Iannarino
OCTOBER 12, 2022
There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. Another is to look at the individual tasks that deliver those outcomes. There are several things that make it difficult for sales managers to reach their goals, and much of their work aims to overcome these challenges.
Membrain
OCTOBER 12, 2022
I want to share with you the ten principles on which we developed our platform. These are also available as a download in my Sales Effectiveness Manifesto.
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Membrain
OCTOBER 12, 2022
When qualifying sales leads , the first lens to look through is the Ideal Customer Profile (ICP). We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location. We might also have additional qualifying information, such as marketing data, like digital footprints from websites, and white papers they downloaded.
Sales Hacker
OCTOBER 13, 2022
The sales profession often drives people away because its training methods need updating. Too many salespeople are taught to rely on pushy and spammy tactics. And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. The desire for authenticity in sales. More than ever, people want to do work that’s personally meaningful and connects with their values.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Iannarino
OCTOBER 14, 2022
Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large client has a lifetime value of $1,000,000. To reach that number, your client could spend $100,000 with you each year for 10 years. Avoiding churn is one way to achieve this with their clients; however, it is just the first step in maximizing lifetime value.
Sales Pop!
OCTOBER 10, 2022
Still wondering if Facebook marketing is worth your time and money? Consider this: Facebook remains the most active social media platform , with almost 3 billion active users. What does this tell us? More than a quarter of all the people on Earth are active Facebook users, ready to become potential audiences for advertising reach. Building brand awareness , enhancing customer service, boosting ROI, and fostering meaningful relationships with your customers – are just a few of the many bene
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
OCTOBER 9, 2022
In this article, you’ll learn how to have a selling advantage, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques.
Iannarino
OCTOBER 13, 2022
A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve has raised the Fed Fund rate to the highest level in many decades. This is a trigger event for real estate agents, mortgage banks, and title companies. Real estate agents will have to change how they find potential buyers, mortgage banks may have to develop new lending programs, and title companies may be forced to take a little more time off.
Martech
OCTOBER 11, 2022
The CEO and CMO are talking about investing in the marketing team to develop their skills. The CEO asks, “What if we invest in our people, and they leave?” The CMO replies, “What if we don’t and they stay?” Legend has it that this conversation is real and may have even happened at your company. Marketing is about people.
Partners in Excellence
OCTOBER 9, 2022
I’ve always had a contrarian opinion about the roles of SDRs and AEs. While these roles can be very important, often, I think we have our ideas about these roles backwards. As a result, we set both up for failure. First, let me focus the discussion. For highly transactional, inbound buying. Perhaps the current approach works. It might work better, though.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Membrain
OCTOBER 9, 2022
This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.
Iannarino
OCTOBER 10, 2022
At the start of each year, the sales manager is given a sales quota, which is the total of their salespeople's individual quotas. For example, a sales manager with 10 salespeople who each have a goal of $1 million has a $10 million quota. A sales manager can only reach their sales quota by ensuring each member of their team reaches their targets.
SaaStr
OCTOBER 10, 2022
A lot of CS teams are just gap fillers. A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. An important gap to fill, and a full-time job. But the best do more. — Jason Be Kind Lemkin (@jasonlk) October 9, 2022.
Sales Pop!
OCTOBER 11, 2022
It’s October – the month of ghouls, goblins, and Halloween. Scary stuff, for sure. There is an old Indian saying that speaks to the criticality of knowing the truth about the frightening things we face – “In the dark of the night, every cat’s a leopard”. In our world of selling, the point is that understanding your adversaries is nothing short of a survival skill and these sage words allude to the criticality of having meaningful insights into the competitors we face on a daily basis.
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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.
Martech
OCTOBER 12, 2022
Although 60% of B2B marketers report budgets being cut or staying flat 2021 through 2022, more than half (52%) claimed to be optimistic, or very optimistic, about their team’s performance. 21% were pessimistic or very pessimistic. The data comes from a survey of 539 B2B marketers conducted by research and advisory firm Demand Metric for Integrate, the precision demand marketing platform.
Iannarino
OCTOBER 11, 2022
Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product or service. It also suggests the ability to withstand competitive pressure and maintain margins. Sometimes a company has pricing power, and other times it’s difficult for them to raise prices.
SaaStr
OCTOBER 10, 2022
Over the last three years, the United States economy has shifted drastically. The economic landscape of today differs greatly from what it was even a few short months ago. From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” .
Heinz Marketing
OCTOBER 8, 2022
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Stop Feeling Guilty About Delegating. In this article for the Harvard Business Review, Dina Smith explores the common guilt around delegation.
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.
SalesProInsider
OCTOBER 13, 2022
You’ve probably never heard the term professional loneliness , but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. There isn’t someone to roll your office chair over to share an idea, question, or frustration. There isn’t someone to provide on-the-spot feedback. Or maybe there is no one who “gets you” and what you are trying to do with your business.
Iannarino
OCTOBER 9, 2022
The salesperson working for a small company may worry they have too little sales collateral, while those who work for very large companies have so much sales collateral they must organize it to make it useful. When organizations include all the information on the internet in their sales collateral, the resulting link or stack of documents can surpass the length of Tolstoy's War and Peace (928 pages).
Search Engine Land
OCTOBER 13, 2022
20 years is a long time, especially in internet days and that is how old the original Google Webmaster Guidelines are. Google has done a major refresh of those Webmaster Guidelines today, and with that, also renamed it to Google Search Essentials. Why the change. Outside of it being two decades old, Google said “a lot has changed since 2002” with the internet and Google Search in general.
Martech
OCTOBER 14, 2022
Marketing is a requirement for growing organizations. It’s not optional. And it makes sense to have a savvy individual in the driver’s seat to ensure that your marketing efforts dovetail together, connect with your KPIs and overall business goals and move the organization forward. However, most likely, you don’t need a CMO. At least, not yet. . Why argue against hiring such a pivotal figure in your C-suite?
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
OCTOBER 14, 2022
Q: Dear SaaStr: How Do VCs Verify a Startup’s Revenue? It varies based on the stage: Many pre-seed investors sort of take the founders’ word for it that their financials are accruate. At SaaStr Fund, we also generally do a bank account cash flow test. We make sure the bank statements tie to the financial statements given to us. If they do, the financials and revenue are likely at least 90% accurate, which is good enough for seed stage.
Heinz Marketing
OCTOBER 13, 2022
By Maria Geokezas , Chief Operating Officer at Heinz Marketing. When remote work stormed the scene, we had no choice but to accept it. Now, it seems there’s no going back. A recent survey reports that 87% of employees would opt for a flexible work arrangement. So, if you’re hoping to snag and retain top talent, you have no choice but to learn to manage a remote workforce.
Search Engine Land
OCTOBER 13, 2022
NP Digital leads the way in the 2022 Search Engine Land Awards – the U.S. agency is a finalist in a whopping seven categories. Two other agencies earning finalist status three times are Rocket Agency (Australia) and Logical Position (U.S.). Meanwhile, 10 agencies are Search Engine Land Awards finalists two times (AEK Media, Amsive Digital, DAC, GA Agency, Megantic, Milestone Marketing, SEMbyotic, Thrive Digital, VMLY&R, Wpromote).
Martech
OCTOBER 14, 2022
Retail is an ever-changing industry, but the last few years have been particularly disruptive. The COVID-19 pandemic triggered dramatic shifts in consumer behavior that left many retailers struggling to keep up. These factors, combined with the growing influence of Amazon, increasing consumer privacy regulations and deprecating third-party cookies, are only exacerbating the need for transformation in retail that emphasizes customer relationships.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
SaaStr
OCTOBER 12, 2022
So we can only learn so much about Figma. Even though it’s being acquired for $20 Billion (!) by Adobe — the largest private acquisition in SaaS ever, and maybe startups ever — it doesn’t really have to disclose any information itself, and Adobe only has to disclose limited information for now (it will share more later). But we can learn some good stuff from what’s been disclosed.
Sales Gravy
OCTOBER 12, 2022
Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis.
David Meerman Scott
OCTOBER 11, 2022
We have a Speed Queen washing machine and we love it because it is so darned simple! There are no stupid touch screens with a bunch of silly options. There’s no smartphone app. It’s just a reliable and easy to use washer.
Martech
OCTOBER 12, 2022
Breathes there the email marketer who never had to send an “Oops!” email? So you say your marketing team never had to send an “Oops!” email? Don’t be too smug. Maybe your turn just hasn’t come yet. . Conventional email wisdom says every marketer will have a medium-to-epic fail sometimes. A campaign goes out with broken links or images, the wrong offer or an expired code.
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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
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