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.

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Pitch Sales Sell 272

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.

Follow-up 149

Follow-up Represent Start-ups Customers 149

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Sales

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 289

Sales 289

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 138

Non-Profits Growth Engineering B2B 138

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 146

Sell Retail Promote Up-sell 146

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 262

Sales 262

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 139

CRM Launch Price B2B 139

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 134

Negotiate Education Market share Growth 134

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

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 146

Construction Pipeline Gaming Conversion 146

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 258

Cold Call Sales 258

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. First, let’s deep dive into the 15 ways that people misuse and abuse SaaS metrics.

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

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.

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Lead generation B2C B2B Contact 133

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 145

Territory Technique Pipeline Conversion 145

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 238

Consult Sales 238

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. In any event, that’s good median data. Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median.

Sell 133

Sell Quota Commission Contract 133

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 133

Drivers/motivators Technology Technology Campaign 133

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 144

Construction Sports Education Strategize 144

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 229

Strategize Product 229

Search Engine Land

DECEMBER 14, 2023

“Stop building links; build your brand.” These six words should be plastered on the desks of every SEO in the world. In this article, I’ll explain why brand mentions are the new backlinks. Let’s dive in. Back to the brand future Nearly 10 years ago, Rand Fishkin was talking about brand mentions. That wasn’t a typo; it’s been nearly 10 years!

Drivers/motivators 132

Drivers/motivators Sports Engineering Follow-up 132

Martech

DECEMBER 15, 2023

Marketing automation isn’t just for enterprises with endless budgets. Marketing automation software for small business provides many of the same benefits as their enterprise counterparts. The big difference is that small business platforms are streamlined and more affordable. Increasingly, marketing automation is a must-have for small business so they can carry out marketing functions with a limited staff and budget.

Price 132

Price Appointment Lead generation Technology 132

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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

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 130

Gaming Price Growth Contact 130

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 220

Sales 220

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

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Conversion Territory Pitch Sell 131

Martech

DECEMBER 13, 2023

Well, friends, we have reached the end of 2023. Maybe some of you in ecommerce and retail are pushing the “send” button feverishly and trying not to lose your minds with all of the last-minute requests and pressure this time of year brings. If you’re on the B2B side, you’re trying to get in every sale you can to achieve your goals. For everybody else, you’re kicking back, polishing up your year-end reports and wondering what the big deal is.

A/B testing 130

A/B testing Strategize Retail Clients 130

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

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.

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B2B Sales Presentation Clients 127

SaaStr

DECEMBER 14, 2023

I’ve never once done a traditional “predictions” post on SaaStr, but there has been so much going on this year, I thought FWIW I’d at least share what I’ve been thinking about a lot. And putting my money on. Five perhaps somewhat obvious predictions for 2024: 1. Lower interest rates lead to SaaS multiple reflation, likely during 2H’24 It’s not clear how truly tight the link is between interest rates and SaaS multiples, but the overall correlation is cle

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Contract Growth B2B Contact 125

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

Martech

DECEMBER 11, 2023

In the second part of this two-part feature, Jade Bunke discusses triggering the right customer behaviors, the differences between emotions and feelings and how to future-proof your brand strategy. The first part is here. 5. Identify and trigger behaviors Crafting a unique identity is only the beginning. You need action. Specifically, you need your brand to trigger behaviors that help you get closer to achieving your goal.

Represent 130

Represent Territory Campaign Strategize 130

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