Neuromarketing
AUGUST 7, 2023
Does grouping products together into a single-price bundle increase the perception of value? Most of us would answer “yes,” but surprising research shows there is at least one condition where such grouping can actually reduce the apparent value. Here’s the most surprising and counterintuitive part: the bundle may be seen as worth not just less [.
Anthony Cole Training
AUGUST 11, 2023
In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement. While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching. With over 30 years of experience working with banks, we have found that tailored coaching can be the key to unlocking your team's full potential.
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Iannarino
AUGUST 7, 2023
After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.
Force Management
AUGUST 10, 2023
We recently hosted a panel discussion with several top revenue leaders in the sales industry, facilitated by sales veteran and Force Management Partner Brian Walsh. Boomi CRO Marcy Campbell , NWN Carousel CEO and President Jim Sullivan , and Battery Ventures Operating Partner Bill Binch joined us to share each of their unique perspectives on what's driving positive revenue outcomes for sales organizations in our ever-changing economic environment.
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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.
Membrain
AUGUST 6, 2023
Navigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits. Join us in today’s episode with SalesStar's Global Director of Learning, Alex Chan as we delve into how managers can hold their teams accountable and the importance of data-driven decision making.
Understanding the Sales Force
AUGUST 8, 2023
We were at the Zoo when we came upon this particular monkey. He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey, but he was sitting on a basketball! So the monkey is following a traditional methodology for hanging on, but being authentic, allowing his silly personality to come through, and getting those who were interacting with him to laugh.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 7, 2023
I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve.
G2
AUGUST 11, 2023
Running a small business is no easy feat. Just when you think you've got everything under control, financial challenges can pop up like surprise obstacles to test your resilience.
Search Engine Land
AUGUST 9, 2023
Gizmodo published an article “exposing” CNET for deleting thousands of pages, as they put it to “game Google Search.” What CNET did. “Thousands of articles” were deleted in recent weeks (CNET declined to provide an exact number), according to Gizmodo. CNET confirmed the content culling. CNET decided which pages to “redirect, repurpose or remove (deprecate)” by looking at metrics such as: Pageviews.
Iannarino
AUGUST 6, 2023
Many salespeople want to act strategically but choose transactional communication mediums. You may believe no one wants to talk to you and that they prefer emails or text messages, although this is clearly not true. In sales today, the main variable is what and how salespeople communicate with their contacts and prospects.
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
Salesforce
AUGUST 7, 2023
The exec summary Robots are coming … to some Salesforce offices. As an experiment to augment security teams, the Cobalt Robotics office robots (inherited from decommissioned Slack offices) recently started quietly roaming hallways to assist security by checking for: Security breaches Environmental issues, such as problems with heating or air conditioning Closed and locked doors The backstory you need With much news around artificial intelligence (AI) and how it can impact business, seeing robots
David Meerman Scott
AUGUST 7, 2023
The question facing any innovative company forging a brand-new path where regulation doesn’t yet exist is: Are we doing the right thing? Companies with huge artificial Intelligence development efforts including Google/Alphabet, OpenAI, Facebook/Meta, Apple, and Microsoft require moral soul searching. Just because you’re compliant with existing laws doesn’t make everything you’re doing right.
Search Engine Land
AUGUST 9, 2023
Google has rolled out significant updates to its Performance Max Best Practice Guide. The refreshed document now includes information on new strategies, advising retail marketers on how they can better optimize campaigns and improve conversions. Why we care. If you don’t keep up-to-date with the latest best practice guidelines from Google, the strategies you use to optimise your campaigns may be outdated and no longer effective, which could cost you in terms of reach, conversion and ROI.
Iannarino
AUGUST 9, 2023
For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of time and money developing a linear sales process that promised salespeople could consistently win deals simply by achieving the outcome of each opportunity stage. The fallacy is that the linear sales process disregards any other variables, including the quality of the salesperson, the value of the conversation to the client, and other elements that cannot be defined by a simpl
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
Partners in Excellence
AUGUST 11, 2023
“We do not learn from experience, We learn from reflecting on experience.” John Dewey, American Philosopher/Psychologist. This was the opening line in one of the best posts I’ve read recently. It’s from the brilliant Suzi McAlpine, be sure to read the post: 5 ways you can build in reflection to improve performance. This is such an important principle for all of us in selling and leadership, but somehow we seem so preoccupied with activity and busyness, we fail to take the
Martech
AUGUST 9, 2023
Google Ads is rolling out several new features ahead of the holiday season. The platform has made the changes in a bid to improve insights, expand access to the Search top slot, reduce onboarding time for local inventory ads, and enable marketers to quantify the impact of online-only bidding vs. Smart Bidding for store visits. Why we care. It’s important to stay up-to-date with Google’s latest features, and test them so that you can gain early learnings to help shape your campaigns and bidding
Search Engine Land
AUGUST 7, 2023
OpenAI has published information about its new web crawler named GPTBot. You can read the documentation on GPTBot over here. What is GPTBot. GPTBot is OpenAI’s web crawler, used by OpenAI to crawl the web, consume knowledge for its AI features, such as ChatGPT, and use that to provide AI-generaterd answers to your questions. Useragent. GPTBot’s User agent token is “GPTBot” and its full user-agent string: is “Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compati
Iannarino
AUGUST 10, 2023
B2B sales continues to regress as many leaders value efficiency above all else. For these leaders, they believe that they need more. activity, more calls, more opportunities, and most of all, more emails. There is, however, one area where they do less: targeting their prospective clients.
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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.
Partners in Excellence
AUGUST 9, 2023
Recently, sitting with a sales management team, we started discussing the “Sales Process.” They displayed their sales process. As you might expect, the process was divided int a number of stages. Things like prospecting, qualifying, discovering, proposing, closing. (Theirs actually had different labels and a couple of additional stages).
Martech
AUGUST 7, 2023
When a youth sports organization faced a participation crisis, its one-person marketing department deployed martech to create a campaign raising awareness with key audience segments. Who : NC Fusion is a nonprofit youth sports organization operating in the Greensboro–Winston-Salem–High Point (“Triad”) region of North Carolina. Its origins are in soccer, but it now runs field hockey and lacrosse programs as well.
Search Engine Land
AUGUST 11, 2023
Are you a new search marketer looking to learn about the history of search? Do you want to stay updated on the latest search marketing news? If so, there’s only one person you need to “follow” to know 90% of the interesting changes in the industry. This individual has a website; his first blog post was published on Dec. 2, 2003. The site’s Google Analytics (GA) code is tellingly short: UA-67314-1.
Iannarino
AUGUST 11, 2023
You have been taught, trained, and told stories in sales. These stories may include your company’s history, starting from its inception up to the present day, or the story of your solution and how your company discovered a better way to deliver value. But the most used story is about a client that bought from the salesperson’s company and achieved amazing results.
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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
G2
AUGUST 7, 2023
Network marketing is a business model where distributors earn commissions and recruit people to build a business. Learn its types, and how to get started.
Martech
AUGUST 11, 2023
The results of the 2023 MarTech Replacement survey are in. In addition to the now predictable first place for marketing automation among solutions replaced — and cost now holding a close second place among reasons for replacements — we saw an interesting development in who advocates for replacements. Not a simple picture. Of course, we recognize that in real life there are likely to be many seats at the table for discussions of expensive software investments.
Search Engine Land
AUGUST 8, 2023
Google Ads is rolling out several new features ahead of the holiday season. The platform has made the changes in a bid to improve insights, expand access to the Search top slot, reduce onboarding time for local inventory ads, and enable marketers to quantify the impact of online-only bidding vs. Smart Bidding for store visits. Why we care. It’s important to stay up-to-date with Google’s latest features, and test them, so that you can gain early learnings to help shape your campaigns
Iannarino
AUGUST 5, 2023
Occasionally, I am challenged on my belief that sales has evolved—and it continues to. I often hear something like, “The old ways still work.” There are things that should not be lost, but sales methodologies are not among them.
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.
Heinz Marketing
AUGUST 9, 2023
Market insights are crucial, but what we call insights are often just observations. To really make the best decisions, you need to be clear on what an insight is, what it does for you, and how to generate them. To start, let’s get a common definition on what an insight is and what it does… and why it matters. The post Defining Market Insights and Why it Matters appeared first on Heinz Marketing.
Martech
AUGUST 8, 2023
Media buyers don’t know much about bid shading and it’s costing them $6.6 billion annually, according to a recent study by AI adtech company Cognitiv. What it is. Bid shading is an optimization practice offered by publishers for programmatic advertising buyers as an alternative to first-price auctions, which are thought to tilt the advantage toward publishers.
Search Engine Land
AUGUST 7, 2023
Google Merchant Center has started issuing a new warning for “inappropriate titles” The message appears to specifically apply to Google Discover and Demand Gen ads within Google Merchant Center. Product titles that fail to meet Google’s criteria face being penalised with restricted visibility in the US, according to a screenshot of the warning: Why we care.
G2
AUGUST 7, 2023
Google MUM is an AI update that would unravel a plethora of content resources like images, videos, and shippable products in return for search queries.
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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