Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people? These sessions should begin with a broader view of the opportunities each salesperson has in their pipeline, with a focus on several key metrics so that managers can compare and track

Pipeline 175

Pipeline Sales Growth 175

Iannarino

OCTOBER 17, 2024

As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this insight-based method because it creates much value for the salesperson to offer their client. Here, we will explore eight ways this approach benefits a prospective client.

Clients 149

Clients Meeting Prospecting Sales 149

Anthony Cole Training

OCTOBER 11, 2024

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things. However, there are several steps a sales manager can take to establish a motivating environment for salespeople in order to build a high-performance sales team.

Drivers/motivators 234

Drivers/motivators Sales 234

Iannarino

OCTOBER 16, 2024

In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. Instead, many sales reps believe their offering will be enough to secure the client’s business. When these reps lose, they blame external factors instead of recognizing that they failed to develop the edge they need.

B2B 164

B2B Closing Sales 164

Speaker: Jay Allardyce

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

Force Management

OCTOBER 10, 2024

Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here.

Conversion 146

Conversion Product Sales 146

Martech

OCTOBER 16, 2024

We have some big news to share with you. As a reader of the MarTech website and newsletter and an attendee at the MarTech Conference, you’re part of a community of marketers created by Third Door Media, the company that built and continues to invest in MarTech and its sibling brands Search Engine Land and SMX. Today, our company takes another step in its maturation.

Education 127

Education Commission Engineering Technology 127

Force Management

OCTOBER 17, 2024

Scot Loeffler knows a thing or two about leadership. He knows about leading a change initiative, getting the most out of high performers, and what it takes to be elite. Scot has worked with some of the most recognizable names in college and pro football as a quarterbacks coach or coordinator. In 2018, he became Head Coach at Bowling Green State University (BGSU) and began the task of turning their football program around.

Engineering 94

Engineering Sales 94

Martech

OCTOBER 15, 2024

We make purchase decisions based on whether or not we trust brands. For low-cost items, we may be willing to take a risk, but for major purchases, trust is key. For B2B offerings, trust is the top selling point for decision-makers, as their motivation is almost always to avoid the blame that comes from making the wrong choice. The true foundation of marketing lies in building brands that create demand but also build trust.

Customers 120

Customers Intrinsic Trust Drivers/motivators 120

G2

OCTOBER 16, 2024

Explore the key differences between libel and slander, the two main types of defamation. Learn about their distinct legal implications and challenges.

Legal 103

Legal 103

The Advantexe Advisor

OCTOBER 15, 2024

We are midway through October and the pressure is on. Most businesses by now have a very good idea about how their Q4 and total year of 2024 is going to end up from a revenue perspective so all that is left is to manage the costs and profit. Unlike revenues which are driven (mostly) by customers, expenses are typically all controlled internally and can be much more easily managed and manipulated.

Clients 88

Clients Meeting Closing Conversion 88

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

Iannarino

OCTOBER 14, 2024

As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales management pitfalls to help you steer clear of costly missteps.

Sales 167

Sales 167

SaaStr

OCTOBER 11, 2024

Dear SaaStr: If a startup is at $1.5M ARR and is looking to hire an experienced COO how much equity should they give him/her? 0%. I think $1.5m ARR is too early for an experienced COO in 95 cases out of 100 — unless it’s a total rocketship and you plan to be at $10m+ ARR within 12 months. At $1.5m ARR you should still be the COO. You should find, hire, and manage the VPs of Sales, Marketing, Customer Success, Product and Engineering and even Finance yourself.

Finance 99

Finance Engineering Product Customers 99

Martech

OCTOBER 15, 2024

The following checklist distills actionable strategies for digital marketers from Lotame’s “The 2024 State of Data Collaboration: A Global Perspective” research report, fielded by Cint. It’s designed to enable smarter, faster and easier decision-making for forward-thinking marketers. Key takeaways from the research Data challenges : 98% of marketers and agencies face barriers in data orchestration and utilization.

Strategize 112

Strategize Technology Technology Process 112

G2

OCTOBER 16, 2024

Discover effective ways how to network at any event. Learn to research and conduct successful interactions that enhance your professional connections.

Networking 102

Networking 102

Advertisement

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.

Sales

Adaptive Business Services

OCTOBER 16, 2024

Let’s get started! Nimble Updates Watch for a new user interface on your Nimble messages inbox. I have seen and tested this and it’s very nice! Nimble is also working on separating email open and link tracking. Sequences continued … I’d like to think that I have been pretty up-front about the fact that my experience with email sequence messaging has, up until this point, been non-existent.

CRM 71

CRM Construction Contact Service 71

Iannarino

OCTOBER 15, 2024

I developed this list of 49 metrics for a project I am working on. If you want to develop your own set of KPIs, this list will help you figure out what information you need from your sales team. Select at least one from each category to evaluate their performance.

Sales 150

Sales 150

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. Do it. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process.

Contract 89

Contract Engineering Product Customers 89

Martech

OCTOBER 14, 2024

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

Objectives and Key Results 111

Objectives and Key Results Territory Click Through Rate CRM 111

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

Membrain

OCTOBER 16, 2024

Numerous studies have shown that without reinforcement, most formally-delivered training content is forgotten or abandoned with a few short weeks. Influenced by the effectiveness of the trainer (whether live or pre-recorded), the quality and relevance of the materials, and the receptivity of the intended audience, many of the concepts may never be absorbed at all.

Sales 70

Sales 70

Partners in Excellence

OCTOBER 17, 2024

I’m embarrassed and ashamed of my behavior in a very difficult situation today. Fortunately, I was involved in a discussion with someone who had the courage to call me out, in the most polite way. For the past several weeks, I’ve been involved in frustrating situation with a vendor of ours. We are using some of this vendor’s products right now—but having problems with them.

62

62

Iannarino

OCTOBER 11, 2024

Unlock the secret to transforming your B2B sales team’s onboarding process to accelerate success and increase revenue.

B2B 198

B2B Sales Process 198

SaaStr

OCTOBER 13, 2024

Top SaaStr Posts of the Week: #1. The SaaS Era of 2013-2022 is Over. Welcome to The World of Hyperfunctional SaaS. #2. ChurnZero: 38% More Customer Success Departments Are Reporting to the CRO. FBOW. | #3. 7 Things I Learned from Loren Padelford, CRO of $100m+ ARR Vertical SaaS Leader Slice #4. 4 out of 800 Sales Execs Raised Their Hand. A New Low in SaaS Malaise?

Up-sell 90

Up-sell Growth Sell Product 90

Advertisement

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.

Follow-up

Martech

OCTOBER 16, 2024

Meet ADMaP. That’s the Attribution Data Matching Protocol just released by IAB Tech Lab for public comment. The protocol is aimed at enabling advertisers and publishers to share and measure conversion data without exposing user-specific information. The protocol adopts Privacy Enhancing Technologies (PETs) like Private Set Intersection (PSI) and Trusted Execution Environments (TEEs).

Conversion 102

Conversion Technique Trust Launch 102

Membrain

OCTOBER 13, 2024

Join us for a conversation with Mark Boundy , Chief Clarity Officer and founder of Boundy Consulting LLC. From his humble beginnings in retail sales to his influential role at WL Gore Associates, Mark has honed a profound understanding of customer perceived value.

Customers 76

Customers Retail Consult Conversion 76

Understanding the Sales Force

OCTOBER 13, 2024

As I wrote in September, I’m reading the Bible from beginning to end for the first time. I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus.

Strategize 69

Strategize Sales Prospecting Conversion 69

Iannarino

OCTOBER 10, 2024

Struggling to break through the noise with your cold outreach? Here’s how to turn challenges into opportunities and secure those elusive meetings.

Prospecting 174

Prospecting Meeting Sales 174

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

SaaStr

OCTOBER 10, 2024

So Thomasz Tunguz put together a great chart summarizing one of my top worries over the past 24+ months in SaaS. He summarized the M&A (acquisitions) of The Top 10 Software Acquirers. And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. And there hasn’t been for a while: It was great times for SaaS liquidity in late 2020 through the end of 2021.

Start-ups 92

Start-ups B2B Engineering Closing 92

Martech

OCTOBER 11, 2024

Here’s a question to consider: Does it take more than 250 touchpoints to close a B2B SaaS deal in today’s world? That’s a lot of touchpoints. But B2B software sales are incredibly complicated things. They involve a lot of people. Any sizable B2B SaaS deal includes: A buying committee. Influencers (not the ones you see on TikTok, but old-school influencers).

B2B 112

B2B Angle Promote Education 112

Partners in Excellence

OCTOBER 16, 2024

We engage in endless debates/discussions about our GTM strategies and how we want to sell to our customers. We argue about approaches, methodologies. We endlessly debate things like PLG, land/expand, should we use SDRs/BDRs, the roles of AEs/AMs, technologies to extend our outreach and improve our productivity, the use of AI agents, channel/partner strategies, how we grow/expand/upsell/cross sell.

Sell 62

Sell Agriculture Customers Cross-sell 62

Salesforce

OCTOBER 16, 2024

Artificial intelligence has come a long way from its early beginnings, evolving from science fiction to a powerful force shaping industries across the globe. But how did we get here, and what’s next for artificial intelligence (AI) as it continues to transform the way we live and work? To explore this, I had a far-reaching discussion on the Dreamforce stage recently with two of Salesforce’s seminal experts who’ve been involved in shaping AI since its earliest days.

Engineering 64

Engineering Networking Trust Start-ups 64

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