Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested. And two, sales tactics are not just learned in the classroom – it’s a never ending journey of ‘sales-education’.

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Inside sales Pipeline Quota Cold Call 130

Iannarino

SEPTEMBER 7, 2023

In the past few days, several people have shared content touting the idea that technology can improve sales results. A number of the cited statistics point to a particular application that provides better outcomes. This belief began with the CRM and the promise of greater accountability and control, with neither being true.

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Technology Technology CRM Sales 287

Anthony Cole Training

SEPTEMBER 8, 2023

Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets. At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the

Territory 236

Territory Sales Up-sell Sell 236

Search Engine Land

SEPTEMBER 7, 2023

Google has confirmed that the August 2023 Core Update – the second core update this year – has completed rolling out. The update started on August 22, 2023, and completed 16 days later on September 7, 2023. Why we care. Google algorithm updates are critical for all brands, businesses, and organizations to be aware of because they can impact how your site performs in search results.

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Engineering Conversion Product 145

Advertisement

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.

Sales

Salesforce

SEPTEMBER 6, 2023

The new Salesforce Data Cloud Consultant Certification How to become a Salesforce Certified Data Cloud Consultant The new Salesforce AI Associate Certification How to become a Salesforce Certified AI Associate Why these new certifications matter Get started today Salesforce is helping customers understand artificial intelligence (AI) and Data Cloud by delivering two new certifications that objectively validate individual skills and experience that team members need to build trusted AI and data s

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Consult CRM Trust Service 145

Iannarino

SEPTEMBER 8, 2023

The idea of a battle card is to provide a salesperson with information that might help them beat a rival for a prospective client’s business. Many of these battle cards provide a company overview and identify the stakeholders involved in the purchase, the target customers, industry opportunities, product features, competitor analysis, responses to common objections, and success stories.

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Prospecting Sell Product Customers 285

Search Engine Land

SEPTEMBER 7, 2023

TikTok is the search engine of choice for more than half of Gen Z and influences their purchase decisions more than any other platform. That’s according to a new survey from Her Campus Media, a Gen Z media and college marketing company. Why we care. Although Google dominates search in the U.S. (77.5%) and globally (83.5%), Google has acknowledged TikTok search as a growing threat.

Engineering 144

Engineering Trust Promote Product 144

Salesforce

SEPTEMBER 7, 2023

Learn MuleSoft skills on Trailhead with new hands-on challenges Get more feedback with Enhanced Quizzes For the first time ever, you can now learn MuleSoft skills and get hands-on experience for free on Trailhead , Salesforce’s online learning platform. Gain access to a free test version of MuleSoft, including the same tools you’ll use on the job, so you can confidently take charge at work, add new skills to your resume, and help your company succeed.

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Start-ups Process Product Customers 142

Iannarino

SEPTEMBER 5, 2023

This post will explain what you need to know about the One-Up Book Club. It will summarize why it’s necessary, how it will help you become a better salesperson, what kinds of books we will read, and what resources you can expect.

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Membrain

SEPTEMBER 3, 2023

Ever wondered how speed, trust, and sales intermingle in the complex world of marketing? In today's episode we have our special guest Randy Gerson , CEO of Gerson & Associates. As a standout salesperson at Xerox and an influential marketer, Randy brings a unique perspective to the table that you won't want to miss.

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Trust Sales 138

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

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.

Product

Search Engine Land

SEPTEMBER 5, 2023

Much has been written about Google Search Generative Experience (SGE), but the most important questions remains unanswered: If and when Google SGE goes live, how will it impact organic traffic? Will our traffic drop, and if so, by how much? And what can we do about it? This article presents a framework that can provide clear answers to these questions.

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CTR Technique Strategize Niche 142

Martech

SEPTEMBER 5, 2023

A little more than half (53%) of B2B marketing managers say their budgets are up this year compared to 2022, according to a new study. Despite this, the marketers don’t believe that they’re getting the funding they need. While they asked for an average of $88,000 per campaign, the approved average was just $62,000, according to the survey by the website B2Breviews.com.

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B2B Campaign Process Customers 136

Iannarino

SEPTEMBER 6, 2023

Your prospective client is trying to understand their problem and what they need to change to reach their desired outcomes. Today, almost everything we do provides data, and buyers and decision-makers are interested in it because it provides an objective view to their problems and potential solutions. As a salesperson, you can use data to bolster your claims in the sales conversation.

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B2B Sales Clients Prospecting 281

Veloxy

SEPTEMBER 4, 2023

How do you instantly tell the difference between a good cold email template and a bad one? Look at who wrote the cold email and their average response rates. Depending on your company, cold email writing is commonly shared between sales reps and marketing. According to Campaign Monitor, a good response rate should be 10%. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 million cold emails.

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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!

Sales

Search Engine Land

SEPTEMBER 8, 2023

Domain Authority (DA) is a search engine ranking score developed by Moz that supposedly predicts how well a website will rank on search engine result pages (SERPs). DA scores range from one to 100, with higher scores corresponding to a greater likelihood of achieving higher rankings. It’s also a problematic metric misused by unsuspecting marketers and abused by bad actors in the industry.

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Engineering Gaming Presentation Sports 140

Martech

SEPTEMBER 8, 2023

My first in-person event was overwhelming. I was there to report on the conference, doing person-on-the-street interviews and attending as many programs as possible to write blogs and live updates for the tech company that sponsored it. Getting to all the sessions and programs was impossible even with a small team. And we were getting paid for it. The event was incredibly successful: Sales booked dozens of on-site meetings, NPS scores were high and brand awareness skyrocketed.

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Campaign Relationship building Pipeline Strategize 134

Iannarino

SEPTEMBER 2, 2023

Few people would argue that cold outreach is unnecessary, but there was a time when a lot of people insisted that it was dying. A few of us pushed back on this idea, starting a conference called OutBound, which 400 people attended with a few weeks’ notice that first year. Since then, OutBound has grown to include more than 20 speakers and thousands of attendees.

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Pipeline Prospecting 261

Membrain

SEPTEMBER 6, 2023

When we talk about sales coaching , most often we think of a sales manager offering advice, suggestions, and assistance to a member of their sales team. But this type of coaching is only one layer of an effective coaching system.

Sales 126

Sales 126

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Search Engine Land

SEPTEMBER 8, 2023

Threads users can now search through posts on the platform. Meta CEO Mark Zuckerberg announced the new functionality has now been rolled out to most English and Spanish-speaking countries, including the US and UK. The new search feature is available on both the Threads mobile app and web app. Why we care. Potential customers now have a new way to search for and discover brands on Threads, which could result in increased visibility.

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Launch Engineering Process Customers 138

Martech

SEPTEMBER 8, 2023

The holiday shopping season is already upon us and brick-and-mortar stores should be nervous. While 81% of consumers said they prefer shopping in-store, that’s only 9% more than said they prefer online shopping, according to a new survey. Despite this, more shoppers said they prefer to make holiday purchases from small, local businesses (58%) than online-only ones (55%), according to the survey by Bazaarvoice.

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Closing Gaming Campaign Process 132

Iannarino

SEPTEMBER 3, 2023

You and I live in a time where the rate of change is accelerating, and this has generated stress and anxiety among many people. You and I might feel nothing is how it should be, or how we want it. Unfortunately, there is no way to slow the rate of change, so it is increasingly difficult to keep pace.

Sales 247

Sales 247

Heinz Marketing

SEPTEMBER 5, 2023

By Win Salyards , Senior Marketing Consultant at Heinz Marketing Excellent! You’ve triumphantly sealed the deal in a B2B transaction and warmly welcomed a fresh face into your customer base. But don’t let the curtain fall just yet; the work has only begun. A well-crafted post-sale customer marketing plan is vital to constructing solid customer relationships, minimizing attrition, and extracting maximum lifetime value from your clientele.

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Customers Construction Consult Gaming 122

Advertisement

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

Sales

Search Engine Land

SEPTEMBER 6, 2023

Google Ads is finally including customer ID numbers in its emails. The change was first spotted by digital marketing expert Greg Kohler , who shared a screenshot on X (the platform formerly known as Twitter): He said: “Customer ID’s in Google’s emails? Going to chalk this one up to #PPCChat respectfully grumbling about it not being included in past emails.” Why we care.

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Customers Gaming Clients Engineering 138

Martech

SEPTEMBER 8, 2023

Google has slowly been rolling out its Enhanced Ad Privacy functionality in Chrome. This technology allows websites to serve ads based on your browser history — unless you manually turn it off. Why we care. This new approach to serving targeted ads stems from the interest-based targeting proposal known as Topics (part of the Privacy Sandbox Project).

Technology 131

Technology Technology Follow-up Start-ups 131

Iannarino

SEPTEMBER 4, 2023

You can lose an opportunity before you create it. There are several mistakes that can end your chance of winning your prospective client’s business, and if you’re not focused, your first meeting with a prospect can also be your last.

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Prospecting Meeting 169

SaaStr

SEPTEMBER 8, 2023

So our weekly live Workshop Wednesdays have been a hit! ! We bring in a top, tactical SaaStr speaker live on Zoom for a deep dive on a core topic, then open it up for some great AMA! Almost 4,000 folks have signed up so far! Sign up for free Workshop Wednesdays here ! Upcoming ones: September 13th: Stephanie Opdam, Principal @ Notion Capital September 20th: Kristina Shen, General Partner @ A16z September 27th: Patrick Moran, Former CMO and CRO @ Calendly and Rafael Alenda, Former Vice Presid

Growth 119

Growth Product 119

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Search Engine Land

SEPTEMBER 7, 2023

Google has slowly been rolling out its Enhanced Ad Privacy functionality in Chrome. This technology allows websites to serve ads based on your browser history – unless you manually turn it off. Why we care. Some folks are worried that this tech might invade their privacy. More and more people are speaking up, saying they don’t like the idea of their online actions being watched for ads.

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Transportation Represent Technology Technology 137

Martech

SEPTEMBER 8, 2023

The week’s AI news started with a bang as both HubSpot and Salesforce rolled out new implementations. They were followed by Amazon adding AI to its Thursday NFL games to display data at critical points during the game. Not strictly martech, but interesting. Here are other new AI-powered martech features from the past seven days: Mailchimp’ s Intuit Assist helps users generate content, personalize marketing, and learn faster.

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Gaming Campaign Contact Prospecting 130

Heinz Marketing

SEPTEMBER 8, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Businesses have invested years creating and curating SEO-friendly content to drive website traffic. Now the question is, will AI take it all away? So far, Google remains tight-lipped about how much ChatGPT and other AI services have impacted its use. But we can assume it’s been significant based on Google’s mad dash to release its built-in AI tools.

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User Experience Trust Strategize Start-ups 119

SaaStr

SEPTEMBER 7, 2023

Dear SaaStr: What Are The Best Ways to Retain Your Customers in SaaS? A few things that always work to drive down churn in the early days — and later: Make sure you have a strong Head of Customer Success … whose #1 goal is reducing churn. Too many early-stage VPs of Sales don’t have a strong “wing person” running customer success. And importantly — resist the urge to have this Head of CS own upsells as their #1 KPI.

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Customers Meeting Up-sell Prospecting 119

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales