Iannarino
AUGUST 2, 2023
Theodore Levitt, a marketing professor at Harvard Business School taught his students that people don’t buy drills; they buy quarter-inch holes. No one wants to buy a drill , they buy the outcome the drill provides them. Too many salespeople have been convinced that their solution is superior to that of their competition. Most companies have a solution that can produce the same outcome as their competitors.
Anthony Cole Training
AUGUST 4, 2023
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior, sales skills, and practice management. We call these The 7 Activities for Sales Success. If your sales team can adopt these 7 habits, you will be amazed at how your sales will improve.
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Force Management
AUGUST 3, 2023
There's no one recipe for success. Every leader has their own unique strategies and practices that they swear by. And yet, there are some great habits that are undeniably shared between many great leaders, including the ones who join us on Revenue Builders. Some of the most common themes in our discussions with the sales greats are a learning mindset, a focus on people, and a willingness to push on through hardship and failures.
Membrain
AUGUST 2, 2023
Sales coaching is a critical multiplier for sales effectiveness. When your sales managers are excellent, consistent, and supported in coaching effectively, your sales teams perform better and continually get better.
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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
AUGUST 3, 2023
If you believe that selling is difficult, know that buying is often more difficult. Part of what makes buying challenging is that buyers research on their own to avoid engaging with salespeople. Some are buying without fully exploring their options, which can lead to buyer’s remorse. Spending time with a good salesperson can prevent this.
Partners in Excellence
JULY 31, 2023
Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 30, 2023
Join us as we sit down with Jason Howes, the Founder and Managing Director of Arrow Executive Sales. From Jason's eight and a half years on the road, to managing one of Australia's biggest accounts, he provides valuable insights into the world of sales. As we further explore Jason's experience in sales, you'll hear about the importance of understanding the current state of a business and how to propel it to the next level.
Iannarino
AUGUST 4, 2023
Your CRM can capture dozens of metrics. It can record each salesperson’s activities, document opportunities as they progress, and provide you with a dashboard to rival NASA on launch day.
Partners in Excellence
AUGUST 2, 2023
Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Or been with someone dealing with a very complex deal, and all of a sudden they come up with the right answers, or strategies? Or that individual that just seems to always have the right answers for dealing with the tough situations?
Salesforce
AUGUST 1, 2023
Hands-on learning with Trailhead New hands-on challenges Complete the Get Hands-on with Learning Quest For many of us, the best way to understand and retain new information is to roll up our sleeves, get hands-on, and “learn by doing.” Since the beginning, Trailhead, Salesforce’s free online learning platform has provided free access to Salesforce business tools and technology so you can build your skills with hands-on learning.
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.
Martech
AUGUST 1, 2023
Image: The Metropolitan Museum of Art, Roblox. Visiting New York’s Metropolitan Museum of Art is about to get meta. The museum is launching Replica, a new hybrid experience that allows visitors to “capture” works of art from the collection and show off virtual versions of them on Roblox. The experience, which includes virtual and augmented reality elements, was designed by the multidisciplinary company UNIT9 and Verizon, in partnership with Roblox, strategy and production company Ode to Joy, and
Iannarino
JULY 29, 2023
You can compete to allow you to win an order or a project, and you can compete to win a client for life. Once you succeed in the second approach, you no longer need to compete for orders or projects.
G2
JULY 30, 2023
Discover effective strategies, real-world use cases, and the trends in omnichannel marketing. Maximize your reach, engagement, and customer satisfaction.
Salesforce
AUGUST 2, 2023
As businesses look for ways to serve customers more efficiently, many are realizing the benefits of generative AI. This technology can help you simplify your processes, organize data, provide more personalized service, and more. What powers generative AI? Large language models (LLMs) — which allow generative AI to create new content from the data you already have.
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
AUGUST 1, 2023
It can be difficult to put our heads around what successful agile marketing looks like because it is about culture change, which is highly subjective. However, after seeing so many companies chasing after the wrong measurements (or none at all), I want to share with you how we measure success with our clients and why these are meaningful metrics. Understand your desired outcomes with agile Many companies lose sight of why they want to implement agile marketing in the first place.
Iannarino
AUGUST 1, 2023
Most of what you read here are articles designed to help you sell more by selling better. But lately, I have noticed that a great many people are more interested in strategies that prevent sales. In the idea of giving the people what they want, what follows is advice that will keep you from selling.
Sales Pop!
AUGUST 2, 2023
Some businesses struggle to manage a sales team. So, they search for ways to improve their efficiency. Sales operations aren’t for everyone. So some business owners look for solutions elsewhere. While some go into automated platforms for lead generation or artificial intelligence (AI), others ask for help from other companies. That’s where outsourcing comes into place.
Salesforce
JULY 31, 2023
Many companies consider the period from October to December as their peak season for email campaigns , trying to reach as many customers as possible leading up to the holidays. Every business is different, though. Your peak season may be tied to a semi-annual sale, Mother’s Day, or even International Polar Bear Day (Feb. 27, by the way). No matter the occasion, you want to have a strong email deliverability strategy to make sure your messages reach inboxes.
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!
Martech
AUGUST 4, 2023
Social media management software company Sprout Social acquired Tagger Media, an influencer marketing and social intelligence platform, for $140 million. The acquisition adds the ability to discover influencers and plan campaigns around them to Sprout Social’s broad social media management and analytics offerings. Tagger Media offers a unified SaaS solution for brands and agencies that allows marketers to measure the impact of influencer campaigns through ROI and trends reports.
Iannarino
JULY 30, 2023
People who want to get things done must determine their priorities so they can act on their self-discipline to ensure they are completing the things they care about. Most of us want to do many more things than we could accomplish in three lifetimes. In a world that is hell bent on distraction as a business model, the only way to be productive is to narrow your focus to include only what is most important.
Sales Pop!
AUGUST 2, 2023
If you own a small business, you’ve probably dealt with an unhappy customer or two. And if you haven’t, you’re probably going to. Pouring your soul into your customers only to receive negative feedback can be discouraging and frustrating. But with some preparation and knowledge, you can improve your chances of turning a disgruntled customer into a loyal one.
Search Engine Land
AUGUST 3, 2023
Trivago’s decision to opt out of Google’s new property promotion ads was apparently a costly mistake. Revenue was down 14% year-on-year to $137 million in the second quarter of 2023, following a decrease in website traffic, Trivago reported. Meanwhile, revenue for Expedia , which did advertise with on the search engine’s new ad unit, reported a record second quarter with revenue up 6%.
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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
Martech
AUGUST 2, 2023
In this four-part series, we’re exploring four categories of artificial intelligence (AI), how they can meaningfully impact marketers and their customers and what to potentially avoid. So far, we’ve explored generative AI , predictive analytics and personalized customer journeys. The last article of the series will look at workflow automation or robotic process automation (RPA), or AI-based tools that enable repetitive tasks to be performed by software rather than humans.
Iannarino
JULY 31, 2023
In a workshop with an excellent sales force, we played a game from Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. In this game, there are five rules, and breaking one disqualifies you.
Sales Pop!
AUGUST 1, 2023
Amazon is by far the largest e-commerce in the US, making up more than 37% of the US e-commerce market. Because of its vast customer base, it’s an attractive marketplace for online sellers with the current number of sellers exceeding 500,000 individuals. If you aren’t already selling on Amazon, you’re missing out on a lot. Anyone can meet the requirements and become a seller on Amazon, but not everyone makes it to the top where they earn upwards of $1 million from Amazon alone.
Search Engine Land
AUGUST 4, 2023
Google has rolled out a Responsive Search Ads guide to help marketers improve their campaign performances. The new document includes advice on how to write ads for maximum conversions, how RSAs use Google AI to generate ad copy and how to evaluate a campaign’s effectiveness. Why we care. This brand new document is a great resource for marketers that work closely with RSAs.
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.
Martech
AUGUST 4, 2023
Marketo released a native function for creating visualizations of Smart Campaigns. The feature, Engagement Map, lets users explain how smart campaigns work more efficiently. Another notable feature released last month is Web Services Error, which identifies API users responsible for creating an error. This will reduce the time needed to troubleshoot web services error notifications.
Heinz Marketing
JULY 31, 2023
By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Here we are at the height of summer! With the sun shining brightly and vacations calling our names, it’s no surprise the summer vacation mindset can sometimes affect our focus and motivation. The challenge of staying on track with your sales and revenue goals while balancing family time and fun can seem daunting.
Sales Gravy
AUGUST 4, 2023
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales leader, sales enablement professional, or training facilitator, you will want to tune in for their conversation about keeping learners engaged and using feedback to improve enablement initiatives.
Search Engine Land
AUGUST 1, 2023
Google Analytics 4 has rolled out a new Audience report. Marketers can use this new feature to identify their most engaged and profitable audiences. The report includes any audience that has at least one user in the specified time period. Why we care. Finding out who is engaging most with their campaigns and websites will enable marketers to better understand who their target audience is.
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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