Iannarino
MARCH 6, 2023
B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need to contact potential customers over time, identifying and scheduling a first meeting with potential buyers.
Sales Hacker
MARCH 9, 2023
*Editor’s Note: This article first appeared on Inc.com by Bubba Page and is being republished with permission. The original article can be viewed here. I’m sure you get these emails. People asking to pick our brain, see their demo, provide feedback on their product, and the list goes on. Being a natural connector in the space, I’m constantly getting the ask, “can you provide and intro to X for me.
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Partners in Excellence
MARCH 7, 2023
I don’t think anyone would disagree with the statement, “Sales people need to be subject matter experts.” The real issue is in what? Many would argue that sellers have to be experts in the products they sell. I get it, I’m not sure if I disagree, but when there are so many alternative ways for customers to understand products, one wonders, “Is this the most important area of expertise?
Force Management
MARCH 9, 2023
Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.
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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.
Iannarino
MARCH 8, 2023
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales organizations level up their sales teams. Because salespeople have different strengths and weaknesses, sales leaders and managers need to address the gaps in the competencies and the important sales skills of everyone on their team.
Anthony Cole Training
MARCH 10, 2023
Selling value as a strategy for selling is not effective. So, what should you do instead? Watch part 1 of our my new 3-part series, Selling Value Without Selling to find out.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 5, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mark Hunter , aka ‘The Sales Hunter’- the author of the best-selling books, High Profit Selling, High Profit Prospecting, and A Mind for Sales.
Iannarino
MARCH 7, 2023
Having the best product or solution on the market isn’t enough to close more deals. You can have all the best features and functionality and still lose out to inferior products if you don’t have the right sales strategies.
Partners in Excellence
MARCH 6, 2023
We get the Discovery process wrong–period, full stop. Most of the time we actually fail to do discovery. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo.
SaaStr
MARCH 8, 2023
In celebration of International Women’s Day , we’re setting aside 1,500 no-cost VIP tickets to SaaStr events in 2023, including SaaStr Europa in London this June, and SaaStr Annual in the Bay Area this September. We believe that true innovation depends on hearing from, meeting with, and listening to people with a variety of perspectives and diverse backgrounds.
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.
Membrain
MARCH 8, 2023
Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain. We are learning as we go, but one thing that stands out for me is how valuable this framework can be in helping prospects and customers shift the way THEY think about how they are engaging with your offerings.
Iannarino
MARCH 9, 2023
In 2010, I said that “ Negotiation is the art of the deal.” And it’s still true today.
Martech
MARCH 10, 2023
Video games aren’t just fun. They can be profitable for savvy advertisers looking to reach one of the most lucrative and elusive groups of consumers. In-game advertising merges ads with the game environment seamlessly. Imagine seeing billboards while racing through the streets or branded in-game products you can purchase. These ads are more powerful and effective than in-app advertisements — those annoying pop-ups or banner ads you commonly see in mobile app games.
SaaStr
MARCH 6, 2023
So the recent survey we did above took me a bit by surprise. Since the earliest days of SaaStr, we’ve pushed founders to do more outbound, earlier. We’ve pushed the point that outbound — done right — always works. Done poorly, it often just ends up a bunch of expensive spam, however. And it does seem like with times a bit tougher for many, dialing up outbound could be the answer.
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!
Heinz Marketing
MARCH 10, 2023
By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing Attribution models always seem to be a hot topic. What’s the best attribution model? How do you implement it? Do you need an attribution tool/platform? I would imagine most companies have asked these questions at some point. If it were easy everyone would be doing it, right?
Iannarino
MARCH 5, 2023
In sales, it helps to be known, liked, and trusted. Anyone who argues against the idea that salespeople no longer need to be liked or that relationships don’t matter has spent little time studying human psychology. More still, those who believe they need not be liked because they can address their ideal customers’ pain points are willfully oblivious that there are plenty of B2B salespeople who are likable and also address their client's needs.
Martech
MARCH 9, 2023
Modern marketers are obsessed with data — and for a good reason. It gives us direction and informs our strategies, among many other benefits. But not all data is equally useful or helpful. The wrong data sets can be just as damaging to your marketing program as having none. It’s essential to know how to identify the right data, so your insights accurately guide your decision-making.
SaaStr
MARCH 7, 2023
Q: What is the ideal ratio of equity in a startup among co-founders? Is it always fair or ideal to have an equal share for each founder? IMHO what matters is the ratio is fair. Perhaps one of my biggest takeaways is most public SaaS companies do not have equal co-founder equity ratios. In fact, the average public SaaS company has about a 2:1 ratio for founder CEO:co-founder equity.
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!
Understanding the Sales Force
MARCH 7, 2023
What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
Iannarino
MARCH 10, 2023
The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When your prospective clients experience a change in their environment, their lack of knowledge and experience causes them to need a greater level of help from the sales reps.
Martech
MARCH 7, 2023
ChatGPT and generative AI’s increasing capabilities are putting a spotlight on content. Such attention benefits your go-to-market strategy across sales, marketing, brand, digital, product and more. We can use this moment to improve the value of content while it is top of mind for all stakeholders. It’s also a great time to demonstrate how our audience’s content consumption evolves.
SaaStr
MARCH 10, 2023
The SaaS Capital Index from SaaS Capital had a nice summary this week of the 3 low points we’ve seen in SaaS multiples, and this chart puts things in great context: As you can see above, in the early days of SaaS … it was tough to be a public SaaS company. Public multiples often were around 4x-5x in 2008, and then the global meltdown came, and public multiples fell to as less than 2x revenue for a while.
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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
RAIN Group
MARCH 8, 2023
Sales leaders with a finger on the pulse of B2B sales know that marked change is underway. Some changes have been spurred by the global pandemic, with others hastened by the uncertainty of the economy. For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment.
Iannarino
MARCH 4, 2023
B2B salespeople have been taught and trained that their company and their offerings are what make them different from their competitors. The marketing function of most sales organizations provide sales reps with a stunningly beautiful slide deck to accompany the salesperson's first meeting. This slide deck and the conversation answers the question “Why us?
Martech
MARCH 6, 2023
Artificial intelligence has dominated headlines recently as the world began to play with a new tool: Chat Generative Pretrained Transformer, better known as ChatGPT. The tool quickly attracted techies and non-techies because one prompt can generate a response usable by editors, PR teams, developers or executives to create white papers, software programs, client presentations, press releases and more.
SaaStr
MARCH 9, 2023
Dear SaaStr: Why Are VCs So Lousy At Follow-Up? I hate this. And yet … I’m pretty bad at it myself, I’m sorry. It’s often a sign of a deal with some good stuff in it, but that doesn’t quite meet the bar. When I started investing, I vowed to always respond within 24 hours to all follow-up. And I kept up for 90 days … and then I failed.
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.
Heinz Marketing
MARCH 8, 2023
By Tom Swanson , Engagement Manager at Heinz Marketing Most change efforts fail to achieve established goals. This makes sense to me. Changing is difficult enough to do on your own (like my diet for reference, I really love ice cream). Now try change in a massive organization with cross-functional teams (and all the other business buzzwords). How do you “harness synergy” when you are coordinating a new process or implementing a new tool?
Sales Gravy
MARCH 7, 2023
On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting. Alexander's story is inspirational. He emigrated to the United States in 2017 with a dream to live and work in the greatest city in the world.
Martech
MARCH 10, 2023
Major League Baseball’s spring training recently opened, and as a baseball fan it’s one of my favorite times of the year. Full of optimism, it’s my first opportunity to see new players who have joined my favorite team over the off-season, and speculate about which up-and-coming prospects from the minor leagues might be ready to make the leap to the big league.
SaaStr
MARCH 5, 2023
Dear SaaStr: What Qualities Make a CEO The Best In Their Industry? I’ve invested in 5 start-ups that had a $1,000,000,000+ cash exit or IPO. The CEOs were all quite different. Some extroverted, some introverted. Some wicked smart, some merely very smart. Some direct, some warm and friendly. But what made them great: Ability to attract amazing co-founders and execs.
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.
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