U.S. makes it one we all root for as a break-out global leader. It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit!

Non-Profits 113

Non-Profits Cross-sell B2B Growth 113

Martech

MAY 1, 2023

B2B marketers say pressure to prove ROI is increasing, but budgets are not. Some 41% are feeling more pressure to do this, 27% say it’s getting overwhelming and 14% say it makes them want to pull their hair out. That is according to a new report from B2B marketing solution provider Anteriad. Dig deeper: How clean, organized and actionable is your data?

B2B 117

B2B B2C Trust Growth 117

Search Engine Land

MAY 3, 2023

Google now says the canonical link element is not recommended for syndicated content; instead, block the syndicated content from being accessed to avoid duplication. Google posted this new piece of information in this help document over here. What’s new. Google posted this paragraph under the section “syndicated content:” “The canonical link element is not recommended for those who wish to avoid duplication by syndication partners, because the pages are often very differe

Engineering 110

Engineering 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

Iannarino

APRIL 30, 2023

If you feel like something has shifted with sales communications, you are paying attention. We have more ways to communicate with our prospective clients than ever, yet it is more difficult to reach them on the phone. And just try to get a prospect to read an email, let alone respond to one. I read a statistic that, worldwide, there are 4 billion people with email.

Sales 265

Sales Clients Prospecting 265

Partners in Excellence

MAY 1, 2023

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.

Contact 104

Contact Conversion Meeting Customers 104

Martech

MAY 2, 2023

This week digital platforms and streaming services are in New York to show off new programming and digital ad opportunities at IAB’s NewFronts. It’s a chance for digital publishers to show how they are capturing audiences who cut the cord and now choose digital channels. They also want to convince advertisers that their platform innovations and programming are the best way to connects with viewers, especially younger ones.

Retail 120

Retail Gaming Manufacturing Entertainment 120

Search Engine Land

MAY 5, 2023

A strong brand bolsters marketing efforts. From being just another provider, it transforms you into a business your audience wants to buy from. You might not think about brand building’s relationship with organic search. After all, SEO ‘s primary goal is getting brands into the top spots in Google for non-branded search terms. Let’s dig into the relationship between SEO and brand building and how they benefit your business. 1.

Trust 104

Trust CTR Non-Profits Click Through Rate 104

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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.

Pipeline

Iannarino

MAY 2, 2023

Sales leaders use many KPIs to assess their sales teams. These metrics help sales managers improve their results and achieve their sales goals. While these sales KPIs are helpful, sales leaders and sales managers need their own set of KPIs to assess their own performance.

B2B 262

B2B Sales 262

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).

Sell 97

Sell Retail Consult Strategic planning 97

Martech

MAY 5, 2023

Marketing just can’t catch a break. Budget cuts, data privacy changes, new hot channels like TikTok (which might disappear overnight) and now generative AI. Marketing is never dull. You never know what is around the corner, but it will likely be exciting. This article is about marketing’s future, which AI may or may not play a role in. Marketing leaders must think about how to future-proof their teams and keep up with whatever comes their way.

Electricity 125

Electricity Government Entertainment Technology 125

Search Engine Land

MAY 2, 2023

Most SEOs are familiar with the monumental challenge of achieving visibility for competitive keywords. Google’s Page 1 is often dominated by content from major publishers in the form of bylines and listicles about the best offerings on the {keyword} market. You can’t expect to beat Conde Nast, Wirecutter, CNET, et al. So how do you join them and leverage the power of those platforms to get your brand some high-powered visibility and third-party credibility?

Commission 101

Commission Represent High impact Pitch 101

Advertisement

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

Campaign

Iannarino

MAY 1, 2023

Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the less likely you are to recall the details of any conversation. Have you ever promised to send something to your client and then forgotten because you were overwhelmed with work and life? Have you ever been reminded about a commitment you made?

B2B 262

B2B Clients Conversion Prospecting 262

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Most of what we call selling forces the customer to do all the heavy lifting of recognizing there is an opportunity to change, identifying problems, understanding it, learning about it, engaging other in thinking about the issues and things they might do in addressing those problems by changing and leveraging solutions.

Consult 97

Consult Trust Customers Clients 97

Martech

MAY 5, 2023

See something — like something — want something — buy something. That’s how people shop. Marketers know this as “the sales funnel”. The concept has different names and maybe an additional element or two, but it works pretty much the same way since the concept was first described—in the late 19 th century. The advent of AI and the avalanche of data has distorted the shape of the funnel.

Sales 115

Sales B2B CRM Conversion 115

Search Engine Land

MAY 3, 2023

Custom funnel reports can now be created inside Google Analytics 4 (GA4), allowing you to view the steps you can follow to complete a task and assess the number of users who abandon the process between each step. How custom funnels work. Custom funnel reports are created using funnel explorations. To build a custom funnel report, you must first create a funnel exploration and save it as a report.

Customers 101

Customers Construction User Experience Campaign 101

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

MAY 4, 2023

So Cloudflare is one of our hero Cloud / SaaS companies and even under tougher macro conditions, still grew a stunning 37% at $1.2 Billion in ARR ! But it’s getting harder for Cloudflare, just like it is for many of us. The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021.

Quota 101

Quota Closing Pipeline Growth 101

Partners in Excellence

MAY 5, 2023

Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer.

Presentation 95

Presentation Start-ups Customers Service 95

Martech

MAY 3, 2023

A two-day design sprint hosted by the Jacobs Institute for Design Innovation at UC Berkeley, in partnership with headless CMS Storyblok, produced some audacious and potentially game-changing concepts about how “the future of web” might develop. The contestants were UC Berkeley students from various disciplines (plus one or two alumna) and the awards were made by a panel of judges.

Technology 119

Technology Technology Education Presentation 119

Search Engine Land

MAY 5, 2023

Instagram just revealed that it would rebrand branded content ads as partnership ads, offering new methods for brands and creators to collaborate on advertising efforts. How partnership ads work. Partnership ads enable advertisers to expand content originating from a creator or other partner’s account, facilitating broader collaboration. The updated advertising format allows advertisers to promote a wider range of organic Instagram content as partnership ads.

Click Through Rate 100

Click Through Rate Promote Campaign Engineering 100

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