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.
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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.
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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
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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?
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.
Search Engine Land
MAY 4, 2023
Google has removed the requirement to have the description property as part of your video structured data. Google says it is still recommended to provide a description to your videos in the structured data but it is not a requirement. With that, Google Search Console will not report errors for missing description property items. Structured data change.
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: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Understanding the Sales Force
MAY 23, 2023
My wife chose some beautiful new shrubs and flowers and I was digging the holes to plant them in the garden. The largest shrub required the largest hole and it was to be placed in an area of the garden that I knew was quite rocky. Sure enough, after just three shovel fulls of dirt, I hit rock and it was bigger than both my shovel and the hole. I was stuck.
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.
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.
Membrain
MAY 17, 2023
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of 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!
Adaptive Business Services
MAY 3, 2023
Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?
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.
Search Engine Land
MAY 12, 2023
Optimizing for search requires time and effort, as most SEO experts would attest. It could take several months or even years to outrank established competitors who have been optimizing their sites for a long time. That said, many websites can take advantage of low-hanging fruits to boost their search visibility. You can uncover untapped potential with the help of SEO specialists or simple tools.
Iannarino
MAY 14, 2023
Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. Even if your company does something different than your competitors, your prospective clients aren’t likely to find this compelling. As a result, some of us in the red ocean remove any conversation about our companies and our offerings.
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!
Partners in Excellence
MAY 1, 2023
The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.
Membrain
MAY 28, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bob Apollo , CEO & Founder of Inflexion Point to discuss the importance of a customer-centric approach in sales.
Martech
MAY 15, 2023
I’ll get straight to the point: “Submit” and “Click here” are ineffective calls to action (CTAs) for your email campaigns. (I’ll explain why a few paragraphs down.) If you need help with CTA samples you can test, language models like ChatGPT or Google’s Bard can be your best new copywriting tools. But you still need to prime the pump with a well-written prompt that recognizes the values of a good CTA.
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).
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RAIN Group
MAY 3, 2023
Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.
Iannarino
MAY 6, 2023
One reason salespeople fail to win clients is because they have a difficult time building sales trust. Business acumen is a larger variable than most salespeople suspect, and when a contact senses it is lacking, they look elsewhere for help. Most sales organizations believe they are consultative, but few of their salespeople have the business acumen and experience to have the types of conversations this approach requires.
Partners in Excellence
MAY 26, 2023
Warning: There is no redeeming value to this post. Call it Friday musing or Fun and Games with AI. It does provide a warning for many of us blindly jumping on the ChatGPT bandwagon, it does make many very obvious errors and struggles to understand them. I continue to discover new things to challenge ChatGPT with. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills.
Membrain
MAY 21, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij , the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.
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
MAY 18, 2023
The health of your business is highly dependent on your marketing strategy. In turn, your marketing strategy’s success depends on your content’s quality and substance. Customers overwhelmingly rely on a company’s content for purchasing decisions. One survey found that most people prefer content over social media, reviews or contact with a sales rep.
Search Engine Land
MAY 11, 2023
Are you struggling to rank for featured snippets and missing out on valuable traffic? I used to spend countless hours trying to optimize my content, making educated guesses on how to win those elusive featured snippets. The process was time-consuming and very hit-or-miss. Now, I can harness ChatGPT – including its understanding of SEO and exceptional writing skills – to generate near-perfect optimized snippets, saving me time and boosting my traffic.
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.
Iannarino
MAY 5, 2023
If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better than others. Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.
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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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