Iannarino
JANUARY 4, 2023
B2B selling has never been easy, but in our current environment it is more challenging than ever. The contacts you sell to today are doing more research themselves, avoiding salespeople, and struggling to acquire the consensus they need to move their improvement initiatives forward. It's not uncommon to find a prospective client aborting their initiative soon after meeting with salespeople.
Membrain
JANUARY 1, 2023
If someone doesn’t spend enough time prospecting due to poor time management – it’s really a priority problem. We don’t find the time, we make it.
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Force Management
JANUARY 5, 2023
As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
Highspot
JANUARY 2, 2023
You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement? Sales enablement is a systematic approach of equipping, training, and coaching sales teams to close more deals effectively.
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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.
Gong.io
JANUARY 2, 2023
Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution?
Iannarino
JANUARY 1, 2023
A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion. A sales champion is a contact who will advocate for you.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Cerebral Selling
JANUARY 6, 2023
Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. It’s also one of the most overused and abused. If you’re not doing it right, it can not only be a colossal waste of time but can also damage your personal and corporate brand. About 320 billion emails are sent and received daily around the world, increasing at a rate of about four percent every year.
Martech
JANUARY 4, 2023
The Irish data privacy board has imposed a fine of 390 million Euros ($414 million) on Meta over advertising practices that are illegal under European Union law. Because Meta’s European operations are based in Dublin, the Ireland board is the company’s EU regulator. Meta’s offense, the board concluded, was to incorporate user consent to use data for targeted advertising purposes within its terms of service, effectively forcing anyone using Facebook or Instagram, for example, to
Iannarino
DECEMBER 31, 2022
Success in sales requires an effective outreach strategy. The more effective your outreach, the greater the number of meetings you will schedule with your dream clients. Outreach is how you fill the pipeline.
SaaStr
JANUARY 5, 2023
Salesforce is ceding the startup CRM market to HubSpot. Does it matter? Maybe not. Salesforce is focused on $100m+ deals, and SFA/CRM is a minority of their revenue. Perhaps they’ll still get them when they cross $50m, $100m ARR. But maybe someday, they … won’t anymore. — Jason Be Kind Lemkin (@jasonlk) December 30, 2022. So for many years, I was one of those guys.
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.
Partners in Excellence
JANUARY 5, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. What does it take to succeed? Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with o
Membrain
JANUARY 4, 2023
Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.
Iannarino
JANUARY 3, 2023
Some buyers make their intent known, sharing what they want and why. They are transparent about their intentions. Other buyers are opaque, concealing their intent. Dealing with this second type of buyer can feel like a guessing game. Some contacts may sit quietly, uncomfortable discussing their intentions because they don't know enough to engage in a conversation.
Martech
JANUARY 6, 2023
AT CES, Pinterest announced a partnership with LiveRamp to create clean rooms for advertisers on the visual discovery platform. The first advertiser on board is grocery chain Albertsons. The retailer will use the new Pinterest clean room to support its retail media network (RMN), called Albertsons Media Collective. Why we care. Our recent RMN predictions indicated that more advertisers will be looking beyond on-site retailer channels for their RMN campaigns.
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!
ClickFunnels
JANUARY 1, 2023
The post 10 Conversion Copywriting Tips That Can Explode Your Business appeared first on ClickFunnels. Are you looking for ways to increase your business’s revenue? Conversion copywriting is a powerful tool that can help. It’s the science of using words to persuade people to take action and buy from you. If done correctly, it can be incredibly effective in boosting sales and conversions.
SaaStr
JANUARY 1, 2023
To many of you, it may feel like tougher times in SaaS. One thing I can tell you: Things don't bounce back overnight. But they do bounce back fast. — Jason Be Kind Lemkin (@jasonlk) December 30, 2022. So this last year was one of so much change. Change at a pace we haven’t seen since 2008, when the world of SaaS was just so, so much smaller.
Iannarino
JANUARY 5, 2023
The answer to the question “What is a good customer acquisition cost?” will be different across companies. One company's cost to acquire a customer may be considered good for their business but awful for another company or another industry.
Martech
JANUARY 4, 2023
B2B marketing is as direct and personalized as it gets. You’ve got to know what your customers do, how they do it, their needs and goals. You’ve also got to know their company’s processes, organization and purchasing cycles. Then you have to communicate with them in the best possible way, at the right time and with the information they’re looking for.
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
JANUARY 5, 2023
A characteristic of every human being is the tension between Discomfort and Familiarity. Some of you might respond, appropriately, “Well Duugghhh Dave, isn’t that why it’s called discomfort?” It’s obvious, we are comfortable with that which is familiar. How we work, how we spend our time, where/who we find joy. The more familiar it, is the more comfort we have, the more we tend to stick with doing the familiar.
SaaStr
JANUARY 4, 2023
So Okta is one of the leaders in SaaS that has always just kept growing. They had a bit of dip in growth as they worked to integrate the mega-acquisition of Auth0 — but then went right back to growth. Even now, even in times of tighter scrutiny of budgets. Okta is now crossing $2B in ARR, growing a stunning 37%. 5 Interesting Learnings: #1. 122% NRR — Basically The Same as 123% at $1B ARR.
Iannarino
JANUARY 6, 2023
The word technique means you have a way of doing something to produce an outcome. Because success is individual, it is important you master your techniques to improve your sales performance, create a better sales experience , level up your win rate, and close more deals.
Martech
JANUARY 4, 2023
Over half of consumers would stop buying from a company after multiple bad experiences. Is your company doing enough to drive loyalty? . Join PwC in their live webinar as they reveal the results of PwC’s 2022 Customer Loyalty Survey, a comprehensive look at over 4000 customers, and provide insights on what keeps customers engaged. Register today for “7 Ways to Keep Your Customers Coming Back in 2023,” presented by PwC.
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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
Understanding the Sales Force
JANUARY 4, 2023
CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low.
SaaStr
JANUARY 2, 2023
So I’ve been investing since 2013, and have done fairly well. Some of my top investments at seed stage include Pipedrive, Salesloft, Front, Talkdesk, Algolia, Gorgias, Greenhouse and more: But 2022 was a quiet time. My first year with no brand new investments, only follow-ons. So we’re behind. The goal for SaaStr Fund is to invest in 2-4 of the very top seed / late seed startups from $10k-$150k in MRR.
Iannarino
JANUARY 2, 2023
More prospects, more sales. Right? Not always.
Martech
JANUARY 6, 2023
While evaluating a short list of CMO candidates, I noticed something interesting. On paper, each candidate had similar experiences and appeared to fit well. Yet, when we spoke to each, their narratives were completely different. While not shocking, what stood out was their approach to the role and perceived context of the market. Why such a stark difference?
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.
Search Engine Land
JANUARY 6, 2023
The Spam Clock. in 2011, startup search engine Blekko launched a spam clock that estimated 155 million spam pages had been created since Jan. 1 of that year. Blekko said 1 million spam pages were being created every hour. How bad was Google’s spam problem then? Big. But as Danny Sullivan pointed out at the time, it was hard to judge whether Google’s relevancy had actually decreased, because: We expect more from Google than we do in the past, searching for things we might not have in previo
SaaStr
JANUARY 3, 2023
Folks that complain consume about 20x the energy of those that just get sh*t done. Simplify the team for 2023. — Jason Be Kind Lemkin (@jasonlk) January 3, 2023. So we just updated our SaaStr New Year’s Resolutions here , and it’s a great list. Pick a few and you will without a doubt grow faster this year. But a lot of advice takes some time to pan out.
Sales Gravy
JANUARY 4, 2023
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.
Martech
JANUARY 4, 2023
This is the second of a two-part series on building the foundation for digital asset management (DAM). You can read the first part (selecting a DAM vendor) here. You’ve selected your DAM vendor, now where do you go from here? Do you really need an implementation partner? You may be fortunate enough to have an in-house IT team qualified and ready to guide you through building your DAM , but it’s more likely that you’ll be looking to hire a third-party vendor to guide you through the process and d
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.
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