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?
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.
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.
Sales Pop!
AUGUST 16, 2023
False advertising refers to a misrepresentation of a product or service, often through misleading or unproven claims, as defined by the Federal Trade Commission. Misleading claims deceive or confuse consumers, leading to uninformed decisions. For international businesses in advertising, many rely on legal translations to ensure that all parties understand their rights and responsibilities.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
AUGUST 13, 2023
Are you ready to challenge your beliefs about sales and uncover the transformative power it holds? As an entrepreneur, sales expert, and author, Carol Mahoney's groundbreaking perspective on sales has turned the conventional wisdom on its head. She paints a new picture, asserting that sales isn't a necessary evil, but an enriching exchange of value.
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.
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
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.
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.
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.
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.
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
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.
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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.
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 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.
Martech
AUGUST 18, 2023
HubSpot’s July releases include deal-based lists, event workflow triggers, email logging improvements and more. Here are the updates relevant for managers: Deal lists (beta) Trigger workflows using events Email logging retroactively and to custom objects (beta) Working hours and custom voicemail Find notes by note content New CTAs and drag-and-drop features in marketing email Improved totals on line items and quotes Reporting for the call object Conditional stage properties for custom objects In
Sales Gravy
AUGUST 18, 2023
Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected.
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.
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 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.
Martech
AUGUST 18, 2023
Over 90% of retailers are investing in AI to improve the shopping experience and either have an active retail media network or plan to have one within two years. Meanwhile, over 80% of shoppers expect consistent engagement across departments. 59% say they have now made purchases on social media, almost four times as many as in 2021. The figures come from the latest edition of Salesforce’s Connected Shoppers Report based on a survey of 2,400 shoppers and 1,125 retail decision-makers across
SaaStr
AUGUST 18, 2023
So for years we’ve all advised founders about some rough numbers for dilution for each traditional venture round: 20% dilution in a Seed round, sometimes less if you don’t need much money, sometimes more if you do and it’s early 20% dilution in an A round, sometimes a smidge more. 15% dilution in a B round, sometimes a smidge more 10%-15% dilution in a C round, depending on how much you need the money, and how much 10% dilution in a D round, again, depending on how much you nee
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!
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 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.
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.
SaaStr
AUGUST 17, 2023
One of our most popular additions to SaaStr content has been CRO Confidential, hosted by ex-Brex CRO and now Founders’ Fund Partner Sam Blond. We’re getting one of the most popular guests, Jameson Yung, SVP Sales at Gong together with Sam Blond to do it LIVE with tons of time for Q+A and deep dives at SaaStr Annual 2023 in SF Bay Area Sep 6-8 !!
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.
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.
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
Martech
AUGUST 17, 2023
I recently spoke to a CMO who said, “We have to be more aligned with sales and customer success. But, I also know that my team has a hand in every stage of the customer lifecycle and driving revenue.” I am fortunate enough to have many conversations with CMOs, but not every time does one bring a smile to my face; this one did. Why? Because this CMO clearly understood the mandate for him and his team — engage the customer at every stage of the journey and, in so doing, generate revenue for the or
SaaStr
AUGUST 17, 2023
Dear SaaStr: What Are the Exit Options for VCs That Fail to Make It in The VC Industry? There is probably no better business to fail at than to be a failing General Partner at a sizeable VC firm. If you fail as an associate, principal, etc. … that’s just like any other job. But a little better. You’re managed out, although usually slowly and gracefully.
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