Iannarino

MAY 9, 2023

Seventy-five percent of sales hires fail in their first year.

Sales 267

Sales 267

Salesforce

MAY 9, 2023

Which Salesforce exam should I take next? Where should I take my next exam? How should I prepare for my next Salesforce exam? Hot Tip: How should I tackle the exam itself? Pass or fail – we always learn Since beginning my Salesforce journey in 2012, I’ve sat for many Salesforce exams and earned 20 Salesforce certifications. I’m now a Certified Instructor!

Education 98

Education Start-ups Drivers/motivators Consult 98

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. As I played with the touchscreen, the realization hit me that this was more than just a new piece of tech. I had the future in my hand. Over the past two decades, major breakthroughs have revolutionized the way people interact with electronic devices, each other, and the world.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Sales Pop!

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team requires the right talent, strategy, and leadership.

Drivers/motivators 98

Drivers/motivators Sales Follow-up Pipeline 98

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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.

Sales

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. Dave Kellogg –– Independent Consultant, EIR at Balderton Capital, and author of the Kellblog –– knows a thing or two about successful sales.

Objectives and Key Results 100

Objectives and Key Results Sales Up-sell B2B 100

Iannarino

MAY 6, 2023

One reason salespeople fail to win clients is because they have a difficult time building sales trust. Business acumen is a larger variable than most salespeople suspect, and when a contact senses it is lacking, they look elsewhere for help. Most sales organizations believe they are consultative, but few of their salespeople have the business acumen and experience to have the types of conversations this approach requires.

Trust 263

Trust Consult Sales B2B 263

Veloxy

MAY 11, 2023

Here’s a fact. 44% of executives at companies with revenue exceeding $250 million believe their pipeline management to be ineffective. Do I have your attention? Now imagine a world where your sales process flows seamlessly, leads never slip through the cracks, and revenue pours in effortlessly. Welcome to the realm of pipeline management in Salesforce!

Pipeline 130

Pipeline Gaming CRM Prospecting 130

Understanding the Sales Force

MAY 10, 2023

All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. Order cancellations. We know what doesn't work in a recession.

Quota 142

Quota Closing Sales 142

Iannarino

MAY 10, 2023

In today’s fast-paced business environment, change is constant. While some buyers claim they would prefer a “salesperson-free buying experience,” many also suffer from buyer’s remorse. The reason is that business buyers treat complex purchase scenarios like they are buying a big-screen television from a retail store like Best Buy.

B2B 262

B2B Retail Sales 262

Membrain

MAY 10, 2023

I recently read a rant on LinkedIn about rights versus responsibility. The author was complaining that we’ve gone too far in the workplace toward emphasizing personal rights, and forgotten that people have responsibilities as well.

Sales 132

Sales 132

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

SaaStr

MAY 9, 2023

So when I was a founder, I didn’t pay much attention to how VC funds themselves worked. I just pitched them. But fast forward to today, and there is an incredible amount of information about how the industry actually works, and we put a bunch of the best stuff on SaaStr itself. Most important today is for founders to know (1) how active the venture markets are, at each stage and (2) how healthy venture is overall.

Pitch 134

Pitch Growth 134

Search Engine Land

MAY 12, 2023

Optimizing for search requires time and effort, as most SEO experts would attest. It could take several months or even years to outrank established competitors who have been optimizing their sites for a long time. That said, many websites can take advantage of low-hanging fruits to boost their search visibility. You can uncover untapped potential with the help of SEO specialists or simple tools.

Pitch 126

Pitch Technique Start-ups Follow-up 126

Iannarino

MAY 7, 2023

As a sales leader, I require my teams to pursue strategic clients. I discourage them from spending their time on companies that won’t benefit from our approach. I learned to target the companies that would be a good fit for how we deliver value. Occasionally, a salesperson would chafe when I rejected companies that would not find what we do to offer a strategic advantage.

Strategize 255

Strategize Clients Sales 255

Membrain

MAY 7, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Scott Leese , CEO of Scott Leese Consulting to discuss how openness and connection is important in Sales Leadership.

Consult 132

Consult Sales 132

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

MAY 9, 2023

As we see more organizations announce reductions and layoffs, we are seeing more CEOs use poor seller performance as an excuse for the layoffs. One CEO said, “We’ve identified more than 100 people on our sales team who have consistently missed expectations. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs.

Meeting 117

Meeting Process Sales 117

Search Engine Land

MAY 11, 2023

Are you struggling to rank for featured snippets and missing out on valuable traffic? I used to spend countless hours trying to optimize my content, making educated guesses on how to win those elusive featured snippets. The process was time-consuming and very hit-or-miss. Now, I can harness ChatGPT – including its understanding of SEO and exceptional writing skills – to generate near-perfect optimized snippets, saving me time and boosting my traffic.

Start-ups 122

Start-ups Technique Education Promote 122

Iannarino

MAY 11, 2023

Every day we hear from individual sales reps that they get no support to improve their sales skills. We also hear from sales managers who have no budget to provide training for their sales team. And we hear leaders say that they expect the reps they hired to know how to sell. These leaders must believe the salesperson was trained by their prior employer or that they were born with some innate ability to sell.

Sales 237

Sales Sell 237

SaaStr

MAY 12, 2023

So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. You can download it here. There are a lot of great learnings and metrics in the report, and a few stood out to me: #1. Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR.

Contract 121

Contract Closing Customers Sales 121

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

SalesProInsider

MAY 10, 2023

Since moving from Wisconsin to southern Florida, I have had the privilege of watching many rockets launch from my patio. As I searched the sky at 4:30 a.m., it struck me that I never know what part of the sky to watch because each time they head off in different directions. And while we are enthralled with the launch, those rockets have a destination to reach!

Finance 115

Finance Launch Pitch Clients 115

Martech

MAY 8, 2023

Generative AI has taken marketing by storm: 73% of B2B and B2C marketing executives say their companies are using it to help create text, images, videos or other content, according to a new survey. Not holding out for long. Thirty-one percent of those not using it expect to do so within a year and 46% within two years, according to the report from Botco.AI.

B2C 119

B2C Transportation B2B Technology 119

Iannarino

MAY 12, 2023

In The Only Sales Guide You’ll Ever Need , you will find three competencies that most salespeople are lacking. The first is leadership, which is necessary to lead your clients. The second is change management, a set of skills that is becoming increasingly valuable for salespeople. And third competency is business acumen, without which it is impossible to be a consultative salesperson.

B2B 232

B2B Consult Sales Clients 232

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation. I’ve come to realize, despite how much we talk about it, we really don’t understand what it means, often overcomplicating it.

Teamwork 112

Teamwork Meeting Customers Process 112

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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

Sales

Understanding the Sales Force

MAY 8, 2023

The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, "What did that?" "Woodpecker," he said. On one side of the tree we had this perfectly cut, huge hole, and the other side of the tree had many small holes. I learned that the Woodpecker that made the small holes were looking for food while the Woodpecker that made the huge hole was making a home.

Sales 107

Sales Account management 107

Martech

MAY 11, 2023

Data clean rooms (DCRs) are a relatively new technology that marketers are using to enhance their use of data in a privacy-compliant way. Ana Milicevic, principal and co-founder of management consultancy Sparrow Advisers, recently gave The MarTech Conference some answers to pressing questions marketers have about how DCRs can power their stack. “If you are in a decision-making role you are probably tasked with at least evaluating whether this is a technology that you need to pay attention to,” s

Government 121

Government Management Consulting Technology Technology 121

Iannarino

MAY 8, 2023

It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry about sales velocity and longer sales cycles should consider the contacts that no sales rep has ever touched. That contact may have been living in your CRM for a year or more, but the B2B sales process may have stalled.

Prospecting 231

Prospecting CRM Contact Sales 231

Search Engine Land

MAY 10, 2023

ChatGPT – and its numerous use cases – has been widely covered in the last few months. It can be used for writing (everything from essays and poems to blog articles and even music), coding and debugging, translating text, finding data sets, answering complex questions, solving math equations, and more. As with all new technologies, the AI chatbot has pros and cons.

Niche 110

Niche Promote Contact Gaming 110

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

Partners in Excellence

MAY 10, 2023

Many lifetimes ago, I was the Executive Assistant (today we call it Chief of Staff) for one of the top executives at IBM. One morning I was meeting with him, he had just returned from a trip, calling on customers and meeting with people in the branch offices in Boston. George was a little frustrated about his visit, particularly with a meeting with a sales team.

Customers 102

Customers Manufacturing Finance Meeting 102

Martech

MAY 12, 2023

Are you looking for inspiration to improve your organization’s marketing performance? Well, there’s plenty of inspiration if you keep your eyes and ears open. This may seem obvious, but sometimes I have to remind myself of this fact and of all the opportunities out there. As marketing-oriented professionals, we’re all responsible for contributing ideas, regardless of where we sit on the organizational chart.

A/B testing 117

A/B testing UX B2C Referrals 117

RAIN Group

MAY 10, 2023

You’ve worked on building rapport with your prospect and you’ve uncovered their aspirations and afflictions. The question then becomes, "So what?" If your afflictions don't get solved, so what? What won’t happen? Will they get worse? How will they affect the bottom line of your company, division, or department? How will they affect your life?

Sales 105

Sales Prospecting Conversion 105

Search Engine Land

MAY 12, 2023

Google is now rolling out the related topics search filter feature on desktop search results. The related topics filter first launched on mobile search last December. Now Google is bringing it fully to desktop search. What it looks like. Here’s a screenshot of the new filter menu, compared to the old version. Old version: New version: Here is what it looks like when you filter on these “explore topic” related topic filters: Here is how the mobile version launched back in Decemb

Launch 109

Launch Engineering 109

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