Iannarino
AUGUST 17, 2023
A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face meeting. He suggests that buyers don’t “want the buddy act,” something that might suggest busy people no longer want a lot of rapport building before starting a meeting.
Anthony Cole Training
AUGUST 18, 2023
If you look beyond the surface and dissect the performance of your team, it is often an eye- opening experience. but uncovering the data and analytics for your sales team is an essential practice in building a high performing sales team. Most sales leaders report on year over year results, sales YTD against plan, how their team is doing against other sales divisions or peers in the industry, and new business.
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Cerebral Selling
AUGUST 12, 2023
In my wildest dreams, I never imagined I’d end up in sales. You probably didn’t either. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people.
Veloxy
AUGUST 16, 2023
Salesforce’s revenue in 2022 was $26.492 Billion. The average ROI period for a Salesforce installation is now 13 months. Shouldn’t the return, along with the uptick in sales, come faster than one year?! Maximizing Salesforce ROI can feel like an enigma. You’ve invested in the platform, but how do you ensure you’re truly getting the most out of it?
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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.
Iannarino
AUGUST 18, 2023
The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should meet with clients face-to-face, leading several readers to argue against this because their clients prefer virtual meetings. One reader suggested that their client might not want to go to the meeting and would rather stay home with their family.
Force Management
AUGUST 17, 2023
The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesProInsider
AUGUST 18, 2023
“ But why?” The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Why? That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability o
Iannarino
AUGUST 16, 2023
After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales meeting. Not preparing is a mistake, no matter how long you have been in sales or how many calls you’ve made.
Partners in Excellence
AUGUST 18, 2023
To say we live in a world of overwhelm, overload, volatility, constant change is an understatement. Burnout, exhaustion impacts everyone at all levels. There seem to be two dominant ways of handling this overwhelm. The first is hunkering down. Focusing on what has worked in the past, hoping that, “this too will pass.” In some sense, it’s true, it does pass, something else comes up, and the confusion continues.
Membrain
AUGUST 16, 2023
One of the challenges sales leaders face when trying to help a team improve their sales performance, is resistance to the phrase “sales process.” In fact, sometimes when you wave the words “sales process” in front of a sales professional, they become like a bull with a red cape waved in front of its face.
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.
Salesforce
AUGUST 18, 2023
Get ready for Dreamforce What is the Road to Dreamforce Quest? Earn your first Trailblazer Stamp at Dreamforce 2023 Calling all TrAIlblazers! Let’s get ready to experience the magic of AI + Data + CRM at Dreamforce from September 12-14, 2023, in San Francisco or on Salesforce+ , our free streaming service. Get ready for Dreamforce With more than 1,500 sessions, 40 keynotes, visionaries, AI experts, global leaders, and thousands of Trailblazers , there’s no shortage of things to do an
Iannarino
AUGUST 15, 2023
You are responsible for what kind of salesperson you are going to be now and in the future. I am going to try to convince you to be a certain kind of salesperson, the kind we call One-Up. I will also try to persuade you to avoid doing anything that might harm your success in sales. In the end, you will have to choose for yourself.
Partners in Excellence
AUGUST 16, 2023
Virtually every organization I work with has a real misunderstanding of Selling Processes and Sales Methodologies. Both are critical, and while complementary, they serve very different purposes. And, I think, training companies and consultants (like me), sometimes confuse these issues, not serving our clients as effectively as we should. At the risk of oversimplifying the difference.
Search Engine Land
AUGUST 17, 2023
Search intent describes the purpose a user has when using a search engine. This has been at the forefront of what Google has used over the years to: Tune algorithms. Shape what search engine results pages (SERPs) look like. Best serve their customers – the searcher. We’re also focused on searchers – specifically, our target audience and how they search.
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!
Salesforce
AUGUST 18, 2023
Dreamforce is the perfect place to deep dive into automation, integration, and AI. With three full days of content, we’ve put together the top reasons why you won’t want to miss MuleSoft at Dreamforce! 5 reasons Muleys should attend Dreamforce With less than a month until Dreamforce 2023, it’s officially the most wonderful time of the year!
Iannarino
AUGUST 14, 2023
In the past, a salesperson would aspire to become their client’s trusted advisor. They wanted to be the person their client turned to when they needed help. To become a trusted advisor , a salesperson first needs to build trust. After trust, one must advise.
Partners in Excellence
AUGUST 17, 2023
One of my favorite movie scenes is Jack Nicholson’s soliloquy in A Few Good Men and the famous line, “You can’t handle the truth…!” I worry whether “we” can’t handle the truth. I and others have become broken records. Post after post, we cite examples and data that indicate something is broken. As sellers, we would hope that customers would want to engage us, but the reality is they do everything the can to minimize their need to engage selling.
Martech
AUGUST 17, 2023
While Artificial intelligence (AI) has been a part of marketing technology for some time, ChatGPT’s launch made the topic white-hot. As a result, more and more AI-powered solutions are being announced every day. Dig deeper: MarTech’s marketing AI experts to follow Here is a roundup of AI-powered martech products, platforms and features announced this week.
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!
Salesforce
AUGUST 16, 2023
Attention service and field service pros: are you ready for an epic experience? At Dreamforce 2023 , we’ll help you take your field and customer service strategy to the next level — with AI, customer data, and a unified customer relationship management (CRM) platform. Join us (in San Francisco or on Salesforce+ ) for three jam-packed days of learning, networking with peers, and fun.
Iannarino
AUGUST 13, 2023
Yesterday, an entrepreneur engaged with a post about what buyers need from you. His platform allows sales organizations to do their research on their own. His comment said, “Buyers want to have all the information they need in one central place, consume it at their own speed, convince internally, and drive the deal themselves—the days of sales pushiness are over.
SaaStr
AUGUST 12, 2023
As time goes on with your startup, then your scale-up, then maybe even your public company … you will have to deal with disputes. At first, they will be rare. Then more common. Then they will escalate, and in many cases, you’ll be pretty sure you are on the right side of a series of disputes: A customer that doesn’t want to pay a signed deal A VC that backs out of a term sheet An employee that was never even really there that sues you, or threatens to A sales rep that sues for commissions on
Search Engine Land
AUGUST 17, 2023
It’s been just over six months since the new AI-powered Bing with Bing Chat launched – but its overall search engine market share remains virtually unchanged globally and in the U.S. Why we care. When the new Bing launched, it felt like the dawn of an exciting new era in search. Microsoft seemed to have a legitimate chance to erode some of Google’s dominance and become a truly worthy competitor to Google, thanks to its new conversational and generative AI take on search.
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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
Salesforce
AUGUST 15, 2023
Attend our Know Before You Go webinar Network onsite in the Community Cove Join the Flyin’ Solo networking session Take a break in Mindfulness Meadow Can’t make it in person? Tune in on Salesforce+ Connect with the Trailblazer Community at Dreamforce Dreamforce is happening September 12-14, 2023. With 3 jam-packed days of the brightest minds shaping our future at the largest and most magical AI event ever, it’s the perfect time to grow your Salesforce network and forge meaningful con
Iannarino
AUGUST 12, 2023
In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , readers will find a simple definition of the concept we call One-Up. The term suggests that the salesperson has more knowledge and experience than their clients. This is especially true when it concerns making the right purchase decision and how best to improve results.
G2
AUGUST 14, 2023
If you're anxious about introducing AI into your business, you're not alone. With the introduction of generative AI chatbots comes questions about the ethics and legalities of these tools. These chatbots create content based on prompts that users feed them. But who owns the output of that interaction? How much of that information is stored and can be used by the AI company?
Martech
AUGUST 16, 2023
Modern B2B customers aren’t just expecting more these days — they’re downright demanding it. Clunky interfaces and slow responses won’t cut it anymore. Today’s customers want quick answers, personalized experiences, and zero redundant conversations. And why shouldn’t they? With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short.
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.
Salesforce
AUGUST 15, 2023
The explosion of AI capabilities over the past few months might be the biggest marketing story of our lifetime. Sound like hyperbole? Think again. AI is already transforming the way we can connect with customers. And there’s potential for much more development. The rise of AI has already pushed marketers to adapt to a new ecosystem, learn new skills, and navigate new rules.
Search Engine Land
AUGUST 14, 2023
People have long added external links to their blogs in hopes of being seen as relevant. Countless others are vying for these backlinks because they want their rankings to increase. “ What will happen if I external link to a popular website like Wikipedia? ” a Redditor asked. And Google’s John Mueller broke the floodgates open with his take: “Nothing happens.
Understanding the Sales Force
AUGUST 16, 2023
I was watching a crew install a walkway made up of very large stepping stones. The finished walkway would consist of around 30 such stones that measure an average of 3′ x 2′ x 4″ thick and will have grass around and between each step. It’s quite a process for the crew to complete this project. For example, they must: Pull up the old walkway which, in this case was pavers Install, level and compress new stone dust because the pavers were thicker than the stones Operate
Martech
AUGUST 14, 2023
In the marketing industry, the debate between being a jack-of-all-trades or a master of one is perennial. This discussion is vital for anyone in the marketing industry, particularly those in leadership roles like CMOs. Often, in an era where people praise specialization as the key to success, many underestimate the value of being a generalist. But why is this so?
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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