Iannarino
MARCH 16, 2022
When it comes to improving your sales team’s performance any training has to be better than no training, right? Wrong. If you select the wrong sales training program, you’ll just be throwing company resources down the drain, and your team may even learn bad habits.
Martech
MARCH 15, 2022
Brand strategy is built on a platform of differentiation, where a company can use its value prop to create competitive advantages and satisfy customer needs. The key to long-term success is using brand strategy to define your market position in order to create market share and revenue growth. A brand marketing strategy is a set of guidelines that help businesses determine their core values and what they want to achieve with the business.
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Anthony Cole Training
MARCH 17, 2022
Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges.
Veloxy
MARCH 16, 2022
Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates. While they come with an unusually bad reputation, sales jobs are vital for young professionals who want to develop valuable skills that are not exclusive to business.
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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 14, 2022
How would your leadership team react if they learned that one simple change could increase your company’s annual revenue growth rate.
Partners in Excellence
MARCH 17, 2022
I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. There seems to be a “macho” mentality in too many sales people/leaders. They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MARCH 14, 2022
In SEO, there are obvious costs, but also some hidden costs. Learn how to understand the true, full cost of SEO. Please visit Search Engine Land for the full article.
Iannarino
MARCH 18, 2022
Let's assume anything you sell might fall into one of four categories. The first category is "Acceptable." The second category is "Standard." The third category is "Good." The fourth and final category is "Exceptional." Every move up this continuum requires a greater investment from your company, as it is the only way to deliver the better results your clients need.
Membrain
MARCH 13, 2022
If you’ve been following my blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last time I shared some shortcuts to make things more efficient for you. You’ve got a great foundation, but now it’s time to build the structure of your phone prospecting campaign.
SaaStr
MARCH 12, 2022
Dear SaaStr: When Is It Too Early to Hire a CRO or a COO? I used to think CROs and COOs were made up titles until “Late Stage” or so, and in startups, a bit of a sign of weakness. Signs a weak CEO was giving away a fancy title to someone that wasn’t really willing to do the work. I used to think there’s no way a SaaS startup needed a “CRO” or “COO” (or even “CMO”) or other C-level Officers Without a Clear, Single Functional Area to Own Until $40m-50m+ in ARR.
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.
Martech
MARCH 15, 2022
The transformation of how marketers need to approach analytics is underway. It is time to stop thinking about user flow and instead think of a series of events (tasks) that we expect from engaged users. Long before the first web banner ad appeared (Oct. 27, 1994, in Wired magazine), marketers wanting to help their clients with their marketing efforts embraced the marriage of analytics and marketing.
Iannarino
MARCH 15, 2022
Activity gets a bad rap. Just suggesting that more activity might be necessary to improve results makes sales leaders and sales managers nervous. They don't want to ask their sales force to make more calls (yes, calls) and schedule more meetings with prospects whose outcomes you sincerely want to improve.
Search Engine Land
MARCH 17, 2022
Learn about some potential signals Google may be using to gauge whether your content and brand has strong E-A-T. Please visit Search Engine Land for the full article.
Membrain
MARCH 16, 2022
Almost every CRM on the market today touts the benefits of a “360-degree view of your customer.
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!
Martech
MARCH 14, 2022
Regardless of the source, there’s one thing the research has in common; the analysis reveals the success rate of digital transformations is horrible. Embarking on a journey to marketing technology transformation is also not without disappointments. But the sky is not falling just yet, my friends. Read on for a proven approach to unlock the power of your marketing technology and tip the odds of transformation success in your favor.
Iannarino
MARCH 17, 2022
My six email boxes fill up every week, the result of a technology with no barrier to prevent anyone and everyone from sending you a message. Every message is a task someone thinks I must complete, and as fast as I might delete an email, another one files in behind it, making it a never-ending game of whack-a-mole, without the coveted tickets you can turn in for carnival prizes.
SaaStr
MARCH 16, 2022
We last looked in on Monday.com at $240m ARR , but it’s grown so incredibly quickly, and so effectively, it’s worth checking in again at $400,000,000 in ARR. Because at $400,000,000 in ARR … Monday is growing a stunning 91% (!) year-over-year. Goodness gracious! 5 Interesting Learnings: #1. Revenue up 91%, Customer Count Up “Just” 34%.
RAIN Group
MARCH 16, 2022
The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.
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!
Martech
MARCH 18, 2022
Is marketing return-on-investment missing in action ? Are you looking in the wrong place? Are you even looking at the right numbers? The mystery of the marketing spend has baffled many CEOs, often illustrated by this quip that half the spend is wasted, if they only knew which half. Well, it is possible to know which half, according to Michael Brenner, CEO and founder of the Marketing Insider Group, an agency that specializes in content marketing.
Iannarino
MARCH 12, 2022
We rarely analyze how performance in sales leadership intersects with individual salespeople’s results. Instead, it's assumed that any group of salespeople will produce results that end in a Gaussian distribution (a Bell Curve), with a top 20% on the right, 60% of results in the middle, and the last 20% on the left, at the bottom of the curve.
Gong.io
MARCH 15, 2022
Sales forecasting isn’t revolutionary — it’s been around since the dawn of time. But the issue: It’s not always real. Forecasting relies on opinions … subjective percentages tied to “what we think” will happen. Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep who is more conservative.
Search Engine Land
MARCH 15, 2022
While the things to know and things to consider feature is not fully live yet. Please visit Search Engine Land for the full article.
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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
Martech
MARCH 18, 2022
When lead-to-account matching specialists LeanData decided to withdraw their marketing attribution solution, one beneficiary was marketing performance measurement platform Full Circle Insights. “A lot of our customers run their routing,” said Full Circle Insights President and CEO Bonnie Crater. “If you have a big sales organization and complex routing issues they have a really nice system.” What’s more, both LeanData and Full Circle Insights built their offerings n
Iannarino
MARCH 13, 2022
Large companies with a purchasing function and professional buyers treat the buying process as something transactional. In doing so, they assume their potential "suppliers" are all similar and equally capable of providing them the goods or services they need. To determine who makes the vendor list, they use a process called an RFP, or Request for Proposal.
Engage Selling
MARCH 18, 2022
? How can you differentiate yourself and beat the competition? I’ve noticed how common it is for us as sellers in today’s marketplace to assert that we’re different from our … Read More. The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Understanding the Sales Force
MARCH 15, 2022
So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball. When my son was home for winter break, I asked him to rank all of his baseball coaches, an exercise that he found quite interesting.
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.
Martech
MARCH 15, 2022
The boom for marketing technology has not left behind advertising technology, or adtech, but the digital acceleration wrought by the COVID pandemic has sped things up more. In fact, between the third quarter of 2020 and the third quarter of 2021, there was a 125% increase in M&A activity for adtech platforms, including several high-profile deals in 2021 like Mediaocean’s acquisition of Flashtalking for $500 million and AdTheorent’s $1 billion SPAC deal to go public.
SaaStr
MARCH 14, 2022
We’ve talked a ton about How to Hire a Great VP of Sales on SaaStr, but I wanted to highlight a few VP of Sales “personas” that I rarely, if ever, see work out. Because again and again, many of your will hire this VP of Sales. So many of you will. Especially — when things are going well. Here are the types of VP of Sales that just never work out.
Force Management
MARCH 16, 2022
The greatest leaders are the ones who never let their team rest on their success, or wallow in defeat. At the end of the quarter, avoid screaming at the scoreboard. The final score only gives you the end result. It doesn’t tell you the whole story. It’s your responsibility as a sales leader to help your team uncover and address execution challenges.
Partners in Excellence
MARCH 18, 2022
I get dozens of requests a day. Most are people wanting me to do something for them. They may want to sell me something. They often want my help in providing introductions or referrals. Where it makes sense, I’m glad to help. But most of the time, I really struggle. I ask, “What are you truing to accomplish? Why do you think I even have a need for this?
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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