Iannarino
MAY 7, 2023
As a sales leader, I require my teams to pursue strategic clients. Occasionally, a salesperson would chafe when I rejected companies that would not find what we do to offer a strategic advantage. I discourage them from spending their time on companies that won’t benefit from our approach.
Martech
JULY 29, 2024
By late 2023, 60% of leaders believed AI and machine learning would have a major impact, according to a CMSWire survey (download required). In 2023, IDC estimated AI spending to be $150 billion, with projections to exceed $300 billion by 2026. Many are also being asked to do more with less. of revenue in 2024 compared to 9.1%
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Iannarino
OCTOBER 8, 2023
One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your competitors’. When you look and sound like your rivals, you can expect your clients to believe you are no different. To differentiate yourself in your client’s eyes is to create value for them in the sales conversation.
Martech
NOVEMBER 13, 2024
This unsettling trend is supported by the Fall 2023 CMO Survey, where most CMOs reported limited involvement in executive-level decisions. In his words, marketing leaders must evolve into strategic contributors whose insights drive core business results. The 2023 quantitative study surveyed investment analysts across the U.K.
Iannarino
OCTOBER 20, 2023
One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If your contact already knows everything you tell them, it is difficult to create value for them in the sales conversation. This is one reason why buyers refuse a second meeting with a salesperson.
Martech
JULY 26, 2024
While 99% of marketers say they’re personally using AI, 67% say a lack of training remains a barrier to its adoption at work — three percentage points higher than in 2023, according to a new survey by The Marketing AI Institute. The number of people who “couldn’t live without AI,” jumped from 6% in 2023 to 15% today.
Iannarino
JUNE 11, 2023
One mistake salespeople make in discovery is asking questions they should have answered through their research. These questions will show they didn’t prepare for a first meeting. While failing to do research is harmful in an average pursuit, it’s worse in an enterprise-level opportunity.
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