Iannarino
APRIL 22, 2023
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. The salesperson’s family may also suffer without the resources they need. The salesperson’s prospective clients are hurt because the person they are dealing with is not using value creation strategies , which would have caused them to buy from the salesperson.
Force Management
APRIL 27, 2023
Economic challenges can take a huge toll on workforce morale. Your sales force is likely encountering obstacles they haven’t faced before, and it’s possible that’s affecting their ability to win.
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Membrain
APRIL 26, 2023
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one?
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
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.
Partners in Excellence
APRIL 24, 2023
When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota.
Iannarino
APRIL 27, 2023
Many B2B sales representatives believe they are consultative because they ask questions and avoid being pushy. Asking questions alone is not evidence of a consultative approach. Many salespeople ask questions without being consultative.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 23, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Andy Paul , Author of " Sell Without Selling Out " to discuss about the importance of coaching, and the need for a human-first approach to selling.
Martech
APRIL 28, 2023
As technology and automation evolve, B2B marketers can access tools and information faster than ever. With the rapid adoption of generative AI, that evolution is happening in real time. As B2B marketers, we must embrace and use this technology to our advantage. This article will cover three ways to use generative AI: keyword research, content creation and data analysis.
Iannarino
APRIL 26, 2023
Selling effectively has never been easy, regardless of what you sell. In B2B sales, both buying and selling have become more complex and more complicated. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.
Partners in Excellence
APRIL 25, 2023
I’ve been noticing a torrent of “hints and prompts” from the ChatGPT guru’s looking at email personalization, specifically around business personas. These experts are providing insights around how to personalize outreaches through ChatGPT prompts. As I read through these expert insights, the movie “Dumb and Dumber” kept going through my mind.
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.
Sales Pop!
APRIL 28, 2023
Whether you’re considering taking out an SBA loan to start your small business or if you’re thinking about taking your business to the next level with the support of additional funding from a Small Business Administration (SBA) loan, you should understand the insurance requirements these loans carry. Fortunately, SBA’s insurance requirements are in the best interest of business owners because business insurance provides a valuable safety net that can keep a company in business despite catastrop
Veloxy
APRIL 26, 2023
Salesforce is the leading CRM platform in the market, and it has proven to be the best choice for companies that deploy field sales teams. In fact, according to Salesforce’s most recent State of Sales report, 87% of field sales reps believe their organization takes full advantage of their CRM ( more than inside reps ). In this post, we’ll share the 20 key reasons why Salesforce is the best CRM for field sales and how it can benefit you and your field sales team.
Iannarino
APRIL 28, 2023
Sales is the lifeblood of any organization. Without a strong sales team , it doesn’t matter how great your company’s product or service is. Sales teams are consistently some of the strongest drivers of revenue growth , customer retention, business growth, and even brand reputation.
Partners in Excellence
APRIL 26, 2023
What really differentiates sellers in helping customers in complex B2B buying processes? Is it the products they represent? Possibly a little, but in reality, when the customer develops a short list of alternatives, any of the solutions can meet their needs. Is it the price of the solution? When there is no other basis of differentiation, price will always win.
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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 Pop!
APRIL 24, 2023
A gaming website is a great online business to run, as people will always be on the lookout for interactive entertainment. It can generate a ton of traffic organically. But you won’t automatically generate traffic just because you create a gaming website. You need to get several things right. If you have set up a gaming website, but are struggling to generate a positive ROI from it, you are making one or a handful of the below mistakes that could be the culprit.
SaaStr
APRIL 27, 2023
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders). And I generally thought that 50:50 was the default, albeit with many exceptions. Well, I was wrong. Only 4 of the most recent ~30 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty, and (close enough) MongoDB and Amplitude:
Iannarino
APRIL 24, 2023
In any pipeline, you will find many potential deals. Many records that show up as opportunities are not close to being deals worth pursuing. Instead, they live in your B2B sales pipeline because the salesperson must enter the record after a first meeting.
Martech
APRIL 25, 2023
Almost half of B2B marketers are struggling to use data, both to drive decision-making and measure performance. It’s the biggest challenge they face, ahead of increasing growth targets and budget and staffing cuts. That’s the key takeaway from a survey of over 500 U.S. and U.K. marketers issued by precision demand marketing platform Integrate.
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.
Search Engine Land
APRIL 26, 2023
Up to 98% of people used the internet to find information about a local business in 2022, according to BrightLocal research. And 87% of consumers used Google to evaluate a local business. For local businesses with limited time, money and resources, it can be hard to know where to focus marketing efforts. One thing is for sure: The ability for people to find local businesses online is critical.
SaaStr
APRIL 25, 2023
Dear SaaStr: What is the most inspiring bootstrapped SaaS out there? Atlassian is worth $40B today, pretty darn impressive. The founders owned 78% at IPO. Very impressive. The combo? Utterly epic pic.twitter.com/oN5vm3y4Ii — Jason Be Kind Lemkin (@jasonlk) April 19, 2023 In SaaS, I nominate 3 for The Best Bootstrappers Ever. First, Atlassian.
Iannarino
APRIL 23, 2023
While I am not romantic about the past, there are several things I miss about the old days of selling. Generally, things were much simpler, and the experience was better. These are a few of the things that make me nostalgic.
Martech
APRIL 26, 2023
Are you tired of spending countless hours on link building for your website only to see minimal results? In this article, you’ll find some risk-free tips on outsourcing link building effectively, so you can sit back, relax and watch your website rise to the top of search engine rankings. The role of link building in SEO Are you ready to rock your SEO game?
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!
Search Engine Land
APRIL 28, 2023
When it comes to SEO , there is always something to do. It’s easy to get sidetracked by the next shiny thing instead of focusing on the tasks that will move the needle for the business. Having hundreds, thousands, or even millions of potential keywords worth targeting is overwhelming. You need to prioritize SEO keywords and create a measurable plan.
SaaStr
APRIL 27, 2023
Dear SaaStr: How Do I Create Urgency in Sales. When There Really Isn’t Any? Creating urgency is an art. Most founders are great “middlers”. They are great at explaining not just what the product does, but what it can do to solve your problems. No one is better than a founder at this. And then … the deal often never quite closes. The prospect got interested, took the call and the meeting, but … didn’t ask for a contract.
Iannarino
APRIL 25, 2023
Congratulations! You won your big deal dream client after pursuing them for two years. You have a signed contract, and their paperwork is complete.
Martech
APRIL 27, 2023
It’s become increasingly clear how powerful automation is in creating truly impactful brand experiences. Artificial intelligence and machine learning’s marketing use cases go beyond chatbots or personalized website recommendations. Marketing automation is more than streamlining processes, automating posting on social media, or scheduling emails.
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
APRIL 27, 2023
By Lisa Heay , Director of Business Operations at Heinz Marketing In this blog series, I’m tackling email deliverability broken up into three areas—your audience, content, and the tech stuff. Last month I covered how to optimize your email deliverability by improving the content within your emails: the words, images, format – everything you are putting in the email that you are hoping your audience receives and reads.
SaaStr
APRIL 26, 2023
Squarespace produces amazing websites for SMBs — we are a big customer at SaaStr. And that’s powered it all the way to a $1B run-rate with 28% EBITDA. Self-serve products can and should be quite profitable at scale. But it’s also a story of hitting some limits on TAM, and growth has slowed to 10% at $1B ARR. And subscriber growth of only 3%. 5 Interesting Learnings: #1.
Search Engine Land
APRIL 27, 2023
Good news for those behind on exporting their Google UA data. Starting on July 1, 2023, data collection in Universal Analytics will come to a halt. However, you will retain the ability to view and export all the data collected before this date until July 1, 2024. Google Analytics has finally put a date on the loss of historical data: For free customers, you will stop collecting data in Universal Analytics as of July 1, 2023.
Martech
APRIL 27, 2023
Virtual events are great for education, global outreach and strengthening your brand awareness. But what they’re especially fantastic at is lead generation. In this webinar, you’ll get the perfect cut-and-paste formula for turning your events into lead-generating machines. Register and attend “Maximize ROI and Lead Gen With This Virtual Events Marketing Formula,” presented by Kaltura.
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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
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