Iannarino
FEBRUARY 3, 2023
B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically designed by a marketing team. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience. The more you focus on selling your products and services, the more you lose deals.
SalesHood
JANUARY 31, 2023
The post Sales Enablement KPIs: How to WOW the C-Suite appeared first on SalesHood.
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RAIN Group
FEBRUARY 1, 2023
Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition
Understanding the Sales Force
FEBRUARY 2, 2023
A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 million salespeople.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Search Engine Land
FEBRUARY 2, 2023
I’ll just come right out and say it… SEO should be a product because it is an acquisition channel for organic traffic and revenue. SEO as a product largely means the business: Understands it operates in a digital-first world. Makes an effort for its digital properties (website, app, etc.) to be SEO-friendly. This way, when prospective customers are searching online using their devices, looking up through an app or initiating a voice search, the subsequent digital properties are discoverabl
Iannarino
FEBRUARY 2, 2023
To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over C-level executives is a little less than winning the lottery. By working on five key attributes, you improve your ability to sit across the giant desk and learn to create the level of value necessary to capture top executives’ attention and interest, eventually winning their business.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JANUARY 29, 2023
I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. Please take the time to read it, it’s more important than this post. In the past year, we’ve seen 100’s of thousands of layoffs, particularly in technology segments. As Ms. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect
Martech
FEBRUARY 2, 2023
This is the third of a four-part series on the North Star goals that set category leaders apart from their peers. You can find Part 1 (one-to-one, omnichannel personalization) here and Part 2 (first-party customer view) here. Sales and marketing professionals understand the continual pressure to reach and convert new customers to a product or service and how easier it is to keep a happy customer than win new ones.
Iannarino
JANUARY 29, 2023
One element of sales performance management is conducting a sales performance review of each salesperson on your team. There is always variability in a sales organization, with some reps producing better results than others. The objective of the sales performance review is to assess each rep's results and help them improve.
SaaStr
JANUARY 28, 2023
So I’m seeing something I haven’t seen since the high-stress times of March-June 2020 or so: founders alienating their investors during tough times. Some of it is almost natural in tougher times in general, but VC-founder tensions are exacerbated these days due the mammoth size and outsized valuations of 2H’20 to early ’22. Founders are under stress where growth has slowed or stopped, and VCs are under even more stress than in other challenging times because they might l
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
FEBRUARY 2, 2023
As my social feeds get filled with “gurus” talking about how AI can be deployed to do virtually everything critical to sellers, I started wondering about the “Human” element of engaging our customers and people in our own organizations. It seems AI and tools like ChatGPT are the answer for virtually every sales activity. It can generate endless amounts of well written content for email campaigns, blogs, and so forth.
Membrain
JANUARY 29, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby , CEO of Helix Sales Development , to discuss his unique perspective on the world of sales with us.
Iannarino
JANUARY 31, 2023
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.
SaaStr
JANUARY 29, 2023
Basically all of the SaaS CEOs/founders I know of have made at least one terrible VP+ level hire. It’s one of our enduring topics on SaaStr. Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Sometimes it’s VP Marketing.
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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 Pop!
FEBRUARY 2, 2023
Both small and medium-sized businesses have been affected negatively by the energy crisis people have been experiencing within the UK. There are a few options that SMEs can consider using to save on their energy bill, including even going as far as to switch energy providers. Let’s dive into this article to find ways to help SMEs use energy efficiently and cut costs by following some of these tips!
Membrain
FEBRUARY 1, 2023
People who buy drills don’t want drills. They want holes.
Iannarino
FEBRUARY 1, 2023
There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more , something most people would recommend. You might also improve by working on your interpersonal skills, especially your ability to communicate.
SaaStr
FEBRUARY 2, 2023
Wow, the VC turn out for our first-ever SaaStr APAC is really, really strong. A partial list: Sequoia SEA is bringing 50 (!) Tin Men Capital B Capital Vertex Ventures Accel India Bessemer Venture Partners Lightspeed Altara Ventures Vulpes Ventures Cento Ventures MassMutual Ventures Mirae Asset Capital GGV Together Fund Qualgro Ventures IvyCap Ventures DNX Ventures Five Elms Capital AC Ventures Scalient Ventures Tencent Investments EQT Partners Cathay Innovation Powerhouse Ventures Arohi Asset Ma
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.
Sales Pop!
FEBRUARY 2, 2023
Tax deductions for businesses just make sense. You should only pay what you have to in taxes, and deductions give you a systematic way to work through your income and expenses and pay the taxes you should without overpaying. In general, the costs of running a business can be deducted from your income. Many people don’t realize that you can save money by helping your insurance company make money.
Search Engine Land
JANUARY 30, 2023
Yahoo Search seems like it will be making a comeback in the future. Yahoo has been dropping hints over the past couple of weeks related to this return and is also hiring a Principal Product Manager for the Yahoo Search platform to help lead these initiatives. The job posting. Yahoo posted a job listing for a “Principal Product Manager, Yahoo Search” a few weeks ago.
Iannarino
JANUARY 30, 2023
If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.
SaaStr
JANUARY 30, 2023
I know things can be tough out there but Gartner last week still predicted enterprise software would grow 9.3% this year to a total of $856,029,000,000 in spend in 2023 Go grab some of it Even if it’s a bit harder than 12 months ago pic.twitter.com/z8UQx5puzK — Jason Be Kind Lemkin (@jasonlk) January 30, 2023 So the latest data from Gartner is out , and overall it’s a mixed bag — but good for SaaS in 2023: Overall IT spend will grow now just 2.4% in 2023 to $4.5 trillion, way
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Sales Pop!
JANUARY 31, 2023
No matter how much traffic you manage to get from Google or your other marketing or advertising efforts, the truth is that it’s all pointless if you fail to get visitors to convert and become leads. People will scroll up and down your web pages looking for a solution to their pain points, but if you don’t explicitly tell them what to do next, they won’t know what action to take, how to do that, and what outcome they can expect.
Martech
FEBRUARY 1, 2023
By July 1, 2023, Universal Analytics, the older version of Google Analytics, will cease to collect data. To get ahead, marketers should be well on the way to migrating to the preferred version, Google Analytics 4. After completing numerous UA to GA4 migrations, one issue that appears in almost all instances relates to categorizing existing marketing links into Google’s newly defined channels.
Iannarino
JANUARY 28, 2023
One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.
Sales Hacker
FEBRUARY 1, 2023
The following article is adapted from Mark Kosoglow’s LinkedIn post from Jan. 25, 2023, with Mark’s permission. Jump to article. Editor’s note: AI is no longer some hypothetical future in sales — it’s here now. The good news? AI isn’t going to take your sales job. …but it won’t magically make it easier, either. In December 2022, Authority Hacker podcast hosts Gael Breton and Mark Webster predicted the rise of a new kind of knowledge worker: people who can manipulate AI tools to get exactly what
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Sales Pop!
JANUARY 28, 2023
We’re in a time of considerable instability. We have a war tearing up the east, runaway inflation heading into a recession throughout the world, and companies engaged in massive layoffs. It’s a relief that companies and sales leaders can turn to the incredibly stabilizing factors that Pipeliner provides to companies everywhere. Fear from Economic Downturn You surely have heard the news about layoffs from major companies, an example being the recent 10,000 layoffs from Microsoft.
David Meerman Scott
FEBRUARY 1, 2023
The most talked about marketing technology since the iPhone first launched in 2007 has been the experimentation with generative artificial intelligence (AI) over the past few months. Algorithms that anybody can use to quickly create images, text content, computer code, and even video and music will certainly transform marketing in the years to come.
Heinz Marketing
JANUARY 31, 2023
By Maria Geokezas , Chief Operating Officer at Heinz Marketing This article will look at the three foundations of efficient growth you can focus on right now that will help your business not only survive tough times but come back stronger when the market rebounds. An influx of capital defined the past few years, with businesses receiving a record-setting amount of funding.
SaaStr
JANUARY 31, 2023
Dear SaaStr: Should We Charge for Pilots and How Much? Charge for any true pilot. If you don’t charge, it’s not a pilot. It’s an extended demo. Now, that’s better than nothing. It’s something. But a free demo is fraught with issues. Most importantly, the feedback you get is often radically different from free “customers” than paying customers. And let me be clear: I almost never see “Free Pilots” convert to paid.
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