Iannarino
OCTOBER 12, 2023
Many problems that plague sales leaders and sales managers can be traced back to a lack of accountability. Because B2B sales roles provide more autonomy than most business positions, it is important they also come with the discipline of accountability.
Anthony Cole Training
OCTOBER 13, 2023
The Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many aspects that make up an effective coach including coaching consistency, asking enough questions, the ability to stay in the moment while coaching, having a passion and supportive beliefs for coaching, not rescuing salespeople and being effective at getting commitments from salespeople.
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Membrain
OCTOBER 11, 2023
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.
Force Management
OCTOBER 12, 2023
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.
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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
OCTOBER 11, 2023
You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have been taught to elicit a problem and the client’s pain points.
Partners in Excellence
OCTOBER 12, 2023
We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
OCTOBER 12, 2023
Google has stopped showing indented results in the Google search listings. Google has historically showed an indented search result under the main result when it was from the same domain but over the past few weeks, Google stopped indenting those results. What changed. Danny Sullivan, the Google Search Liaison, posted “We stopped doing “indented results” a few weeks ago.” Google stopped the intended results because “especially with continuous scroll, it wasn’t
Iannarino
OCTOBER 8, 2023
One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your competitors’. When you look and sound like your rivals, you can expect your clients to believe you are no different. To differentiate yourself in your client’s eyes is to create value for them in the sales conversation.
Partners in Excellence
OCTOBER 12, 2023
One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” It’s easy to understand this. They were probably top performers as sellers. They probably have deep experience and great capability. That’s part of the reason they’ve been moved into a leadership role.
Salesforce
OCTOBER 12, 2023
Everyone wants generative AI applications and their groundbreaking capabilities, such as creating content, summarizing text, answering questions, translating documents, and even reasoning on their own to complete tasks. But where do you start? How do you add large language models (LLMs) to your infrastructure to start powering these applications? Should you train your own LLM?
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.
Search Engine Land
OCTOBER 9, 2023
Google-Extended , the new standalone product token, to tell Google through your robots.txt to not use your site content for Bard and Vertex AI and other AI projects does not work for the AI-answers and snapshots provided in the Search Generative Experience. Google told us that Google-Extended does not work for SGE. “SGE is a Search experiment so website administrators should continue to use the Googlebot user agent through robots.txt and the NOINDEX meta tag to manage their content in sear
Iannarino
OCTOBER 10, 2023
If you are a sales leader or sales manager, you struggle to get everything done. You want to work with your team, but you often find yourself being pulled into meetings and conversations that have no ability to help you reach your sales targets. It can be difficult to decide what gets your attention and what doesn’t deserve your time.
Partners in Excellence
OCTOBER 9, 2023
Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. It was such a fun conversation, we focused on how we increase our effectiveness and impact through deeper understanding of our customers/prospects. Sam Coit summed it up well with the comment, “Understanding how different roles think and feel allows us to better cater our approach and offer
Salesforce
OCTOBER 9, 2023
So much of our autonomy depends on our employment status and opportunities. But people with disabilities are not only less likely to be employed , their unemployment rate is about twice as high as the rate for people without disabilities. And these stats cut across all age groups. With Disability Employment Awareness Month (DEAM) upon us, it’s a good time to look at how businesses and allies can proactively support disability inclusion in the workplace — and help move the needle on those n
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!
Search Engine Land
OCTOBER 11, 2023
While there are some reasonable assumptions of how Search Generative Experience (SGE) might affect our sites, others are not so realistic. This article highlights: Theories about SGE’s traffic impact. What we know so far. What we don’t know yet. Things to avoid. Ways to prepare for SGE. Theories on SGE’s potential traffic impact SGE will undoubtedly impact organic search, with both positive and negative consequences, if it launches as it currently stands.
Iannarino
OCTOBER 7, 2023
If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. Your role isn’t easy. It is more difficult than other roles because of the natural variability in sales.
Martech
OCTOBER 13, 2023
Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. We now have machine learning and AI driving much of our marketing platforms. Whether it’s letting Google or Facebook make our ad decisions for us or asking ChatGPT to write all our content (a very bad idea), AI is making our job easier.
Partners in Excellence
OCTOBER 9, 2023
This post is primarily written for me. It’s for me to explore my thinking and to get greater clarity. Normally, I would not publish something so introspective, but I think I’m asking for help. I’d really appreciate your feedback and ideas. It’s been something that’s been bothering me for some time, but I haven’t been able to articulate it.
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!
Search Engine Land
OCTOBER 9, 2023
X (formerly known as Twitter) has started rolling out a new ad product that cannot be blocked or reported. The new format doesn’t include an ad label so users are not informed that what they’re seeing is an advert. There also isn’t an account associated with the promoted posts, so users also can’t tell who the advertiser is either.
Iannarino
OCTOBER 9, 2023
One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, which is not to suggest winning deals is ever easy. Too few salespeople rely on approaches that are anything but consultative, making it easy for decision-makers to disengage and look elsewhere for the help they need.
Martech
OCTOBER 9, 2023
In first part of a two-part article , Kath Pay takes a deep dive into writing prompts for a genAI-created campaign brief. In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. As marketers, we can be most effective when we understand why we humans do what we do and use that information to help our customers make decisions others make on matters that concern us.
Partners in Excellence
OCTOBER 11, 2023
I’ve been reading about comp plans for sellers. They are a huge challenge. A recent report cited: 97% * of leaders think there are challenges with their comp plans. 91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. 78% find their comp plans difficult to understand. And only 1% of RevOps and 12% of Finance leaders believe comp plans are aligned with overall company goals.
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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
Search Engine Land
OCTOBER 13, 2023
Nine out of 10 ecommerce businesses I’ve come across have run Google Ads at some point, but few have considered Amazon Ads despite the significant opportunities it offers. I believe that Amazon Ads has the potential to be far more effective than Google Ads for ecommerce PPC as it offers higher quality traffic, higher conversion rates, easier tracking, more long-term value and more lenient policies.
Iannarino
OCTOBER 13, 2023
One way to improve your sales approach is to treat the sales conversation as a collaboration. You and your contacts are both working to understand the challenges that prevent the results the client needs and what is necessary to improve the client’s outcomes. One large part of this collaboration shows up in solution design.
Salesforce
OCTOBER 9, 2023
A few weeks ago, Dreamforce hosted the largest gathering of Salesblazers ever. Our goal was simple: Reveal the potential of data and AI to accelerate faster, smarter, and more efficient business growth across every sales role and industry. In every conversation with customers, partners, and industry analysts, I heard how excited sales teams are to embrace the new era of data and AI.
Martech
OCTOBER 11, 2023
With AI tools and chatbots like ChatGPT now becoming the go-to source for quick answers, the traditional SEO game is changing. People are increasingly getting their questions answered directly in the chat or through supplemental results on the search results page. This shift means potential customers have less incentive to click through to your website.
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
OCTOBER 10, 2023
Google Ads has started rolling out Demand Gen globally so that all customers now have access. Described as the “next generation of Discovery campaigns,” it comes with new features, inventory, and insights, as well as an enhanced ad creation flow. In addition, Discovery ads upgrades are beginning this week and will continue to be implemented through early next year.
Heinz Marketing
OCTOBER 13, 2023
By Michelle Voznyuk , Marketing Specialist at Heinz Marketing In the B2B world today, adaptability and resilience are keys to success. Organizations that thrive are those who can effectively navigate change, whether it’s in response to market trends, technological advancements, or shifts in customer preferences. Orchestrating success through change implementation, however, is no easy feat.
Salesforce
OCTOBER 10, 2023
Every day, thousands of developers around the world work with Salesforce technologies to solve complex problems and build innovative solutions for our customers and partners. That is an impressive achievement in and of itself. However, many Salesforce Developers have chosen to extend their careers beyond coding to also become community leaders, international speakers and writers, dedicated mentors and coaches, and passionate knowledge sharers.
Martech
OCTOBER 11, 2023
Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. You can divide organizations into two buckets based on their approach to social media execution: Those that think strategically and plan their programs. The ones who just post… anything and everything. In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries.
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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