Force Management

MARCH 19, 2024

When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance.

Territory 120

Territory Manufacturing Finance Process 120

Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development. And don’t forget about holding them accountable to the goals established and their activity to achieve those.

Sales 263

Sales Drivers/motivators 263

Iannarino

MARCH 20, 2024

Try as you may, you will never be able to manage time. No matter what you do, or what you fail to do, time ticks on with no concern about what you are or are not doing. Minutes become hours, hours become days, days become weeks, weeks turn into months, and months into years.

217

217

Cerebral Selling

MARCH 18, 2024

Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. For example, reps often come to their leaders with questions like: “My customer went dark on me. What should I say to get them back to the table?” “This customer is asking for a 30% discount to get the deal done. Should we agree?” “I asked for a discovery call but the customer just wants a demo.

Objectives and Key Results 175

Objectives and Key Results Legal Negotiate Trust 175

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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

MARCH 22, 2024

Google is now testing AI overviews in the main Google Search results, even if you have not opted into the Google Search Generative Experience labs feature. Google said this is an experience on a “subset of queries, on a small percentage of search traffic in the U.S.,” a Google spokesperson told Search Engine Land. In May 2023, Google opened up a Search Labs section for searchers to opt in to see and use the Google SGE results, that contained AI overviews.

Launch 144

Launch Engineering Technology Technology 144

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. But are we addressing the most important issues our customers face?

Presentation 143

Presentation Closing Product Customers 143

SaaStr

MARCH 22, 2024

So Redpoint Ventures published some of the slides they recently presented to their Limited Partners (their own investors) here. There’s a ton of good data there, but this one slide stood out to me, because it was put together in a really clear fashion, better than other data sources I’ve seen. And what it says is that even though Seed stage investing remains arguably as strong as ever … Series A hasn’t bounced back.

Growth 139

Growth Price Presentation 139

Search Engine Land

MARCH 20, 2024

Google’s March 2024 spam update rollout is now complete. The spam update started March 5, about 15 days ago. The March 2024 core update is still rolling out and will likely continue to roll out for the next couple of weeks. The spam update took 14 days and 21 hours to roll out, starting on March 5, and ending on March 20. Google wrote this morning, “The rollout was complete as of March 20, 2024.” March 2024 spam update.

Launch 143

Launch Start-ups Process 143

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? What are qualifying questions… ? What are trends… ? How do I handle objections… ?” I take these hacks, trying them out myself. At best, I get responses that are mediocre and non specific.

Gaming 139

Gaming Engineering Presentation Start-ups 139

Iannarino

MARCH 21, 2024

Discover how the B2B sales landscape has evolved and why businesses must adapt to these changes to thrive. From building rapport to understanding client expectations, this comprehensive guide takes you through the key aspects of a successful sales transformation.

B2B 202

B2B Sales Clients 202

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

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling.

Process 139

Process Pipeline Sales Gaming 139

Martech

MARCH 22, 2024

Mobile advertising underwent an upheaval when Apple enabled the deprecation of the device identifier a couple of years ago. “We already lost about 50% of the ecosystem,” said Itai Cohen, SVP marketing and strategy at Digital Turbine. Now Privacy Sandbox for Android is coming down the road. Digital Turbine, a platform for programmatic and bespoke mobile advertising, has been around since 1998 (it started out as Mandalay Digital).

Manufacturing 137

Manufacturing Campaign Technology Technology 137

Salesforce

MARCH 19, 2024

When you’re a Serviceblazer, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Serviceblazer Community is a great place to start.

Networking 135

Networking Negotiate Service Contact 135

Iannarino

MARCH 17, 2024

There is a certain type of person we can call a n on-believer. This person is something more than skeptical, bordering on cynical. They refuse to make any change to how they sell, even when provided with hard evidence that they could improve their results. Even though the non-believer is failing, they are unwilling or unable to give up what worked perfectly for them two decades ago.

Up-sell 197

Up-sell Sales Sell 197

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

Search Engine Land

MARCH 18, 2024

Google is making a number of changes to its executive team running Google Search: Liz Reid , who was leading up core search experiences, will now be the Head of Search at Google. Cheenu Venkatachary will be the new lead of Search quality and ranking. With these changes, Pandu Nayak is stepping down as lead of search quality and ranking and will become Chief Scientist of Search.

Promote 132

Promote Appointment Engineering Follow-up 132

Martech

MARCH 18, 2024

ChatGPT has solidified its position within the marketing community, and the mass adoption proves it’s not going anywhere but up. While most view it as a way to generate new content, I look at it to help streamline and organize my own brainstorming — especially for enhancing my content strategies. Here’s how marketers like you can leverage ChatGPT and take your content strategy up a few notches without any additional investment. 1.

B2B 133

B2B Legal Strategize Follow-up 133

SaaStr

MARCH 19, 2024

So Carta put out some recent data I found very useful on how many startups raise another round, and how many sort of quietly wind down, in the first 5 years or so after being founded (from 2018 to early 2024): Almost none IPO’d in the first 5 years, but that just makes sense. It takes at least 8-10 years, on average, to IPO these days. And half the Seed stage startups had shut down by Year 5.

Price 129

Price Education B2B 129

Iannarino

MARCH 22, 2024

If you want to improve your ability to sit across from leaders who you hope to help, you will need to recognize they have an easier time understanding outcomes (holes) and are bored by solutions (drills).

B2B 180

B2B Sell Sales 180

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

Search Engine Land

MARCH 22, 2024

AltaVista. Lycos. Yahoo. Once upon a time, these were the most popular search engines in the world. Then along came Google. It did Search better. Since around 2002, Google has been the search engine – and its dominance has only grown year after year. It has ascended to monopoly status and 91.6% of the global search market share in February, per StatCounter.

Engineering 114

Engineering Launch Product Market share 114

Martech

MARCH 21, 2024

As artificial intelligence technologies rapidly advance, marketing teams are tasked with integrating these powerful tools into their existing operations. However, this transition can be daunting, especially if your MOps function was established before the rapid rise of AI. In this first article of our four-part series, we’ll outline the fundamental steps for incorporating AI into MOps, paving the way for the subsequent articles to delve deeper into planning AI integration with people, proc

Objectives and Key Results 130

Objectives and Key Results Strategize Technology Technology 130

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? This is the scenario when the trade-off is the most acute. Imagine you are selling a $100,000+ product and you yourself as CEO/founders have limited knowledge selling to the customer base.

Niche 126

Niche B2B Price Sales 126

Iannarino

MARCH 18, 2024

Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also designed to differentiate you from the many competitors who happen to sell the same thing you do. Without being different in some significant way, you will be one of the crowd, with no reason for anyone to prefer buying from you.

B2B 172

B2B Sales Clients Sell 172

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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

Sales

Salesforce

MARCH 20, 2024

Do you trust generative AI to help you with tasks at work? While AI-powered tools are great at projecting confidence and certainty in their responses, chances are you know little about the origin of the AI’s data. Did it come from a trusted source, like a peer-reviewed journal in your industry, or a dubious one, like a smart-sounding comment scraped from social media?

Government 113

Government Healthcare Trust Represent 113

Martech

MARCH 21, 2024

Marketers can’t call Google’s bluff anymore. The company finally removed cookies for 1% of Chrome users (or around 30 million people) back in January. And as the conversation around PAIR, Google’s new identity solution that allows publishers and advertisers to match first-party data to deliver personalized ads, gathers more and more momentum each day, there’s one thing we can be sure about — when it comes to the deprecation of cookies, this time, it’s for real.

Finance 130

Finance Retail Government Networking 130

SaaStr

MARCH 20, 2024

At SaaStr Miami, former Founder’s Fund Partner and CRO of Brex Sam Blond — host of the SaaStr CRO Confidential Podcast — sat down with SaaStr CEO and founder Jason Lemkin for a fireside chat about finding success as a SaaS company in 2024. They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions.

Quota 122

Quota Finance Drivers/motivators Growth 122

Iannarino

MARCH 16, 2024

Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that older approaches were not right for their time. It does mean, however, that B2B sales organizations and their salespeople need to change how they sell.

B2B 170

B2B Sales Sell 170

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Search Engine Land

MARCH 22, 2024

You should expect to see “some erosion of current traffic levels” from brand-related terms as a result of Google’s Search Generative Experience, according to a new Authoritas analysis. Why we care. Google just today announced it is rolling out SGE to users who aren’t opted into Search Labs, under the name of AI overviews. We’re still in the dark about how large of an impact the AI-generated answers will have on organic traffic.

Product 112

Product 112

Martech

MARCH 19, 2024

Last year, my content and SEO teammates drastically changed their approach to content writing. We realized our blog drove visitors but not conversions. The issue? We had an abundance of top-of-the-funnel (TOFU) content, such as: “What is appointment setting?” “Who is an SDR?” “What is a lead?” Materials like these couldn’t demonstrate details of what we do and how our experience can help our clients.

B2B 130

B2B B2C Education Construction 130

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. Jane Kim, former CRO of CircleCl, Laurabeth Harvey, President of Field Operations at Lattice, and Erica Anderson, Notion’s CRO, all share the key decisions or events that shaped their careers.

Finance 120

Finance Territory Quota Presentation 120

The Advantexe Advisor

MARCH 21, 2024

Yesterday, I had the privilege of facilitating an innovative new digital business simulation called, “The Escape Room Simulation” and it was a blast. Our client was looking for a new and fun way to get people to understand a significant new process and they asked us to develop a customized escape room simulation. An escape room simulation is a type of immersive adventure game where participants are "locked" in a themed room and must solve a series of puzzles, riddles, and challenges within a set

Teamwork 106

Teamwork Gaming Clients Process 106

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales