Iannarino
MAY 15, 2022
There are two methods of starting a sales conversation. The first way to start the conversation occurs when a salesperson calls a prospective client to ask them for a meeting to talk about how their prospect may improve their results. This is called outbound, cold outreach, or prospecting.
SaaStr
MAY 19, 2022
I remember about 24 months back I asked one of the very best VPs of Sales I know to help me find a VP of Customer Success. This VP of Sales has built legendary teams, and his Directors and Managers have gone on to run many of the top SaaS companies out there. And he said to me, “You know I don’t really know that much about Customer Success.” I didn’t totally get it at the time.
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Anthony Cole Training
MAY 19, 2022
Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.
Martech
MAY 18, 2022
It was a balmy evening in the summer of 2006. A friend of mine had taken me to the house and home studio of Draxtor Despres, an award-winning documentarian, who I was interested in interviewing for a piece I was writing. Immediately I was smitten with this bespectacled, headphone-wearing character who spent much time puttering around his home studio cooking up creative projects.
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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.
Iannarino
MAY 19, 2022
One of the complaints you will hear from your clients and customers is that your price is higher than your competition's. A complaint about your price is not an objection. This complaint often indicates that your client wants the greater results you can deliver at the lower price your competitor offered them. The fact your contact complained is evidence that they don't believe your competitor will deliver the same results.
Partners in Excellence
MAY 17, 2022
Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MAY 20, 2022
Don’t let unapplied knowledge destroy your sales team! I talk a lot about how the sales landscape today is completely different from just a few years ago…and that there’s no … Read More. The post Your Unapplied Knowledge Is a Waste of Everything! first appeared on Colleen Francis - The Sales Leader.
Iannarino
MAY 18, 2022
Happy Birthday to your sales opportunity on its fifth birthday. It's been amazing to watch you share a picture of your opportunity every month for sixty months, but if I can be honest, the poor thing hasn't matured at all during this time. Now it has fallen so far behind its peers and is going to have a terrible time catching up. Even though it may seem harsh, you are to blame for its arrested development.
Partners in Excellence
MAY 15, 2022
I wrote, People Buy From People, focusing on the importance of human based engagement as a wake up call to the overwhelming trend to depersonalize the relationship. In comments on the post, Larry Levine and Brent Adamson added some fascinating and important insights (though I struggle with the concept of Brent creating insights–it just doesn’t seem to be him.
Martech
MAY 17, 2022
Marketers who have the metaverse on their roadmap are veering toward virtual reality (VR), while still trying to crack the NFT conundrum, according to a study just out from social media management software company Sprout Social. In a survey of 500 marketers, the report found that, overall, 24% plan to drop some kind of campaign in the metaverse in the next year.
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
MAY 17, 2022
Q: What are the most common mistakes people do while investing? My top mistakes in venture investing at least: Investing when I didn’t 100% believe in the CEO. No matter how interesting the metrics, even the product is, don’t invest if you don’t 100% believe in the CEO. It’s not enough. And if you truly, 100% believe in the CEO — lean in.
Iannarino
MAY 17, 2022
Werner Erhard would describe "the guy in the diner" as someone who has an opinion on everything without ever experiencing anything. It's like when you are talking to your friends or family about what to do about runaway inflation, which college football team is going to win the national championship, or weigh in on who the Rock & Roll Hall of Fame should have inducted in 2022 (Pat Benatar is overdue, as are MC5, The New York Dolls, and Judas Priest).
Heinz Marketing
MAY 20, 2022
By Lauren Bensussen , Senior Marketing Consultant at Heinz Marketing. While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. I say this from my own experience over the past 4 years as a consultant for Heinz Marketing. Our clientele often come to us for help gaining new customers.
Martech
MAY 20, 2022
A new Senate antitrust bill could make Google, Facebook and Amazon divest portions of their ad businesses. The Competition and Transparency in Digital Advertising Act ( S4285 ) would prevent large ad companies from participating on different sides of the ad transaction chain. It would ban them from operating more than one of these functions: supply-side brokers selling publisher ad space, demand-side brokers selling ads, or ad exchanges connecting buyers and sellers.
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!
SaaStr
MAY 20, 2022
So right now is both great times in SaaS (record growth in revenues) and tougher times in SaaS (markets down 50%). One thing is clear — fundraising is harder right now. And what that means is a number of you that raised a round will need a little more. An extension. A second seed. Or a bridge from your existing investors. Or at least, a significant second check from your lead investors even if you find a new investor to lead the next round.
Iannarino
MAY 20, 2022
Most of the time, you are unaware of the voice in your head, the one endlessly chattering away. But occasionally, if you tune in, you'll notice its pessimism—even if you are an optimist. This voice isn't a good constant companion; it’s always talking about what is wrong with you, why you are inadequate, how everything might go wrong, and how you will be harmed.
Spiro Technologies
MAY 19, 2022
Negotiating is an important skill for salespeople. While it’s only one part of the sales process, it’s usually the point when things either come together or go completely off the rails. That’s why every salesperson should learn how to negotiate, especially if they’re selling a product that doesn’t have fixed pricing. However, there comes a point in every negotiation when it’s time to throw in the towel.
Martech
MAY 17, 2022
Most marketing fails to deliver its maximum potential. And the reason is simple: lack of prioritization. “If we just had more time and resources then we could produce a better result.”. This might sound familiar. In fact, most marketing teams are drowning in work, overwhelmed with requests, and unable to keep track of everything that’s happening. Have you moved from homegrown legacy applications to commercial solutions (or vice versa)?
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!
Predictable Revenue
MAY 16, 2022
These cold call script templates will help you craft an outbound sales conversation that feels natural, engages prospects, and wins more sales. The post Cold Calling Scripts to Maximize B2B Sales appeared first on Predictable Revenue.
Iannarino
MAY 14, 2022
Without a sales culture, you will experience results that are less than they should be, including the net new revenue that leads to growth.
SaaStr
MAY 18, 2022
So we took a look at RingCentral early in this series at $1B in ARR. RingCentral is a very interesting case study in SaaS of starting very SMB, way in the early days of SaaS in 1999, keeping at it … and then tilting upmarket to going much more enterprise post-IPO. Fast forward to today, they are 27% SMB and 63% Mid-Market and Enterprise at $2B in ARR growing 33%.
Martech
MAY 19, 2022
“What is the right go-to-market (GTM) strategy(ies) for our business?” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?
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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
Predictable Revenue
MAY 17, 2022
Harpaul Sambhi joins the Predictable Revenue podcast to discuss the importance of founder-led sales to scaling repeatable revenue for startups. The post The Importance of Founder-Led Sales to Scaling appeared first on Predictable Revenue.
Iannarino
MAY 16, 2022
You don't want to have a bad relationship with procurement or purchasing, but you don't want them to love you either. The way you become the darling of procurement is by being compliant, completing outdated RFPs, dissecting your pricing to help them determine how much profit they will allow you to retain, and ultimately lowering your price.
Heinz Marketing
MAY 15, 2022
By Cameron Katoozi , Marketing Consultant at Heinz Marketing. Most social networking apps follow a simple formula: provide an online platform for people to build connections and expand their network with like-minded people. The most popular social media apps follow this method while all providing their experience through different mediums; photos, videos, and posts – but what about audio?
Martech
MAY 19, 2022
The supply chain crisis continues, partly caused by COVID-19, partly exacerbated by war in Europe, and beyond the capacity of marketers to solve. The Brooks Group is a sales management, training and consulting firm. “We work with sales organizations, primarily B2B, to help them equip their teams with effective processes and the right sales skills,” said VP of sales performance research Michelle Richardson.
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.
Mike Weinberg
MAY 18, 2022
Today is my wife Katie’s birthday. And anyone who knows us knows that she didn’t get the better deal in this marriage. As I wrote in the dedication to New Sales. Simplified., she is the very best proof that I really can sell. The Backstory: For the past two years, golf has become a mutual … My Wife’s Reaction Proves That Customers Buy for Their Own (Sometimes Irrational) Reasons Read More » The post My Wife’s Reaction Proves That Customers Buy for Their Own (Sometimes Irrational) Reas
Salesforce
MAY 16, 2022
Hybrid work has existed long enough, and in large enough numbers, that researchers have identified why some organizations are more successful with it than others. It comes down to three things: tools, training, and team building. Pre-pandemic, only 8% of the 60 million U.S workers whose jobs could be done remotely worked exclusively at home, while one-third worked in a hybrid fashion.
criteria for success
MAY 17, 2022
If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Building a winning sales training program is about much more than the sales methodology; a truly successful sales training program is all about adopting a discovery-based mentality.
Martech
MAY 19, 2022
Email has always held a special place in my heart, perhaps because it seems so taken for granted in the digital marketing world. It’s been around too long to benefit from “shiny new object” syndrome, yet its true believers are fully appreciative of its power. What else delivers an ROI of $36 for every $1 spent, after all? We hope you’ll take this opportunity to download this free buyers’ guide that looks at today’s email marketing technology and walks you through what you
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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