Iannarino
NOVEMBER 15, 2022
My competency model for B2B sales includes more character traits than sales skills. Much of the time, a lack of certain character traits prevents salespeople from producing better results. It can also make it more difficult to develop the sales skills a person needs to succeed.
Force Management
NOVEMBER 17, 2022
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
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Understanding the Sales Force
NOVEMBER 17, 2022
My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. I ordered Bosch Icon replacement blades, rated #1 by the NY Times, and after 30 minutes of unintentionally trying to put them on backwards, I finally got them installed.
Anthony Cole Training
NOVEMBER 17, 2022
Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!
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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.
Veloxy
NOVEMBER 16, 2022
How do you instantly tell the difference between a good cold email template and a bad one? Look at who wrote the cold email and their average response rates. Depending on your company, cold email writing is commonly shared between sales reps and marketing. According to Campaign Monitor, a good response rate should be 10%. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 million cold emails.
Iannarino
NOVEMBER 16, 2022
The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle you have to create value for your prospective client. It's also the only way you create a preference to buy from you instead of from one of your many competitors. Because these things are true, you would expect sales organizations to focus on the sales conversation in training, development, and coaching.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
NOVEMBER 13, 2022
Qualifying a lead in sales conversations is one of the most important tasks of the sales process. The reason qualifying a lead in sales conversations is so crucial, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying a lead in sales conversations, how to do so, as well as a list of qualifying sales leads questions to help you with the task.
Veloxy
NOVEMBER 15, 2022
Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. It doesn’t have to. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. However, just 17% of marketers have mature ABM strategies in place, thus presenting your business with a wonderful opportunity to gain an advantage over the competit
Iannarino
NOVEMBER 18, 2022
As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and opportunity reviews on large, high visibility, high-value opportunities, sales pitches, cold calls , networking chats, and more. No matter how comfortable you are with these conversations, even the most seasoned sales manager can sometimes start sweating at the prospect of running a long-form sales pipeline presentation.
Membrain
NOVEMBER 13, 2022
I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.
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.
SaaStr
NOVEMBER 12, 2022
It's not just FTX. Every VC I catch up with has a quiet story of fraud in their portfolio. Numbers that were sort of made up usually. Most won't ever be discussed or end up public. — Jason Be Kind Lemkin (@jasonlk) November 10, 2022. I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. 6 have become decacorns and unicorns, and 3 have sold for $1B+ cash.
Partners in Excellence
NOVEMBER 18, 2022
Selling is about creating value… Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers need… To most sellers, it’s fitting the customer’s budget and winning because we might have a few more features than the alternatives, or are cheaper. The customer is very knowledgeable, they know what they need and want, our goal is to get them to choose us.
Iannarino
NOVEMBER 17, 2022
The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking place in every aspect of the business, but there are ways to turn things around.
Membrain
NOVEMBER 16, 2022
Here’s a problem we frequently see: Companies come on board with Membrain and our partners, and then they make more sales and recruit more salespeople. This is exactly what we all want, but it also brings growing pains.
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!
Martech
NOVEMBER 17, 2022
We’re wrapping up our series on getting started with Google Analytics 4, with a Q&A with Russ Ketchum, director of Google Analytics. Here he talks about migrating from Universal Analytics and shares some GA4 power user moves. MarTech: What is the most important thing to know about migrating from UA to GA4? Russ Ketchum: GA4 is truly different from Universal Analytics at its core — and that’s intentional.
Gong.io
NOVEMBER 16, 2022
Visibility is everything in sales. If you can’t see where each deal is in your sales process and how long it’s been there, you’ll struggle to improve it. . That’s why building and managing a sales pipeline is so important. . A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in the sales funnel, where they’re getting stuck, and how long the entire process takes.
Iannarino
NOVEMBER 12, 2022
There are only three ways to acquire top sales talent. The first way is to buy it. The second way is to build it. The third way is to use both strategies together. Consider for a moment the investment in time and money required to develop talent. It’s expensive, difficult, and time consuming.
Sales Hacker
NOVEMBER 14, 2022
Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. When I retired from the Boston Ballet in 2016 due to an injury, I didn’t think body language would ever play as much of an important role in my life again.
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!
SaaStr
NOVEMBER 15, 2022
“So we're seeing some slowdown in certain sectors and, frankly, acceleration in others, things like low-code, no-code environments, productivity, cybersecurity to protect the enterprise …. So am I seeing a broad slowdown across our platform? No. Are we seeing some pockets? Yes.”. — Jason Be Kind Lemkin ? (@jasonlk) November 8, 2022. So those of us who know Vista Equity Partners (and many of you may not) think of it as one of the largest Private Equity firms buying SaaS companies.
Predictable Revenue
NOVEMBER 18, 2022
There’s no better feeling than positive feedback for your business. When a customer leaves a great review or emails to tell you how much they love the product, it’s a great morale boost for the entire team–but does that happiness actually translate into more sales? The post How to Turn Happy Customers Into Advocates appeared first on Predictable Revenue.
Iannarino
NOVEMBER 13, 2022
There’s no such thing as a free lunch… or free sales training, right? Wrong!
Search Engine Land
NOVEMBER 18, 2022
It’s hard not to be anxious about the macroeconomy right now. Unless you’re a brand marketer in a thoroughly recession-proof industry or an agency marketer with a portfolio of clients in recession-proof industries, you’re working against an undercurrent of stress and performance pressure. These emotions may help some marketers achieve hyper-focus.
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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
SaaStr
NOVEMBER 18, 2022
So ChurnZero put out a great new report surveying 1,037 customer success professionals. The average size was 51-200 employees, so when things are taking off. Grab it here. A few things stood out to me: #1. 53% of VPs of CS report to the CEO or COO, and then 17% to CRO/VPS. Some good data on this split. I generally see CS reporting to a CRO as a recipe for conflicts, but sometimes it’s the best option: #2.
Martech
NOVEMBER 16, 2022
Elon Musk’s purchase of Twitter caused the biggest brands to pause their advertising on the social media platform. However, many smaller ones remain and are still glad to be there. Kaela Green, VP of paid social at Basis Technologies, says that’s because both the audience and the content protections are still there. “It’s really just the small number [of advertisers] who are making the decision to maybe pause until there’s more certainty around the direction of the platform and it ha
Iannarino
NOVEMBER 14, 2022
First impressions are everything.
ConversionXL
NOVEMBER 17, 2022
Intuition is no substitute for data. As Dr. Eric Bonabeau says, “The more data you have to weigh, and the more unprecedented the challenges you face, the less you should rely on instinct and the more on reason and analysis.”. With digital analytics , you have access to all the data you need to make smart decisions without solely relying on feelings.
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.
SaaStr
NOVEMBER 16, 2022
So we’ve taken a look at Monday several times in this series , but with so much change in the world of SaaS and Cloud the past few months, it seemed like a great one to dig in on. Because Monday remains on fire — growing a truly stunning 65% (!) at $550,000,000 ARR. Jaw-dropping rates. But it is down a bit from earlier in the year. A reminder of the conflict in perspectives we’re seeing today in SaaS.
Martech
NOVEMBER 16, 2022
G2, the software and services review site, has launched G2 Market Intelligence, an interactive dashboard giving software vendors increased visibility into the data G2 gathers about in-market software purchasers. The data, updated in real time and based on verified G2 reviews, is intended to help vendors stay up-to-date not only on the market in general but also on their competitors. 1.9 million reviews.
Spiro Technologies
NOVEMBER 17, 2022
Sales is, at its core, about making people happy. A happy prospect is more likely to buy from you, and a happy customer is more likely to refer you to friends and family. But far too often, salespeople focus so much on convincing people to buy, that they forget they should also aim to make people happy. While human interactions are complex, you shouldn’t necessarily overthink the seller – prospect relationship.
ConversionXL
NOVEMBER 15, 2022
According to Dell, data is the new crude oil of modern society. It’s mined, it’s processed, and it’s valuable—when you know what to do with it. Data visualization turns raw data into accessible charts, graphs, and maps to help you share it, learn from it, and make data-driven decisions. But game-changing campaigns are only possible if visuals present information in the right way.
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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