Anthony Cole Training
JUNE 21, 2022
Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.
Martech
JUNE 22, 2022
There are many reasons marketing technology fails to deliver on its promise. Among the biggest are the questionable tactics of some vendors’ sales teams and customers who aren’t prepared for them. What follows is a way to be sure you’re prepared. In 2020, Real Story Group managing director and analyst Jarrod Gingras wrote about martech vendor bullying.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Iannarino
JUNE 20, 2022
A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our technologies is that the salesperson can monitor their sales force's results over long distances. For as long as there have been CRMs, salespeople have feared their sales manager would act as Big Brother, monitoring their every move, tallying up their activities, and micromanaging their efforts.
Sales Pop!
JUNE 20, 2022
In the past, there have been concerns that private email within CRM could be seen by other users who shouldn’t see it, because email in CRM has been accessible by any user. We have just released a new email permissions feature for Pipeliner CRM that will ease anyone’s mind about integrating email with CRM. With Pipeliner’s new Email Permissions feature, companies can now decide how they want email to be shared, within CRM, with others within the company.
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.
Anthony Cole Training
JUNE 24, 2022
Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.
Veloxy
JUNE 21, 2022
Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan. What better way to satisfy the rising standards of customers than by inviting more trusted advisors from other departments into the sales process , such as
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JUNE 23, 2022
In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn our recommended critical selling skills, and how and why you should implement this into your sales strategy.
Membrain
JUNE 19, 2022
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.
SaaStr
JUNE 21, 2022
Almost every category of SaaS exploded during the lockdown, but three saw just crazy boosts: Zoom went from $1B to $3.5B in a year! Shopify accelerated to 110% growth at $3B ARR! DocuSign’s billings growth accelerated to 61% at %1.5B ARR ! Incredible boosts, and their stock prices went on a tear. We’d never seen revenue acceleration like this ever in B2B software.
Iannarino
JUNE 23, 2022
The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first meeting. Instead of positioning the salesperson as a business advisor with expertise in their industry, legacy approaches position them as someone who provides information about their company and their products.
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.
Partners in Excellence
JUNE 20, 2022
Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast commission earnings and when we might buy that new car or go on the big vacation. It’s important to our managers to know whether we are going to make our revenue commitments in the organization.
Sales Hacker
JUNE 24, 2022
Let’s start off with a hot take. Sales sequences don’t belong after the first call in a complex sale. I’m talking automated templates, checking-in emails, and “Thoughts?” bumps. They’re easy, I know. You already have them set up in your sales engagement system, I know. But if you’re working to level up and land larger deals, it’s time to leave all those behind.
SaaStr
JUNE 19, 2022
Dear SaaStr: What Was The Best Advice You Ever Got From an Angel Investor. The best advice I ever got from one of my angel investors: Stop feeling sorry for yourself. I went to meet with one of my angels and mentors when things were probably toughest at my last start-up. My co-founder had walked out the door. We had about 4 months left of cash. I was out of ideas.
Iannarino
JUNE 22, 2022
The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better results they need help producing. It doesn't mean that your client isn't One-Up in other areas, and it doesn't suggest that you are always and forever One-Up, as you are One-Down in all the areas where you lack the knowledge or experience that would make you One-Up.
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.
Partners in Excellence
JUNE 23, 2022
Reading an outstanding article by Reid Hoffman, False Choices , one term leaped out to me—flexible persistence. It’s such an important and powerful concept. As sellers and managers we get, possibly to a fault, the concept of persistence. We know that success is based on constant and consistent execution of our strategies. We know we will face challenges and resistance–from our people and customers, but that we can’t give up.
Martech
JUNE 23, 2022
Marketers have never had more opportunities to break into in-game advertising, due to the growing number of users and the evolving technology for brand placements. PepsiCo has a vast portfolio of beverages and foods, and Paul Mascali, PepsiCo’s head of gaming and esports, has put together a multipronged marketing strategy to connect the right products with the right customers in the right game environments.
SaaStr
JUNE 22, 2022
Mutiny is putting on a focused and exciting digital event on July 13 on the latest in funnel conversion, and how marketing connects to revenue. I’ll be leading a deep dive with the CMOs of Salesforce, Box and Attentive (wow) and the rest of the sessions are strong. Sign up for FREE here : What is The Second Lever? The biggest challenge marketers face is the disconnect between marketing activities and revenue.
Iannarino
JUNE 19, 2022
There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading or convincing their clients to do something. Let's call this phenomenon "the super conscious salesperson." This newfound morality sounds nice, but it undermines a salesperson's obligation to provide the counsel, advice, and recommendations that would ensure the client succeeds in improving their business results.
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.
Sales Hacker
JUNE 20, 2022
In my newsletter several weeks ago, I hypothesized that we may experience a recession. It is our job as leaders and sales professionals to prepare for such an eventuality. You don’t want to be caught off guard and find yourself in the dangerous place of being reactive. Well, it looks like the likelihood of a recession is a lot higher. According to the Financial Times , the UK economy shrank in March by 0.1%.
Martech
JUNE 21, 2022
The lack of clean data is one of the main issues affecting digital brands today, making it difficult for marketing teams to effectively target and engage with audiences. In his recent presentation at The MarTech Conference (scroll down to watch the video of their session), Jack Pritchard, account manager at Peachtree Data, highlighted the necessity of organizing this information. “You need data quality and hygiene to be closer to where that marketing strategy is,” he said. “The
SaaStr
JUNE 24, 2022
Q: What are some common misconceptions about funding a startup? A few: Things are magically better when you get funded. It helps a bit, but in the first few rounds, you rarely raise enough to let you hire everyone you want, do every campaign you want, etc. It helps, but it’s not a radical change. You often overspend after raising your first round. Startups that have never raised a funding round often overspend right after.
Iannarino
JUNE 24, 2022
Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to send these emails, and what is worse, many count those emails as a prospecting activity. It is counted even if the message found its way to the contact's spam filter or was deleted without as much as a cursory glance.
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!
Sales Gravy
JUNE 23, 2022
Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot's of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do whatever it takes.
Martech
JUNE 22, 2022
Facebook’s parent company Meta will revamp its targeted advertising system following accusations it allowed landlords to run discriminatory ads. This is part of a sweeping settlement to a Fair Housing Act lawsuit announced Tuesday by the U.S. Justice Department. This is the second time the company has settled a lawsuit over adtech discrimination issues.
SaaStr
JUNE 18, 2022
These are Strange Times Indeed in SaaS and Cloud. The best SaaS companies from Datadog to Snowflake to HubSpot to Salesforce are growing faster than ever, even past $1B or more in ARR. And yet, the stock market has taken a big tumble, leading among other things to dramatic change in the VC ecosystem. Venture funding almost overnight gotten twice or more as hard, often at half or less the valuation.
Iannarino
JUNE 18, 2022
The Consumer Price Index (CPI) reached 8.6%, the highest inflation recorded in the last four decades. Energy prices are up by more than 34%, food is up more than 10%, and the average price of an apartment just reached $2,000. The Federal Reserve has raised rates twice, each time increasing it by 0.50, with another increase of 0.75 announced on June 15, 2022.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Heinz Marketing
JUNE 21, 2022
By Maria Geokezas , Chief Operating Officer at Heinz Marketing. Online communities exploded in recent years with millions of active members, and it’s no mystery why. Instead of going it alone, a community of like-minded individuals becomes a sounding board for ideas and questions. The community boom demonstrates our desire to move beyond isolated content and toward collaboration.
Martech
JUNE 21, 2022
Yahoo and DIRECTV announced a partnership for advertisers looking to bridge the linear and CTV divide, making 25 million TV households addressable for advertisers using the Yahoo DSP. The partnership includes DIRECTV Advertising, DISH Media and Fios, adding to Yahoo’s CTV reach of 80 million households in the U.S. DIRECTV Advertising will be available through Yahoo beginning in Q4 2022.
SaaStr
JUNE 19, 2022
Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 5 Interesting Learnings from Sprout Social at $240,000,000 in ARR. 16 Rookie Errors Founders Make Pitching to VCs — And Passing the “20 Minute” Test.
Spiro Technologies
JUNE 23, 2022
Sales has a high turnover rate, in part because it’s a difficult job that quickly weeds people out. Additionally, there are usually quite a few opportunities available to anyone considering making a change. Unlike other professions, nearly every company has a sales force. Any salesperson looking to move up in their career needs to understand how to nail a job interview.
Advertisement
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
Expert insights. Personalized for you.
271 
Let's personalize your content