Iannarino

DECEMBER 13, 2023

Recently, I read a story on LinkedIn that begins with the writer's friend complaining that a salesperson called their cellphone. The friend was outraged that a salesperson would call his mobile number to pitch him. The writer of this story suggested that it is difficult to reach people at their work phone, and that email no longer works. This leaves us with the question of how exactly one should sell using no form of communication.

Pitch 271

Pitch Sales Sell 271

Neuromarketing

DECEMBER 14, 2023

Yale scientists used brain imaging to compare face-to-face meetings with virtual sessions. The post Your Brain on Zoom Calls: New Research appeared first on Neuromarketing.

Meeting 246

Meeting 246

Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).

Quota 188

Quota Sales Growth Closing 188

Partners in Excellence

DECEMBER 13, 2023

Recently, just to try something different, I signed up for a cooking class. The family is getting together for the Holidays, I knew we would be spending a lot of time cooking. Usually, my task is to supply the wine and wash the dishes. I wanted to contribute to preparing the meal, so I decided to take a cooking class. There was a group of about 10 of us, with varying degrees of experience.

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Follow-up Represent Start-ups Customers 142

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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

Iannarino

DECEMBER 12, 2023

When everyone who wants a job goes to one of the job platforms like Indeed.com or Zip Recruiter or the company's website, you end up interviewing with the wrong person.

Sales 260

Sales 260

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. However, backing your program with the right resources will be critical to its success.

Negotiate 133

Negotiate Education Market share Growth 133

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. There are all sorts of variations. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary.

Sell 132

Sell Retail Up-sell Promote 132

Iannarino

DECEMBER 14, 2023

Discover the secret to transforming your sales approach and standing out in a competitive market by mastering the art of value creation.

Sales 287

Sales 287

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. We had the privilege of having an eye-opening fireside style chat with co-author Brent Adamson in our HM Inner Circle discussion– a tight-knit community for both current and past clients of Heinz Marketing.

B2B 126

B2B Sales Presentation Clients 126

Search Engine Land

DECEMBER 15, 2023

Leading U.S. marketing company Cox Media Group (CMG) has reportedly admitted to monitoring conversations for the purpose of targeted advertising. Working with renowned brands like CBS, Fox News and ESPN, CMG has allegedly been promoting its ability to eavesdrop on consumers through microphones in smartphones, TVs, and smart speakers. The agency has coined this capability “Active Listening” and has been actively pitching this service it to advertisers, showcasing the feature on its we

Conversion 131

Conversion Territory Sell Pitch 131

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.

Product

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. If there are no/few questions, there is very little engagement. If the majority of the questions are closed ended, the engagement isn’t much better.

Construction 128

Construction Pipeline Gaming Conversion 128

Iannarino

DECEMBER 15, 2023

Discover how automation is reshaping the landscape of sales outreach, from cold calls to emails, and what it means for the future of personal connection in sales.

Cold Call 257

Cold Call Sales 257

Martech

DECEMBER 14, 2023

Google will begin testing a new feature that restricts third-party cookies by default in the coming weeks. The Tracking Protection tool will be rolled out on January 4, 2024, to 1% of Chrome users globally. Why we care. Be aware that if your website depends on third-party cookies, this rollout might pose challenges. Take this rollout as a heads-up to ensure your site is prepared well in advance before Google retires third-party cookies entirely in the latter half of 2024.

Engineering 124

Engineering Start-ups Service Process 124

Search Engine Land

DECEMBER 11, 2023

Google Ads is testing a conversions account level diagnostic tab in alpha. A spokesperson confirmed to Search Engine Land that the feature is set to launch next year with further details expected to be released soon. Why we care. This new feature gives deeper insights into your current measurement setup, allowing you to assess what’s effective and what’s not, and make necessary changes to improve the performance of your ads.

Conversion 123

Conversion Campaign Engineering Launch 123

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

Partners in Excellence

DECEMBER 15, 2023

As leaders, we know our job is to maximize the performance of our people. We know that coaching is one of the highest leverage methods of maximizing their performance. We know we should schedule reviews with our people, integrating coaching into those reviews. Whether it’s a deal review, account review, pipeline, prospecting forecast, territory, or a one on one, we get great power integrating coaching into each of these.

Territory 120

Territory Technique Pipeline Conversion 120

Iannarino

DECEMBER 11, 2023

Discover the alarming trend that is jeopardizing the effectiveness of leaders and decision-makers , as the consultative approach becomes a casualty of modern practices.

Consult 235

Consult Sales 235

Salesforce

DECEMBER 12, 2023

As more generative AI innovations become available, the question of what’s trustworthy becomes more acute. Salesforce Research & Insights recently conducted research that shows AI is more trusted and desirable when humans work in tandem with AI. The team collected more than 1,000 generative AI use cases at Dreamforce and hosted deep-dive conversations with 30 Salesforce buyers, admins, and end users.

Trust 119

Trust Drivers/motivators Legal Cold Call 119

Search Engine Land

DECEMBER 11, 2023

Google Ads is among the most effective and complicated platforms in the world. With a complex PPC platform, how can you be sure you’re getting the best bang for your buck? Something not often addressed is Google Ads’ dual aim of generating revenue for advertisers and for itself – and not necessarily in that order. I always remind clients about Google’s single stated source of revenue, which is to “ sell ads, nothing more.” This article tackles a few less-obvious areas in the Google

Real Estate 123

Real Estate Campaign Clients Represent 123

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!

Customers

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. It cut into my time socializing, drinking beer, partying and sports. I wasn’t the only one, it seemed all my friends suffered with the same problem. College would have been fantastic if it weren’t for all those books and reports we had to write.

Construction 119

Construction Sports Education Strategize 119

Iannarino

DECEMBER 9, 2023

20 Questions to Ask When Hiring a Sales Manager Discover the key questions to ask candidates to ensure you hire the right sales manager to lead your team to success.

Sales 217

Sales 217

SaaStr

DECEMBER 10, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. Last week we had a great one with Jack Moberger, Director of Enablement at Algolia, check it out here. This week we have Udi Ledergor, Chief Evangelist at Gong!

CRM 119

CRM Launch Price B2B 119

Search Engine Land

DECEMBER 12, 2023

Service and lead-based businesses create thousands of new Google Ads accounts yearly, but few are (or ever will be) high spenders. Most accounts start and stick with modest budgets. They need the most support in these early stages and against bigger spenders. One fundamental part is developing a well-rounded paid search strategy that matches your strengths and works within the PPC platform’s limitations.

Non-Profits 122

Non-Profits Campaign Networking Entertainment 122

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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

Martech

DECEMBER 12, 2023

After attending the recent MarketingOperations.com conference (MOps-Apalooza), my cofounder Tyler remarked, “If I had a dollar for every time I heard someone at MOps-Apalooza say something about companies buying software that they never fully implemented, I think my ticket for next year’s conference would be paid for.” This problem is true for many types of software, but especially in marketing ops for a couple of reasons: There’s “shiny object syndrome,” that const

Drivers/motivators 120

Drivers/motivators Technology Technology Campaign 120

Iannarino

DECEMBER 10, 2023

Those who set goals and write them down increase their ability to reach them, but many goal setters still fail to create the outcomes they are seeking.

Strategize 226

Strategize Product 226

SaaStr

DECEMBER 13, 2023

So if you are outside of fintech and banking, you may not have heard of nCino. But if you’re in the space, it’s a big player. They’re at almost $500m in ARR, with 1,850 customers, now growing a modest but steady 19% and they have gotten pretty efficient, like most other public SaaS and Cloud leaders. Non-GAAP operating margins are now +17%.

Non-Profits 117

Non-Profits Growth Engineering B2B 117

Search Engine Land

DECEMBER 13, 2023

Have you ever seen your traffic decline over time despite your top keywords ranking in Position 1? I have, and it’s the worst feeling. It might feel like Google is punishing you for being successful, but that’s not the case. Google doesn’t know you, but they do know users. And if your work is ranking in the top positions, but traffic continues to decline, it might not be your fault.

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CTR Niche B2B Service 116

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

Martech

DECEMBER 13, 2023

Despite criticisms that it’s inefficient and ineffective, lead generation remains an important marketing tactic in B2B and in some B2C sectors, including high-ticket items like auto and home sales. The truth, of course, is rarely simple. Some lead gen strategies are more effective than others, which is why marketing organizations continue to spend on the tactic.

Lead generation 119

Lead generation B2C B2B Contact 119

Salesforce

DECEMBER 11, 2023

The past few years have brought new ways for marketers to connect with customers, but email is still a powerful way to engage. In fact, customers say email still is their preferred channel to interact with brands. According to our research , the number of outbound emails increased 15% last year. The volume of sends is high because it’s driven by high customer engagement.

A/B testing 116

A/B testing Click Through Rate Campaign Represent 116

SaaStr

DECEMBER 11, 2023

So there’s a perhaps obvious conversation everyone should be having, but isn’t: “Look, in 2023 we basically hid inside our existing customer base. We pushed through record price increases. We made it harder to cancel. We tried everything we could in upsell. And most importantly, we relied on our 100%+ NRR to stay in the game.” While I don’t love it, I get it in a tough year. 100%+ NRR helps you stay in the game even in tougher times.

Gaming 117

Gaming Price Growth Contact 117

Search Engine Land

DECEMBER 12, 2023

Google patents offer valuable insights into the search engine giant’s latest innovations and priorities for improving search technology. This article dives into nine interesting Google patents from 2023, analyzing their potential implications for the future of SEO. Do the patents reflect Google’s actual practices? Just because Google files and publishes a patent application doesn’t guarantee that the methods outlined will be implemented in Google Search.

Objectives and Key Results 115

Objectives and Key Results Engineering Presentation User Experience 115

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.

Sales