Sat.Mar 30, 2024 - Fri.Apr 05, 2024

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5 Tips for Asking Your Prospect Better Questions

Anthony Cole Training

You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.

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Elevate Your Sales Approach: Mastering Client-Centric Strategies

Iannarino

It is important that you remove the old, outdated, and ineffective sales strategies that are not able to create value for your sales champion and their teams.

Clients 207
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“Why I’m So Interested In Selling,” Daniel Schmidt

Partners in Excellence

Preface : I’ve been introduced to Daniel Schmidt by my friend Don Mulhern. While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibi

Sell 123
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Why the Deprecation of Third-Party Cookies is Inconsequential for G2 Buyer Intent Users

G2

The depreciation of third-party cookies will impact the different tools and channels that are part of the typical B2B marketing mix. Because G2 does not use third-party cookies to track buyer Intent activity, customers using this solution will not be affected.

B2B 115
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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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Reminder – Google is turning off all Universal Analytics services and APIs

Martech

Google issued a reminder that it will be discontinuing all Universal Analytics (UA) services and APIs on July 1. With Google Analytics 4 (GA4) properties fully replacing UA, access to UA properties through the Google Analytics front-end and APIs will no longer be available starting in July. If you haven’t fully migrated to GA4 properties, Google advises following the migration guide to begin transitioning as soon as possible.

Service 113
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Mastering the Language of B2B Sales: Your Ultimate Lexicon for Winning Deals

Iannarino

This is a personal lexicon for the thesalesblog.com platform. In the future, I will point to this page with links to ensure readers understand the words we use to talk about consultative sales. Some of the concepts may be new to readers, and we will endeavor to continue to update this lexicon.

B2B 204

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GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy

Sales Hacker

Kyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget.

GTM 114
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16 reasons why your page isn’t ranking on Google

Search Engine Land

It’s frustrating. You put time, energy and a lot of hope into a webpage. But it just won’t rank. Your competitors’ pages are ranking well, even though (subjectively) they’re worse. Yours deserves to be top of Google. So why isn’t it? Figuring out the levers to pull to get your content to the top of Google isn’t quick, but it can be done. Identifying the problem The key to identifying why your page isn’t ranking is to systematically rule out the other possibilities.

Technique 113
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Building Better Leadership Through Relationships: A Comprehensive Guide

Iannarino

If you want to be a good and effective leader, caring about your people, and having others do the same will improve your relationships and your results.

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“Start With The End In Mind,” Our Disconnect With Customers….

Partners in Excellence

Habit 2 of Stephen Covey’s famous, “The Seven Habits Of Highly Effective People,” is “Start (Begin) with the end in mind.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve.

Customers 120
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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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A CDP Is a Powerful Tool — Here’s How To Make It Work for You by Salesforce

Martech

The customer data platform (CDP) is one of the fastest-growing categories of business technology today. To understand why, you have to look at some of the underlying challenges across many industries related to data, AI and personalization. Customers want an experience that’s more tailored to them. They gravitate to companies that understand who they are and what they need.

Trust 112
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10 non-marketing books every SEO should read

Search Engine Land

When you work in an industry like SEO , staying updated on new technologies is crucial. But, not all learning needs to be about link building, content or technical aspects of SEO. It’s also valuable to look outside of the industry. With that in mind, here are 10 of the best (in my opinion) non-marketing books that offer great insight and value for any SEO professional. 1.

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The Art of Influence: Proven Strategies to Overcome Buyer Resistance in B2B Sales

Iannarino

In an era where 78 percent of buyers believe they have all the answers before they even speak to a salesperson, how do you turn the tide to not just gain their attention but to decisively influence their business requirements? The secret lies not in the hard sell, but in mastering the subtle art of information disparity. Dive into the world where sales becomes not just a transaction, but a transformation, reshaping buyer perceptions one insight at a time.

B2B 185
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Price, Cost, Value Propositions, Value Realization, Value Creation……

Partners in Excellence

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact. Most of the time, we and our customers think of value in terms of the price/cost.

Price 118
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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How marketers can help boost martech utilization

Martech

In 2023, martech utilization was only at 33% per Gartner — a steep decline from 42% in 2022 and 58% in 2020. The underutilization of martech has unintended consequences. For example, it may lead to future budget reductions based on past platform usage. Insufficient usage of martech may also hinder the improvement of marketing processes. There are different reasons why martech is underutilized.

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13 questions to diagnose and resolve declining organic traffic

Search Engine Land

There’s nothing like spotting a nose-dive in organic traffic to make an SEO’s heart skip a beat. The thought of digging in and finding the issues can feel downright overwhelming. The contributing factors behind SEO performance are numerous, interconnected and often complex. Where do you even start? After over 15 years of playing an SEO private investigator – in-house and as a consultant – I’m sharing 13 questions that have helped me close even the most curious cases.

Referrals 111
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Accelerating Business Growth: Essential Strategies for Leading a Successful Sales Transformation”

Iannarino

We know why sales transformations fail. We also know why successful sales transformation strategies succeed. When a progressive sales leader recognizes that how they sell is no longer effective enough to allow them to reach their goals, they look for a new methodology.

Growth 171
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Shortcuts Are Seldom Short….

Partners in Excellence

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do

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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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How to reach gamers and understand gaming experiences: IAB PlayFronts

Martech

Left to right: Jayson Dubin, CEO, Playwire; Julie Piskin, head of global partner program, Roblox; Pete Basgen, director and global lead, gaming & esports, Wavemaker; Paul Chenier, EVP global sales, Playwire at IAB PlayFronts. Image: IAB. “We’ve been trying to compete for media dollars by talking about how gaming is mass entertainment for playing the ‘scale’ card,” said IAB’s vice president, Experience Center Zoe Soon, at IAB PlayFronts this week.

Gaming 108
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Want More App Engagement? Try Human-Centered Design

Salesforce

When Fordham University relaunched its student advising app in 2022, appointment bookings doubled. The IT team credits this increase to human-centered design. “We brought users into the conversation instead of having the IT team dictate the requirements,” said Fordham University VP and CIO Anand Padmanabhan. “It was a true partnership that created shared trust and helped improve app adoption.

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Beyond Politics: Your Guide to Becoming Post-Political in 2024

Iannarino

Politics, as a practice, whatever its professions, has always been the systematic organization of hatreds.

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“Why I’m So Interested In Selling,” Martin Mackay

Partners in Excellence

Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 113
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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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Beyond attendance: Unlocking B2B growth with event-led Strategies

Martech

Events play a crucial role in fostering connections and driving growth in B2B marketing. However, traditional methods of measuring event success often fall short. Enter event-led growth (ELG) — a transformative strategy focused on win rates rather than mere attendance. This article tackles the limitations of traditional event metrics and how ELG is revolutionizing B2B marketing events.

Growth 106
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The 6 Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue

SaaStr

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? Let me list some of the ones I see most often going from say $1m to $10m in ARR: Chasing the Shiny Penny. One of the biggest mistakes I see after $1m in trying to enter new market segments, new verticals, where you have zero traction. It’s one thing to invest in an area where only 5% of your business is today.

Start-ups 103
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Sales Fragility: How to Identify It and Strengthen Your Pipeline

Iannarino

In Antifragile: Things That Gain From Disorder , author Nassim Nicholas Taleb explains that humans are not very good at making predictions. Instead of trying to guess about the future, a better and more effective strategy is to determine if something is fragile. Sales leaders often believe they will succeed in reaching their goals by ensuring their sales team has many more opportunities than they should need.

Pipeline 159
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“Why I’m So Interested In Selling,” Alex McNaughten

Partners in Excellence

Preface : Alex McNaughten , his co-founder, and I have been spending a lot of time talking recently. Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series.

Sell 101
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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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Why influencer marketing is critical in B2B

Martech

What’s the key to B2B marketing success? Influencers. B2B influencer marketing involves collaborations between creators and brands to develop and share content that promotes the brand’s products or services. The same influencers you see on your personal social media feeds could be the missing link in your B2B marketing strategy. Whether you’re looking at big fish with millions of followers or investigating micro-influencers with fewer than a hundred thousand followers, the investment is worth it

B2B 101
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New to Accessible App Design? Start Here

Salesforce

You know accessibility is important to app design, and that what’s essential for some is useful for all. Still, how and where you start with accessible design can be daunting. That’s why we put together four entry points that anyone can try. Remember to begin where it makes the most sense for your organization. What is accessible design? Accessible design is a practice that provides users with options and features to engage with technology in various ways, across platforms and devices.

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Ten Sales Kickoff (SKO) Insights You Can’t Afford to Miss

Sales Hacker

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs.

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ChatGPT makes links more prominent

Search Engine Land

ChatGPT now features “more prominent” links to sources in its responses for paid users, OpenAI announced. Links won’t appear in the free version of ChatGPT, however. Why we care. Brands, SEOs and content creators of all sizes have been extremely considered about the parasitic nature of generative AI. Large AI companies like OpenAI have consumed large amounts of web content and provided answers without attribution.

Product 98
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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

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.