Iannarino
FEBRUARY 22, 2022
Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch within twenty-four hours. We exhort Netflix to post an entire series at a time, so we can binge watch without having to wait a week (the horror!) between episodes. We instruct our music apps to play the exact song we want at the exact moment we want to hear it.
Tibor Shanto
FEBRUARY 22, 2022
By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess. As with most things it is rarely about the what and the how, success is always about understanding why.
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Anthony Cole Training
FEBRUARY 23, 2022
If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.
Veloxy
FEBRUARY 22, 2022
When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement? Why has the number of solutions in my sales technology stack increased at the same rate as my customers’ higher standards?
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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
FEBRUARY 23, 2022
The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new leads and converting them into customers. This natural attrition is why prospecting is essential for every sales team.
Cerebral Selling
FEBRUARY 21, 2022
“How should I talk about my competition to customers and prospects?” A great question and deceptive complex question that I get asked a fair bit. Of course, as salespeople, we have a natural tendency to want to defend our products and services but also to elevate and differentiate them over our competitors. At the same time, we need to do it all in a way that comes off as authentic and credible and not arrogant or petty.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 23, 2022
It’s no secret that I believe Salesforce has outlived its ranking as a top-rated sales tool. It was a game changer when it came out, by moving CRM to the cloud, but it’s grown top-heavy, expensive, cumbersome, and, frankly, makes life hard for salespeople and their leaders.
Iannarino
FEBRUARY 20, 2022
A long time ago, I formulated a rule for prospecting—the Trading Value Rule —that extends far beyond acquiring a meeting with your dream client. In fact, it applies to every commitment and every client conversation. Those who do not trade value are doomed to failed pitches and results far below their potential.
Martech
FEBRUARY 23, 2022
A new study from Gartner found that consumer opinions about the metaverse are vague and largely uncertain. Marketers should keep this in mind as they look at new ways to engage consumers in virtual spaces. Only 6% of consumer respondents told Gartner that they were “very familiar” with the metaverse and that they “understand and can describe it to others.
Tibor Shanto
FEBRUARY 21, 2022
Incudes OVERTIME segment. Olivier helps Sales and Marketing leaders and their teams at companies operating in COMPLEX B2B and B2G ENVIRONMENTS improve SALES PERFORMANCE and CUSTOMER MANAGEMENT for RETENTION and GROWTH. Working with Sales or Marketing organisation with KAM/GAM programme, a Sales Enablement & Effectiveness Team or a Sales Academy.
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.
The 5% Institute
FEBRUARY 22, 2022
In this article, you’ll learn our six proven and effective sales tips for outbound sales calls. Outbound sales calls can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Outbound sales calling can have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively.
Iannarino
FEBRUARY 24, 2022
We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and why to pursue it. This is often the case with insight-based selling and, in some ways, the entire modern sales approach. Insights and a provocative perspective are merely tools. We use these tools because they allow us to achieve a desired result, one that benefits the prospective client by helping them change and improve their business.
Martech
FEBRUARY 22, 2022
Marketing your services is essential for building your brand image and reputation. One of the best ways to do so is by prioritizing customer experience (CX). Customer experience focuses on the relationship between a business and its customers. It includes every form of interaction or communication with the customer, whether direct or indirect, even if it doesn’t result in a purchase.
Membrain
FEBRUARY 20, 2022
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?
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!
Partners in Excellence
FEBRUARY 23, 2022
Channels “partners” have been a part of sales ever since sales have existed. Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. They provide capabilities, amplifying our offerings, enabling our channel partners and us to create greater value to the customer. They may provided deeper expertise in certain areas than we can, consequently, driving higher levels of success.
Iannarino
FEBRUARY 25, 2022
The legacy approach most salespeople still use focuses on asking prospective clients about their problems. Some believe each client has a unique problem, something completely different from other clients, so they use a lot of time trying to elicit every sordid detail. This is why decision-makers don't find a great deal of value in this approach.
SaaStr
FEBRUARY 19, 2022
#1. Eventually, most of us go upmarket. SurveyMonkey was relatively slow to go enterprise, which suited it well for a long time. But since it started to march into bigger deals more recently, growth >re-accelerated< … from 17% at IPO to 20% today pic.twitter.com/pZKC8xMCGt. — Jason BeKind Lemkin (@jasonlk) January 10, 2021. When you’re starting off in SaaS, it’s very tempting to target small businesses.
Martech
FEBRUARY 24, 2022
Immersive media and technologies like augmented reality (AR), virtual reality (VR) and the Metaverse are a hot, hot topic these days. Long gone are the days when marketers could dismiss these technologies as a fad or as applications not ready for the mass market. With many technology heavy-hitters like Meta (Facebook) and Apple racing to be the first to offer a truly seamless immersive experience, there appears to be little doubt that we will get this technology into the hands of the mainstream.
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!
Force Management
FEBRUARY 23, 2022
Whether you've recently launched a sales initiative or are simply looking for ways to support your sales team as the quarter progresses, one thing is certain — you've got numbers to hit. While driving a lasting change to front-line numbers takes consistent effort and leadership , find simple strategies to help your sales reps improve on core areas of sales effectiveness.
Iannarino
FEBRUARY 19, 2022
In the article linked below, Brent Adamson, VP of Gartner, offers you a view into the changing world of sales and marketing and the slow, ugly death of the legacy approaches to both. To be certain, the trends are only new to those who don’t spend time studying such things as buyers' preferences. Fortunately, Brent is nerdy enough to conduct this research and share it widely.
SaaStr
FEBRUARY 25, 2022
Dear SaaStr: How Many More Junior Marketers Should you Hire Before Hiring a VP of Marketing? Unlike many positions, I say 0 if possible. In fact, one of the 10 most unforced errors I see founders make is hire someone too junior to get marketing going. If you are say $500k in ARR, you can’t hire a CMO that needs a team of 15-20 around her/him. You just don’t have the capital or infrastructure.
Heinz Marketing
FEBRUARY 22, 2022
By Rachel Degginger , Marketing Consultant at Heinz Marketing. I graduated with my degree in digital marketing several years ago, but with the ever-changing technology and evolving digital strategies , I always find something new to get excited about. Right now, these are 3 digital marketing trends that I am excited about! 1. Telling stories across social media.
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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
Partners in Excellence
FEBRUARY 21, 2022
Opportunities for sales people are skyrocketing. As we emerge from the pandemic, as organizations cope with the “great resignation,” there are more opportunities than there are good sales people to fill them. As a result, organizations are tossing money at the problem, comp increases of as much as 30-40% are common. A recent article said average tenures for sales people have declined to 11 months.
Iannarino
FEBRUARY 22, 2022
Here is my list of eleven life categories to improve this year: Health and Physical Wellness. Psychological Health and Stress Management. Spiritual Health. Personal Development and Growth. Recreation and Renewal. Family Relationships. Friendships. Client Relationships. Career/Work. Wealth and Financial Health. Contribution. We've all heard new year, new me.
Engage Selling
FEBRUARY 25, 2022
Do you know how to strategically create, foster, and leverage your perspectives? Learning how to be Right on the Money means learning field-tested strategies to adapt fully and thrive in today’s permanently changed marketplace. That’s why I launched this four-part … Read More » The post How to Leverage Your Perspectives first appeared on The Sales Leader.
Martech
FEBRUARY 24, 2022
Marketing automation platforms often play a central role in marketing technology stacks, especially given the importance of email as a marketing channel. But since these systems often come with hefty price tags, it’s important to cover all of your bases when navigating the purchase or upgrade process. To start, set up demos with your shortlist of vendors within a relatively short timeframe after receiving the RFP responses to help make relevant comparisons.
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.
Partners in Excellence
FEBRUARY 24, 2022
Long time readers will know that every once in a while I need to vent and express my frustration with some of the mindless things we see people doing in sales and marketing. This is one of those posts. Yes, I’ll whine, yes, many of you get the same things inflicted on you, and maybe we can let off a little steam and chuckle. And, inevitably, I will alienate a huge segment in the sales/marketing world.
Heinz Marketing
FEBRUARY 23, 2022
By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. Listening is one of the most important skills we can have when developing relationships with others. After all, you always hear the key to a successful marriage is through communication. But in order to communicate well, you first have to be able to listen well. Learning how to be a good listener can not only transform your personal life, but your professional life as well.
SaaStr
FEBRUARY 22, 2022
Ok we’ve talked a bit more on SaaStr over the years on how to hire a Great VP of Sales , but hiring a Great VP of Marketing is just as important. Maybe in some ways more so, in that you can generally hire a great VP of Marketing earlier. More on that here: We’ve talked about getting the hire right especially on one axis — making sure they’ve done Demand Gen.
Martech
FEBRUARY 25, 2022
Customers’ expectations are rising and marketers are working to meet those expectations with personalized content at a growing number of touchpoints — from social, to website to mobile app to drive-through menu to virtual reality experience. It’s that need to maintain a compliant, on-brand experience that is leading more marketers to adopt or upgrade digital asset management systems.
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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