Partners in Excellence
JANUARY 18, 2024
It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.
Iannarino
JANUARY 4, 2024
Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.
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Martech
JANUARY 17, 2024
“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies. After multiple delays.
Anthony Cole Training
JANUARY 12, 2024
The sales performance management activities that we are performing today are creating the results we are achieving today. Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.
Advertiser: ZoomInfo
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Veloxy
JANUARY 2, 2024
As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team. While you may want your sales team to focus on selling, they also spend much time on administrative tasks.
Sales Pop!
JANUARY 17, 2024
The goal for most is to achieve success in the distant future. Some glorify the process, believing it will be easy and short-term, while others quickly change their minds upon realizing quick and easy does not exist. No matter the industry, the details one needs to embrace, combine, and create a comprehensive output are almost beyond imagination. Accordingly, precision differentiates a successful business.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
JANUARY 11, 2024
Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your territory.
Partners in Excellence
JANUARY 12, 2024
Confession time. I’m terribly lazy. I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.
Anthony Cole Training
JANUARY 25, 2024
The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.
Martech
JANUARY 30, 2024
Artificial intelligence (AI) has emerged as a game-changing force for revolutionizing customer experience (CX). With the ability to process vast amounts of data and drive automation at scale, AI empowers brands to deliver personalized, seamless CX journeys that foster loyalty and satisfaction. This article explores how leading companies leverage AI across three key areas — clear messaging, frictionless interactions and tailored experiences — to shape customer experience. 1.
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.
Sales Pop!
JANUARY 11, 2024
Systematic goal setting and tracking progress are essential for achieving your desired success. Although it may appear time-consuming, establishing a rhythm for setting and achieving goals will help you realize success more quickly. Read the guarded sales secrets to help you exceed your goals. Like me, avid goal-setting and achievement may become a newfound habit that works exceptionally well.
SaaStr
JANUARY 16, 2024
There’s so much debate on social media and elsewhere on bootstrapped vs VC. Bootstrapped you maintain control, and the unit economics. But many see it as so much harder. And it’s almost always longer. VC can let you go faster, but it can become an addiction. And the dilution all-in generally ends up being 60%-70% by the time you approach an IPO.
Iannarino
JANUARY 25, 2024
Explore the groundbreaking insights and strategies in Anthony Iannarino's series of six books, revolutionizing sales and leadership.
Partners in Excellence
JANUARY 31, 2024
My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort.
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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.
Anthony Cole Training
JANUARY 5, 2024
Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.
Martech
JANUARY 3, 2024
Marketers will continue to engage with audiences on social media through advertising and organic social campaigns. The space continues to diversify, with more user-generated content inspired by the emergence of TikTok in recent years. And for consumers with money to spend, there are new ways to shop through social commerce. How will these opportunities shake out in the upcoming year?
Sales Pop!
JANUARY 31, 2024
In the ever-evolving landscape of digital marketing, harnessing the power of AI has become an indispensable strategy for businesses seeking to stay ahead of the curve. One remarkable tool that has captured the attention of social media marketers is Custom GPT. This advanced AI technology, based on OpenAI’s GPT architecture, empowers businesses to create highly tailored content, engage with their audience on a more personal level, and streamline various aspects of their social media marketi
Search Engine Land
JANUARY 9, 2024
Websites made with Google Business Profiles will be turned off in March. Customers attempting to visit your website will then be automatically redirected to your Business Profile until June 10. Beyond this date, visitors will encounter a “page not found” error, Google announced. Why we care. Businesses wanting to maintain their own website must create a new site using alternative tools, then update their Business Profile with the new site address before the deadline to ensure a smoot
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 1, 2024
My friend Darren called me to tell me that I needed to take a shower and get ready for a party in the Valley at Miko's house. Both Darren and Miko were attending the Guitar Institute in Hollywood, even though Darren was already a shredder.
Partners in Excellence
JANUARY 24, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies.
Anthony Cole Training
JANUARY 19, 2024
For centuries, community banks have invested in their local communities and promoted relationship banking. They have been founded on the bank's knowledge of community families, their spending histories, or their small business's finances. Enter the world of high-speed tech, digital banks and AI, offering options never even dreamed about ten years back.
Martech
JANUARY 16, 2024
Storytelling might not be the first tool that springs to mind in B2B marketing. But let’s rethink that. Crafting a resonant narrative is just as crucial in a boardroom as in a book. The art of storytelling can be the key to unlocking meaningful connections with your business audience. Think about it — a well-told story can captivate, engage and leave a lasting impression, even on the most analytical minds.
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 Pop!
JANUARY 31, 2024
For some businesses, a sales slump accompanies winter’s short days and chill. You don’t have to accept that as the default, however. Try some of these tips to help you pivot your sales techniques and grow through the winter. From a foundation of adequate insurance from one of the best business insurance companies to a focus on meeting customers where they are, you can make this winter your best one yet. #1: Foundation of Insurance Business insurance isn’t optional if you want to set yourse
Search Engine Land
JANUARY 5, 2024
The AI-generated answers in Google’s Search Generative Experience (SGE) do not match any links from the top 10 Google organic search results 93.8% of the time. That’s according to a new Authoritas analysis, which focused primarily on commercial keywords. Why we care. Google SGE is expected to reduce organic traffic significantly to websites for many keywords because searchers will be able to get the answer directly in Google’s AI-generated answer.
Iannarino
JANUARY 5, 2024
Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.
Partners in Excellence
JANUARY 16, 2024
The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.
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!
SaaStr
JANUARY 1, 2024
So one thing that’s changed radically in SaaS over the past few years if everyone has realized to truly scale, you need to be multi-product. Sometimes by as early as $20m ARR, sometimes by as late at $200m ARR, or later. But net net, the average public SaaS compay has 35,000 customers. So once you cross 3,500, let alone 10,000 — you’re starting to saturate most B2B markets.
Martech
JANUARY 25, 2024
Welcome to 2024! A new year is like a new car — it comes with that amazing smell of promise unsullied by life events. So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. Everything in this new year should be about setting goals for the year, creating aspirations and deciding what we need to accomplish — like how we will reach that seemingly impossible sales number our boss gave us because we smashed our goal in 2023.
Sales Pop!
JANUARY 30, 2024
I just wanted to drop in and share some cool stuff from my latest podcast episode. I had an amazing chat with Summer Davies , who knows a ton about making leaders out of regular folks. We talked about all sorts of things that can trip you up if you’re trying to lead a team, especially in smaller businesses. Here’s the lowdown: The Big Oops in Leadership: It’s pretty common to see someone who’s awesome at their job get promoted to a boss.
Search Engine Land
JANUARY 31, 2024
Humans are more likely to prefer content generated by AI than written by a human, according to a surprising new survey. Why we care. While AI can’t entirely replace humans in content creation, clearly generative AI can create content that resonates with consumers. Generative AI 6, humans 0. In six AI- vs. human-generated content battles, the generative AI version “won” each.
Advertiser: ZoomInfo
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