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?
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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.
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?
Anthony Cole Training
SEPTEMBER 8, 2022
In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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”.
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).
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!
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.
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.
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.
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.
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.
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.
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!
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.
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.
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.
Iannarino
SEPTEMBER 9, 2022
This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.
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!
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.
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.
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.
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.
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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
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.
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.
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.
Salesforce
SEPTEMBER 9, 2022
With sustainability as our fifth core value , we’re setting out to make this our most sustainable Dreamforce ever. We’re conserving resources, sourcing responsibly, reducing waste, and inspiring our attendees to do the same. Join us on Wednesday, Sept. 21, for a full-day of programming at the Net Zero Summit that will feature the world’s most innovative Trailblazers driving climate solutions.
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.
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.
Sales Pop!
SEPTEMBER 8, 2022
Any sales team can hit a high note for a single month. But a sales team that consistently meets and exceeds expectations over the long haul only happens when you follow a deliberate and careful strategy. A defined and formalized sales process is one of the strongest indicators of future revenue. The most effective sales teams across industries, especially in SaaS, are the most efficient.
Martech
SEPTEMBER 7, 2022
Email shows no signs of slowing down. With an average ROI of $42 for every invested dollar , it’s still a star among marketing channels. If you don’t feel the same way, it may be time to look at why email isn’t working for your business. Often, the reason is poor email deliverability. What is email deliverability? Email deliverability refers to the number of emails that reached an inbox successfully.
Salesforce
SEPTEMBER 8, 2022
Everyone wants efficient customer support delivered their way. Today, “their way” can mean about a thousand different things. Which channel? When? How? And with whom? I know. That’s a lot to think about when you want to scale customer service without sacrificing the customer experience. I lead global customer success at Salesforce, so I’ve seen what works and what doesn’t for building customer support strategies that foster customer loyalty.
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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