Iannarino
APRIL 11, 2022
The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their prospective client their "solution." Every product or service is designed to solve a problem, and because your client isn't going to buy what you sell if they don't recognize a need, you search for a problem.
Membrain
APRIL 13, 2022
In the sales profession, the main focus is how to win more customers. Sometimes, it’s about how to better serve customers and build trusting relationships. Even less often, it’s about how we can serve employees and create a better environment for them to work in.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Cole Training
APRIL 14, 2022
In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?
Sales Pop!
APRIL 10, 2022
Because of the sheer number of features we are regularly releasing (more than any other vendor in our space), we haven’t had the chance to spotlight two very powerful new features that came out with the last Pipeliner CRM release. Now we will—for you should really know about them. Customizing Details. For every one of the entities viewable in Pipeliner—opportunity, account, contact, lead, task and activity—the user has always been able to view various entity details.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Iannarino
APRIL 14, 2022
The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of professional selling evolves over time. The arc of this evolution bends towards greater value creation and away from the more transactional approaches still being used. What once was a valuable conversation doesn't create enough value for clients in this environment.
Veloxy
APRIL 14, 2022
Earning recognition from quota crushing salespeople. After being rewarded with Top 50 Sales Software honors two months ago, Veloxy is excited to announce that it has received the G2 High Performer award for the twelfth time in a row. Whereas the first G2 High Performer award recognized Veloxy for its AI Sales Assistant solution, and its respective customer satisfaction, G2 awarded Veloxy with twelve High Performer badges.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
APRIL 11, 2022
In this guide, you’ll learn our bulletproof sales process that has worked absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
Iannarino
APRIL 10, 2022
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to help them improve their results in some meaningful way, they are struggling with what will amount to a change initiative. Leaders will recognize these challenges, but salespeople may not be aware of the problems of making changes inside their organization.
Membrain
APRIL 10, 2022
At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies.
Martech
APRIL 15, 2022
The quality of the content you publish on social media channels matters, but so does when you post it. That may be obvious; what is less obvious is that the optimum times for publishing can change from year to year. Sprout Social, the social media management solution, took a sample of over 30,000 customers and looked at the most productive times for engagement , broken down by social platform (Facebook, Instagram, LinkedIn and Twitter) and industry.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SaaStr
APRIL 15, 2022
One of the most frustrating things for founders is when VCs “ghost” them. I’m guilty of this myself, as much as I wish I wasn’t. I forget. The email box gets overloaded. It’s not an excuse, it’s not right. But the thing is, it happens. Eventually, your startup may be so hot that you can ghost VCs back. And let me tell you, the top founders do.
Iannarino
APRIL 15, 2022
Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity to claim that moniker as their own. Having found approximately one-hundred percent of your sample agreeing they aspire to that preeminent title, ask any of your sample what is required to earn the title and you will no doubt hear something or another about helping them solve their problems.
Partners in Excellence
APRIL 13, 2022
Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections. That objections are something unique that customers inflict on us.
The 5% Institute
APRIL 11, 2022
In this article, we’ll uncover five powerful virtual selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn our recommended virtual selling skills, and how and why you should implement this into your sales strategy.
Advertisement
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.
Search Engine Land
APRIL 14, 2022
Is MUM Google’s next step toward becoming a purely semantic search engine? Learn what MUM could mean for the future of SEO.
Iannarino
APRIL 12, 2022
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you create for your clients. We sometimes believe that because our model has a higher price and creates a different kind of value that it is somehow inferior.
Partners in Excellence
APRIL 12, 2022
The “big news” in customer engagement is the customer digital buying journey. The shift to customers preferring the digital channels over dealing with sales people. Let’s be clear, a rep-free buying process, a preference for “self service,” is nothing new. Buyers have been doing this for decades, if not longer. It’s probably the dominant form of selling in consumer products.
SaaStr
APRIL 11, 2022
Datto getting acquired for $6.2B looks like a pretty good deal: – $600m ARR, but – Only growing 19% YoY. Potential key: – 28% EBITDA. It's a cash machine pic.twitter.com/Efjrh7F4pa. — Jason BeKind Lemkin #???????????? (@jasonlk) April 11, 2022. So public Cloud and SaaS stocks continue to be under a lot of pressure, with many Cloud leaders trading for half of what they were trading at just a few months ago.
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.
Martech
APRIL 14, 2022
App opt-in rates soared in 2021, putting to rest fears about the impact of Apple’s AppTrackingTransparency (ATT) framework. The rate across all sectors was 25%, up from 16% the previous year, according to a report from mobile measurement company Adjust. ATT is part of iOS 14.5 and requires apps to ask permission to track online activity. At its launch last April there were concerns about its impact on data collecting.
Iannarino
APRIL 9, 2022
Sales training is useless. At least that’s a common myth we’ve heard from salespeople who have experienced outdated and ineffective sales training. It’s safe to say that sales training gets a bad rap. The common complaints are that it’s a waste of time and it doesn’t deliver lasting results. Is this really true? Unfortunately, for a lot of sales training courses, it is.
Partners in Excellence
APRIL 14, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my customers in Wall Street, one of the most important advantages salespeople had was “information.” Salespeople were a primary source of learning for customers. Not just information about products and services, but what customers were doing, trends and issues that were happening in the industry.
SaaStr
APRIL 13, 2022
Dear SaaStr: How Many Deals Can a Sales Rep Close Per Month? A successful but not top 5% sales rep in SaaS typically can close: 20–50 deals a month if $0.5k-$2k ACV , i.e., very transactional 1–2 call close. Usually all inbound. 10–15 deals a month if $5k-$25k ACV (i.e., transactional, but not 1–2 call close). 1–3 deals a month if enterprise , $50k-$1m ACV.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Martech
APRIL 14, 2022
Out-of-home (OOH) advertising isn’t just for the burger chain at the next highway stop. Tech companies are joining in on a medium that saw a boom year in 2021. And the increased interest in OOH, by tech and other categories, is largely because of the ability to integrate the channel into an omnichannel strategy for marketers. The numbers. OOH ad revenue climbed 16.7% last year, taking the yearly U.S. total to $7.1 billion overall, according to a report from the Out of Home Advertising Associatio
Iannarino
APRIL 13, 2022
Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, hand over the template.
Search Engine Land
APRIL 14, 2022
Want to create good TikTok videos? Here’s what Tiktok advises, But these best practices will only get brands so far.
SaaStr
APRIL 12, 2022
So is Square a SaaS company? It’s not even Square anymore as a company … it’s now Block. The majority of its revenue is now from Bitcoin transactions, not “traditional” payments and software. And yet … and yet … its engine is all software and really SaaS. At least still for now. Its software and services business is the one with the real operating margins.
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.
Martech
APRIL 14, 2022
“We want to be treated as individuals by the brands we do business with,” said Katie Wheeler, senior manager of product marketing at Salesforce, in a recent webinar. “But, it’s hard for companies to treat folks at the individual level because there’s so much data — there are so many platforms and devices.” “But this is what customers expect — they expect a personalized experience,” she added.
Heinz Marketing
APRIL 14, 2022
By Alan Gonsenhauser Principal and Founder of DemandRevenue, LLC. CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell.
Sales Hacker
APRIL 15, 2022
Time is precious and always in high demand, so naturally, time to revenue (TTR) is a crucial KPI for any sales team. Along with providing insights into efficiency and earnings, TTR sheds light on lead prioritization, cost reduction techniques, profit forecasting, and more. Becoming more efficient with TTR requires more than closing deals — sales and marketing departments must work together to streamline the entire pipeline for efficiency.
SaaStr
APRIL 9, 2022
Hiring has never been easy in SaaS. In the old days, it was hard just because there weren’t enough seasoned candidates. Today, it’s hard because there are 1000x more SaaS startups before. It’s always been hard. But it’s not necessarily harder — it’s just different. And key to winning the best talent is knowing what they really care about, not just what you think they care about.
Advertisement
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
Expert insights. Personalized for you.
311 
Let's personalize your content