Thu.Dec 05, 2024

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The Nature of Being One-Up

Iannarino

The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to guide the client through their decision-making process. To do this, you must create value for your client and position yourself as a trusted expert. This concept is crucial for effective sales conversations , especially when your clients are making high-stakes decisions and lack the experience to confidently choose the best option.

Clients 262
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Expert Closing Techniques

Anthony Cole Training

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW. Lets pause and think about how we, as buyers, feel when a person is pressuring us to make a buying decision now.

Technique 285
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Losing sales because buyers see you as a commodity? Do these 3 things!

Cerebral Selling

One of the biggest problems I hear consistently from my clients (even big, established companies) is that they get stuck in a sea-of-sameness and struggle to differentiate themselves from their competition. “We have a unique solution, leading technology, and an amazing, experienced team, but our customers still see us as a commodity! In the end, we have to give deep discounts to drag deals over the finish line.

Pitch 130
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Why bad business decisions can hurt email deliverability

Martech

Most deliverability advice looks only at email list issues and how to design, send and manage your email campaigns. However, not all deliverability problems are solved by removing inactive subscribers and spam complainers, or tunin up your email coding to avoid triggering a spam filter. Instead, seemingly unrelated business decisions can affect the wider application of your email program and undermine its deliverability.

Promote 120
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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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Latest Podcasts: Delivering Value

Force Management

This month's Revenue Builders Podcast episodes shared a central theme of delivering value. In sales we often think about value as something we deliver to our customers, which is true - but value is also something delivered to teams by their leaders, to reps by their organization and to sales organizations by their customers. In the below episodes, we were joined by some highly accomplished guests who shared new ways of thinking about value and how we can become the most valuable leaders, service

Service 127
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IAB finalizes retail media networks standards for in-store

Martech

IAB, in collaboration with IAB Europe and leading retail media networks (RMNs), released finalized definitions and standards for proving the impact of RMN campaigns. The standards were originally introduced and opened up for public comment in September at the IAB Connected Commerce Summit. “These standards lay the groundwork for transparency and consistency in in-store retail media by focusing on what matters — clear definitions and measurement methodologies,” said IAB VP, measurement addressabi

Retail 103

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AI-powered martech news and releases: December 5

Martech

Almost half of advertisers now “completely” or “mostly” trust AI adtech to make decisions about campaigns without human oversight — up from 25% last year, according to a report from Advertiser Perceptions, a business intelligence provider. Source: Advertiser Perceptions’ report Artificial Intelligence & Machine Learning in Advertising 2024 Previously, advertisers “somewhat trusted” these ad technologies to make investment and optimization decisions without human involvement.

Launch 114
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How a Small Business Improved ROI by 998% — Using Just One Tool

Salesforce

Let’s be honest, traditional small businesses may be hesitant to dip their toe into new technology. But for 5P Consulting , a small consulting firm founded in San Diego, technology is the very business of their business. 5P Consulting’s mission is to optimize organizations and drive them to improve business productivity through process and advanced technology.

Consult 52
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 How AI is radically reshaping marketing budgets by Edna Chavira

Martech

Artificial intelligence is heavily disrupting marketing teams, particularly in medium to large companies. In fact, its estimated that up to 40% of traditional marketing spend is under incredible pressure to be reallocated – if it hasnt already. Join The 40% Shift: How AI is Radically Reshaping Marketing Budgets for a practical deep dive into the financial and organizational implications of AI in marketing (B2C & B2B).

B2C 110
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Accelerate Your Journey to Enabling the Impossible

Highspot

The most successful enablement teams prove to be resilient and innovative. While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. Theyre willing to make mistakes, test new angles, learn, and evolve. They dare to go beyond whats historically been possible.

Angle 52
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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SharkNinja embarks on its Salesforce AI journey

Martech

“You can’t keep adding bodies. That math does not work,” said Velia Carboni, CIO with appliances company SharkNinja. “The unlock with Agentforce versus historical chatbots will be authenticity. Agentforce gives us that opportunity. It feels more personal, more like a dialogue than a black-and-white ‘I ask this question, I get that answer.'” AI agents, assistants, copilots — whatever the preferred term — are a hot topic in the customer experience space right no

Service 112
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Accelerate Your Journey to Enabling the Impossible

Highspot

The most successful enablement teams prove to be resilient and innovative. While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. Theyre willing to make mistakes, test new angles, learn, and evolve. They dare to go beyond whats historically been possible.

Angle 52
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The Power of Video Content for Building Trust on LinkedIn

TaskDrive

Learn how to use video content to build trust, boost engagement, and grow your LinkedIn presence with actionable tips and strategies. The post The Power of Video Content for Building Trust on LinkedIn appeared first on TaskDrive.

Trust 52
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Training and Development: Difference, Importance, and Benefits

Highspot

Key Takeaways Training and development build a balanced strategy for excelling in current tasks and future challenges or roles. Replacing an employee can cost up to $50,000. Investing in growth can reduce this expense and keep top talent from leaving. Great onboarding matters: 69% of employees are more likely to stay three years if they start strong.

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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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Why personality data is key to scalable B2B marketing

Martech

“You’re damned if you do and damned if you don’t.” This expression applies when trying to create and execute personalized campaigns. If you go too deep into understanding prospects’ or customers’ needs and preferences, you can’t scale the campaign. If you go too shallow, then the message lacks relevance and connection to buyers. It’s a challenge we’ve faced while working with clients over the years.

B2B 127
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What Are You Looking For In A Candidate?

Partners in Excellence

Clients and colleagues frequently ask my opinion of people they are considering hiring. It’s often a request, “Dave, what do you think of each of these candidates? Who would you hire?” And the requests are accompanied with resumes, each extolling the fantastic accomplishments the candidate has achieved through their career. When asked this, I always reply, “What are you looking for?

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52% of You Are Buying More Software Next Year. The Latest Data on How AI Impacts the SaaS Buyer Landscape with G2’s CMO

SaaStr

Software buying behavior has changed, and today we’ll share how you can leverage these changes to win in the age of AI. Sydney Sloan, CMO at G2 and SaaStr fan favorite, shares insights from G2’s annual buyer behavior report to help prep you for the 2025 buying cycles. The three key areas to pay attention to: The promise of AI is dictating purchasing behavior.

GTM 107
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Truthfulness vs. Authenticity in Business Leadership

The Advantexe Advisor

Is it better to be truthful or authentic as a leader? Is there a difference between the two? Should one be a priority over the other? Is one a function of the other? Before today, I don’t think I would ever have given these questions a moment’s thought. However, after a rich and deep discussion as part of a business leadership workshop, I discovered some great material to share in this blog.

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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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Build a Winning Customer Engagement Strategy in Just 5 Steps

Highspot

Key Takeaways Brands prioritizing customer experience throughout the lifecycle see retention rates increase by up to 60%. A well-defined customer engagement strategy helps build meaningful, long-term relationships. Engagement is a two-way streetlistening to and acting on customer feedback creates a sense of partnership and reciprocity. Businesses across all industries are talking about customer engagementbut is it just a buzzword, or does it deliver real value?