SaaStr
MARCH 25, 2023
So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. That others like Sales Engineers and the product team can fill in the blanks on the product during a sales process.
Iannarino
MARCH 26, 2023
Every sales organization and sales professional must choose between two sales approaches : traditional and modern. The traditional approach positions the company and their product. It doesn't create value for your prospective client. The second approach, the modern approach creates value for decision-makers and their stakeholders.
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Sales Hacker
MARCH 28, 2023
Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. And that’s just what the ICP does. Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile.
RAIN Group
MARCH 29, 2023
Ask 100 sellers at 100 companies why their customers buy from them, and you’re likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in several ways: we get results. Our relationships are very close. They get from us what they’ve always wanted (but never gotten) from other companies. We bring innovative solutions to the table.
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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.
The 5% Institute
MARCH 27, 2023
As a sales professional or business owner, you know that referrals are one of the most valuable ways to grow your business. Referrals are a powerful source of leads and can help you build a strong and loyal customer base. In this guide, we’ll take a closer look at how to boost referrals and help you turn your customers into your biggest advocates.
Iannarino
MARCH 30, 2023
You wouldn’t expect an NFL team to head into a game without having their plays ironed out. Similarly, your sales team can’t expect to succeed without robust B2B sales strategies.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MARCH 28, 2023
The Google March 2023 broad core update is now officially done rolling out. The update, which started rolling out March 15, took 13 days to complete. Why we care. Google algorithm updates are critical for all brands, businesses and organizations to be aware of because they can impact how your site performs in search results. And any change in rankings from a core update – positive or negative – can impact your organic traffic, conversions and revenue.
Membrain
MARCH 29, 2023
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
Iannarino
MARCH 31, 2023
When we assess the sales performance of the sales organization, we measure their results against their sales targets. The general objective of most sales organizations is net new revenue growth, but the sales force may have multiple sales objectives. These include new logos, competitive displacements, increased profits, and cross-selling new products or services.
Force Management
MARCH 30, 2023
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.
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
MARCH 28, 2023
Marketing as “an art and a science” is as platitudinous as it’s nebulous —but true nonetheless. What comes to mind when you think about marketing? Do you consider the connection between your creative work and your customer’s neural circuitry? As you package your message into a creative art form, you attempt to elicit thoughts, feelings, emotions and behavior.
Understanding the Sales Force
MARCH 30, 2023
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.
Iannarino
MARCH 27, 2023
B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B sales. This revenue growth allows the sales organization to grow, expand, and create new offerings. Net new revenue is how B2B sales measure success, but B2B is more difficult than ever.
Search Engine Land
MARCH 26, 2023
The 2023 local search ranking factors survey is now out, it is a survey of what local SEO experts rank the most important ranking factors are for both ranking in the Google local pack and also in the Google organic local results. More survey details. This survey was conducted by Whitespark and surveyed 44 different local SEO experts. It asked these local SEO experts to rank 149 potential local search ranking factors in order of importance across both the local pack and organic rankings.
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
MARCH 30, 2023
Think of a great conversation you’ve had recently. I bet there was give-and-take, great insights and maybe even some entertaining moments. The key to any conversation is at least two people engaging in a substantive back and forth. Marketing is the same. At the core of all good marketing is a great conversation. Yet, too much of the marketing we see today talks at people.
Heinz Marketing
MARCH 29, 2023
By Cherie Singer , Strategic Solutions Ambassador at Heinz Marketing As a former psychotherapist, my eclectic background has often served as another lens in the business world. The modality I used back in the day with therapy clients was largely cognitive-behaviorally oriented (CBT), as well as Psychodynamic – examining the underlying cause of issues.
Iannarino
MARCH 28, 2023
Customer loyalty is critical for growth companies. B2B sales organizations that lose clients ( churn ) must recover lost revenues before they can increase their net new revenue. Losing clients often causes sales organizations to miss their targets and fail to achieve their goals. Looking beyond the numbers, customer loyalty extends beyond simply retaining existing customers or clients.
Search Engine Land
MARCH 30, 2023
Twitter intends to impose a $1,000 monthly verification fee on organizations but will exempt its top 500 advertisers and the 10,000 most-followed organizations with prior verification, as per an internal document acquired by The Times. The document also indicates that all accounts purchasing verification will undergo a review to ensure they are not engaging in impersonation.
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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
MARCH 27, 2023
Global software giant SAP has announced a new Commerce Cloud composable offering, providing merchants new levels of flexibility and a range of choices between the complete Commerce Cloud package and specific applications and services. SAP is also announcing new headless composable storefronts for verticals including financial services, travel, telecommunications and the public sector in addition to its existing offerings for retail, consumer products, distribution and manufacturing.
Heinz Marketing
MARCH 28, 2023
By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)? When was the last time you validated that definition against your own data?
Iannarino
MARCH 29, 2023
There is nothing easy about leading a sales force or a sales team. Time passes fast, and you can look up to find you are behind on your commitments. There are several factors that can cause sales organizations, sales forces, sales teams, or individuals to fail to achieve their sales goals. No one sets out to miss their targets, but it isn't uncommon for B2B sales managers to come up short at the end of the year.
Search Engine Land
MARCH 30, 2023
Since ChatGPT launched, the debate around the “fair use” of public website content for AI training – and whether this is plagiarism – has raged. That debate has only gotten louder and more intense since OpenAI announced ChatGPT plugins on March 23. One of OpenAI’s plugins is an official ChatGPT-hosted web browser. It will allow their models to read information directly from the internet.
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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
MARCH 29, 2023
A “more is better” notion in marketing technology results in cluttered and inefficient stacks, overspending, underutilization and poor ROI. It’s time to prioritize a strategic and holistic view of your company’s martech stack and create a lean, efficient, results-driven marketing technology infrastructure. Learn how a marketing technology optimization framework benefits marketing organizations, enhances the customer experience and drives real ROI.
Partners in Excellence
MARCH 28, 2023
The only constant is change—-everything about selling has changed and will continue to change. How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.
Iannarino
MARCH 25, 2023
Only thirteen percent of customers believe a salesperson can understand their needs.
Search Engine Land
MARCH 28, 2023
If you had undeniable evidence that Domain Authority is irrelevant when it comes to the rankability of your organic content, what would you do differently as a marketer? If you could stop focusing on metrics that don’t matter for SEO, imagine how much more of your effort could be put into the one thing that matters: Developing content that ranks. In this bold presentation DemandJump’s Chief Solution Officer, Ryan Brock, will dare you to evaluate how much stock you put into your website’s D
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
MARCH 29, 2023
Marketing technologists see themselves as separate from the marketers they support and they really like their jobs. Those are among the findings from MarTech’s 2023 Salary and Career Survey. Nearly 65% of those surveyed defined their organizational roles as assisting marketing, such as “Marketing Technology/Technologist” or “Marketing Operations” “Marketing technology and operations pros are a legitimate profession that’s different than traditional marketing roles,” Chief Martec Scott Brinker sa
SaaStr
MARCH 28, 2023
SVB failing was a stunning moment in the history of startups. Stunning,m and I think, actually still underdiscussed. As SVB’s situation appeared to be deteriorating, I thought based on ‘08-‘09 they might get acquired, or back stopped, or bailed out in some fashion. I never thought on a Friday morning I’d see a tweet the bank had been shut. A bank.
criteria for success
MARCH 28, 2023
Scott Wolf has been responsible for $2 billion in revenue on behalf of his clients, so he knows a lot about business growth and creating an environment of success. I know you'll enjoy our discussion on the latest episode of Let's Talk Sales ! Scott is the founder and CEO of Wolf Consulting Group , enabling teams and organizations to achieve maximum sales performance.
Search Engine Land
MARCH 31, 2023
Did you know Google can now detect if scammers are overlaying fake phone numbers in user-contributed photos within Google Maps and automatically detect and block those photos from displaying on business listings within the local search results? Google has released some information on its efforts to combat fake content and reviews in Google Maps and local search.
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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