Anthony Cole Training
MARCH 29, 2024
Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. In today’s high tech, fast-moving economy, finding the right people who can and will sell for your company is a keystone for success. What can your firm do differently to attain better results and attract top talent?
Iannarino
MARCH 29, 2024
You should consider returning to face-to-face meetings as a way to create a competitive advantage over competitors who don't care enough to travel to see the client.
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Partners in Excellence
MARCH 25, 2024
We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. Or we have other excuses. Perhaps it’s the economy, all the social/global disruptions. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult.
Martech
MARCH 25, 2024
For martech professionals salaries are good and promotions are coming faster, unfortunately, layoffs are coming faster, too. That’s according to the just-released 2024 Martech Salary and Career Survey. Another very unfortunate finding: The median salary of women below the C-suite level is 35% less than what men earn. The last year saw many different economic trends, some at odds with each other.
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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.
SaaStr
MARCH 26, 2024
So when I started writing venture checks in 2013, I didn’t know what I was doing, but I had a strong start: First was Pipedrive co-leading seed, then acquired for $1.5B cash Second was Algolia leading U.S. seed, now at $200m+ ARR and an IPO candidate Third was Greenouse/Parklet, acquired for $800m and now at $200m ARR Fourth was Salesloft, acquired for $2.5 Billion cash Fifth was Logikcull, acquired for $300m cash So it was a good start.
Iannarino
MARCH 27, 2024
Most people have more contacts and fewer friends. We know more people without knowing anything beyond what we see on social media. Some people may recognize your face on LinkedIn without you ever having met them in real life. Recently, I found an article suggesting that it takes 200 hours to make a friendship. The reason that feels like a lot of time is because there was a time when you would have racked up 200 hours in 20 days.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
MARCH 28, 2024
Is your marketing team tired of hearing about AI? To some extent, we all are. It’s part of the hype cycle of any new technology. Marketing teams now find themselves surrounded by AI. It’s coming from every direction. Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. But ChatGPT is far from the only AI game in town.
Force Management
MARCH 28, 2024
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders.
Iannarino
MARCH 26, 2024
If you want to achieve personal growth and success, you will have to leave certain things behind. You may be carrying emotional baggage that weighs you down and prevents your progress. At any time, you may drop these things, never to pick them up again. Freedom is a self-liberation journey only you can give yourself.
Partners in Excellence
MARCH 27, 2024
Just got off a call with one of the best salespeople I’ve ever worked with. We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him.
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
MARCH 27, 2024
Leading CRM platforms like Salesforce, Dynamics, Zoho and HubSpot are introducing new AI features for autonomous chats, automatic campaign launches, product suggestions and sentiment analysis. That’s great and exciting. But there’s one thing in the way: our data. Ultimately, all the technology in the world isn’t worth the investment if the data it relies on is poor.
SaaStr
MARCH 24, 2024
Dear SaaStr: How Do You Deal With an Unreliable Co-Founder? You first try to move them into an individual contributor role. If that doesn’t work, then move them out. This is one of the most frustrating outcomes, when a very talented co-founder becomes “unrealiable”. You should try to keep them, if you can, and they don’t become a negative influence on the company.
Iannarino
MARCH 28, 2024
The Beginnings of a Sales Career: Learning Through Cold Calls I started selling when I was 15. I made cold calls for a non-profit. I was not given any training, just a script and a list of phone numbers. That said, I was the only person to win two deals. Before that job, I washed dishes, where I learned the discipline of working. Making calls was no different than washing dishes.
Partners in Excellence
MARCH 26, 2024
Preface : Bill Butler and I met at a conference a number of years ago. I was fascinated with the offering JourneyDXP had (and remain fascinated with it today). It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.
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!
Martech
MARCH 29, 2024
You may have heard “agile is dead.” Agilists have overused buzzwords, promoted processes and transformations over people and treated agile like a religion rather than an evolving approach to better ways of working. Tamás Polgár declared agile has failed because proponents “merely parroted buzzwords and played with meaningless cards and colorful charts all day.
SaaStr
MARCH 26, 2024
At last week’s Workshop Wednesday, we brought back one of our most highly requested sessions: an AMA (Ask Me Anything) with SaaStr founder and CEO Jason Lemkin. In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week.
Iannarino
MARCH 25, 2024
If you are serious about reading and you recognize the value of reading nonfiction books that will provide you with a perspective on the future, and your client’s futures, this book club may be just what you need.
Salesforce
MARCH 25, 2024
What you’ll learn about Gen Alpha What is Generation Alpha? Altruistic life goals and concerns Fiercely individualistic and prioritizes being themselves They value both authentic digital relationships and nostalgia brands Interested in, and more receptive to, new technology like AI Gen Alpha lives on different platforms than Gen Z and engages with them differently The world today belongs to Generation Z , but tomorrow is coming fast — and it belongs to Generation Alpha.
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!
Martech
MARCH 26, 2024
There’s a newcomer to the customer experience discussion: designing and delivering an “optichannel” experience. What is that? How does it differ from multichannel and omnichannel? Hold tight. I’ll answer those questions and a few more, but let’s start with some definitions to set the stage. What is multichannel? Multichannel means the company interacts with customers through multiple channels, both online and offline.
SaaStr
MARCH 29, 2024
So the other day a CEO reached out to me about advice on an acquisition. They wanted to do three things: Enter a space they had no product or customers in today; and Add on at least $10m of extra revenue for the year; and Not add too much to their burn rate. So this CEO really wanted to buy a startup at around $10m ARR, that actually wasn’t remotely close to #1 in the space, and wasn’t growing anymore.
Iannarino
MARCH 23, 2024
By now, you might have noticed that something has changed in B2B sales. If you are not already aware of the changes in our environment, you will be surprised by what is coming, and by that time, it may be too late to start making the necessary changes.
G2
MARCH 28, 2024
While the way we learn has come a long way from dusty textbooks and stuffy classrooms, the corporate training journey still struggles to cater to the diverse needs of a modern workforce.
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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
Martech
MARCH 27, 2024
In B2B marketing, the traditional approach of casting a wide net is increasingly being challenged by a more targeted and personalized strategy: account-based marketing (ABM). This method focuses on identifying and engaging with specific high-value accounts, treating each as its own distinct market. But is ABM the right approach for your business? This article explores the potential benefits and challenges of implementing an ABM strategy, along with key factors to consider when evaluating its sui
SaaStr
MARCH 23, 2024
Are we thought the endless price increases we saw in 2023? Apparently not. A stunning 76% of you are raising prices in 2024. That’s up from 54% in 2023. Personally, I’m a fan of only raising prices if you’ve earned it, and focusing on raising prices on new customers, not just the base. But the days of Endless Pricing Increases in SaaS seem to be here maybe … forever.
Iannarino
MARCH 24, 2024
Every company must have a model they believe allows them to win clients. Once they decide how they are going to market (GTM), this will require selling according to the limits of your company’s model. There are two primary models that sales organizations pursue to acquire the clients they intend to.
Search Engine Land
MARCH 28, 2024
Google is piloting new product discovery elements designed to give users a more personalized shopping experience, including: Style recommendations. Brand preferences. Generative AI for product search. Virtual try-on technology. Why we care. These features offer businesses new opportunities to showcase their products and engage with high-value consumers who are likely to be more inclined to make purchases, thanks to a personalized shopping experience tailored to their specific preferences.
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.
Martech
MARCH 26, 2024
The digital era has revolutionized how organizations interact with consumers and transformed the role of martech teams. Once perceived primarily as technical support, martech teams are now central figures in strategic decision-making. Their ability to assess and analyze vast data sets lets them provide critical insights into customer behaviors, market trends and the overall effectiveness of marketing strategies.
SaaStr
MARCH 27, 2024
So we’ve probably covered HubSpot more than any other SaaS and Cloud leader on this 5 Interesting Learnings series, but there’s a good reason for it: First, HubSpot is a lot like most of us. It sells sales, marketing, support and more tools. And second, so many of us use HubSpot. The majority of the SaaStr community uses HubSpot! So it’s very … tangible.
Partners in Excellence
MARCH 26, 2024
I was speaking to a group of sales people. During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them.
Search Engine Land
MARCH 27, 2024
Google has confirmed an issue with the real-time analytics reports within Google Analytics, GA4. Many profiles show zero real-time traffic being reported since early this morning ; some are seeing a fraction of their normal real-time traffic being reported, and some are seeing normal traffic. Google working on a fix. Ginny Marvin, Google’s Ads Liaison, responded on X saying, “Thanks for flagging.
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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