Iannarino

APRIL 13, 2023

Do you want to be 57% more effective at sales than your competitors?

Price 266

Price Sales 266

Veloxy

APRIL 11, 2023

Who doesn’t talk about artificial intelligence nowadays? Some find it fascinating; some use it for daily activities, and others fear losing their jobs to AI. Yet, almost everyone will engage in the conversation if you ask their opinion on AI. You may have already tried some AI tools like ChatGPT or Midjourney. Whether you like them or not, you may have noticed how they can speed up various tasks, from content generation to planning and researching.

Pipeline 130

Pipeline Sales CRM Price 130

RAIN Group

APRIL 12, 2023

People often ask us, “What should we do to drive sales success?” It’s a complicated question.

Sales 111

Sales 111

Membrain

APRIL 12, 2023

Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.

Prospecting 137

Prospecting B2B Sales Pipeline 137

Advertisement

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.

Sales

Predictable Revenue

APRIL 13, 2023

Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process and understanding employee motivation. The post Setting Up a Sales Career Development Process with Matthew Roberts appeared first on Predictable Revenue.

Process 52

Process Drivers/motivators Sales 52

Iannarino

APRIL 9, 2023

It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way to describe the slow reaction of sales organizations who don’t recognize how buyers have changed. Those who still practice a traditional sales approach lose opportunities that require a modern sales approach.

B2B 285

B2B Sales 285

Anthony Cole Training

APRIL 14, 2023

Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.

Sales 223

Sales 223

Martech

APRIL 10, 2023

The advent of cloud-based data warehouses (DWHs) has brought simpler deployment, greater scale and better performance to a growing set of data-driven use cases. DWHs have become more prevalent in enterprise tech stacks, including martech stacks. Inevitably, this begs the question: should you employ your existing DWH as a customer data platform (CDP)?

SQL 140

SQL Construction Government Service 140

Iannarino

APRIL 10, 2023

Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of these guru-types will focus on not needing to “be liked” if you can help your potential clients solve their problems and pain points. Others will suggest the industry is a contest between relationship selling versus consultative selling.

B2B 270

B2B Consult Trust Clients 270

Search Engine Land

APRIL 11, 2023

While many SEO practitioners will smirk at the term “ E-E-A-T ” and immediately the ink about what’s for lunch, they aren’t necessarily wrong. To achieve E-E-A-T, various crucial “ingredients” must seamlessly come together and result in quality. This article explores how to incorporate local SEO tactics into an E-E-A-T strategy.

Trust 138

Trust Legal Real Estate Gaming 138

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

APRIL 14, 2023

I know, I know. I shouldn’t get so wound up about the stupidity I see in LinkedIn, Twitter, and other social media. I’ve tried not to get wound up. I scan my feeds about 3 times a day, and even that my be a waste of time. I’ve had to pause scanning my feeds, and start closing my eyes, doing deep breathing and meditation during those periods.

Prospecting 133

Prospecting High impact Engineering Start-ups 133

Membrain

APRIL 9, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores , Founder and CEO of Floriss Group.

Sales 132

Sales 132

Iannarino

APRIL 8, 2023

Imagine this: One of your star reps has spent months communicating with a prospective customer. You’ve helped your rep counter every objection. Your rep has worked with half a dozen stakeholders and muscled through a sales cycle spanning nearly half a year. Then, just when you believe you’re at the finish line… a previously unmentioned stakeholder swoops in and dashes the whole deal, leaving you and your team empty-handed and out many months of hard work.

Sales 267

Sales Prospecting Customers 267

Martech

APRIL 14, 2023

Attribution modeling is what many marketers use to help determine the comparative value of a marketing or advertising channel. Understanding the value of these channels and the type of benefit they bring to a campaign helps determine budget spends, traffic sources and how to optimize campaigns. Below, we will introduce the basic concepts around attribution modeling and ways to get the most out of it.

Campaign 128

Campaign Clients Prospecting Start-ups 128

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

APRIL 10, 2023

One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee With Brent Adamson and Matt Heinz. (For regular listeners of the show, you will know my tongue is deeply planted in my cheek). Not quoting Brent directly, he raised an issue of: Why are we so obsessed about what customers think of us and our products? It’s a fascinating question.

Customers 127

Customers Closing Product 127

SaaStr

APRIL 10, 2023

So the funding platforms, law firms and data sources that track venture all use slightly different data sets, and come to slightly different conclusions. But they all align on one thing: venture investments post-seed stage are way down. How down? The latest CB Insights data I thought summarized it the most elegantly: Deals were down to a 5+ year low , not just lower than the go-go days of late 2020 to late 2021, but down from every single quarter in 2019 and 2018, too.

Closing 122

Closing 122

Iannarino

APRIL 14, 2023

My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me. He also mentioned that getting the questions right would end up with him signing my contract. With that, I was forced into the world of conversational sales.

Meeting 262

Meeting Contract Sales Clients 262

Martech

APRIL 13, 2023

There they stare, heads bowed, but not in prayer. This is the profile of your typical smart phone user, surfing the net, looking for the next thing. As they flip from page to page and scroll up and down, they may experience one of six basic emotions: fear, anger, joy, sadness, disgust and surprise. If the page view sparks the right emotion, then that viewer could be turned into a lead.

Follow-up 119

Follow-up Trust Campaign Technology 119

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

APRIL 14, 2023

Every week, I am asked to participate in a number of interviews/webcast/discussions about the “Future of Selling.” My feed is filled with prognostications about the future of selling–and a surprising number of “gurus” with death wishes proclaiming selling is dead. There are phenomenal changes–new technologies, shifts in global economies, social changes that have a profound impact on sellers.

Sell 125

Sell Negotiate Technology Technology 125

SaaStr

APRIL 13, 2023

So one of my favorite categories to track and analyze in SaaS is project management. Why? Diversity of vendors and customers. There are so many leaders that have IPO’d (Asana, Monday, Atlassian, Smartsheet , etc) and so many that will (Notion, Clickup, Airtable, etc.). And so many different strategies, from more enterprise to more SMB, from more tech focused (Asana) to less tech focused (Monday).

Growth 121

Growth Contract Pipeline Engineering 121

Iannarino

APRIL 12, 2023

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. Less expensive companies offered me a $50 gift card to Amazon or Starbucks. This offer is attractive for someone who buys many books. Still, I reject the offer by clicking delete. This is one more example of how sales is broken.

Meeting 258

Meeting Prospecting B2B Sales 258

Martech

APRIL 12, 2023

Direct-to-consumer (DTC) marketers are flooding into connected TV (CTV) and over-the-top (OTT) digital TV advertising, according to a new survey from digital performance media company Digital Remedy and research firm Dynata. Over two-thirds of DTC brands use these channels, and 57% plan to increase spending in CTV/OTT in the first half of 2023. This is a significant jump in interest from the first half of 2022, when 43% of DTC expected to up their spend.

Retail 119

Retail Gaming Networking Campaign 119

Advertisement

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

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. We have a fascination with exploring the latest, greatest tricks we can leverage. What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS! Here’s a list of some of the most popular to dig into: Atlassian’s CRO Cameron Deatsch: “How The Biggest Product-Led Enterprise Company In The World Did It” Skilljar’s CRO: “An Inside View on Hiring Your First CRO” Rippling’s CRO: “Entering a Hyper-Competitive Market” DigitalOcean’s CRO: &#

Growth 122

Growth Up-sell Sell Product 122

Iannarino

APRIL 11, 2023

A good sales manager drives their company’s success by leading their sales team and leading growth. Success is scarce in a period of strong obstacles. One problem in today’s current environment is that buyers are shunning salespeople and attempting to research their own way to success, a process that often leads to buyer’s remorse. The second difficulty is the high level of uncertainty and unpredictability in the business world.

B2B 238

B2B Sales Growth Process 238

Martech

APRIL 14, 2023

Digital advertising revenue growth slowed to 10.8% last year with a total of $209.7 billion spent, according to the annual report from the Internet Advertising Bureau (IAB), conducted by PwC. This is a significant drop from 2021’s record 35% gain, but still a healthy gain. Unfortunately, the report expects worse numbers for 2023. Why we care. You know you’re in pretty good shape when a 10.8% revenue increase is a major slowdown.

Growth 119

Growth Technology Technology Start-ups 119

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

Search Engine Land

APRIL 12, 2023

LinkedIn is a powerful search engine capable of generating targeted, substantial traffic to your profile. Moreover, this traffic can develop into valuable professional connections and new clients. In this guide, you’ll learn how to optimize your profile to tap into that power and make LinkedIn work for you – driving more connections and better clients.

Real Estate 117

Real Estate Clients Networking Follow-up 117

SaaStr

APRIL 10, 2023

A long ways back, I was meeting with one of our largest customers, one of our first $1m TCV deals. As I was coming, someone else was leaving – Marc Benioff. He’d come (flying private I assume, and possibly straight from Hawaii) to … kiss the customer’s arse, as near as I could tell. The customer already had thousands and thousands of seats of Salesforce.

Up-sell 119

Up-sell Customers Meeting Closing 119

Heinz Marketing

APRIL 12, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Research shows 4 out of 5 marketing executives struggle to make data-driven decisions, even though 95% of companies use integrated predictive analytics. In short, marketers have more information than they know what to do with. So, instead of generating predictions, the data is collected but left unused.

Campaign 108

Campaign Conversion Product Sales 108

Martech

APRIL 12, 2023

The tides of paid search and other performance channels seem to be shifting rapidly these days. Companies are changing hands, algorithms are updating and transparency is diminishing. With marketers looking for ad channels that they can consider both reliable and effective, this is where connected TV can enter the scene and support an already successful search strategy.

High impact 116

High impact Clients B2B Conversion 116

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