Veloxy

NOVEMBER 6, 2023

Have you ever felt overwhelmed by the sheer number of tools and software at your disposal? Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. This article isn’t just another piece discussing the challenges of a bloated SaaS tech stack.

Sales 289

Sales Strategize Gaming Up-sell 289

Iannarino

NOVEMBER 13, 2023

Discover why treating sales like a lottery is a flawed strategy and how adopting an intentional approach can transform your sales results.

Gaming 296

Gaming Sales 296

Anthony Cole Training

NOVEMBER 17, 2023

Prospecting is one of the most important of the 21 Core Sales Competencies, because salespeople must have new opportunities entering their pipeline at all times. But what about lead relationship management? Once you have that important lead, how do you nurture it and potentially turn that lead into a long-term client? What skills are involved in building a relationship with leads and how do we improve?

Relationship Management 173

Relationship Management Pipeline Clients Prospecting 173

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. We think we are doing well, but we really should be doing so much more. I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. While these organizations are hitting their targets, and sometimes with aggressive YoY scaling, they should be doing so much more!

Territory 154

Territory Growth Presentation Meeting 154

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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.

Sales

Search Engine Land

NOVEMBER 28, 2023

Google confirmed that the November 2023 core update – the fourth core update this year – has completed rolling out. The update started on November 2, 2023, only a couple of weeks after the October 2023 core update , which started rolling out on October 5 and was completed on October 19. The November core update finished on November 28, 2023, 26 days after it started to roll out.

Engineering 143

Engineering Conversion 143

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Growth 142

Growth GTM Cross-sell Drivers/motivators 142

Iannarino

NOVEMBER 30, 2023

Choose whatever cold calling strategy you believe is right for you, and then start doing the work to master the art of sales outside of cold calling.

Cold Call 291

Cold Call Sales 291

Anthony Cole Training

NOVEMBER 10, 2023

It is no surprise to any in the business of financial services that the world of selling, finding and building relationships is evolving. Banks and their relationship managers must find ways to leverage technology, improve effectiveness and uncover new ways to differentiate, attract and serve their clients. The future of selling is here and includes new behaviors that all bankers and managers should reflect on.

Relationship Management 173

Relationship Management Clients Technology Technology 173

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 152

B2B Up-sell Contract Start-ups 152

Search Engine Land

NOVEMBER 15, 2023

Google has rolled out ranking improvements aimed at showcasing more content from social media, blog posts, forums and more that share personal insights and experiences. This is the hidden gems announcement Google made back in May, but this update is not part of the helpful content system. It is part of the Google core ranking system, Brad Kellett, Senior Director on Google Search product and engineering told us.

Engineering 143

Engineering Promote Start-ups Clients 143

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.

Product

SaaStr

NOVEMBER 18, 2023

SaaS products and services like Pilot track the finances of 1,000s of SaaS and other startup so they’re an interesting source of hard data. What does Pilot’s latest data say? Something that’s both not surprising but also pretty impactful: 57% of venture-backed startups will have to go “back to market” in 2024 to raise more capital.

Finance 141

Finance Growth Service Product 141

Force Management

NOVEMBER 16, 2023

How do you help your organization to evolve and grow? Economic indicators suggest that the sluggish economy is taking a positive turn. Now may be the time to shift your strategy from hold-the-line to a focus on growth and transformation. The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running.

Strategic planning 140

Strategic planning Strategize Growth Sales 140

Iannarino

NOVEMBER 8, 2023

Your obligation after displacing a competitor is to continue to capture mindshare that will allow you to improve your client’s results.

Sales 290

Sales 290

Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.

Growth 173

Growth Sales Closing 173

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

Partners in Excellence

NOVEMBER 10, 2023

Perhaps I’ve not been paying attention. Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Having been raised in organizations that valued performance planning, I had assumed these were common place. Starting my selling career in IBM, we all had them. Much later, when IBM was a customer, in calling on people, I would always ask, “Open your lower right hand drawer and pull out the first folder.

Quota 150

Quota Teamwork Pipeline CRM 150

Search Engine Land

NOVEMBER 22, 2023

It’s been nearly a year since Google last updated its Search Quality Rater guidelines. Unlike previous edits to the Search Quality Guidelines, which have introduced significant, new concepts ( like the new E for Experience last year ), the latest updates to the Search Quality Guidelines seem much more focused on user intent and needs met. Google is: Refining what it means to provide high-quality search results.

Meeting 140

Meeting Represent Engineering Conversion 140

Martech

NOVEMBER 6, 2023

In the crowded B2B space, reaching your target audience is challenging. Product alone is not enough to engage and retain B2B buyers. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers.

B2B 139

B2B Customers B2C Cold Call 139

SaaStr

NOVEMBER 20, 2023

Dear SaaStr: What is The Best Way to Hire Your First Sales Rep? I’ll tell you the trick. It’s going to sound simple, but it isn’t, because almost everyone gets it wrong. For at least your first few reps: hire someone >>you<< would buy >>your product<< from. Period. I.e., Do not hire someone just because they worked at Facebook or Salesforce or even Datadog or Shopify in “sales”.

Sales 136

Sales Up-sell Sell Product 136

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!

Customers

Iannarino

NOVEMBER 3, 2023

One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs that are false, outdated, or both. Attempting to argue with a decision maker to get them to forfeit their beliefs is a fool’s errand.

Contact 282

Contact Sales 282

Cerebral Selling

NOVEMBER 30, 2023

People don’t love companies because of their physical products. They love them because of the experiences they create. For example: IKEA doesn’t sell furniture. They sell easy transport and assembly. Uber doesn’t sell transportation. They sell frictionless rides on demand. Disney doesn’t sell rides and movies. They sell magic and enchantment.

Sell 130

Sell Transportation Up-sell Entertainment 130

Partners in Excellence

NOVEMBER 3, 2023

One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” If you aren’t watching it, you should. It’s huge fun–and every once in a while they get onto some really interesting issues. Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh!

Technology 148

Technology Technology Conversion Clients 148

Search Engine Land

NOVEMBER 15, 2023

Yahoo Search is expected to start rolling out aspects of its new search engine in the first weeks of 2024. Brian Provost, the Senior VP and General Manager of Yahoo Search, said Yahoo Search will be launching in the very early days of 2024. Brian Provost said this at Search Marketing Expo Next event during the question and answer portion of his talk today.

Launch 140

Launch Engineering 140

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Follow-up

Martech

NOVEMBER 15, 2023

AI is everywhere, filling the web with content that often lacks the depth, nuance or forward-looking angle of expert insight. While tools like ChatGPT can supplement expertise with efficiency and creativity, more than ever, buyers need perspective that comes from years of experience and deep industry knowledge. In this sea of increasingly repetitive and recycled content, you need to offer something unique to capture attention.

Angle 138

Angle Consult Trust Education 138

SaaStr

NOVEMBER 1, 2023

So we’ve been fans of Bill.com for many years at SaaStr, and covered them from the very early days, as a niche product most hadn’t heard of. Well, fast forward to today and it’s truly an SMB powerhouse. At $1.2 Billion in ARR, it’s still growing 48% year-over-year. Yes, 48% at $1.2 Billion in ARR. How is SMB SaaS doing today?

Non-Profits 135

Non-Profits Niche Growth Networking 135

Iannarino

NOVEMBER 2, 2023

On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer because I didn’t believe I could publish from there. Outside of those 13 days, I have written and published every day, amassing over 5,100 articles and six books.

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Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes. Grab a warm coffee or tea and let’s get started!

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

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

Retail

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” I ask to look at their calendars. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people.

Pipeline 148

Pipeline Meeting Technology Technology 148

Search Engine Land

NOVEMBER 13, 2023

Google’s Search Liaison, Danny Sullivan, has reportedly said that major changes are coming to Google’s search rankings in the future. This comes from a talk Sullivan gave at an event last Friday, where he was quoted as saying that these “major changes” are coming and that some may need to “buckle up.” Danny Sullivan after this story was published replied on X saying, “I was talking about various things people have raised where they want to see our result

Engineering 138

Engineering 138

Martech

NOVEMBER 20, 2023

Picture this: You’re at a private art showing. The curator greets you, recalling your love for impressionist art and leads you to an unseen Monet. It’s perfect. They remembered what you liked, and it shows. That feeling of being special? That’s what we’re aiming for in B2B marketing. Your inbox should be more than a drop zone for flyers.

B2B 137

B2B Campaign Click Through Rate Follow-up 137

SaaStr

NOVEMBER 24, 2023

So the IPO market sort of, kind of, reopened a bit in 2023 — after being closed for 2 years for the most part. Kalviyo, Instacart, and ARM all 3 great leaders, IPO’d in a short window, unfortunately, to a bit of a quiet thud. None really traded up, and for the most part, I think folks view their IPOs as a test around a brief market up-tick that didn’t taken.

Follow-up 132

Follow-up Closing Growth 132

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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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