Iannarino
SEPTEMBER 7, 2022
The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and complex, it's worth looking at Sales 101, the fundamentals. Those new to B2B sales must master the fundamentals to find their footing and develop their skills. Experienced salespeople in a slump would do well to recommit to the foundational concepts of Sales 101.
Sales Hacker
SEPTEMBER 6, 2022
When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation. What drives your retail employees to achieve the goals you set for them? I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things.
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Membrain
SEPTEMBER 4, 2022
Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans.
Sales Gravy
SEPTEMBER 9, 2022
Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all?
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.
Understanding the Sales Force
SEPTEMBER 7, 2022
Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it. Later today, a post appeared in my LinkedIn feed and although I wasn't looking for an article by a physician, I read it and am so glad I did. Would you like to know what I loved about that article?
ClickFunnels
SEPTEMBER 9, 2022
The post What is The Your First Funnel Challenge? appeared first on ClickFunnels. Have a business idea that you’re dying to get out into the world…. … but don’t know where to start? Russell Brunson’s Your First Funnel Challenge is a 5-day online boot camp where you’ll launch your first (or next) business idea side-by-side with real-world entrepreneurs… without taking on a mountain of debt or getting stuck in “analysis paralysis”.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
SEPTEMBER 9, 2022
This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.
Veloxy
SEPTEMBER 7, 2022
The U.S. Bureau of Labor Statistics reports that the demand for Sales Operations and Research Analysts has spurred a 25% job growth rate —over three times the national average. Sales operations teams analyze and optimize individual and corporate sales strategies. Methods are open-ended. Some professionals play dual roles (both operations professionals and sales service providers).
SaaStr
SEPTEMBER 5, 2022
So there is a lot of triage going on in VC land these days. VCs have to figure out where to put their money, and their time, when the public markets are still down 50% from their peaks and late stage, follow-on capital has almost evaporated. Things are still very good in SaaS. The top Cloud and SaaS leaders are growing faster than ever. But the public markets are brutal, and it’s rippled all through venture capital.
David Meerman Scott
SEPTEMBER 7, 2022
At most conferences, the panel discussions are terribly boring. In fact, some panels are so dreadful that many attendees use the time to network in the hallways or check emails. But it doesn’t have to be that way!
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Iannarino
SEPTEMBER 8, 2022
"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for some and unfortunately for others, how you sell is a larger variable to success than what you sell.
Partners in Excellence
SEPTEMBER 9, 2022
There’s the old children’s song, “The Skeleton Dance.” It starts with “the foot bone is connected to the leg bone, the leg bone is connected to the knee bone…” It’s really a discussion of systems. The human body wouldn’t function without all the components or subsystems working together. Business and what we do as sellers is a set of interconnected/interdependent subsystems.
SaaStr
SEPTEMBER 9, 2022
Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k.
Veloxy
SEPTEMBER 8, 2022
As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. But, as you know, the insane number of variables and non-selling activities in your sales process makes it nearly impossible to start improving sales velocity.
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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
SEPTEMBER 3, 2022
In the book The Challenger Sale , the relationship salesperson scored poorly. What most readers didn't realize was that the Challenger's second-highest score after "challenge" was "relationship." This should not surprise anyone in B2B sales. A relational sales approach was built on spending time with your clients and developing a high level of personal rapport.
Martech
SEPTEMBER 7, 2022
IAB announced the finalization of Intrinsic In-Game Advertising Measurement Guidelines 2.0 , a joint effort between the IAB Experience Center, the IAB Tech Lab and the Media Ratings Council. This project is the first update of its kind to guidelines introduced in 2009. The updates were initially proposed back in June. Read next: How marketers are preparing for the future of in-game ads.
SaaStr
SEPTEMBER 9, 2022
Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Don’t take it literally. Most startups never get a single good acquisition offer, ever. So logic does state, take the best, good offer you get. It may be your last.
Membrain
SEPTEMBER 7, 2022
When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.
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.
Iannarino
SEPTEMBER 6, 2022
Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are two forces, however, that have disrupted sales. The first is the collection of changes in our environment over the last two decades. The second results from the first: the way people and companies buy now has changed what they need from salespeople.
Sales Hacker
SEPTEMBER 8, 2022
One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects. Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs.
SaaStr
SEPTEMBER 6, 2022
SaaStr Annual is Almost Here! September 13-14-15. THE OFFICIAL SAASTR ANNUAL ATTENDEE NEWSLETTER. Hey SaaStr Annual Attendees, We’re just 1 week away from SaaStr Annual 2022 taking place next week, Sept 13, 14 + 15 at the San Mateo County Events Center. Here are few important reminders before you arrive: Early Badge Pick-Up and Health & Safety Open Sunday + Monday .
Heinz Marketing
SEPTEMBER 8, 2022
By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing. As I am writing this post, it’s my 6-year anniversary at Heinz Marketing and in my time here I’ve learned a tremendous amount. I thought I’d spread some wisdom as I’m spending time today reflecting on my experience so far. One thing that really sticks out is the importance of preparing and planning to launch a campaign.
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!
Iannarino
SEPTEMBER 5, 2022
Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to make sure they are on every list to ensure they receive a request for a proposal (RFP). A B2C salesperson is going to reach out to customers by phone, mail, or door-to-door. A retail salesperson need only wait for a customer to walk in their front door.
Force Management
SEPTEMBER 7, 2022
The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great. Dig into these leadership stories and hear key takeaways from individuals who come from diverse backgrounds, industries and cultures. From military-level discipline to the ability to be vulnerable, there's a quality in each episode that each of us can aspire to as leaders.
SaaStr
SEPTEMBER 3, 2022
Dear SaaStr: What Are The Top Things to Know Before Starting a SaaS Startup? Top of my list: Picking a mediocre co-founder just doesn’t work. You can’t settle here. You have to find someone at least as good as you, ideally better. And importantly, at least as committed. A mediocre “coder” CTO because you can’t code … won’t really work out. A mediocre “business guy” that can’t really marketing and sales won’t really get you those key early customers.
Martech
SEPTEMBER 9, 2022
“What was once working just isn’t any more.” That was Steph Cuthbertson, HubSpot’s Chief Product Officer, talking about the old ways of attempting to market to customers in individual and siloed channels and sell to them in ways that B2C behemoths like Amazon have made obsolete. Connections and community. At Inbound 2022, the first in-person iteration of HubSpot’s conference in three years, speakers tried to stitch together two themes.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Heinz Marketing
SEPTEMBER 9, 2022
By Matthew Lallas , Marketing and Sales Intern. I had the pleasure of interning at Heinz Marketing this summer. While I’ve gotten to experience marketing in a college environment (classes, clubs, campus organizations) and a B2C organization, I was completely new to the world of B2B and agency marketing. I was nervous, I wasn’t sure how I would fare in this new role.
Partners in Excellence
SEPTEMBER 7, 2022
As an engineer, I learned it is impossible to design and build the perfect part. While the design itself provides exact specifications, the part would have some variation when actually manufactured. So in designing products, we would always specify the acceptable tolerances for the part. For example, if we wanted to drill a hole in the center of a square plate, we would identify both the size of the hole and the exact center of the hole, +/- a certain tolerance.
SaaStr
SEPTEMBER 6, 2022
Dear SaaStr: What Do VCs Offer Besides Money? Many VCs in the end only offer money and advice you often don’t need (which can be worse than no advice at all). But the VCs most valuable to me did/do: 1. Catharsis. Beyond your co-founders, few others may be along for the whole journey. Your VCs are. Think about it — who else is so invested in your long-term success?
Martech
SEPTEMBER 6, 2022
It’s no secret that the iOS privacy changes are proving to be a significant blow to social media networks and marketers. In the last couple of years, Apple has made it harder to target ads to iOS device users. This impacts major social platforms like Facebook , Instagram, and Snap which rely on tracking across other apps and websites to operate.
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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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