Iannarino

OCTOBER 29, 2024

Role-playing in sales might be the secret ingredient your team needs to turn hesitant prospects into enthusiastic clients.

Conversion 258

Conversion Sales Clients Prospecting 258

Partners in Excellence

OCTOBER 29, 2024

We have metrics for virtually anything in selling. We have endless performance metrics, activity measures, pipeline/forecast, deal, prospecting, account retention, growth and other metrics. We have marketing and customer experience metrics. It seems we want to and can measure almost anything in selling, but we struggle with how to use them. As an example, every year, I must review over 1000 pipelines.

Pipeline 113

Pipeline Quota Prospecting Meeting 113

Martech

OCTOBER 29, 2024

Last month, I attended the Marketing AI Conference (MAICON) hosted by the Marketing AI Institute, an annual event that has grown into a hub for marketers advancing AI in their field. Now in its fifth year, MAICON attracted over 1,100 people interested in AI’s rapid progress and potential. Industry experts like Paul Roetzer, Adam Brotman and Andy Sack shared insights and the unveiling of OpenAI’s new model, “Strawberry,” added a sense of urgency to the event.

Drivers/motivators 104

Drivers/motivators Strategize High impact Pitch 104

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.

GTM 97

GTM Product Go To Market Drivers/motivators 97

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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.

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Martech

OCTOBER 29, 2024

In design school, I spent many nights seeking inspiration by pouring through biology books, wandering kitchenware stores or exploring empty playgrounds. As a student, I might have been looking for a novel concept for an identity system or a new look for a cookie box. My odd explorations were part of a five-step innovation method I’ve used for many problem-solving projects as a marketer, consultant and analyst.

Objectives and Key Results 101

Objectives and Key Results X-functional A/B testing Campaign 101

G2

OCTOBER 29, 2024

At 18, I interviewed for a job at a local produce store. Three people, including the owner, interviewed me, and I felt confident for the most part.

105

105

SaaStr

OCTOBER 29, 2024

So it’s been a sloooow time in SaaS IPOs since the boom times ended in December 2021. There have been just 3 SaaS IPOs since December 2021: Klaviyo OneStream Rubrik And all were strong ones, at $500m+ ARR or so, growing ~50% or so. And that’s it. Two of the Last Three SaaS IPOs Barely Raised Any VC Capital At All But it doesn’t mean there aren’t plenty of good ones waiting.

Contact 91

Contact Growth Market share Customers 91

Martech

OCTOBER 29, 2024

Customer data platforms (CDPs) are a versatile tool in the martech stack. Whether you’re looking for a solution to power your personalization efforts, consent management, attribution tracking or other use cases where a point solution is available, a CDP is likely capable of meeting your needs. Here are 12 ways your marketing team can use a CDP. 1. A centralized hub for data and reporting The first and most obvious way to use a CDP is as your centralized hub for data and reporting.

Customers 95

Customers Campaign Service Education 95

SaaStr

OCTOBER 29, 2024

Dear SaaStr: What Percentage Owership Do Venture Capitalists Want in Start-Ups? Roughly, it varies by stage, and how big the firm is. The earlier the stage, the more they want to own. And the bigger the firm, the more they want to own: Most Big VC Firms ($600-$2b+ in a fund) want to own 15%-20%+ of a start-up, ideally even 30% in a Series A investmen t.

Start-ups 79

Start-ups Price 79

Martech

OCTOBER 29, 2024

Only 36% of respondents to a recent Plus Company-Statista survey of 350 marketing leaders revealed they were very happy with using their existing tools to measure the impact of their creative content. Marketers relied on traditional tools like brand tracking, trend analysis on sales/revenue, campaign performance metrics, media mix modeling, attribution modeling and incrementality testing for decades.

Campaign 93

Campaign Technology Technology Meeting 93

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

Sales Gravy

OCTOBER 29, 2024

Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. – Results in prospecting don’t happen ov

Appointment 76

Appointment Negotiate Sales Represent 76

Martech

OCTOBER 29, 2024

Online success hinges on making it fast and easy for users to find what they’re looking for. Shifting channels, evolving consumer expectations, and technologies like AI require teams to be more dynamic than ever. Every customer experience requires extensive planning, with content and technology working together behind the scenes to deliver personalized journeys that engage and convert.

Technology 82

Technology Technology Conversion Sell 82

Salesforce

OCTOBER 29, 2024

Have you ever tried to piece together data to get a better understanding of your customer’s preferences? You have demographic data, a handful of website visits, and maybe some purchase history. But when you try to connect the dots, the picture is blurry. You can see glimpses of who your customer is, but you’re missing the bigger picture. This scenario is a common challenge for many marketers.

Customers 72

Customers Retail CRM Healthcare 72

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. However, many leaders feel it isn’t always possible to get it all done as they lack the time, resources, or know-how to coach, so it’s seen as an afterthought.

Objectives and Key Results 52

Objectives and Key Results Sales Pitch Objection handling 52

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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

Sales

Salesforce

OCTOBER 29, 2024

Last year, we got an unexpected phone call telling us that our 20-year-old customer service management (CSM) system for our technical support organization would be deprecated. This was a huge shock — but as my company’s VP of global technical support, I quickly saw an opportunity to improve our technology. We already had Sales Cloud as our customer relationship management ( CRM ) software, and ServiceNow as our IT service management (ITSM) solution.

Service 69

Service Customers X-functional Pharmaceutical 69

Heinz Marketing

OCTOBER 29, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing At Heinz Marketing, one of our specialties is marketing orchestration : defining the process of go-to-market. One of the aspects of marketing orchestration is defining the roles and responsibilities of all involved in the go-to-market process. For our clients, we have had the opportunity to implement both DACIs and RACIs.

Drivers/motivators 52

Drivers/motivators Consult Go To Market Launch 52

Salesforce

OCTOBER 29, 2024

In today’s tech-driven world, digital transformation is key to building better customer relationships and future-proofing your business. But there’s a catch. Most of these projects don’t hit their goals due to hurdles like misalignment, technical debt, siloed teams, and a “one and done” mindset. In fact, firms spend $1.3 trillion on digital transformation programs annually with the goal of driving efficiency.

Government 64

Government Objectives and Key Results Teamwork Strategize 64

G2

OCTOBER 29, 2024

Discover the latest financial trends like AI, sustainability, and digital payments. Understand how they can unlock opportunities for your business.

Networking 59

Networking 59

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

Salesforce

OCTOBER 29, 2024

Introduction Imagine you’re working on an AI product that can summarize customer success phone calls for training purposes. Your company’s product leverages large language models (LLMs) to summarize, synthesize, triage, and generate relevant outputs. You’re aware that LLMs can hallucinate, output harmful or biased text, or be manipulated through prompt injection attacks.

Objectives and Key Results 52

Objectives and Key Results Construction Engineering Follow-up 52

The Bridge Group

OCTOBER 29, 2024

T oday, we launch our 2025 SDR motions, metrics, and compensation research. This is our 10th iteration of this project since 2007. This edition will take ~ 6 minutes to complete. If you lead a Sales Development group, please participate. We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment.

Launch 26

Launch Sales 26

Salesforce

OCTOBER 29, 2024

CEOs across industries have embraced AI, imagining exponential growth, unprecedented productivity, and radical cost reductions. Yet, many are setting themselves up for failure. The misguided rush to train and deploy Large Language Models (LLMs)—fueled by industry hype and misconceptions that these models alone can solve all AI-related challenges—is a fundamental miscalculation.

Government 145

Government Engineering Territory Technology 145

Salesforce

OCTOBER 29, 2024

Ask any seasoned sales pro about their early sales experience, and chances are, they’ll have a story about door-to-door sales. While not as common as it used to be, this approach to sales is still relevant and widely practiced. In fact, the skills required can help you greatly in other sales approaches and are worth exploring even in our digital age.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

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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.

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