Iannarino
JANUARY 6, 2025
Managing a sales pipeline can feel like trying to pack for a trip without knowing the weather. Youve got plenty of tools, lots of information, and a bit of hopebut it can still be overwhelming. When I worked as an outside sales representative , I spent way too much time guessing which leads would turn into deals. Sometimes I got lucky. Other times? Lets just say I learned what not to do.
Anthony Cole Training
JANUARY 3, 2025
Id like to blame my poor visual perception for my subpar golf game, but the real culprit is my lack of consistency in practice. Im inconsistent. As a result, my performance on the golf course is erratic, with scores ranging anywhere from 92 to 102. I can shoot a 44 on the front nine and a 54 on the back. Dont get me wrongbeing virtually blind in one eye doesnt help with depth perception.
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Veloxy
JANUARY 7, 2025
In the world of sales, time is money. The quicker you can close a deal, the faster you can move on to the next one. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line.
Membrain
JANUARY 1, 2025
In Japan, there is an ancient art called Kintsugi. In Kintsugi, broken vases are repaired using a mixture of lacquer and gold or silver powder. The resulting artwork highlights the seams of the repair, and is more beautiful for having once been broken.
Advertiser: ZoomInfo
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.
Partners in Excellence
JANUARY 6, 2025
I do a good number of Sales Kickoff speeches I don’t give many speeches to general audiences or at conferences. Most of the time, my speaking is at the SKO of a client, with whom we’ve been working on key change initiatives. The speech is very focused and directed to each person’s role in executing these initiatives and achieving the goals.
Iannarino
JANUARY 6, 2025
Lets talk about B2B lead generation. It sounds complicated, right? But its really just a fancy way of saying, finding the right people for your business and getting them interested in what you offer.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JANUARY 2, 2025
Have we lost interest in investing in the human side of sales? Not in hiring sales execs themselves, but in giving them more tools to be more efficient. It sort of seems like it. AI has hardly rendered the sales professional obsolete. Not yet, at least. Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and i
Force Management
JANUARY 2, 2025
As we wrap up another year of insightful conversations and invaluable lessons, we're excited to share our top podcast episodes of 2024. The Revenue Builders Podcast has continued to bring you the best in sales strategies, leadership insights, and industry trends, featuring some of the most influential voices in the field. From uncovering the reasons behind failed deals to exploring the journey of sales leadership, our episodes this year have been packed with actionable advice and inspiring stori
Partners in Excellence
JANUARY 2, 2025
Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? In the past 5-7 years, we’ve seen a movement to be completely prescriptive with our people and their activities. We script every conversation, yet the customers we are engaging don’t have the same script.
Iannarino
JANUARY 7, 2025
The new hire asked me why we pursue companies that already have a supplier. He wondered aloud whether it would be easier to target companies that dont have a supplier. I explained that the best prospective clients are already using a competitor because companies that dont buy what we sell typically dont need our services.
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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.
Martech
JANUARY 3, 2025
Marketing has traditionally served as the “guardian of the brand,” ensuring organizational consistency across all channels. AI creates brand assets at scale, offering speed and efficiency. However, it also introduces new risks. Here’s how it changes guardrails and governance and what to do about it. Guardrails vs. governance While closely related, guardrails and governance serve different but complementary functions in AI-powered marketing organizations.
SaaStr
JANUARY 7, 2025
So Lightspeed Venture Partners suryed 154 top venture-backed mostly B2B start-ups for their sales metrics. The full report is here. One analysis that was great was on the top reasons sales teams lost deals. Many will sound familiar. Sales teams report 53% of deals were lost due to no action, and 39% due to prospect went silent”: Only 27% of deals were reported as lost to competition.
Sales Gravy
JANUARY 1, 2025
Discover the secrets to lead follow up and conversion after trade show, conference, and events. Onthis episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. Key Takeaways: - Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporat
The Advantexe Advisor
JANUARY 3, 2025
Happy New Year! As we all jump back into what is sure to be another tumultuous year, I thought it would be interesting to pause for a moment to think about and prepare for the big issues facing businesses around the world in 2025.
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.
Iannarino
JANUARY 6, 2025
Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful connections.
Martech
JANUARY 2, 2025
Over the last year, the RMN space saw new in-store standards and solid growth. This is likely to continue. Here are a few ways we expect to see this dynamic space continue to mature. Growing in-store networks While retail media networks have gained some attention [in 2024], I believe their full potential remains largely untapped, said Melanie Babcock, Vice President, Orange Apron Media and monetization at The Home Depot.
SaaStr
JANUARY 3, 2025
The success rate for executive hires at high-growth SaaS companies can be surprisingly low – you’re often lucky if 50-60% of your management team works out long-term. In a recent conversation between HubSpot Chairman and co-founder Brian Halligan and SaaStr Founder and CEO Jason Lemkin, they shared their advice on what actually works when hiring VPs and building your SaaS executive team.
Understanding the Sales Force
JANUARY 6, 2025
As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston. Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As I wrote in this article , Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-
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 Hacker
JANUARY 7, 2025
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.
Partners in Excellence
JANUARY 4, 2025
We are in enamored with, perhaps even in love with our products. We have endless lists of product capabilities. We revel in each feature and function that we can add to a demo. We compare our offerings to the competition, proud that we “check more boxes,” while they competitors claim the same–they are just checking different boxes.
Martech
JANUARY 3, 2025
“If the tech stack were an orchestra, which product would be the conductor?” asks Chief Martec Scott Brinker in his first column of the year. To cut to the chase, Brinker thinks there’s an important role for AI agents to play here. That will be the case for some businesses certainly and almost by default for businesses relying on vendors that have themselves taken the agentic route.
SaaStr
JANUARY 1, 2025
2025 should be a good year for almost all leading public SaaS companies: 1 Overall, any downturn ended in Q324, if there was one at all in their segment. 2 Most SaaS leaders are now in market with an AI offering, and even if early and minor, its leading to a boost because there is incremental budget there. See Salesforce, Asana, etc. All getting a boost even though its early for AI. 3 Everyone got so efficient and at least non-GAAP profitable the past 2 years that they have room to hire and inv
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!
Understanding the Sales Force
JANUARY 4, 2025
As I continue my journey through the Bible, I’m still reading Numbers and in chapter 12, verse 26, God tells Moses that there will be dead bodies among those who turn away from God. At this point in the Bible, God is telling Moses about the land where the Israelites should move and continue their lives. Moses explained that most of his people don’t want to move and are fearful of being slaughtered by the current occupants of the land.
Sales Gravy
JANUARY 7, 2025
Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. Youre the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesnt move forwardand, frankly, neither does the global economy. Youre the elite athletes of the business world.
Partners in Excellence
JANUARY 6, 2025
Most of our selling activities are driven by our customers. As much as we may try to pitch our solutions, they don’t care–until they care. We end up waiting for them to be ready to talk to us. Even then, too often, they are choosing to minimize or eliminate sellers, preferring rep free buying experiences. Ultimately, sellers are deterred in engaging customers until very late in the buying cycle, and when/if customers want that engagement.
Martech
JANUARY 7, 2025
Here’s a statistic everyone needs to know: 76% of marketers achieve higher ROI with account-based approaches than other marketing strategies, per the ABM Leadership Alliance and ITSMA. Yet, many organizations still struggle to unlock this potential, especially when it comes to expansion revenue. Why? The answer often lies in how teams implement the strategy, not the strategy itself.
Advertiser: ZoomInfo
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.
SaaStr
JANUARY 5, 2025
Top Posts: #1: Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. #2: Gong: $100k Deals Take About 70 Days to Close #3: Yes, You Need to Focus. But in 2025, Step Up or Step Aside. #4: HubSpot Co-Founder and Chairman Brian Halligan on AI and SaaS, Board Meetings, and The Incumbent Advantage #5: Most SaaS Apps Are Just Getting Starting With AI. 2025 Will Be Radically Different.
Understanding the Sales Force
JANUARY 3, 2025
Happy New Year everyone! For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New Year by looking back to January of 2024. Last January, my first article included the introduction of my new Sales Grid.
Sales Gravy
JANUARY 5, 2025
Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. Its time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control.
Sales Pop!
JANUARY 7, 2025
Whether we like it or not, the first step to improving in the New Year is admitting that resolving issues lies within each of us. Next, we must consider how our mindset may hold us back. Blaming others only worsens the setback. We control our future; no one else does. What steps do I need to take to overcome my current predicament? Today Is the Start of Tomorrow Begin planning today for tomorrow with specific goals and timelines is the start of a rigorous practice.
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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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