Tue.Aug 13, 2024

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How to Navigate the Overton Window in B2B Sales: Mastering Client Expectations

Iannarino

Understanding where your ideas fall within your client's Overton Window can be the key to closing bigger, more profitable deals.

Clients 220
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How Google Search ranking works

Search Engine Land

It should be clear to everyone that the Google documentation leak and the public documents from antitrust hearings do not really tell us exactly how the rankings work. The structure of organic search results is now so complex – not least due to the use of machine learning – that even the Google employees who work on the ranking algorithms say they can no longer explain why a hit is at one or two.

CTR 136
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Trending Sources

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Marketers must adapt to a changing world

Martech

Fact. Inflation fundamentally reshaped the relationship between companies and consumers. Companies, faced with rising costs, responded with price hikes, product shrinkage and similar tactics, eroding consumer trust. In response, consumers became more discerning, demanding value and authenticity. This new era of skeptical consumers requires a radical shift in marketing strategy.

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Report: U.S. considering forcing a Google breakup

Search Engine Land

The U.S. Justice Department is reportedly considering forcing parent company Alphabet to shed at least one of its units. Among the possibilities being explored following a judge’s ruling that Google violated antitrust laws , according to Bloomberg : Chrome, Google’s web browser. This one seems highly unlikely – web browsers aren’t exactly a lucrative business model.

Follow-up 119
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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Tips for a Successful Marketing and Sales Enablement Partnership

Highspot

Key Takeaways Focus on defining clear roles, aligning on a shared vision, invest in the right tooling, and always communicate Organizations that prioritize alignment with marketing are nearly 3x more likely to exceed new customer acquisition targets. By 2026, 65% of B2B organizations will transition from intuition-based to data-driven decision-making, using conversational intelligence and AI technology In the show Ted Lasso, Richmond Football Club fans adopted the phrase “It’s the hope that kill

GTM 105
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Google AI Overviews volatility continues: Rise, fall, repeat

Search Engine Land

The visibility of AI Overviews in Google’s search results increased to 12% in July, only to fall back to 7% by the end of the month, according to new data from enterprise SEO platform BrightEdge. While AI Overviews now have a “stronger presence” compared to June , the visibility of Google’s AI-generated answers previously appeared on 15% of queries in May.

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Broad match keywords: When to test and when to avoid

Search Engine Land

Broad match can be a powerful tool for expanding reach and capturing new audiences via Google Ads , but it isn’t always the best fit for every PPC campaign. Knowing when to test and avoid broad match keywords is crucial to prevent overspending and inefficiency in your campaign. What are broad match keywords? Broad match keywords are now the default setting for Google Ads keywords.

CTR 100
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CLG Logistics: Practical Tips for Precision Campaigns

Heinz Marketing

By Tom Swanson, Engagement Manager at Heinz Marketing We often think of “Spearfishing” as largely for net-new logos. Embracing customer-led growth gives us more options for how and when we use highly-targeted, precise tactics to drive more revenue. It makes sense to double down on those who’ve already opened the door. This is marketing 101, but how do we actually make it happen?

Campaign 104
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7 Pieces of Advice Entrepreneurs Never Hear That They Need to Hear with Jason Lemkin

SaaStr

What is the top advice entrepreneurs never hear that they need to hear? In this week’s Workshop Wednesday , SaaStr founder and CEO Jason Lemkin shares 7 pieces of wisdom that founders are never (or rarely) told so you can course correct and do better. #1: Don’t hire a VP (or anyone in the early days) that you aren’t 95% sure is great. Founders between a million and $250M are talking about lowering the bar for hiring because they aren’t sure if the person is great or they’re trying to fill

Growth 98
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GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner

Sales Hacker

Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable’s success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company’s remarkable growth from $250 million to

GTM 96
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

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"At Least We Know Where We Are Not Okay"

The Advantexe Advisor

It’s a funny statement that made me laugh out loud. Read it again. “At least we know where we are not okay.” It was a statement made by a group of participants going through a sophisticated business acumen simulation after receiving their results from the first year of running their business. In this situation, the group of high-potential leaders chose a business strategy and executed that strategy through operational decisions.

Price 95
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The Google monopoly verdict: More industry reactions

Martech

With Google ruled a monopoly in the world of search, reactions from the search advertising world continue to pour in. Here’s a selection of comments grouped by topic. Google’s appeal and the future legal battle Julie Bacchini, president and founder of the agency Neptune Moon, underscores that while the court ruling declaring Google a monopoly is significant, the real impact will emerge during the remedy phase and Google’s inevitable appeal.

Legal 96
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Google Ads API streamlines conversion adjustment uploads

Search Engine Land

Google will soon make significant changes to its Google Ads API, simplifying the process of uploading conversion adjustments. Why we care. This update removes a key friction point for advertisers and API users, allowing for more immediate data adjustments and potentially more accurate campaign optimization. Driving the news. Starting Sept. 9, users can upload conversion adjustments immediately after the original conversion is recorded, eliminating the previous 24-hour waiting period.

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Moving up with marketing operational maturity

Martech

Let’s start with the basics. The term “operational maturity” may be relatively new to some marketers, but the concept is well established. It ranks how effectively an organization executes and manages the way it does business, from internal strategies, to resources, to the structures that deliver products or services. The essentials of operational maturity involve management practices, process improvement, technology and how it’s used, and staff capabilities, including existing

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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Brands want to invest in ecommerce, so what’s stopping them? by Feedonomics

Search Engine Land

A recent Pattern survey of 300-plus executives revealed that 94% of them plan to maintain or increase their investment in ecommerce over the next six to 12 months. What exactly does investment in ecommerce look like? Those surveyed had a handful of top-priority areas in mind: Nearly 60% plan on increasing their investment in product imagery, video and copy for online listings Companies that invest in best practices for images, video and product listing copy often see meaningful performance impro

Retail 86
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What the composability revolution means for customer engagement

Martech

This is the second part of a three-part series. The first part, on composable CDPs is here. The CDP space has been overtaken in recent months by talk of composability. Misnomer or not, the term has stuck, and in essence means the possibility of CDPs activating data within a customer’s data warehouse (or “lakehouse”). There are many ways to do this, but what’s important to note is that it’s a step away from the traditional model of the CDP itself ingesting customer d

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Google extends deadline for Hotel Ads commission bidding sunset

Search Engine Land

Google announced a grace period for its planned phase-out of commission-based bidding in Hotel Ads campaigns. The new deadline is Feb. 20, 2025 Why we care. This extension gives hotel advertisers more time to adapt and carefully plan and implement new bidding strategies to ensure uninterrupted campaign performance. Key details: Existing Hotel ads campaigns using commission-based strategies will continue until Feb. 20, 2025.

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IAB releases updated IAB Diligence Platform

Martech

Today, IAB launched the updated IAB Diligence Platform, a third-party privacy compliance solution available for digital advertisers, agencies, adtech companies and publishers. The platform initially rolled out in January to begin the process of vetting adtech vendors, in collaboration with the IAB’s Privacy Implementation and Accountability Task Force (PIAT) and privacy lawyers.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

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Your Original Content Plus AI Equals Sparkle-Darkle

David Meerman Scott

Much of the buzz about ChatGPT and other LLM AI chatbots has been their use to query large sets of data found on the public web. Far more interesting to me, and where billions are being invested by venture capitalists right now, is how AI works with proprietary content.

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Why Hiring Salespeople During a Downturn is a Smart Strategy

Salesfolks

While the instinctive reaction to a downturn or recession might be to cut back, those who dare to invest in their sales teams can gain a significant competitive edge. Hiring salespeople during a downturn is not just about weathering the storm; it’s about positioning your company for long-term success.

Sales 59
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Artificial Intelligence (AI) for Customer Success

Sales Pop!

Transform Your Customer Experience with AI Unlock the Power of Artificial Intelligence (AI) in Customer Success In today’s fast-paced business world, delivering exceptional customer experiences is crucial for building loyalty and boosting revenue. Fortunately, Artificial Intelligence (AI) is revolutionizing customer success by enhancing customer experiences and improving operational efficiency.

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Create Instantly with Email AI

Sales Nexus

New powerful Email AI feature let's SalesNexus users write emails instantly and stop fighting with writers block.

52
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Increase Revenue With Better, Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

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Cold Calling Sucks and That's Why it Works with Armand Farrokh and Nick Cegelski

Sell Or Die

Armand Farrokh and Nick Cegelski are the Founders of 30 Minutes to President’s Club. By background, Armand was a VP of Sales who led Pave from $0 to $13M+ ARR in two years and Nick was a multiple-time #1 enterprise seller selling six and seven-figure deals. For more info: Newsletter Company LinkedIn Armand's LinkedIn Nick's LinkedIn Website: 30mpc.com How We Can Help You Close More Deals: Join GitomerSales.AI to have Jeffrey in your back pocket on every sales call.