Anthony Cole Training

SEPTEMBER 6, 2024

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do." If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no,

Sales 237

Sales Presentation Prospecting Process 237

Iannarino

SEPTEMBER 3, 2024

Are your traditional sales methods no longer delivering the results they once did? It's time to rethink your cold-outreach strategy with these innovative approaches.

Meeting 273

Meeting Clients Sales Prospecting 273

Force Management

SEPTEMBER 5, 2024

Last month, the Revenue Builders Podcast shared some tactical sales conversations that really dig into the intricacies of winning deals, creating processes, and leading teams with confidence. Hosts John Kaplan and John McMahon speak to several specialized experts with deep practical knowledge on their topics, as well as sharing their own insights and experiences from their decades-long tenure as sales leaders.

Sales 127

Sales Technology Technology Conversion 127

Search Engine Land

SEPTEMBER 3, 2024

Google’s August 2024 core update is now done rolling out, a Google spokesperson told us. It started on August 15, 2024 and completed 19 days later on September 3, 2024. This update caused a lot of ranking movement and changes to the overall Google Search results. As we said before, this update is not just a normal core update. The August 2024 core update took into account the feedback Google heard since the September 2023 helpful content update that seemed to have a negative impact on many sma

Launch 138

Launch Promote Start-ups Engineering 138

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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.

Sales

Understanding the Sales Force

AUGUST 31, 2024

My wife and I add around 200 plants to our perennial gardens each year. She chooses the plants, decides where they should be placed, and I have the important job of digging holes. One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices th

Cold Call 125

Cold Call Relationship building Follow-up Up-sell 125

Iannarino

SEPTEMBER 5, 2024

Discover how to leverage AI-driven prompts to enhance your writing, boost SEO, and gain a competitive edge in content creation and sales strategy.

Sales 277

Sales 277

SaaStr

AUGUST 31, 2024

So is it a downturn in SaaS or Cloud — or not? There are so many mixed signals: Unicorn product is up 2x over last year, but layoffs continue AI spend is fast and furious, with Google Cloud, Microsoft Azure, etc. seeing record acceleration in growth. The U.S. economy overall still has record low unemployment and strong growth Gartner is seeing overall Cloud spend up 20% this year But : Overall, SaaS leaders are seeing their lowest growth ever.

Growth 124

Growth Product Customers 124

Martech

SEPTEMBER 4, 2024

What if you could test-drive an entire marketing technology platform and simulate marketing and sales efforts without risking a single dollar? Thanks to ChatGPT, I did just that. It’s another compelling use case for maximizing the value of generative AI. CDPs have gained marketers’ attention by unifying customer data and driving smarter marketing.

SQL 112

SQL Healthcare Finance Campaign 112

Iannarino

SEPTEMBER 4, 2024

Are you struggling to secure that first meeting or get a follow-up? The secret might be simpler than you think—it's all about trading value.

Meeting 271

Meeting Closing Follow-up Sales 271

Partners in Excellence

SEPTEMBER 3, 2024

Maybe I’m being hard-nosed or lacking in sensitivity, but I’m amazed at how much lack of accountability we accept in performance of people’s jobs. Too often, it seems that we treat many of our accountabilities as optional. The examples are rampant. Things like, using the sales process, maintaining high quality/healthy pipelines, leveraging the tools and technologies we put in place, coaching/developing our people, and on and on.

Territory 106

Territory Pipeline Quota Strategize 106

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.

Product

SaaStr

SEPTEMBER 5, 2024

So there’s a mistake I see a lot of founders make again and again, especially when cash is tight. In fact, these days cash is tight for most, even if you’re at $20m, $50m, $100m ARR, since everyone’s trying to get more efficient and profitable. And the mistake they make is they finally hire a great VP of Sales, Marketing, CS, Product, etc. that they really believe in … and then … they sort of veto or don’t quite believe in their first hire.

Non-Profits 114

Non-Profits Trust Product Sales 114

Martech

SEPTEMBER 6, 2024

We’ve come to the end of my series, “Decoding generative AI: A marketer’s guide to text-based and visual AI content.” Because this series focused on generative AI and content, I asked AI assistant Claude Sonnet to help co-create this article with me. I instructed it to use my voice and supplied all the previous posts in this series for reference.

Negotiate 109

Negotiate Campaign Strategic planning Start-ups 109

Iannarino

SEPTEMBER 6, 2024

Last month, the Department of Labor revised a years’ worth of data for new jobs added. It turns out there had been an overcount of 818,000 jobs between March 2023 and March 2024, and the correction signals that job growth has been worse than previously reported. The corrected numbers are 28 percent lower. This morning, the latest job numbers were released, and they were below expectations.

Growth 212

Growth Sales 212

Salesforce

SEPTEMBER 6, 2024

Generative AI has officially entered its second act, driven by a new generation of AI agents capable of taking action just as deftly as they can hold a conversation. These autonomous AI systems can execute tasks, either in support or on behalf of humans through their ability to leverage external tools and access up-to-date information beyond their training data.

Technique 106

Technique Trust Negotiate Meeting 106

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!

Sales

SaaStr

SEPTEMBER 2, 2024

Dear SaaStr: Should You Always Ask a Co-founder to Invest Their Own Money? No. Especially if they haven’t really made any money yet, and you have more. In both my start-ups, I was the only founder to contribute cash. It didn’t matter. Yes, you need money one way or another to startup. But writing code, bringing in the first customers, raising seed funding, recruiting the team, and almost anything else is more important than money.

Start-ups 112

Start-ups Customers 112

Martech

SEPTEMBER 5, 2024

The customer journey for B2B software is long and complex for everything but the most basic, inexpensive products. Regardless of the complexity of the product or process, it’s safe to say most B2B SaaS buyers want to see the product in action before they invest. In response, vendors have several strategies to get the product in front of prospects. Free trials: Users try the software for a limited number of days.

B2B 108

B2B Non-Profits CTR GTM 108

G2

SEPTEMBER 4, 2024

Today, much like Alice in Wonderland, who had to run fast just to stay in place, marketers must keep up a rapid pace to maintain their market position.

114

114

Search Engine Land

SEPTEMBER 6, 2024

Google Ads will phase out the option to use enhanced cost-per-click (eCPC) for new Search and Display campaigns starting in October. Key dates: October: eCPC option removed for new campaigns. March 2025: All remaining eCPC campaigns transitioned to Manual CPC. Why we care. ECPC is the most light touch of automated bid strategies, so it allowed you to dip your toe into automated bidding without giving Google full control by just working toward a conversion target.

Campaign 100

Campaign Conversion 100

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!

Customers

SaaStr

SEPTEMBER 6, 2024

Dear SaaStr: What are The Pros and Cons of Raising VC Money from a Corporate VC? The pros, and the cons, are both limited. The issues here are smaller than they used to be. Cons: Usually won’t carry the company or write many “second checks”. So not an ideal lead investor. This is the biggest issue, or a least. trade-off. Traditional VCs usually reserve another 1x-2x of their first check for later investments.

Drivers/motivators 105

Drivers/motivators Price Start-ups Growth 105

Martech

SEPTEMBER 3, 2024

Google rolled out a significant update to Google Analytics 4 ( GA4 ), allowing users to compare their performance with other businesses in their industry. Why we care: This new feature will provide valuable context for advertisers trying to understand their performance relative to their peers, potentially informing strategic decisions and goal-setting.

Strategize 108

Strategize Process 108

Partners in Excellence

SEPTEMBER 6, 2024

Continuous improvement is critical to our ability to grow, both as individuals and organizations. Whether it’s to drive higher levels of productivity/performance, responding to changes in our customers or markets, addressing new opportunities, or anything else. We have to constantly be assessing what we do, who we do it to/with, how and why we do these things—and how we improve and do more.

Technology 94

Technology Technology Growth Product 94

Search Engine Land

SEPTEMBER 6, 2024

AI winter is a term that describes funding cuts in research and development of artificial intelligence systems. This usually follows after a period of overhype and under-delivery in the expectations of AI systems capabilities. Does this sound like today’s AI? Over the past few months, we’ve observed several key generative AI systems failing to meet the promise of investors and Silicon Valley executives – from the recent launch of Open AI’s GPT-4o model to Google’s AI Overviews to Perspecti

Healthcare 100

Healthcare Niche Technology Technology 100

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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

Sales

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I generally don’t recommend this. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month.

Commission 105

Commission Customers GTM Contract 105

Martech

SEPTEMBER 4, 2024

Google Ads launched advanced “Performance Planner” plans, now including tailored strategies for YouTube campaigns, focusing on demand gen for both Action and Awareness goals. Why we care. The new plans allow advertisers to better align their full marketing strategy with campaign goals, offering customizable options for budget, ad format, buying method, and campaign objectives—whether aiming for conversions or building brand awareness.

Campaign 103

Campaign Promote Launch Gaming 103

G2

SEPTEMBER 5, 2024

As more readers turn to digital devices for their reading experiences, ebooks have become an essential tool for authors, entrepreneurs, and educators alike.

Education 105

Education 105

Search Engine Land

SEPTEMBER 6, 2024

Brand visibility measures how well a brand is known and how often potential customers encounter it across various channels, such as search engines, social media, advertising, public relations or word-of-mouth. High brand visibility means that a brand is easily recognizable, leading to increased awareness, customer trust and, eventually, higher sales.

Trust 99

Trust Engineering Growth Niche 99

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.

User Experience

SaaStr

SEPTEMBER 3, 2024

Dear SaaStr: When My Startup Raises $10m, Would It Be Appropriate to Take a $170k Salary (no co founders)? Yes, not a problem. You should take a “market correct” salary as soon as it’s economically immaterial to the company. I don’t write $10m checks. I write, typically, $1m-$5m checks, the stage before that. But. As soon as I do write a check > $1m — I want to at least make sure the founders get paid.

Growth 103

Growth 103

Martech

SEPTEMBER 3, 2024

Mobile gaming ads are becoming more playable, and mobile campaigns longer and possibly more sophisticated. These are the key takeaways from a recent mobile gaming ad industry survey by mobile ad platform Mintegral. U.S. growth. The U.S., the world’s highest-ranking country in advertiser volume, saw modest growth over the last year. U.S. mobile gaming ad spend increased 0.46%, according to Mintegral’s new report, “State of Media Buying in H1 2024.

Gaming 102

Gaming Campaign Sports Growth 102

Salesforce

SEPTEMBER 6, 2024

The history of software development is an ongoing pursuit to build increasingly higher layers of abstraction. More abstractions mean less boilerplate and infrastructure code, freeing up time to build differentiating features and innovation. Early applications had very few abstractions and were true monoliths, tightly coupling UI, business, and data access logic into a single code base.

CRM 97

CRM Objectives and Key Results Trust Represent 97

Search Engine Land

SEPTEMBER 4, 2024

With the emergence of conversational AI models like ChatGPT, there is an increasingly loud debate about how the future of search and information retrieval could evolve. Traditional search engines like Google have long been the primary method for accessing information on the web. Now, advanced AI models offer a new approach to finding and retrieving information.

User Experience 98

User Experience Engineering Conversion Presentation 98

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.

Sales