Iannarino
MAY 22, 2023
Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their sales team creates. The reason they demand more opportunities is because they know their sales reps will lose deals. However, demanding more coverage in the pipeline is a sign that the sales force has a low average win rate.
Partners in Excellence
MAY 22, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand the customer’s needs, problems, requirements. We use discovery to understand the capabilities they seek in looking at solutions. We use discovery to understand their budgets, the alternatives they are considering, their knowledge of and interest in us, how they will make the decision, and when.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Search Engine Land
MAY 15, 2023
“We’re at around 100,000 monthly organic traffic, but we cannot sustain the SERP positions and conversions…” “We are at 530,000 monthly organic traffic, but our growth has become stagnant and we’re unable to scale up…” I hear plenty of similar SEO concerns from SaaS companies. After working on numerous audits, I found that most of them struggle with SEO issues that impact their customer acquisition costs and diminish revenues. 1.
Sales Hacker
MAY 23, 2023
There are many different types of people you come across in your sales career. Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check.
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
MAY 23, 2023
So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. It’s very detailed and oriented more toward growth-stage scale-ups — but it’s excellent. Everyone should have a read. I didn’t so much learn from it as confirm — confirm things I’ve seen, known, and put into practice, and seen it confirmed across many SaaS startups.
Sales Pop!
MAY 20, 2023
Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Now, let’s look at the first mega-threat—which deals with the salespeople themselves. Mega-Changes While researching this article, I turned back to an excellent book that was popular when I first brought my business to the U.S. from Austria a little less than 11
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
MAY 12, 2023
We’ve been talking to, teaching, and coaching sales organizations for 30 years. We’ve been through every economic, political, and social uptick and downturn that you’ve been through. As a result, we’ve heard every reason for success and failure. The one true constant throughout those years and swings in environment is that there are always a small group of salespeople that succeed regardless of what is going on around them.
Martech
MAY 19, 2023
It’s almost impossible to ignore the impact of artificial intelligence on businesses today. The marketing industry is no exception. From ChatGPT ’s rise as the fastest-growing platform of all time to near-constant headlines on the latest AI-related product releases, we are inundated. But with all the hype, how can marketing leaders and their teams best determine how to utilize AI to benefit their work and customers?
Understanding the Sales Force
MAY 10, 2023
All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. Order cancellations. We know what doesn't work in a recession.
SaaStr
MAY 12, 2023
So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. You can download it here. There are a lot of great learnings and metrics in the report, and a few stood out to me: #1. Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR.
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!
MAY 28, 2023
This article continues our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. The next mega-threat we’ll take up is the mishandling of data. This is a threat to any enterprise—or, for that matter, any organization or even a government.
Iannarino
MAY 10, 2023
In today’s fast-paced business environment, change is constant. While some buyers claim they would prefer a “salesperson-free buying experience,” many also suffer from buyer’s remorse. The reason is that business buyers treat complex purchase scenarios like they are buying a big-screen television from a retail store like Best Buy.
Anthony Cole Training
MAY 19, 2023
In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.
Membrain
MAY 24, 2023
What is the biggest lever in sales? The one thing you can upgrade to have the greatest impact on your win rates, deal size, sales cycles, and overall performance?
Advertisement
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.
Martech
MAY 30, 2023
No personalization, no leads. Or only a handful of them. It’s a new paradigm in 2023, supported by research. 56% of consumers expect offers to be personalized 100% of the time. And 83% of consumers are willing to share their data in exchange for a personalized experience. The question is how can marketers personalize campaigns at scale? How granular should personalization be?
SaaStr
MAY 9, 2023
So when I was a founder, I didn’t pay much attention to how VC funds themselves worked. I just pitched them. But fast forward to today, and there is an incredible amount of information about how the industry actually works, and we put a bunch of the best stuff on SaaStr itself. Most important today is for founders to know (1) how active the venture markets are, at each stage and (2) how healthy venture is overall.
Sales Pop!
MAY 9, 2023
In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team requires the right talent, strategy, and leadership.
Iannarino
MAY 13, 2023
One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , is that it positions you as an expert and authority on the results you help your clients improve. Leaders and decision-makers don’t want to buy from a salesperson; they want to buy from a business advisor who has experience.
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.
Anthony Cole Training
MAY 26, 2023
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?
Membrain
MAY 14, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide," & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.
G2
MAY 31, 2023
The future of email marketing is here!
SaaStr
MAY 25, 2023
Have a strong M&A offer? Not sure what to do? Look at this pic or a similar one Do you want it? If so, say No If not? Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer.
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!
MAY 22, 2023
The underlying theme of a career search or job is showing you enjoy your work and encouraging others to see the positive. Spontaneity demonstrates that we are listening fully, and that interest lies ahead for taking thought to the next level for the benefit of all. Moreover, it makes our encounters more joyful. There were days I couldn’t believe I was earning commission for having fun-filled conversations with my clientele.
Iannarino
MAY 20, 2023
No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many sales leaders and sales managers worry their teams are not doing enough prospecting to achieve their sales goals and sales objectives.
Martech
MAY 23, 2023
Customer journey orchestration (CJO) uses different tools to provide seamless experiences for customers and increase revenue. Because customer journey orchestration casts a broad net across the entire customer lifecycle it’s essential to have a strategy for your technology. “When we talk about customer orchestration, we’re talking about much more than just a buyer’s journey,” said Carlos Hidalgo, CEO of martech consultancy Digital Exhaust, at The MarTech Conference.
Partners in Excellence
MAY 30, 2023
This weekend, late evening, I turned on the TV, paging through the channel guide. I realized, 90% of the content is repeats. The same old (often enjoyable) shows, cycling and recycling. Columbo, Monk, endless NCISs, Law and Order, Family Feud, and on and on. Movies that have repeated endlessly–all the James Bond movies, Dumb and Dumber, Fast Times, the Breakfast Club.
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!
Sales Hacker
MAY 17, 2023
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred , the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.
SaaStr
MAY 17, 2023
Dear SaaStr: When Searching for a Co-founder, How Do You Know You Found The Right One? I think it boils down to 2 key factors: Someone that is both very good at, and better than you, in several key functional areas. If you are good at coding, she is good at sales and customers. Or whatever. That together, the two of you have all the key functional areas covered decently, at least initially (Engineering, Product, Sales & Customers, Marketing).
Sales Pop!
MAY 12, 2023
I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts.
Iannarino
MAY 9, 2023
Seventy-five percent of sales hires fail in their first year.
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!
Expert insights. Personalized for you.
274 
Let's personalize your content