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.
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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.
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.
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. .
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.
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.
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.
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.
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.
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.
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.
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.
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
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.
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.
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.
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!
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
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.
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?
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.
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.
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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
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.
Martech
OCTOBER 18, 2022
Digital marketing talent —especially those specializing in SEO, content, email marketing, and PPC— remains in top demand. With 92% of hiring managers reporting difficulties finding skilled talent, it’s never been a better time to be a qualified job seeker. If you’re looking to advance your career, change jobs, or expand your digital marketing team, Conductor’s 2023 Digital Marketing Salary Guide has you covered.
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.
Understanding the Sales Force
OCTOBER 21, 2022
If you aren't aware of the crime taking place in most of America's big cities, you have either been living in a cave or experiencing willful ignorance. Most of the criminals are repeat offenders and those who are captured and arrested are usually back on the street committing additional crimes later that day due to cashless bail. If you think about it, and you don't have to think very long or hard, cashless bail mirrors how companies deal with under-performing salespeople.
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
OCTOBER 16, 2022
Dear SaaStr: What Percentage of Startups That Are Acquired Remain Successful? It’s all over the place: Google bought Android and YouTube and turned them into top core products. Salesforce grew Mulesoft, ExactTarget, and so far, Slack and all grew well after their acquisitions. In fact, Salesfeorce’s mutiple Clouds today are really built on top of its biggest acqusitions.
Martech
OCTOBER 19, 2022
This year programmatic digital display ad spending will hit $115.23 billion, and more than 90% of all digital display ad dollars will transact programmatically, according to eMarketer. Why? Because it can deliver everything traditional media ad buying can’t and more. Traditional media ads can’t measure the true ROI of media campaigns in real-time. They don’t let you pinpoint what makes an ad and a campaign successful.
Heinz Marketing
OCTOBER 21, 2022
By Brittany Lieu , Marketing Consultant at Heinz Marketing. “Being intentional is more important than being brilliant.” – Sangram Vajre, GTM Partners. Your go-to-market strategy is NOT a one and done strategy or project. It’s not something that can be “cracked” at an executive offsite or “just how you do sales or how you do marketing.” It’s an iterative and transformative process that supersedes any one department, rooted in intentionality. .
Search Engine Land
OCTOBER 21, 2022
All clients review agencies for “fit.”. They line up the RFP cattle call, or back-to-back meetings between a handful of agencies to contrast and compare. However, almost zero agencies review clients in return. Instead, they’re too eager, living hand to mouth, to take on all clients at all times as long as they have a pulse and a checkbook. It makes sense.
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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