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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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.
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
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.
Iannarino
JANUARY 6, 2025
Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful connections.
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-
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.
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.
G2
JANUARY 6, 2025
When I first started exploring mind mapping software, it wasnt just about finding tools to organize my thoughtsI needed solutions to transform chaotic ideas into structured plans.
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?
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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.
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.
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.
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
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.
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.
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.
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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