Sat.May 04, 2024 - Fri.May 10, 2024

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Sales Strategies for Today: How to Stop Losing Deals and Win Instead

Iannarino

Struggling to win deals in today's challenging market? Here's how to redefine your approach and secure more wins.

Sales 220
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3 Barriers to Connecting with Prospects

Anthony Cole Training

In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?

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Trending Sources

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How MEDDICC Helps Win with Decision-Makers

Force Management

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

Closing 132
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6 Ways To Try Out the Latest AI and Data Innovations From Salesforce

Salesforce

Learn to unlock data and build with AI Show off your AI innovations with the #BuiltWithEinstein Quest Join an AI + Data Community Tour stop Attend the AI NOW Tour Participate in an Ask Me Anything (AMA) with Salesforce Developers Attend a World Tour in your city We are in the midst of the artificial intelligence (AI) revolution, which is creating the most significant shifts and opportunities for Salesforce Admins and Developers in decades.

CRM 144
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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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The One-Up Sales Approach: Gaining a Competitive Advantage in B2B Sales

Iannarino

Discover how the One-Up sales methodology gives you a competitive edge over competitors using outdated sales strategies.

B2B 214
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Google begins enforcement of site reputation abuse policy with portions of sites being delisted

Search Engine Land

Google has started its enforcement of the new site reputation abuse policy by deranking or deindexing portions of websites from the Google Search index. This seems to have launched in the past hour or so, where sites as large as CNN, USA Today, Fortune, and LA Times are seeing their coupon directories no longer ranking for coupon-related keyword phrases.

Education 144

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Latest Podcasts: Connecting with Buyers to Drive Greater Influence

Force Management

This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with the

B2B 120
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Essential Strategies for Reacquiring Lost Clients: A Comprehensive Guide for Businesses

Iannarino

Discover the secrets to winning back lost clients and boosting your business's success.

Clients 224
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Google is not about blue links, says ex-CEO Eric Schmidt

Search Engine Land

“Google is not about blue links. It’s about organizing the world’s information,” according to former executive chairman and CEO of Google Eric Schmidt, speaking earlier today on CNBC. Schmidt was asked about the “blue link economy,” and all the brands and businesses that have benefited from Google Search. But Google is changing.

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Human + machine = marketing powerhouse: How AI empowers the marketing generalist

Martech

AI will soon be able to handle up to 95% of the work currently done by marketing agencies, creative professionals and specialists, according to OpenAI CEO Sam Altman. Here’s how this shift could lead to the rise of the “marketing generalist” — a new type of marketer who uses AI tools to rapidly execute campaigns across various disciplines, such as content, digital, branding and more.

Campaign 124
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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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AI Podcast – The Marriage of AI and Messy Humans

Closing Bigger

This week’s weeks podcast episode is part one of a podcast series on using AI and Emotional Intelligence for Business Success. Joining me is Nick Usborne from BeMoreHuman.ai. Unlike our regular sessions, these podcasts are a collaborative exploration rather than a conventional interview, focusing on how AI impacts sales and marketing through emotional intelligence.

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How to Develop Expertise and Authority in B2B Sales, and Stay ahead of the Competition

Iannarino

Elevate your B2B sales game by harnessing expertise and authority to consistently win more deals.

B2B 192
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Google Search results without SGE jump to 65%, up from 25%

Search Engine Land

The number of Google Search queries without SGE increased last month from 25% to 65%. This is a surprisingly big drop, especially considering rumors that SGE could launch ahead of, or during, Google I/O next week. Search results without SGE increase. Why did this happen, starting in mid-April? The reduction of SGE can be traced to Google’s Opt-in results type (when users must request an AI-generated answer).

Launch 132
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3 ways to boost digital marketing ROI while reducing carbon footprint

Martech

As businesses grapple with reducing their carbon footprint, optimizing digital marketing is an unexpected solution that can also drive better ROI — a true win-win scenario. The carbon cost of clicks In 2022, fifty-five published a study (registration required) showing that the average media campaign generates 70 tons of CO2 emissions, or the equivalent of seven people’s carbon outputs in an average year.

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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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Are You Ready For An AI Audit?

Salesforce

Is your business ready for an audit? No, not the kind involving accountants and IRS agents. We’re talking about an AI audit, a kind of check-up on your AI systems to ensure they’re operating ethically, transparently, and within regulatory guidelines, with an eye toward understanding how they make decisions. As generative artificial intelligence (AI) has proliferated, ethics and transparency have quickly emerged as key considerations among regulators, consumers, academics, and even private compan

Legal 116
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The Hidden Perils of Remote Work in B2B Sales: Why Sales Floors Matter

Iannarino

Discover the unseen consequences of remote work on B2B sales performance and the irreplaceable value of traditional sales floors.

B2B 141
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How Google harms search advertisers in 20 slides

Search Engine Land

Google manipulated ad auctions and inflated costs to increase revenue , harming advertisers, the Department of Justice argued last week in the U.S. vs. Google antitrust trial. What follows is a summary and some slides from the DOJ’s closing deck, specific to search advertising, that back up the DOJ’s argument. Google’s monopoly power This was defined by the DOJ as “the power to control prices or exclude competition.” Also, monopolists don’t have to consider ri

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14,106 martech tools reveal 3 trends you should master

Martech

The martech landscape continues to expand relentlessly, year after year. In 2024, this translates to a compound annual growth rate (CAGR) of 41.8%, marking an astounding 9,295% increase over a span of 13 years. The State of Martech 2024: Scott Brinker and Frans Riemersma That number is daunting, and so is the growth. With that sheer growth rate, it is fair to ask yourself and your team: “Do we control our martech, or does our martech control us?

Legal 117
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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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“Why I’m So Interested In Selling,” Cassi Roper

Partners in Excellence

Preface: I met Cassi Roper a number of years ago. She ran EMEA Strategic Accounts for Redgate Software. She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA.

Sell 97
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How to Optimize and Convert Your Sales Pipeline Coverage for Maximum Revenue

Iannarino

Unlock the secret to turning your pipeline coverage into a revenue-generating machine with these proven strategies.

Pipeline 142
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How to avoid an SEO disaster during a website redesign

Search Engine Land

If you’ve been investing in SEO for some time and are considering a web redesign or re-platform project, consult with an SEO familiar with site migrations early on in your project. Just last year my agency partnered with a company in the fertility medicine space that lost an estimated $200,000 in revenue after their organic visibility all but vanished after a website redesign.

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Navigating personalization vs. privacy: 3 tips for delivering win-win customer experiences

Martech

Recently, marketers have been stuck in a bit of a Catch-22. Personalization is at the forefront; it’s an expectation for customers and has become one of the most powerful tools in the marketer’s arsenal. At the same time, customers are increasingly concerned about the what, why, and how of their data. They want to know what’s being collected, why we’re collecting it and how it’s being used.

Customers 114
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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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Dear SaaStr: What Should Founders Do To Get Noticed By An Established Company’s M&A Team?

SaaStr

Dear SaaStr: What Should Founders Do To Get Noticed By An Established Company’s M&A Team? Don’t bother too much with trying to get “corporate development” or the M&A team’s attention. That’s not their job. Probably the most important thing to understand is that in 95%+ of tech companies, the “M&A team” does not drive M&A.

Gaming 96
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Proven Strategies to Consistently Increase Your Sales Revenue

Iannarino

Learn how to supercharge your sales strategy and consistently increase revenue with these proven methods.

Sales 141
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Google’s huge search market share loss wasn’t real: Data revised

Search Engine Land

Statcounter has revised data indicating that Google took a massive hit to its search market share in April while Microsoft Bing and Yahoo made ludicrous gains. Inaccurate data. For U.S. search market share in April, here’s what Statcounter was showing just a few days ago: Google fell to 77.52%, down from 86.94% in March and down from 88.88% year-over-year (YoY).

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Curb introduces one-stop advertising solution 

Martech

Today, Curb, a ride-hailing app for licensed taxis, announced Curb Journey Connect (CJC), which allows advertisers to execute cross-channel campaigns on mobile and in-cab screens. The new ad solution taps into Curb TaxiTV — original content shown on in-vehicle screens — and mobile ad units that run before, during and after rides. “Before CJC, advertisers lacked the capability to simultaneously run or synchronize mobile and TaxiTV ads,” Liz Tamam, Curb’s marketing and media director, told MarTech

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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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Conflict Management Styles: What They Are and Why They Matter

G2

Conflict management styles are the specific ways people handle disagreements. Learn why these are important to understand, especially as a business leader.

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Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract?

SaaStr

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? First — you don’t want a true net discount at all. What I mean what you want is a pricing structure that anticipates discounts so the net effect is revenue positive. Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part.

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Meta launches AI-powered ad creativity tools

Search Engine Land

Meta today introduced new generative AI features to help businesses create more engaging ad content across Facebook and Instagram. The big picture. Meta’s latest update will allow advertisers to automate parts of ad creation using brand products and guidelines to inspire the creations. Why we care. Automating the ad-creation process frees up time for advertisers to work on other parts of account management tasks that can’t be automated.

Launch 123
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How to measure marketing’s value in the inevitable cookieless future

Martech

We are facing a pivotal moment in how we measure the impact and value of our marketing efforts, no matter how much the deprecation of third-party cookies on the Chrome browser is delayed. In the inevitable cookieless future, quantifying marketing’s ROI and articulating its value for the organization will require a strategic shift. It’s time to rethink our performance measurement strategies to safeguard budgets and ensure marketing’s worth remains quantifiable. 1.

Technique 107
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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.