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.
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.
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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-
Iannarino
JANUARY 6, 2025
Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful connections.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
JANUARY 6, 2025
VC firm High Alpha and Paddle did a survey of what keeps founders up at night. More here. One that surprised me a bit was that founders worry more about competition as they scale: 22% of founders worry about competition in the early days, but the swells to 50% at $50m ARR. It probably makes sense on many levels. The bigger you are, the more competition you have.
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.
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 6, 2025
Who, what, when, why and how? Journalism students learn to answer these questions to ensure the most important information is conveyed first in an article. Depending on their backgrounds, marketers may not be familiar with this structure. Even as someone who studied journalism, Im guilty of forgetting my roots. We all get busy trying to promote this product or that service.
Salesforce
JANUARY 6, 2025
Hit the ground trailblazing in 2025! Level up by getting hands-on with Trailblazer Quests, connect with the amazing Trailblazer Community , and enter for a chance to win* some trail-tastic prizes. Table of contents What is Seize the Trail? Build, learn, and win with Agentforce Quests Climb the ranks with more Trailblazer Quests Ready to Seize the Trail in 2025?
Martech
JANUARY 6, 2025
AI is transforming martech by automating tasks, providing real-time insights and scaling operations more effectively. However, a number of issues make integrating AI into martech stacks very challenging. Here are actionable strategies to resolve these and other common AI issues. Dig deeper: AI readiness checklist: 7 key steps to a successful integration Common challenges in AI integration and how to overcome them Here are the top reasons why integrating AI into existing martech stacks poses a ch
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Salesforce
JANUARY 6, 2025
Starting a business itself is challenging. Youre up against larger companies, tight budgets, and a crowded market. However, artificial intelligence (AI) can help you overcome these challenges. Today, 90% of small to medium-sized business (SMB) and startups utilize AI to automate customer interactions , showing just how essential AI has become for driving customer engagement.
SaaStr
JANUARY 6, 2025
So some folks are going to disagree with me on this post, but I’m close to 100% right on it, and it will save you a ton of pain and time and money. Never hire someone who describes themselves as a “Strategist” unless that’s what you really, really want. Especially today. So many folks want to be strategists, do audits of what you do, and give you ideas.
The Advantexe Advisor
JANUARY 6, 2025
Welcome to Part 2 of '25 Business Issues to Think About in 2025'! In Part 1 , I explored some of the most pressing challenges and opportunities businesses will face in the coming year, ranging from AI integration and workforce upskilling to sustainability and geopolitical instability. These issues underscore the need for strategic thinking and strong business acumen skills across organizations.
Salesforce
JANUARY 6, 2025
As we enter this new year, we reflect on last years extraordinary and yet systematic progress that laid crucial foundations for this emerging era of agentic AI. Our Salesforce AI Research team delivered significant contributions across model architectures, evaluation frameworks, applied systems, and more. Below, weve curated a handful of the research milestones that helped shape the landscape of AI research in 2024.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Salesforce
JANUARY 6, 2025
How can you do more with less in HR? The answer is AI. Heres what you need to know to set your team up for success. Imagine if you could spend your workday actually getting work done, and not waste time on low-value tasks like searching for benefits information or payroll documents. In fact, employees report wasting 13 hours per week due to poor digital experiences like this.
Salesforce
JANUARY 6, 2025
For decades, organizations of all sizes have struggled to effectively manage sales commission. Look up any organization with a sales team on a reputable employer review site and youll likely find at least one review, if not several, citing late, inaccurate, confusing, or constantly changing commission pay as a major criticism. Commission management is a universal thorn in the side of finance organizations, RevOps teams , and commissioned employees across organizations everywhere.
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