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Why Sales Objection-Handling Training Fails

Iannarino

The strategies and tactics were designed to "handle" or "overcome" a contact’s objections. These legacy strategies and training were not created for our current ACDC environment (one of accelerating, constant, disruptive change). Much objection-handling training is old and outdated.

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Qualtrics launches new Strategy & Research Suite for XM

Martech

Experience management (XM) platform Qualtrics this week launched a new Strategy & Research Suite focused on collecting customer feedback to optimize customer experiences. The Strategy & Research Suite. New solutions are designed to manage and optimize customer experience wherever they are. Video feedback. Why we care.

Launch 82
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Five Powerful Sales Negotiation Tactics

Iannarino

There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of the strategies and tactics are not designed for sales negotiations. Most of the time, our sales negotiations center on the price of what we sell, with occasional negotiations around indemnifications.

Negotiate 276
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The Sales Process Was Designed to Solve the Sales Organizations Problems

Iannarino

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. We now have to do the work of accelerating our strategies and tactics to architect a new sales conversation, one that solves the client’s problems with solving their problems. You need help now.

Process 334
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The state of data in 2024: How the ad industry is adapting to privacy regulations

Martech

New regulations and growing public concerns over data collection practices have forced companies to rethink their strategies. As leaders in this field, it is our responsibility to adapt and evolve. It’s not enough to just comply with regulations. We must always serve the best interests of consumers.

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Google will sunset commission bid strategies for hotel ads

Search Engine Land

Google Ads will phase out commissions (per stay) and commissions (per conversion) bid strategies for hotel ads in October. Instead, the platform is introducing target Return on Ads Spend (tROAS) for hotel campaigns, along with an expanded Performance Max for travel goals, as alternative bid strategies. Why we care.

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SEO and UX: Finding the strategic balance for optimal outcomes

Search Engine Land

The relationship between SEO and user experience (UX) is an important consideration in your digital strategy. UI/UX SEO: Harmonizing SEO and UX for digital success Think of a website meticulously optimized for search engines but needs more design finesse and usability. Search engines pay attention to this behavior.

UX 116