Membrain
OCTOBER 16, 2022
The 4th quarter is the accountability quarter. Some of you are thinking, “Hey, it’s been a great year,” because you’ve done well in Q1-3. Others are saying, “Ugh,” because you simply didn’t accomplish everything you hoped.
Iannarino
OCTOBER 17, 2022
If you or someone you know has sales call reluctance, you have come to the right place. I am perfectly qualified to help you overcome it. When I was 12 years old, I knocked on doors and asked people to buy the Sunday newspaper. When I was 15, I was making cold calls for a charity. Before my 19th birthday, I was making cold calls in my family's staffing business.
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Membrain
OCTOBER 19, 2022
Come VIBE with us! We’re rolling out a new sales methodology, and we’re ready to let you in on it.
The Advantexe Advisor
OCTOBER 20, 2022
The whispers of a coming recession have turned into shouts just as the leaves have accelerated their fall from the trees. Before we know it, the 4 th quarter, and the year, will be over and we will be facing much uncertainty as we enter 2023. Many business leaders and experts are predicting a significant recession hitting us soon and it seems inevitable that there will be a downturn in the economy.
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.
The 5% Institute
OCTOBER 20, 2022
Selling finance products can sometimes feel a bit harder than selling other product types. Generally, when selling finance products, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why when selling finance products, you need to have a slightly different format and process to close more consistently.
Iannarino
OCTOBER 15, 2022
If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, it is likely that they prioritize recruiting.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
OCTOBER 21, 2022
Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation.
SaaStr
OCTOBER 18, 2022
There are so many metrics out there these days on how public SaaS companies are doing. Versus last week, last month, etc. etc, So many metric sometimes it’s a little hard to get a handle on what they all mean. The latest Bessemer Parting the Cloud summarized it all I think with one helpful metric: SaaS multiples are down 75% from a year ago. .
Iannarino
OCTOBER 20, 2022
When people are quietly quitting, working from home, and avoiding the office, it's important to make sure your culture isn't the root cause. Most sales cultures are okay, some are exceptional, and others are toxic. There is a saying attributed to the great management consultant Peter Drucker (even though there is no evidence he said it): "Culture eats strategy for breakfast.
Sales Pop!
OCTOBER 17, 2022
No one can stop the tremendous growth in popularity of best data rooms now that entrepreneurs have begun to see their usefulness for just about any business that can exist. The question remains, how should you choose virtual data rooms given the fact that there are actually quite a few on the market? They all differ from each other and it seems quite complicated.
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.
Martech
OCTOBER 18, 2022
Adidas VP global marketing Erika Wykes-Sneyd at the DPAA Global Summit in New York. Image: DPAA. Over the last two years, iconic shoe brand Adidas has been establishing a metaverse presence by collaborating with tech partners and creators and also rolling out their own NFT. Leading the effort is Erika Wykes-Sneyd, who spoke about the brand’s journey at the recent DPAA Global Summit.
The 5% Institute
OCTOBER 16, 2022
One of the most powerful sales closes you can use to help your potential clients make a buying decision, is assuming the sale. A way that you can effectively do this, is by using something called assumptive close questions. In this article, we’re going to look at what assuming the sale means, as well as explore some examples for you to use and get inspiration from.
Iannarino
OCTOBER 18, 2022
Some time ago, I received an email from a salesperson. He introduced himself, mentioned his company, and included four links to companies that had bought what he sells. The "why us" copy wasn't compelling, and I deleted the email. Two days later, I received another email from the same salesperson. It referred to the first email, which was included at the bottom of the thread.
Search Engine Land
OCTOBER 17, 2022
Google’s Webmaster Guidelines have a new name – Google Search Essentials. The new guidelines tell us what is important to focus on when it comes to performing well in Google search. Much of what moved the needle in terms of SEO years ago is no longer effective. What matters in SEO today are things like E-A-T , core update quality questions , product review questions , and whether content is helpful.
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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.
Martech
OCTOBER 19, 2022
Consumer data collection has exploded over the past decade. As users, we’ve grown too accustomed to sharing very personal data in this loosely regulated digital age through every topic searched, email sent and double-tap on a friend’s post. All these signals build a rich profile for targeting and personalization. Data-driven marketing has had a transformational shift not only in how we engage with our customers but, even more importantly, in how we target new prospective customers.
The 5% Institute
OCTOBER 21, 2022
Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. In this article, we’ll explore why so many Sales Professionals and Business Owners make mistakes when pitching sales, and what steps you need to include prior to delivering yours.
Iannarino
OCTOBER 21, 2022
There are many variables that might influence the outcome of a deal. You might have the exact idea your client needs at the wrong time. The senior leader might choose a company they have used in the past, refusing to even meet with you. Two days before your big meeting, your company might be on the front page of the newspaper for some moral failure.
SaaStr
OCTOBER 18, 2022
Dear SaaStr: Should I Cap Commissions of My Top Salespeople? They Make So Much. Not until the company is very big — if even then. It’s often the case that top sales reps close 2x to as much as 5x as much as an average rep. With the exact same / equal leads. And you may even end up with a rep that makes 8x or more than the average, if they can close just a ton of revenue.
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
OCTOBER 17, 2022
Big data should have replaced the focus group by now. But it hasn’t. That quaint 20th century practice of getting people to sit around a table and talk about a product is still with us. Marketers still use it to gain insights into why consumers want to buy something. Only the venue has changed. Now focus groups meet up in a zoom call, not in a conference room.
Sales Pop!
OCTOBER 20, 2022
COVID-19 sent the entire globe reeling, and the uncertainty brought a lot of stress. Many avoid dwelling on memories of shelter-in-place orders because of all the emotions such thoughts stir up. There is so much valuable information we can learn from the height of the pandemic, though. Many industries demonstrated they were learning as they went through the immediate aftermath of COVID-19.
Iannarino
OCTOBER 19, 2022
The profession of sales continues to evolve. Over time, the role of the salesperson has been sliced into two different roles, the business development representative (BDR) and the salesperson who closes the deal. The business development rep is responsible for cold outreach and qualifying the prospective client. Once they have connected the prospective client and qualified them, the BDR turns the prospect and sale over to an experienced salesperson.
SaaStr
OCTOBER 19, 2022
It’s more accessible than ever to become an entrepreneur and founder in the modern SaaS market. There’s demand for virtually any type of product you can think of, which can be as general or as specific as you’d like. Many startups kick things off with one founder, but just as many have been successful with two co-founders. Like any partnership or business venture, being a founder or co-founder takes a lot of communication and planning upfront to increase the likelihood of success.
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!
Veloxy
OCTOBER 17, 2022
When Covid reared its ugly head, it denied us anything that vaguely resembled a conference, Dreamforce included. Have you been dreaming of all things tech- and sales-related? You’ll be happy to know that Dreamforce 2022 reached full swing now that we’re out of the grasp of the pandemic. There was also talk of changes that’ll take advantage of the over 10% growth last year in the sales platform markets!
Sales Pop!
OCTOBER 19, 2022
Are you looking to expand your business and enhance your online presence? Creating and publishing videos about your company’s services online is a great place to start. About 72% of customers prefer to learn about a product or service through video. However, as straightforward as this video marketing strategy sounds, creating and uploading video content is only the beginning.
Iannarino
OCTOBER 16, 2022
There is a new conversation starter in B2B selling. It is more effective than other, older conversations because it respects the client's time and creates value for the contact. The conversation starts by helping the client with an outcome that is impossible to address using a traditional approach.
ConversionXL
OCTOBER 16, 2022
There’s more to ecommerce customer acquisition than increasing checkout conversion rates. For long-term, sustainable success, you must attract the right customers. The key is ongoing measurement and testing to understand which acquisition strategies work for your ecommerce business. In this article, you’ll learn how to gauge the effectiveness of any customer acquisition strategy.
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.
Heinz Marketing
OCTOBER 20, 2022
By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. For years, B2B organizations have focused on developing content to support their demand generation efforts. But more recently, buyers have changed the way they consume information and interact with businesses. Today, buyers no longer wait for organizations to reach out to them to make decisions.
Sales Pop!
OCTOBER 17, 2022
If you’re a work-from-home business owner or solopreneur, you probably know that filing taxes is more complicated when you’re self-employed. However, the good news is that many of your expenses may be tax-deductible, reducing the tax you owe. The IRS allows you to deduct “ordinary and necessary” costs for your business, so it’s critical to understand and track them throughout the year.
SaaStr
OCTOBER 21, 2022
So recently, we were collecting feedback from our 200+ sponsors at SaaStr Annual, and I noticed something odd. Our Sponsor NPS this year was 75, which is high in general and especially high for event sponsors. But when we then went to talk to them, we mostly got complaints. It took me a cycle to figure out why, but the answer was obvious: we weren’t asking for feedback the right way.
Martech
OCTOBER 20, 2022
Digital content creation and management have never been more complicated. These workflows now need to accommodate remote workers and resources, worldwide offices, and security and privacy concerns, not to mention the growing need for content and creative teams to produce more content in less time. So how are the most successful content and creative teams currently executing production and managing workflows?
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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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