Sat.Jan 21, 2023 - Fri.Jan 27, 2023

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Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

Iannarino

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. One side believes doing so is a matter of increasing efficiency , while the other side believes improvement comes from greater effectiveness. Sales LL-Vault 2023

B2B 187
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Hiring Your Next Sales Rep

Adaptive Business Services

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients.

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10 steps to target and connect with potential customers effectively

Martech

Every business needs new customers. Fortunately, some proven tactics work to consistently attract and convert customers like clockwork. You can use one or all of these tactics to fill your pipeline and grow your business no matter the time of year or the state of the economy.

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New Year Check-in: 9 Questions for Sales Managers

criteria for success

It's hard to believe we're one month into the New Year! Here are 9 questions for sales managers to ask themselves (or for executives to ask their sales managers) as we forward in the new sales year. Have we set the right goal for 2023? The beginning of the year is a great time for a quick gut check.

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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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13 Strategies to Increase Sales: Learn How to Sell Profitably

Learn Hub | G2

Sales is no longer about selling. Sales

Sell 52

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Running Into the Same Objections Over And Over Again? Try this Tactic!

Cerebral Selling

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming!

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Why Now is a Great Time to Raise Seed Funding. Even If It’s Awful for Series A-E Rounds.

SaaStr

So now is simply a terrible time to be raising growth stage venture capital.

Finance 97
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How to Engage More Stakeholders and Win Better Deals

Membrain

There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.” Sales Management

Sales 88
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The Best Outbound Calling Strategy in 2023 (with examples)

Iannarino

Nobody likes rejection. It’s one of the reasons why almost two-thirds of sales reps report that cold calling is their least favorite part of their job. Prospecting LLW-TSB 2023

Cold Call 184
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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5 Key Takeaways from Celebrating 30 Years in Business

Anthony Cole Training

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

Sales 75
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My Best Advice If You Are Laid Off

SaaStr

Layoffs are brutal. In fact, I don’t think they generally ever should ever happen in SaaS. Why not? The simple fact is if you have 110%, 120%+ NRR … then you >know< You know then next 6-8 months, within a range. You should plan to that model.

Growth 81
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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Gretchen Gordon for a deep discussion of the complex world of B2B sales

B2B 93
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How to Build an Actionable Weekly B2B Sales Report

Iannarino

As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share information with your company and help the sales force learn about their own performance. Your CRM captures all kinds of information from activity to outcomes.

B2B 189
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Yandex ‘leak’ reveals 1,922 search ranking factors

Search Engine Land

A former employee allegedly leaked a Yandex source code repository, part of which contained more than 1,900 factors the search engines uses for ranking search results. Why we care. This leak has revealed 1,922 ranking factors Yandex used in its search algorithm, at least as of July 2022.

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Dear SaaStr: How Long is a Venture Round Supposed to Last?

SaaStr

Dear SaaStr: How Long is a Venture Round Supposed to Last? I think like many venture axioms, founders get often get bad advice here out of good solid rules. Until 2002, the rule was “18-24 months” Then, during the boom times, most VCs stopped caring how long the round would last.

87
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Start With “Why”

Partners in Excellence

No, I’m not channeling my inner Simon Sinek, but “Why” initiates very powerful diagnostic processes. My feeds are filled with posts on failure. Response rates to any kind of outbound prospecting continues to plummet.

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How to Improve Your Interpersonal Skills in Sales

Iannarino

Your success in sales requires you to engage with all types of people. Selling happens in conversations about change. Creating new opportunities for your prospective clients and helping them take advantage of those opportunities requires excellent interpersonal skills.

Clients 187
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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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How to build a winning SEO tool stack for 2023

Search Engine Land

SEO professionals can access many free and paid platforms, tools, and software. But if you and your competitors are all using the same tools, data, and approaches – how can you set yourself apart? At SMX Next, I shared the SEO tools that will make up my toolkit in 2023.

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Dear SaaStr: How Do You Know If Your Startup Idea Already Exists?

SaaStr

Dear SaaStr: How Do You Know If Your Startup Idea Already Exists? Well, of course it already exists. Your really think you’re the only person on the entire planet that has tried to do this? It’s the Fermi Paradox of Start-ups. Of course they have.

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Enterprise Testing Made Smarter: Low-Code and No-Code Test Automation

Learn Hub | G2

Low-code and no-code technology enable businesses to meet the ever-increasing software demand, especially when the need for software solutions exceeds available skilled developers. Guest Post Tech

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The Impact of Transformational Leadership In Sales

Iannarino

There are different types of leadership styles , and sales in particular has a number of sales management styles. Effective sales leaders can match the right style to the situation. Most sales leaders default to a consensus-building (democratic) style, inviting input from their teams.

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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Moving on from search engine optimization to search optimization

Search Engine Land

In the early 2000s, web search was mostly limited to search engines and online directories available at the time. But we have come a long way since then. Optimizing for search remains important today. But users no longer solely rely on traditional search engines to look up information.

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Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow (Pod 628 + Video)

SaaStr

In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5

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3 email marketing shifts to make in 2023

Martech

We made it to 2023! As we closed in on the end of the year in December, the finish line seemed awfully far away. Many marketers told me they were busier than ever.

GTM 83
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Dan’s App of the Week: ChatGPT

Heinz Marketing

By Dan Baron , Marketing Consultant at Heinz Marketing “The Future is Now” At this point, you’ve most certainly heard about ChatGPT.

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

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This day in search marketing history: January 28

Search Engine Land

Google begins experimenting with featured snippets in 2014, Google started answering complex questions at the top of its search results with detailed responses (or answers) taken from websites. Does that sound like featured snippets? It should. Because it was.

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5 Interesting Learnings from ServiceNow at $7 Billion in ARR

SaaStr

So we took a look at ServiceNow a little ways back at $5B in ARR , but I thought it was worth another deep dive now for a very specific reason: Their very seasoned CEO has sees no real slowdown or downturn in their business.

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Top 3 priorities for your 2023 B2B marketing strategy

Martech

As we enter 2023, it’s time to look ahead and plan your digital marketing priorities for the rest of the year. Surely, it will be a year filled with innovation and creativity as technology brands worldwide strive to stay competitive in a rapidly changing landscape. Reaching buyers today is difficult.

B2B 84