Iannarino

SEPTEMBER 19, 2023

It is your responsibility to create value for your contacts and stakeholders in the sales conversation. Almost everything you have been taught and trained to do works against this critical outcome. Talking up your company to gain credibility, to talking about your solution as the best in class, to telling stories about your clients fail to create value for your contacts, unless you believe they want you to remind them of what they already read on your website.

Contact 285

Contact Sales Clients Conversion 285

Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

Gaming 269

Gaming Sell Clients Sales 269

SalesProInsider

SEPTEMBER 20, 2023

What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? What stands in the way of you working with the people who you want to serve? What stands in the way of you earning the income necessary for yourself and your family? What’s standing in the way of you feeling good about all the work that you’re doing?

Sports 155

Sports Drivers/motivators Finance Technical Sales 155

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do. Mostly it’s descriptions of features, functions, capabilities.

Customers 146

Customers Territory Manufacturing Finance 146

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

Iannarino

SEPTEMBER 22, 2023

One office store used the “easy button” in their promotions. They even had easy buttons available for purchase in their stores. While there is nothing wrong with making things easy for your clients or customers, in B2B sales most attempts to make things easier make selling difficult. When one tries to cheat nature, nature cheats back.

Sell 296

Sell Promote B2B Clients 296

Membrain

SEPTEMBER 20, 2023

Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the dock and look at the many options, from motorboats to sailing boats and everything in between.

Sales 145

Sales 145

Partners in Excellence

SEPTEMBER 18, 2023

For those who have worked with me, you know the importance I hold Competency Models. These are critical, both for recruiting, but also onboarding and ongoing development. Without these, we don’t know whether we are recruiting and hiring the right people, or developing them to achieve their full potential. What is a Competency Model? An easy way, at least for sellers, is to think of it as your organization’s ICP–Ideal Customer Profiles.

B2B 142

B2B Sell High impact Represent 142

Iannarino

SEPTEMBER 21, 2023

I created the Negativity Fast for myself because I was angry and wanted to feel better. Part of my negativity stemmed from several traumas I'd experienced, including two brain surgeries. I lost part of my right lobe, a fact I learned only after the second surgery. At the time, I didn't recognize this as trauma. My negativity might also have been exacerbated by the anticonvulsants my doctors had prescribed to prevent grand mal seizures.

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Membrain

SEPTEMBER 17, 2023

Ever wondered how to prepare for a sales pitch without going down the rabbit hole of 'analysis by paralysis'? Join us as we explore the world of sales with Alison Fell , Practice Partner of SalesStar UK. Alison is a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors.

Pitch 137

Pitch Sales Sell Customers 137

Search Engine Land

SEPTEMBER 20, 2023

Google has rolled out automatically created assets (ACA) for general availability. The search engine has also expanded the feature to seven new languages: Dutch French German Italian Japanese Portuguese Spanish Previously, ACAs were only available for advertisers running campaigns in English in open beta. What are automatically created assets? Automatically created assets is a campaign-level setting that enhances the relevance of your Search ads by generating custom headlines and descriptions ba

Campaign 142

Campaign Engineering Process Customers 142

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

SEPTEMBER 19, 2023

Building and maintaining robust/healthy pipelines is a problem with most organizations. Virtually every organization seems to be struggling with this. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. My email is filled with endless outreaches. I get texts from people/numbers I have never encountered.

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Iannarino

SEPTEMBER 20, 2023

Success in sales requires you to be a good communicator. Most salespeople agree that they need to speak well, but they don’t believe that listening is an even more important skill. In a sales conversation, much of your contact’s communication means more than the words indicate. To fully understand your contact, you need to speak fluent client.

Clients 285

Clients Contact Conversion Sales 285

Martech

SEPTEMBER 21, 2023

It’s no surprise to anyone that generative AI and the foundational models that support it are currently to be found at the very summit of what Gartner calls “the peak of inflated expectations” in the latest iteration of the “Gartner Hype Cycle for Artificial Intelligence.” That means they’re teetering on the precipice that could plummet them into the “trough of disillusionment.” We spoke with Afraz Jaffri, director analyst at Gartner with a focus o

Territory 135

Territory Government Legal Trust 135

Search Engine Land

SEPTEMBER 19, 2023

Google has admitted to quietly tweaking advertising auctions to meet revenue targets. The search engine “frequently” changes the auctions it uses to sell search ads, increasing the cost of ads and reserve pricing by as much as 5% for the average advertiser. For some queries, the tech giant may have even raised prices by as much as 10%, according to Google Ad executive, Jerry Dischler at the federal antitrust trial.

Price 142

Price Meeting Quota Engineering 142

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

SaaStr

SEPTEMBER 21, 2023

So tougher times aren’t over for everyone that has had them. But we’re lapping tougher times for many, and for many others, it’s just plain time to hire again. So many Cloud and SaaS leaders kept hiring flat for the past 12-18 months, and yet still grew. That works for a while, but you end up with not enough headcount if you do freeze hiring but still want to grow.

Growth 131

Growth Sales 131

Iannarino

SEPTEMBER 16, 2023

Your team isn’t doing the work they need to succeed in sales. You hired people who have experience in B2B sales, and you believe they should know what to do—and do it. Eventually, you might believe there are no good salespeople. According to David Hackworth, author of Steel in My Soldiers’ Hearts , there is an old saying in militaries that addresses this idea: “There are no bad troops, just bad officers.

B2B 281

B2B Sales 281

Martech

SEPTEMBER 22, 2023

There’s a lot of talk these days about how generative AI could put people out of work. Not as much thought is given to how people could put generative AI out of work. But they could — and quite possibly will. GenAI and the foundation models on which it rests are currently at the dizzying peak of the Gartner hype cycle. If Gartner’s model is sound, those tools may be about to plunge into the “trough of disillusionment” before emerging a few years hence on a plateau of usef

Legal 134

Legal Trust Technology Technology 134

Search Engine Land

SEPTEMBER 21, 2023

Google’s Gary Illyes fielded several questions during an AMA at Pubcon Pro in Austin this afternoon from moderator Jennifer Slegg. Here are some of the highlights of the interview. 1. Does Google use user click data in ranking? “Technically, yes,” Illyes said. This is because historical search data is part of RankBrain. 2. Unlaunches happen ‘a lot’ Things change a lot (emphasis his) in search ranking at Google, Illyes said.

Niche 142

Niche Launch Engineering Promote 142

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

Salesforce

SEPTEMBER 19, 2023

It’s unthinkable for any company, anywhere, today to not have a robust website and mobile presence, right? OpenAI CEO Sam Altman says it’s becoming similarly unthinkable for AI-based intelligence to not be baked into every product and service. “This will be a big shift in how we interact with the world and technology,” said Altman, whose company created the wildly popular AI chatbot ChatGPT.

Government 128

Government Healthcare Trust Technology 128

Iannarino

SEPTEMBER 18, 2023

One reason to love criticism is that it means someone disagrees with you. If everyone loves what you do and how you do it, you have something wrong. An idea will never gain traction unless someone opposes it, even if you know it is true and reliable. Publishing articles each day and a book every year, I want to help readers that need information and value creation strategies.

Sales 266

Sales 266

Martech

SEPTEMBER 18, 2023

HubSpot’s August releases include additions to its AI tools, numerous reporting and forecasting improvements, commerce updates and more. Many updates were beta-released in preparation for HubSpot’s annual conference. Save time and prevent errors with AI HubSpot released many AI capabilities in 2023. The releases for August include generative AI additions but also AI-powered data tools.

A/B testing 134

A/B testing Sports Education Pipeline 134

Search Engine Land

SEPTEMBER 18, 2023

Assessing and researching what people want and need is one of the most important SEO tasks. However, traditional SEO tools can’t always capture the diversity of a query. Often, keywords, questions and phrases can be asked differently and SEO tools can all report them as “zero volume” keywords. In reality, these keywords have high engagements on other platforms such as Quora, in the form of likes, reshares and upvotes.

Promote 142

Promote Trust Strategize Niche 142

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

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. Inflation is everywhere. Salaries have gone up. Marketing expenses have gone up. And expectations for OTE have gone way up. The net effect I see this happening today is a squeeze in U.S.-based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs.

Sales 126

Sales Price Up-sell Start-ups 126

Iannarino

SEPTEMBER 17, 2023

Every person has an IQ, your intelligence quotient, which is misunderstood by many. We also all have an emotional intelligence (EQ), which is how aware we are of our emotional states and those of others. People interested in integral theory might measure their moral intelligence (MQ), providing an idea that would say a lot about what it might be like to work with someone, including whether they can be trusted.

B2B 235

B2B Trust Sales 235

Martech

SEPTEMBER 18, 2023

Google Ads has launched a new feature to assist advertisers in optimizing their YouTube campaigns Known as Creative Guidance, this innovative tool is now available through Recommendations and has been integrated into Video Analytics within Google Ads. Creative Guidance leverages AI to evaluate your content and offer best-practice feedback. For example, if critical information is missing from your video ad, Creative Guidance will notify you, ensuring that your campaigns are as effective as possib

Launch 134

Launch High impact Campaign Process 134

Search Engine Land

SEPTEMBER 19, 2023

Do you know when you’re being manipulated? Most of us get the ick around used car salesmen and high-pressure tactics, but subtler persuasion techniques can be far more powerful. Consider the unassuming Google Ads interface. Though it seems like a benign management tool, its crafty design subtly shapes user behavior, contributing to $224 billion for the tech giant last year alone.

Campaign 142

Campaign Represent Technique Contact 142

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

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. You’ve just received a call from your chief revenue officer who wants to know how much revenue you expect your team to produce between now and the end of the year. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds.

Pipeline 124

Pipeline Sales Start-ups 124

SaaStr

SEPTEMBER 17, 2023

So this post is, in some ways, a repeat. I’ve made this point before. But never in its own post. And I’m making it again because it’s something between all these Calendly invites, and side hustles, and more that everyone has gotten worse at. We’ve all gotten worse at getting back to prospects and customers — fast. Contact Me has its place, perhaps.

Contact 124

Contact Sales Prospecting Customers 124

Martech

SEPTEMBER 19, 2023

AI-powered content personalization platform Movable Ink launched new Universal Data Activation capabilities that allow marketers to create personalized experiences across email and mobile channels. “With Movable Ink, marketers can finally unlock the full potential of their marketing stack, leveraging data — from wherever it lives — to dynamically personalize content for every customer, across any touchpoint,” said Movable Ink CEO and co-founder Vivek Sharma, in a release.

Launch 133

Launch Campaign Customers Process 133

Search Engine Land

SEPTEMBER 18, 2023

Google Ads has clarified its new “limited by bid strategy” indicator. Digital marketing expert Anthony Higman first noticed the pop-up on an enhanced manual CPC campaign. He shared a screenshot of the notification on X (formerly known as Twitter) and claimed there no further explanation had been provided: After the screenshot raised concerns in the PPC community, Google explained that the indicator simply highlights when a campaign can achieve better conversion value while maintainin

Campaign 140

Campaign Engineering Conversion Start-ups 140

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