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Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.
It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.
As a podcast host, I recently had the pleasure of interviewing Gabe Lulu , a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. Here’s a recap of our discussion. The Challenges of Recruiting Salespeople Recruiting salespeople is no easy task, especially for entry-level positions.
I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. Let’s call him “Stephen.” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes.
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.
B2B marketing has become overly focused on measurement and attribution, appearing and claiming to be more science than art. Everyone wants to believe it’s a science. Investors, boards and leadership expect marketing growth to be measurable, predictable and projectable. But the truth is that marketing is not a hard science. Experiments are not repeatable and playbooks are not fully transferable between companies.
Sales Leaders' Focus: Enhancing Sales Force Performance and Achieving Sales Goals Sales leaders need to focus on their sales force, their results, and their sales goals. But like other leadership roles, you are going to face distractions that will find you spending more time and energy on things that contribute nothing to your results. Many of these distractions result from too little focus on your team, their activity, and their results.
Your e-commerce payment solution is as essential as the platform you set your site on. Without any way to accept payments, generate revenue, and reuse that revenue to grow, your e-commerce business will just fail. If you’re setting up your first e-commerce store and have no clue about e-commerce payment solutions, then this quick guide will help you out.
Your e-commerce payment solution is as essential as the platform you set your site on. Without any way to accept payments, generate revenue, and reuse that revenue to grow, your e-commerce business will just fail. If you’re setting up your first e-commerce store and have no clue about e-commerce payment solutions, then this quick guide will help you out.
AI is changing the world (“Wow, what an astute observation, Dave.”). The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. One of the biggest mistakes I see sellers and marketers making is depending on AI for answers. “AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions.
According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Why? Because sales managers are not coaching – still – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%.
There are several potential failure points in B2B sales conversations , and sales leaders pursuing net new revenue will need to address them to reach their sales goals and targets. Every salesperson may have different failure points that require development through B2B sales training or coaching. Left unaddressed, the failure points will cause the salesperson to lose deals that they might have won.
I recently had an eye-opening chat with Karen Roy , author and founder of Karen Roy and Associates. We dove into curiosity’s incredible power to transform lives and careers. The Allure of Curiosity We started discussing how distractions and instant gratification often stifle natural curiosity today. Karen and I agreed that asking questions and learning from others is so important.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. ” At the same time, I challenged Christian and others to answer the same question.
Google has added new search developer documentation for structured data carousels (beta). The new documentation can be found here and is under the “early adopters program.” This structured data is for a new carousel rich result that’s in beta, “which is a list-like rich result that people can scroll horizontally to see more entities from a given site (also known as a host carousel),” Google wrote.
Imagine you are responsible for surveying the entire population of buyers to assess where they are in their buyer’s journey. With just over 33,000,000 companies in the United States, how would you go about this project? How would you figure out what companies are buying and what they need now? This would be an impossible task because, each day, the situation for millions of companies changes faster than you could collect the information.
Hey all, it’s John Golden here. I recently had an enlightening chat with John Crowder , VP of Healthcare at Integrity Solutions. We discussed the huge impact emotions and coaching have on sales teams. Here are some top takeaways. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. We agreed the #1 reason people leave jobs is their boss.
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.
One day this month you’ll be hard at work, between meeting with vendors or reviewing an implementation plan, when an unexpected appointment pops on your calendar: Finance wants to review marketing’s technology expenses, top to bottom. In the meeting, you’re asked to work with IT and identify the tools you can cut to save the company millions. Are you ready for that meeting?
Google Ads will automatically start pausing ad groups with low activity. From March 11, ads groups created at least 13 months ago and have not had impressions in the past 13 months will be paused to improve budget efficiency for advertisers. The rollout is expected to take just over seven weeks, with completion for all production Google Ads accounts by April 30.
9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. Many of these distractions are technological, and others are fads that have no ability to improve your sales team’s effectiveness.
Just as Achilles’ heel was his undoing, so too can overlooked vulnerabilities spell disaster for your software. You’re tasked with navigating the treacherous waters of cybersecurity, where the stakes are high and the adversaries cunning. By adopting a security-first approach from the outset, you’re not just building software; you’re fortifying a digital fortress.
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.
Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks.
Google is giving advertisers more control over ad placement within the Search Partner Network. From March 4, advertisers using Performance Max will have access to impression-level placement reporting of Search Partner Network sites. Additionally, if you exclude certain ad placements at the account level, it will now apply to the Search Partner Network, as well as YouTube and display ads, according to Ad Age.
You can’t improve your ability to sell by reading a book. Learning to sell requires you to sell. This is very much like learning to swim. You may have learned to swim by being thrown in the deep end of the pool. Similarly, you may have learned to sell by being thrust into the deep end where, instead of feeling as though you were drowning, you felt ill-equipped for the sales conversation and lacked the business acumen that would have enhanced your performance.
As tax season rolls around, many small businesses are searching for tax deductions so they can improve their profitability. There are several deductions that you can apply to your small business that can help you succeed financially. Read on to discover the top business tax deductions, including commercial car insurance premiums, vehicle costs, energy-efficient upgrades, and more.
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.
So Michael Ho did an analysis here of Carta valuation data in a way that IMHO visualizes in a way so many founders miss. And misunderstand. At the end of the day, the top SaaS companies IPO and end up trading at “standard” ARR multiples. Today, on average that’s about 6x. Not great, but it is what it is. But they don’t start there. Seed rounds can’t really be done at 6x ARR typically.
The impact of Google’s Search Generative Experience on ads within Google’s SERPs has been explored in a new study. Research conduct by SEO platform SE Ranking found that: Regardless of SGE snippet presence, ads appear more often at the bottom of search results. Ads at the top of the SERP accompany SGE snippets more often than shopping ads (carousels).
Booking a first meeting can often be challenging. You either pass the audition or fail to create enough value to be considered as a potential supplier. If you pass your audition, after the second meeting is where things can get messy for many salespeople. This is the middle game, the meetings and conversations that occur after the first and second meetings, and before the end game.
So, let’s cut to the chase – you’re here for one thing: crafting a killer sales pitch. You know, the kind that gets folks nodding along, wallets practically leaping out of pockets. It’s no simple magic trick; it’s an art form with some science sprinkled in. With all that in mind, here’s what you need to know about pitch building that should send your sales skyrocketing.
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Content creators and influencers are now achieving the same level of engagement once reserved for traditional advertising methods like billboards, print ads and TV commercials. They’re captivating millions with content that deeply connects with their followers. Influencer and creator marketing is becoming the mainstay for brands aiming to reach their audience where they are: online and engaged in a two-way conversation.
Generative AI tools like ChatGPT can create content, but it doesn’t always sound natural. The content can come across as dull or robotic without the right guidance. Fortunately, there are techniques you can use to make AI-written text more human-like, engaging and fun to read. This article will explore ways to get more life-like, conversational content from AI.
Amanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. Amanda is a passionate marketing professional with more than 15 years of experience in helping SaaS companies build impactful brands, communicate differentiated value, and grow high-performing marketing teams.
Are you planning to buy a lightsaber? Do you want one for dueling or displaying purposes? Ask Star Wars fans, and you find that lightsabers are something that they all want. However, finding a blade that suits your personality and style is a challenging part. But worry not! We’re here to help you figure out the right saber for you. We’ll explore all the best lightsabers, from exhilarating Neopixel to immersive Galaxy’s edge lightsaber.
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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