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.
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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
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.
Anthony Cole Training
OCTOBER 14, 2022
It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference. Think about your own business and those who consistently produce beyond the expected. There is something more than just their skills that drive their behavior and success.
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.
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.
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.
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
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.
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.
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.” .
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!
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 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.
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?
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.
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!
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.
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).
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.
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.
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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
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).
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.
SaaStr
OCTOBER 9, 2022
Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Early Hire That Almost Never Works: Director of Outbound. 10 Tips to Start Selling to Big Companies as a Tiny Startup. Seasoned VPs Cost 10x a Stretch VP Now.
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
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.
Understanding the Sales Force
OCTOBER 12, 2022
Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know. If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck. In the spring of 2020, I sprained my ankle and it never improved.
Martech
OCTOBER 10, 2022
The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. The longer these disconnects go unchecked, the more negative impact organizations experience — lost customer opportunities, squandered resources and a lack of ability to compete in a connected, digital-first world.
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.
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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