Sat.Apr 30, 2022 - Fri.May 06, 2022

The Detrimental Reliance on Product in Sales

Iannarino

Recently someone responded to a LinkedIn post suggesting the most important thing for the salesperson to know is their product. There was a time when that might have been true, but that time has come and gone.

The 2022 martech landscape shows the space growing towards 10,000 solutions

Martech

2022 Martech Landscape. There’s a good reason you feel overwhelmed by the marketing technology out there. Actually, there are 9,932 reasons.

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Trending Sources

Is it finally time to ditch your CRM?

Membrain

When CRM was invented, it was a revolution in the way salespeople managed their data. Instead of bulky paper-based Rolodexes, we now had digital databases we could search and categorize with a few keystrokes.

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SaaS Multiples Are At a 3+ Year Low. Where It Goes From Here.

SaaStr

So the public markets are in tumult. Many SaaS and Cloud leaders are down more than 50% from their all-time highs. But Covid did create a lot of artificial demand for Cloud products, especially the lockdown phase.

Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

The Five Root Causes of Poor Sales Results

Iannarino

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work.

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More Trending

The questions we ask, shape the answers we get

Membrain

In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us. Sales Management

The journey from journalism to SEO marketing expert

Martech

Sidharth Iyer is an SEO marketing consultant who has worked in marketing for more than a decade. Born in India, he immigrated to Canada five years ago, becoming a full-fledged citizen just before we spoke last month. Below is the transcript of our conversation. How did you come to be in marketing?

The 7-Step Sales Prospecting Process to Close Any Deal

Iannarino

Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more demanding than closing. So, do you need a sales prospecting process, or can you just follow your gut and see what sticks? Prospecting

The Average SaaS Leader Grows 54% … At $1 Billion in ARR

SaaStr

So now that we’ve been doing our 5 Interesting Learning series on public SaaS companies for a while, we can pull out a number of trends. Maybe the most jaw-dropping is just how fast the top SaaS and Cloud leaders grow … at $1 Billion in ARR. The average SaaS leader grows almost 60% (!)

The State of XaaS Sales 2022

Technology as a service (XaaS), sold on a subscription basis, is becoming the industry’s dominant go-to-market model. Discover what impact this change has on sales, and gain insight into how to optimize your sales organization for selling XaaS.

Microsoft Advertising is rolling out Auto-generated remarketing lists and more

Search Engine Land

A handful of new additions this month will be warmly welcomed by Microsoft advertisers. The post Microsoft Advertising is rolling out Auto-generated remarketing lists and more appeared first on Search Engine Land. Please visit Search Engine Land for the full article. Microsoft Advertising PPC

8 companies that use social media marketing effectively

Martech

There are many emerging social media platforms that marketers would be wise to take note of. These new platforms enable digital marketers to better connect with their target audiences. For example, TikTok gains eight new users per second and claims the top spot in the global app download charts.

Willing Yourself to Do Work You Avoid

Iannarino

I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a big Italian banquet center. His mother had taken a job there and the owner mentioned they need dishwashers. I jumped at the chance to make money, and I was paid $3.35 per hour.

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When to Go Multi-Product in SaaS

SaaStr

Roughly — very roughly — you want to be multiproduct in SaaS by the time you have 10,000 customers. For enterprise, this could be $300m-500m in ARR. For multi-market, this could be $100m in ARR. For SMB, it could be $20m-$30m in ARR. — Jason BeKind Lemkin #???????????? jasonlk) April 29, 2022.

11 Best Free Floor Plan Software for 2022

Learn Hub | G2

Prepare to be floored. Design

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3 effective ABM strategies you should consider

Martech

“It’s provocative [for us] to position ABM as entirely different from the status quo of demand gen,” said Jodi Cerretani, senior director of demand generation at RollWorks, in her presentation at The MarTech Conference.

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Why Leaders Need to Teach, Develop, and Train Mindset

Iannarino

Your internal will become your external. What you believe will manifest in your life, or as Earl Nightingale put it, "We become what we think about most of the time.". Mindset Leadership

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Carta: Seed Rounds Down More Than 20% in Q1’22

SaaStr

Seed stage VC didn't escape the turmoil in later stages in Q1, according to @cartainc data. Total invested capital fell from Q4 (although remained above Q1 2021), but total rounds down over 20%. And April wasn't great either. ??

Google Ads reporting issues with APIs and Ads Scripts

Search Engine Land

The reporting issue was between April 25th 2:32 PM PT and April 26th 12:24 PM PT. The post Google Ads reporting issues with APIs and Ads Scripts appeared first on Search Engine Land. Please visit Search Engine Land for the full article. Google Ads PPC

Why WebOps is critical to digital marketing success

Martech

WebOps — a brand’s team of developers, designers, content editors, stakeholders and more — is often overlooked as a nonessential piece of marketing operations. “By

7 B2B Cold Calling Tips to Generate More Sales

Iannarino

Does cold calling apply in the modern B2B sales development space? Considering that more than half of C-level execs want sales professionals to reach out to them via phone, I’d say it does. But how can you use this method to maximize sales? That’s where my B2B cold calling tips come into play.

SaaStr 2022 Events: Tested, Boosted and Open Air

SaaStr

We learned a lot from having the only major tech event in 2021 at SaaStr Annual. That it was possible to have a large-scale event that was 100% tested, vax’d, and primarily open air and outdoors. We’re continuing that in 2022, even as others aren’t.

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Google Responsive Search Ads: What you need to know

Search Engine Land

Learn the benefits of RSAs, how the transition from ETAs impacts you search strategy and how to write effective RSAs The post Google Responsive Search Ads: What you need to know appeared first on Search Engine Land. Please visit Search Engine Land for the full article. Google Ads PPC

So you think you’re a martech genius?

Martech

Marketing is more complex than ever. And its evolution is accelerating. Agile, automation, blockchain, attribution… web3, DMP, CDP, DKIM… the metaverse …. Keeping up is essential. Are you? Test your martech IQ with our fun and informative 10-question quiz!

Three Traits to Speed Your Success

Iannarino

Three traits seem to speed up success. You might believe these three traits are character traits that cannot be developed, but they can be acquired and established should you be willing to change. You will notice that people without these attributes find that success eludes them. Success

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Effective Joint Sales Calls for Greater Sales Success

Anthony Cole Training

One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.

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Microsoft Advertising has new certification badges, levels and a new learning center

Search Engine Land

There are now three different exams you can take within Microsoft Advertising. The post Microsoft Advertising has new certification badges, levels and a new learning center appeared first on Search Engine Land. Please visit Search Engine Land for the full article. Microsoft Advertising PPC

A new way to navigate agile marketing

Martech

There’s no easy, consistent way to implement agile marketing. At least there hasn’t been until now.

Rethinking Insights

Partners in Excellence

Everything in selling today is about “Insight.” ” But we make insights more complicated than they need be. We tend to think that insights are game changing things we can tell customers.

Best of SaaS: The Top Tech Companies in Los Angeles

Learn Hub | G2

City of stars - are you shining just for me?

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A guide to machine learning in search: Key terms, concepts and algorithms

Search Engine Land

Want to understand how machine learning impacts search? Learn how Google uses machine learning models and algorithms in search. The post A guide to machine learning in search: Key terms, concepts and algorithms appeared first on Search Engine Land.

Good morning: Trust the experience

Martech

MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketing leader. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily.

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Uncharted Podcast: Thejo Kote, CEO of Airbase, on What’s Different the Second Time Around

SaaStr

SaaStr’s Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs. Up this week is Thejo Kote, CEO of Airbase. His first startup, Automatic, was acquired by Sirius XM for $100m. The second-timers see things differently.

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