Iannarino
APRIL 4, 2023
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into stages. Each stage of an opportunity requires you to achieve a corresponding outcome for you and your potential customers.
Partners in Excellence
APRIL 24, 2023
When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota.
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Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
Membrain
APRIL 5, 2023
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
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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.
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
Veloxy
APRIL 12, 2023
Are you interested in a career in solar sales? The solar industry is growing rapidly, and by 2024, it’s estimated that 2.5% of all U.S. homes will have solar panels installed. This growth means that there will be an increasing need for skilled solar salespeople who can help homeowners and businesses make the switch to solar energy. But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
APRIL 28, 2023
Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.
Martech
APRIL 17, 2023
Spend across marketing analytics and data infrastructure is forecast to grow from $22 billion in 2022 to $32 billion in 2026 in the U.S., U.K. and European Union. That’s according to a new report from Winterberry Group, “From Data to Insight: The Outlook for Marketing Analytics.” The predicted increase of over 30% is derived from a survey of 200 U.S. and European marketers, as well as interviews with industry experts.
SaaStr
APRIL 16, 2023
As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Back at the first SaaStr Annual, in February 2015, we kicked off the day with Aaron Levie from Box — who had just IPO’d a week or so before.
Search Engine Land
APRIL 16, 2023
Google is in the process of building an “all-new search engine” powered by its new A.I. technology while at the same time working on adding new A.I.-based features to its current search engine under the project name Magi. “The new search engine would offer users a far more personalized experience than the company’s current service, attempting to anticipate users’ needs,” the NY Times reports.
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.
Membrain
APRIL 12, 2023
Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.
Iannarino
APRIL 9, 2023
It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way to describe the slow reaction of sales organizations who don’t recognize how buyers have changed. Those who still practice a traditional sales approach lose opportunities that require a modern sales approach.
Anthony Cole Training
APRIL 14, 2023
Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.
Martech
APRIL 6, 2023
Love it or hate it, the artificial intelligence revolution is here. People can’t stop talking about ChatGPT, OpenAI and how AI will fundamentally change the world. Marketers everywhere are obsessing over the newly discovered power of AI. Amid the jaw-dropping realizations of what AI is capable of, marketers are faced with an existential question that’s a bit daunting to consider: Is this the end of marketing as we know it?
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!
SaaStr
APRIL 7, 2023
Dear SaaStr: How Much Of My Startup Do I Need to Sell In Each Venture Round? It definitely can vary based on what type of investor. But for venture-backed start-ups raising from more traditional funds (the ones you’ve heard of), here are some rough rules: Seed VCs would like to buy 10%, sometimes 15%, if they can. They often “settle” for a bit less.
Search Engine Land
APRIL 11, 2023
While many SEO practitioners will smirk at the term “ E-E-A-T ” and immediately the ink about what’s for lunch, they aren’t necessarily wrong. To achieve E-E-A-T, various crucial “ingredients” must seamlessly come together and result in quality. This article explores how to incorporate local SEO tactics into an E-E-A-T strategy.
Partners in Excellence
APRIL 19, 2023
Let’s try a thought experiment. I’ll start with a bit of background. When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.
Iannarino
APRIL 22, 2023
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. The salesperson’s family may also suffer without the resources they need. The salesperson’s prospective clients are hurt because the person they are dealing with is not using value creation strategies , which would have caused them to buy from the salesperson.
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!
Anthony Cole Training
APRIL 21, 2023
Accountability in an organization is kind of like the old country song by Joe Diffie: Prop Me Up Beside the Jukebox (If I Die).
Martech
APRIL 3, 2023
On Friday, Italian regulators imposed a ban on generative AI tool ChatGPT with immediate effect while giving its creator, OpenAI, 20 days to address concerns about the way data is collected and processed under penalty of a fine of $21.7m or up to 4% of annual revenues (whichever is greater). There have been indications that other European regulators may swiftly follow suit.
Membrain
APRIL 30, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group 's CEO, Bryan Gray , and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the " Three Deadly C 's.
Search Engine Land
APRIL 6, 2023
This article was co-authored by Andrew Ansley. Things, not strings. If you haven’t heard this before, it comes from a famous Google blog post that announced the Knowledge Graph. The announcement’s 11th anniversary is only a month away, yet many still struggle to understand what “things, not strings” really means for SEO. The quote is an attempt to convey that Google understands things and is no longer a simple keyword detection algorithm.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Partners in Excellence
APRIL 5, 2023
As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.
Iannarino
APRIL 18, 2023
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Winning one enterprise-level deal can retire your quota for the year.
Anthony Cole Training
APRIL 6, 2023
There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.
Martech
APRIL 10, 2023
The advent of cloud-based data warehouses (DWHs) has brought simpler deployment, greater scale and better performance to a growing set of data-driven use cases. DWHs have become more prevalent in enterprise tech stacks, including martech stacks. Inevitably, this begs the question: should you employ your existing DWH as a customer data platform (CDP)?
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Membrain
APRIL 23, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Andy Paul , Author of " Sell Without Selling Out " to discuss about the importance of coaching, and the need for a human-first approach to selling.
Veloxy
APRIL 26, 2023
Salesforce is the leading CRM platform in the market, and it has proven to be the best choice for companies that deploy field sales teams. In fact, according to Salesforce’s most recent State of Sales report, 87% of field sales reps believe their organization takes full advantage of their CRM ( more than inside reps ). In this post, we’ll share the 20 key reasons why Salesforce is the best CRM for field sales and how it can benefit you and your field sales team.
Partners in Excellence
APRIL 14, 2023
I know, I know. I shouldn’t get so wound up about the stupidity I see in LinkedIn, Twitter, and other social media. I’ve tried not to get wound up. I scan my feeds about 3 times a day, and even that my be a waste of time. I’ve had to pause scanning my feeds, and start closing my eyes, doing deep breathing and meditation during those periods.
Iannarino
APRIL 21, 2023
A stranger asks you for money. Do you say yes?
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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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