Anthony Cole Training

OCTOBER 25, 2024

Companies develop a brand, why not salespeople? It is worthy of your time to think about what you do differently and better than your competition. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand. Think about a significant purchase you made recently and the process you went through as a buyer.

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Sales Clients Service Process 250

Iannarino

OCTOBER 23, 2024

Engaging in sales activities isn't the same as selling. Real sales happen when you're working with decision-makers to create value and establish trust.

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Sell Trust Sales 271

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Data and speed dominate every industry and the traditional way of generating leads just doesn’t cut it anymore. The belief that human instinct and manual research are the best tools for finding prospects? That’s outdated.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Sales Pop!

OCTOBER 25, 2024

Hearing a ‘ no ‘ for those unfamiliar with sales strategy typically defeats an effort. Realizing the ‘no’ is temporary when handled well is critical. Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. But that doesn’t need to be the case when the issue is appropriately handled.

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Gaming Drivers/motivators Relationship building Follow-up 126

Advertiser: ZoomInfo

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

Martech

OCTOBER 22, 2024

If you’re concerned about the effectiveness of your lead generation strategy, you’re not alone. As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. About 50% of marketers prioritize lead generation in their campaigns and 65% cite generating traffic and leads as their biggest marketing challenge, per HubSpot’s 2024 State of Marketing Report.

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Cross-sell Lead generation GTM Territory 119

Iannarino

OCTOBER 25, 2024

Have you ever stepped out of your comfort zone into something completely new? Here's my story of embracing comedy on stage.

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Sales Pop!

OCTOBER 24, 2024

Back in 2020, I wrote an article on which I’m now doing an update based on fresh information that I’ve collected. First, some background. Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad.

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Technique Represent Education Clients 98

Martech

OCTOBER 21, 2024

It’s crunch time: eight weeks until your flagship conference. Sales and events aren’t even on the same page. Customer success is scrambling to find reference customers for panels. Product marketing wonders why their shiny new features aren’t getting more of the spotlight on the agenda. It’s a familiar scenario for any company that’s ever hosted a large event.

Strategize 109

Strategize Angle Territory Gaming 109

Iannarino

OCTOBER 22, 2024

Too many sales reps are dull in their sales conversation. You can blame this on onboarding processes that gaslight reps into believing that their company and solution are the most important things. This establishes parity with competitors, meaning one salesperson is no better than another. Instead of being average and turning yourself into a commodity, aim to be a more dynamic, engaging salesperson.

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Clients Conversion Process Sales 186

SaaStr

OCTOBER 23, 2024

In 2006, BILL CEO and Founder René Lacerte set out to define a category around financial operations for small and midsize businesses (SMBs). Needless to say, he succeeded. At SaaStr’s AI Summit during the SaaStr Annual , René chatted with SaaStr CEO and founder Jason Lemkin about how BILL has reached half a million customers and $1.3B in revenue.

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Customers Networking UX Finance 108

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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.

Sales

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance.

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Pipeline Launch Sales Up-sell 89

Martech

OCTOBER 24, 2024

Eighteen months after GPT-4 shook the martech world, the dust is settling and it’s time to evaluate the real-world impact of generative AI. As brands and vendors navigate integrating genAI into their marketing stacks, one key question emerges: What’s actually working and where should the focus be? Below, we’ll explore the genAI landscape using our data and recent research, highlighting key use cases.

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Niche Pipeline Growth CRM 124

Partners in Excellence

OCTOBER 22, 2024

Growing up, my parents constantly reminded me to finish things, “Eat everything on your plate…… Make sure you finish your homework… You haven’t finished putting things away… ” That bad habit has persisted for decades. I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished.

Start-ups 92

Start-ups Consult Up-sell Technology 92

SaaStr

OCTOBER 25, 2024

Dear SaaStr: How Much Should a SaaS Company Invest in Professional Services? A rough yardstick is that most enterprise-focused SaaS companies tend to get about 8%-10% of their revenues from professional services. A few data points: At $800m ARR, Qualtrics was still getting 25% of revenue from professional services. More here. At $500m ARR, OneStream gets about 8% of its revenue from professional services.

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Service Customers 94

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.

Product

Salesfolks

OCTOBER 25, 2024

If you’re finding it harder than usual to close deals, hit quotas, or keep prospects engaged, you're not alone. Many businesses experience a marked slowdown leading up to a U.S. presidential election. And, with the 2024 election fast approaching, this phenomenon is in full swing.

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Quota Closing Prospecting Sales 105

Martech

OCTOBER 25, 2024

For HubSpot users, HubSpot email sequences are a powerful way to save time and stay consistent when connecting with your audience. But if you only use them for cold outreach, you’re letting a valuable tool sit idle. Think of email sequences as a Swiss army knife of sorts — useful for a ton of different things. You can use them to promote events, keep leads engaged, follow up with customers and much more.

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Appointment Follow-up Contact Start-ups 119

G2

OCTOBER 21, 2024

Navigating your career path can feel a bit like traversing the meandering yellow brick road. Dorothy took the gilded path to the Emerald City to find the Wizard of Oz, a person she believed had the power to better her life by sending her home.

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RAIN Group

OCTOBER 23, 2024

Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.

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Meeting Sales 104

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!

Sales

SaaStr

OCTOBER 19, 2024

So we’ve finally crossed 50,000 subs on SaaStr YouTube. It took a while, but I’m probably on the unparalled quality of our content, especially the past 18+ months or so where we stepped up the editing and more. So if you want to catch up, here are The Top 10 Most Popular SaaStr YouTube Sessions of All Time. Note I did take out a few that would have made the list but were a bit dated etc: #1, 279,000 Views: “How To Perfectly Pitch Your Seed Stage Startup With Y CombinatorR

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Pitch Engineering Growth Sales 94

Martech

OCTOBER 21, 2024

This is a warning to all business professionals. If you’re an agency in the world of data collection (analytics, marketing, etc.), this might be a “shame on you” moment. Data is the lifeblood of all organizations. Without it, how can executives, business owners and managers make day-to-day and long-term decisions? Yet, for many organizations, the question of who owns their data rarely arises — until problems emerge.

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GTM Contract Clients Campaign 127

G2

OCTOBER 23, 2024

Data is the lifeblood of business success. However, simply having access to massive amounts of data is not enough. The real challenge is transforming those datasets into actionable insights that can drive growth, optimize business operations, and elevate decision-making.

Growth 98

Growth 98

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. The Guardians went to the bullpen to bring in a relief pitcher and I felt nothing. Wow! If it was the Red Sox, I would have been worried sick that the pitcher they were bringing into the game: Sucked all year Walks too many guys Is prone to giving up home runs Pitches worse against the Yankees Won’t prevent the Yankees from scoring right he

Real Estate 77

Real Estate Gaming Pitch Sales 77

Advertiser: ZoomInfo

How will generative AI transform sales? It’s a question that promises to drive billions of dollars in revenue opportunities over the next five to 10 years. And if you’re not leveraging AI solutions in your go-to-market motions, you’re already behind. In this eBook, we’ll cover: How today’s top sales leaders are incorporating AI into their go-to-market motions.

Sales Gravy

OCTOBER 22, 2024

In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn.

Pitch 71

Pitch Networking Trust Pipeline 71

Martech

OCTOBER 24, 2024

SMS campaigns can yield big results for marketers , but there’s a catch: High hurdles around deliverability. For consumers, and ultimately for brands, it’s good that SMS messages are regulated. It’s bad when customers think you are intrusive. At the same time, many consumers prefer SMS as a communication channel, so the right text could be valuable to them and your brand.

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Legal Campaign Promote Contact 120

G2

OCTOBER 25, 2024

Choosing the best audience response system (ARS) makes it easier to meet your goals of increasing audience interaction and maximizing success for every presentation you deliver.

Presentation 89

Presentation Meeting Networking 89

SaaStr

OCTOBER 20, 2024

It’s time to catch up on the SaaStr content you missed this week! Top Posts of the Week: #1. “5 Pros, and 5 Cons, to Taking a VC Round at a Very High Valuation” #2. “ The Quiet Liquidity Crisis in SaaS” #3. “Ramp: Actually, We’re Mostly Buying the Same Standard Stuff — HubSpot, Zoom, Slack, Zoominfo and Carta” #4. “My Best Advice for CROs/VPs of Sales That Are Ready to Be CEOs” #5. “5 Common Pieces of SaaS Advice … That Are Often W

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Up-sell Growth Sell Sales 95

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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

Sales

Membrain

OCTOBER 20, 2024

Chris Wallace's journey is a testament to the transformative power of mindset and resilience. As an Executive Sales Consultant and Executive Sales Coach at Saratoga Sales Consulting , Chris brings not only his expertise but also his personal experiences to the table.

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Consult Sales 77

Martech

OCTOBER 25, 2024

GenAI’s transformative power accelerates marketing objectives and unlocks growth. The benefits are clear: enhanced productivity, deeper data analysis, personalized experiences, content generation and more. However, tapping into genAI’s full potential requires more than just adding another tool to the martech stack. Shifting from pilot projects to widespread implementation demands a strategic approach.

Objectives and Key Results 127

Objectives and Key Results Government Trust Technology 127

Sales Hacker

OCTOBER 22, 2024

Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach. Discussed in this Episode: Why PLG is becoming inevitable, especially with the rise of AI in software Creative ways companies can build out their PLG motion How social pro

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GTM Growth Pipeline Consult 92

SaaStr

OCTOBER 23, 2024

So some Cloud and SaaS stocks are on fire, even now. And then … there is Palantir. The fire of the fire. It’s up +162% in the past year, and is now worth $95 Billion (!) at $2.7 Billion ARR. That’s a jaw-dropping 35x ARR. Goodness. Why is Palantir the highest valued public SaaS and Cloud stock? $2.7 Billion in ARR Growing 27%, and importantly — re-accelerating. 22% free-cash margins, and now GAAP profitable Customer count up 41% year-over-year It’s the bright, AI

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Government Contract Growth Closing 81

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.

User Experience