Anthony Cole Training
APRIL 19, 2024
Technology is transforming businesses and disrupting entire industries, including the world of selling, which has traditionally been categorized as primarily a “people business”. From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.
Iannarino
APRIL 19, 2024
Discover why selling isn't just a job; it's an adventure that keeps on giving! Some salespeople don’t look like they are having fun selling. If you believe that selling is fun, you may feel bad for salespeople who are not enjoying it. Occasionally, you see a salesperson who is making too much of selling. If you are an extrovert, spending time talking with people is your nature.
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Force Management
APRIL 16, 2024
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
Partners in Excellence
APRIL 19, 2024
It’s Friday, it’s been a busy, but great week. Sometimes, my mind starts turning into jelly and goes to weird places. I imagined myself interviewing for the CRO position in a high growth start up. Dave: Thanks for the opportunity to speak, I’m sure I can have a great impact in driving growth in your sales organization. CEO: I’m excited to speak to you.
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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.
SalesProInsider
APRIL 16, 2024
Have you ever tried to buy something with a verbal promise? Or deposit a compliment in your personal or business bank account? Of course not! You would be laughed at! Yet, that’s what can happen when discussing fees for service with prospective clients. Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ had two great conversations with a prospective client who could not believe the services they would receive working with him compared to another option.
Iannarino
APRIL 13, 2024
If you want to win more deals, especially contested deals, you will need to be One-Up. Being One-Up means you have knowledge and experience your contact lacks. When you are One-Up, you can take advantage of this information disparity, allowing you to create value for your contacts in the sales conversation. This is often the variable that determines whether you win or lose a deal.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
APRIL 17, 2024
Yeah, yeah, I know it’s a trite saying, but “The only constant in life is change……” Let me go through a few more just to get them off my chest: Be the change you want to see in the world… Nothing changes if nothing changes… Change is hard at first, messy in the middle, and gorgeous at the end… Change is inevitable, except from a vending machine… Thanks for your patience, I need to get those out of my system.
Martech
APRIL 18, 2024
I’ve been writing about marketing tools for over a decade, and some of my earliest published articles were about the new breed of social media monitoring tools. Looking at those pieces today, two insights struck me: The basic approach and strategy of selecting technology tools to help us with marketing tasks hasn’t changed much (the good news). Everything else has changed dramatically (the not-so-good news).
Iannarino
APRIL 14, 2024
Discover how timeless wisdom and trusted advisors shape successful leadership and sales strategies, transcending centuries.
Salesforce
APRIL 15, 2024
Hear from the experts How should you consider email open metrics? How can you make the most of your click data? Why is personalized content important? What are the next steps for email engagement? When I first got into the email marketing space in 2010, the term “batch and blast” was still used to describe email strategy — not exactly focusing on email engagement.
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.
Partners in Excellence
APRIL 15, 2024
Preface : Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. Something many people may not know is that Barry was trained as a civil engineer. Whenever I get on a Zoom call with him, I’m distracted by the classic drafting table on one wall of his office. We always exchange stories of sitting at those tables, doing designs on paper.
Martech
APRIL 17, 2024
Back in 2017, I wrote an article for MarTech, “ Message to email marketers: Show me something different in 2018.” It popped up again while I was preparing a presentation, so I scrolled through to see if anything I advocated back then had become standard practice. The answer is, sadly, not much. Here’s what I was looking for: Stop depending on batch-and-blast.
Iannarino
APRIL 18, 2024
Introduction to Time and Mortality An average life is a little over 4,000 weeks. My countdowns app suggests I have 1,745 weeks, 5 days, and 19 hours. It is rare that I open the app to look at the number of weeks remaining. Just mentioning the number of weeks that may remain causes some people to recoil at the idea, as if ignorance might shield us from the inevitability of our end.
Search Engine Land
APRIL 17, 2024
The recent shift from “conversions” to “key events” in (GA4) represents a significant change that digital marketers, especially SEO professionals, need to understand and act on. This article explores the implications of this change and insights on how to leverage it to elevate your marketing reporting. Understanding key events in GA4 On March 21, I got an email from a former student who said he’d logged into Google Analytics 4 (GA4) that morning and saw, “Analytics conver
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!
Partners in Excellence
APRIL 18, 2024
Andy Paul called my attention to a discussion in LinkedIn. It was, yet another, discussion on “sales math.” This one reported on research on win rates. It reported win rates declining from 2022 to 2024 from 23% to 19%, with win rates for deals with ACV over $100K declining from 18% to 16%. The data, by itself, is stunning. But the conversation related to the post was even more shocking, from too many perspectives.
Martech
APRIL 16, 2024
With the right content marketing strategy, you can engage your audience at every stage of their journey. From sparking initial awareness to nurturing their consideration and guiding them toward a decisive action, crafting your content with precision is crucial. Here are some actionable insights and strategies to ensure your content reaches, genuinely resonates with and converts your audience.
Iannarino
APRIL 17, 2024
Discover how to earn and maintain trust, and why offering genuine advice is your key to becoming an indispensable trusted advisor.
Search Engine Land
APRIL 16, 2024
Ad Strength is not a “major factor” that stops a keyword from going to auction, despite what some advertisers may believe. That’s according to Google Ads Liaison Ginny Marvin. Ad Strength. Responding to a post on X from an advertiser who said “Ad Strength is a major factor in stopping a keyword from going to auction due to Ad Rank,” Marvin wrote : “Ad Strength is not used in Ad Rank and is *not* a ‘factor in stopping a keyword from going to auction due to Ad
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!
Partners in Excellence
APRIL 16, 2024
We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I contribute my fair share to the clutter.) We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and o
Martech
APRIL 15, 2024
What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience.
Iannarino
APRIL 16, 2024
Discover how to transform your sales approach and outshine competitors with effective executive briefing strategies.
Salesforce
APRIL 16, 2024
You’ve probably heard this before: Many small-to-medium sized businesses (SMBs) have great products and services, but struggle to be seen. Digital marketing for small businesses can be tricky at first, but it’s a crucial skill that helps SMBs connect with their community and customers. According to our research , 67% of SMB leaders say community support has been important to their company’s survival.
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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
Partners in Excellence
APRIL 16, 2024
Preface: Every once in a while, by pure chance, we meet someone who is inspiring. This is my experience with Inshal Khawaja. I first met Inshal about a year ago. I was working with Howard Dover on a “business acumen” program he was introducing into the UTD curriculum in the Fall of 2023. It involved interviews of senior sales executives.
Search Engine Land
APRIL 16, 2024
Google Search Console has released a security update around user permissions and controls management where you can better manage the ownership tokens. Ownership tokens are used for when people verify your site in Search Console, Merchant Center and other Google products and sometimes people who had access in the past to your profiles no longer should.
Iannarino
APRIL 15, 2024
Master these five crucial sales strategies to significantly boost your win rates and improve your sales results.
SaaStr
APRIL 13, 2024
Dear SaaStr: How Do You Build a Real Exit Strategy? First, bear in mind acquisitions are relatively rare. The vast majority of startups will never get one acquisition offer, let alone a good one. Still, it’s not random. I’ve been through it twice as a founder and about ten times as an investor. At a high level, three things you can do that aren’t very hard will increase the odds you have an “exit”: First, build the best product in an important space.
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
APRIL 19, 2024
It’s one of the oldest debates in lead generation: quantity vs. quality. Marketers who are judged by the number of leads they generate will push for quantity. But big-ticket purchases in B2C and B2B will help marketers see ROI with a small number of wins, which pushes some marketers toward quality. Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels.
Search Engine Land
APRIL 17, 2024
Google Discover is an especially important source of organic traffic for publishers. This personalized feed, available within Google’s mobile app and mobile search homepage, offers users an engaging experience by recommending relevant content, even before they know exactly what they want to search for. Google Discover is one of the fastest-growing sources of traffic for news websites, with some publishers reporting Discover traffic as higher than organic search traffic.
G2
APRIL 15, 2024
Engineers develop software that makes our lives easier. A lot goes into their process because they have to focus on so many areas, like frontend and backend functionality and user experience (UX). The software development lifecycle governs this process, from user requirements to final deployment and maintenance.
SaaStr
APRIL 15, 2024
Dear SaaStr: A Big Tech Co Launched a Competitive Product. How Can I Tell How Serious They Are About It? In SaaS at least, I’ll give you one metric that is fairly reliable: How many dedicated sales professional do they have, just 100% selling the competitive product? If it’s none yet, it’s an experiment. If they’ve just made a “Head of” hire, it’s an experiment, but one that is getting budget.
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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