Membrain
SEPTEMBER 27, 2023
Cognitive bias can be at the root of some of the sales industry’s most frustrating problems. Customers who choose a more expensive solution, even though yours is better, and more cost effective. Buyers who choose the popular solution, even though yours is more suitable.
Iannarino
SEPTEMBER 27, 2023
There are two reasons you might need a transformation in sales. The first is that you are not meeting your sales goals. Even though this is the most common reason a transformation is necessary, most sales leaders will try to make a small number of changes that are unlikely to produce better results.
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Salesforce
SEPTEMBER 6, 2023
The new Salesforce Data Cloud Consultant Certification How to become a Salesforce Certified Data Cloud Consultant The new Salesforce AI Associate Certification How to become a Salesforce Certified AI Associate Why these new certifications matter Get started today Salesforce is helping customers understand artificial intelligence (AI) and Data Cloud by delivering two new certifications that objectively validate individual skills and experience that team members need to build trusted AI and data s
Anthony Cole Training
SEPTEMBER 22, 2023
Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.
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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.
Veloxy
SEPTEMBER 28, 2023
The average door-to-door salesperson makes about $22.90 per hour (or $47,622 a year). This can vary significantly depending on how good a salesperson is at their job. Door-to-door sales can be a great way to make money, but it’s not without challenges. It isn’t for everyone, and you need to know what you’re doing if you want to succeed.
SalesProInsider
SEPTEMBER 20, 2023
What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? What stands in the way of you working with the people who you want to serve? What stands in the way of you earning the income necessary for yourself and your family? What’s standing in the way of you feeling good about all the work that you’re doing?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
SEPTEMBER 13, 2023
We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent survey suggests that the average quota attainment is 27 percent. While this number may not be accurate for salespeople outside of the survey, we can use this data point as a basis for our discussion here.
Partners in Excellence
SEPTEMBER 27, 2023
Yeah, this is a rough way to start a blog post… A tough accusation. Unfortunately, I think it’s well earned by too many. I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. Some of it is understandable–though still not acceptable. Without a doubt, we face more turbulence, complexity, volatility, and uncertainty than we have ever experienced.
Anthony Cole Training
SEPTEMBER 14, 2023
The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.
Veloxy
SEPTEMBER 13, 2023
Your company just recently started using Salesforce, and well… you’re struggling. While you can recognize its great power, you’re not quite sure how to harness it. Namely, you’re not sure how to make use of its automation capabilities. Fortunately, we are, and we can help you get the most out of Salesforce automation. Here are 10 tips for optimal Salesforce automation setup. 1.
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
SEPTEMBER 20, 2023
Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the dock and look at the many options, from motorboats to sailing boats and everything in between.
Force Management
SEPTEMBER 28, 2023
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
Iannarino
SEPTEMBER 22, 2023
One office store used the “easy button” in their promotions. They even had easy buttons available for purchase in their stores. While there is nothing wrong with making things easy for your clients or customers, in B2B sales most attempts to make things easier make selling difficult. When one tries to cheat nature, nature cheats back.
Partners in Excellence
SEPTEMBER 14, 2023
Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.
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!
Anthony Cole Training
SEPTEMBER 8, 2023
Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets. At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the
Search Engine Land
SEPTEMBER 28, 2023
Google today announced a new “standalone product token”, Google-Extended, that lets you control whether Bard and Vertex AI can access the content on your site. This seems to be the end result of a “ public discussion ” Google initiated in July, when the company promised to gather “voices from across web publishers, civil society, academia and more fields” to talk about choice and control over web content.
Membrain
SEPTEMBER 13, 2023
Ticket management isn’t a standard feature in sales software. After all, your sales team doesn’t handle tickets. That’s a customer service function.
Force Management
SEPTEMBER 8, 2023
Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Dig in to the episodes below to get real-life advice from leaders who have been there and done that. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.
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!
Iannarino
SEPTEMBER 14, 2023
Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their solutions, asking the client to share their problem. Because so many salespeople were taught and trained to use this approach, it commoditized a first meeting.
Partners in Excellence
SEPTEMBER 25, 2023
As sellers, we are obsessed with efficiency. It’s no surprise, we have more demands on our time than we have time to fulfill those demands. We constantly seek better ways to accomplish more. For decades, technology continues to offer ways to improve our efficiency (and every once in a while, our effectiveness–but that’s a separate post).
Martech
SEPTEMBER 11, 2023
Organizations that want happier customers should look holistically at the entire customer journey. It’s not enough to target individual touchpoints for improvements. Marketers need the big picture when it comes to customer experiences. “The ability to focus on customer journeys and reorient your organization around customer journeys is the great ‘unlock’ for companies that are struggling, perhaps, to make progress with their customer experience scores and their programs,” said Joana de Quintanil
Search Engine Land
SEPTEMBER 7, 2023
Google has confirmed that the August 2023 Core Update – the second core update this year – has completed rolling out. The update started on August 22, 2023, and completed 16 days later on September 7, 2023. Why we care. Google algorithm updates are critical for all brands, businesses, and organizations to be aware of because they can impact how your site performs in search results.
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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.
Salesforce
SEPTEMBER 7, 2023
Learn MuleSoft skills on Trailhead with new hands-on challenges Get more feedback with Enhanced Quizzes For the first time ever, you can now learn MuleSoft skills and get hands-on experience for free on Trailhead , Salesforce’s online learning platform. Gain access to a free test version of MuleSoft, including the same tools you’ll use on the job, so you can confidently take charge at work, add new skills to your resume, and help your company succeed.
Membrain
SEPTEMBER 24, 2023
Ever wondered how a sales veteran approaches the process in a way that adds value for both parties involved? Join us in this episode with Co-founder of Somersault Innovation, Ashley Welch.
Iannarino
SEPTEMBER 21, 2023
I created the Negativity Fast for myself because I was angry and wanted to feel better. Part of my negativity stemmed from several traumas I'd experienced, including two brain surgeries. I lost part of my right lobe, a fact I learned only after the second surgery. At the time, I didn't recognize this as trauma. My negativity might also have been exacerbated by the anticonvulsants my doctors had prescribed to prevent grand mal seizures.
Partners in Excellence
SEPTEMBER 28, 2023
When I started to write this post, I typed, “Is it a good use of their time?” Suddenly, I realized the mistake I was making. We are constantly making choices based on time. Often they are poor choices, though we usually don’t intend them to be so. Often unconscious, we just stop paying attention. But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals.
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
Martech
SEPTEMBER 13, 2023
Leading analytics and data management provider SAS will integrate generative AI capabilities with its Customer Intelligence 360 marketing solution. Customers will be able to choose which generative AI providers to integrate into their SAS instance, including popular models like ChatGPT, open source models and their own proprietary models. Marketers will be able to use these capabilities to create marketing plans and build audience segments as well as generate personalized text content.
Search Engine Land
SEPTEMBER 14, 2023
Google has begun to push out an update to its helpful content system , the last helpful content system update was the December 2022 helpful content update. The update started on September 14 and should take about two weeks to fully roll out. What is new. Google said , “The September 2023 helpful content update is rolling out with an improved classifier.
Salesforce
SEPTEMBER 28, 2023
Recognizing your agents’ contributions during National Customer Service Week (celebrated annually the first full week of October) is an opportunity to say thank you and continue to foster a positive, high-performing work environment. But why limit the celebration to just one week? Your agents work hard all year! Here are six Customer Service Week ideas to show your appreciation all year round.
Membrain
SEPTEMBER 10, 2023
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.
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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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