Sat.Mar 23, 2024 - Fri.Mar 29, 2024

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Sales People Create Longer Cycles, Not Customers

Partners in Excellence

We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. Or we have other excuses. Perhaps it’s the economy, all the social/global disruptions. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult.

Customers 138
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MarTech Salary and Career Survey: More promotions and more layoffs

Martech

For martech professionals salaries are good and promotions are coming faster, unfortunately, layoffs are coming faster, too. That’s according to the just-released 2024 Martech Salary and Career Survey. Another very unfortunate finding: The median salary of women below the C-suite level is 35% less than what men earn. The last year saw many different economic trends, some at odds with each other.

Promote 122
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LinkedIn Ads launches dynamic UTMs for campaign tracking

Search Engine Land

LinkedIn is launching a new solution for monitoring campaign performance without third-party cookies. Dynamic UTMs, which will be available to all users globally by the end of March, simplify adding custom tracking elements to campaign URLs, improving tracking accuracy. Previously, marketers had to manually create UTM parameters for their campaigns, but with Dynamic UTMs, this process is automated.

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Job Search Sites: Where to Find Your Next Career Move

G2

Whether you’re actively searching for a new position or casually browsing available gigs, using job search sites is a smart method for finding professional opportunities. But with so many sites to choose from, where do you even start?

Product 105
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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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What Should We Be Reading?

Partners in Excellence

I was speaking to a group of sales people. During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them.

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Job dissatisfaction up sharply: The 2024 MarTech Salary and Career Survey

Martech

Fewer resources and more stress cut into martech professionals’ job satisfaction this year, according to the 2024 Martech Salary and Career Survey. Job dissatisfaction jumped by 9% for managers and staff and 5% for those at the director level and up. Overall job satisfaction remains high — two-thirds of martech professionals at every level say they are “extremely” or “somewhat” satisfied.

Territory 102

More Trending

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The Investments Where I’m Going to Lose All My Money

SaaStr

So when I started writing venture checks in 2013, I didn’t know what I was doing, but I had a strong start: First was Pipedrive co-leading seed, then acquired for $1.5B cash Second was Algolia leading U.S. seed, now at $200m+ ARR and an IPO candidate Third was Greenouse/Parklet, acquired for $800m and now at $200m ARR Fourth was Salesloft, acquired for $2.5 Billion cash Fifth was Logikcull, acquired for $300m cash So it was a good start.

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Why The Top Sales Executives Are Using Digital Sales Rooms

G2

Businesses keep searching for new ways to make their operations more efficient and increase sales. The latest movement comes in the form of digital sales rooms – a groundbreaking idea that is changing the way businesses engage with their customers.

Sales 94
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Beyond multichannel and omnichannel: Understanding the optichannel approach

Martech

There’s a newcomer to the customer experience discussion: designing and delivering an “optichannel” experience. What is that? How does it differ from multichannel and omnichannel? Hold tight. I’ll answer those questions and a few more, but let’s start with some definitions to set the stage. What is multichannel? Multichannel means the company interacts with customers through multiple channels, both online and offline.

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Google changes definition of ‘top ads’

Search Engine Land

Google updated its definition of top ads in its Help Center to better reflect how ads can appear in Google Search A spokesperson told Search Engine Land that this just a “definitional change” and that it would not affect how performance metrics are calculated. What are top ads? Top ads are ads that appear above the organic result, and also below organic results for certain queries.

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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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Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially?

SaaStr

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. It’s because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. Founders know the value of a key logo can be 10x-100x the value of the contract itself.

Price 106
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Guide to Instagram Shadow Bans: What They Are and How to Avoid Them

G2

Even with the rise of new social media platforms, Instagram remains one of the most popular networks in the world. With an estimated 2 billion users every month, building a loyal following for business is something every marketer should work on.

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Harnessing martech insights: A roadmap to customer-centric business strategies

Martech

The digital era has revolutionized how organizations interact with consumers and transformed the role of martech teams. Once perceived primarily as technical support, martech teams are now central figures in strategic decision-making. Their ability to assess and analyze vast data sets lets them provide critical insights into customer behaviors, market trends and the overall effectiveness of marketing strategies.

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Google adds 3D model markup for product structured data

Search Engine Land

Google added new details about how to reference or link a specific 3D model to a specific product using product structured data. The new code samples are in the Google product structured data documentation. The 3D model. Here is a screenshot of the code sample from the structured data documentation: Multiple images. The reason Google added this is because sometimes Google was unable to know which image the 3D model is referencing, especially when you have multiple images on the same product pag

Product 102
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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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76% of You Are Raising Prices in 2024

SaaStr

Are we thought the endless price increases we saw in 2023? Apparently not. A stunning 76% of you are raising prices in 2024. That’s up from 54% in 2023. Personally, I’m a fan of only raising prices if you’ve earned it, and focusing on raising prices on new customers, not just the base. But the days of Endless Pricing Increases in SaaS seem to be here maybe … forever.

Price 98
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How to Create a Project Plan to Set Realistic Expectations

G2

A project plan outlines goals, stages, and procedures for completing work. Learn more about how to write a project plan and why they're so important.

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Why I Generally Don’t Do 3rd-Party Nimble CRM integrations

Adaptive Business Services

As a Nimble CRM Solution Partner, I am frequently asked by clients to assist them with integrating Nimble with one or more 3rd-party applications. The short answer is … sorry, but I probably cannot. The reasons for this are more detailed. With probably 100,000’s of business apps available on the web, the chances that I am familiar with your favorite application is probably close to zero.

CRM 71
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App store optimization: 8 tips to leverage your SEO research skills

Search Engine Land

App store optimization (ASO) is a bit of a mystery for many SEOs. So, let’s start with the basics. While SEO is geared toward improving website rankings on search engines like Google, ASO focuses on optimizing mobile apps for stronger visibility and performance within the Apple App Store and Google Play Store. But there’s a lot of research and strategy that SEOs can carry from organic search into ASO campaign research.

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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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Dear SaaStr: How Would You Invest a 5 Million Dollar Payout From an Acquisition?

SaaStr

Dear SaaStr: How Would You Invest a 5 Million Dollar Payout From an Acquisition? Bear in mind I’m not a CFA, CPA, or professional financial advisor. But I have been through it. And so I know this is a more difficult question to answer than you might think. The other day at our most recent SaaStr Miami Super Meetup, I was with a founder that had made $50m over 18 months ago.

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Combative Conversations….

Partners in Excellence

Just got off a call with one of the best salespeople I’ve ever worked with. We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him.

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10 ChatGPT prompts for digital marketers by Digital Marketing Depot

Martech

This guide offers a curated collection of prompts tailored to various marketing roles, from social media to SEO. Learn best practices for interacting with AI and discover how to effectively leverage tools like ChatGPT to boost productivity, creativity, and strategic thinking. Each prompt comes with a detailed explanation and practical example, making it easy to apply AI to your everyday marketing tasks and challenges.

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Google expands Product Studio to Australia and Canada

Search Engine Land

Google Product Studio is now available to merchants based in Australia and Canada. Previously, the suite of free, AI-powered tools was only accessible in the U.S., however, Google has confirmed it is planning to roll out the feature to more markets throughout the year. What is Product Studio? Product Studio is a tool you can use to create unique, high-quality product imagery across your marketing channels.

Product 97
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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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5 Interesting Learnings from HubSpot at $2.4 Billion in ARR

SaaStr

So we’ve probably covered HubSpot more than any other SaaS and Cloud leader on this 5 Interesting Learnings series, but there’s a good reason for it: First, HubSpot is a lot like most of us. It sells sales, marketing, support and more tools. And second, so many of us use HubSpot. The majority of the SaaStr community uses HubSpot! So it’s very … tangible.

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Four Things Coaching is Not

Membrain

Most sales managers think they are coaching more than they actually are. And most salespeople feel less coached than their managers think they should. Meanwhile, most sales organizations struggle to gain traction on performance improvements.

Sales 62
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Google SGE a top threat to brand and product search terms, study finds

Martech

There will be “some erosion of current traffic levels” from brand-related terms as a result of Google’s Search Generative Experience, according to a new Authoritas analysis. Why we care. Google today announced it is rolling out SGE to users who aren’t opted into Search Labs, under the name of AI overviews. We’re still in the dark about how large of an impact the AI-generated answers will have on organic traffic.

Product 82
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YouTube issues guidance on when to post content for maximum reach

Search Engine Land

YouTube issued guidance to creators and marketers on the best times to upload videos for maximum reach. For news, trends, or content with a shorter lifespan, it’s best to post as soon as possible. However, if you’re sharing evergreen content, the platform suggests posting at whatever time suits you prefer. Live videos. To maximize reach with live videos, YouTube advises going live when your analytics chart indicates that most of your audience will be available to watch.

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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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Dear SaaStr: How Do You Deal With an Unreliable Co-Founder?

SaaStr

Dear SaaStr: How Do You Deal With an Unreliable Co-Founder? You first try to move them into an individual contributor role. If that doesn’t work, then move them out. This is one of the most frustrating outcomes, when a very talented co-founder becomes “unrealiable”. You should try to keep them, if you can, and they don’t become a negative influence on the company.

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True Confessions Aren’t Over…Embracing the Tough Stuff

SalesProInsider

Well, I thought the message about my meltdown in February, about the deadline for submitting Conversations That Sell for Financial Advisors , was my unveiling of personal insights and vulnerability. This week, after spending several days with many people at the Shift! Conference, I realized that “personal truth” was just the tip of the iceberg on my changes and learning in the past year.

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EU launches investigations of Alphabet, Apple and Meta

Martech

In September 2023, the E.U. designated six internet “gatekeepers” as the first companies required to be in compliance with the Digital Markets Act. The deadline for compliance passed earlier this month and Alphabet, Apple and Meta have been identified as subjects of the first probes for non-compliance. Asked about the speed with which the E.U. is acting, commissioner for internal market Thierry Breton said: “The law is the law.

Launch 102
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Google Analytics real-time reporting bug confirmed

Search Engine Land

Google has confirmed an issue with the real-time analytics reports within Google Analytics, GA4. Many profiles show zero real-time traffic being reported since early this morning ; some are seeing a fraction of their normal real-time traffic being reported, and some are seeing normal traffic. Google working on a fix. Ginny Marvin, Google’s Ads Liaison, responded on X saying, “Thanks for flagging.

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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.