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.
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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.
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
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.
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.
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.
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.
Understanding the Sales Force
FEBRUARY 1, 2023
It's been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It's also been a while since the last time I shared a top/bottom analysis but I completed one this week that I had to share.
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.
Force Management
FEBRUARY 2, 2023
The roadmap for building effective teams begins with the leader. As sales leaders, we can only command the best possible team when we're operating at our own maximum potential. This month’s guests on the Revenue Builders podcast give insight on the essential building blocks for creating company cultures where teams thrive and exceed collective goals.
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!
Search Engine Land
FEBRUARY 1, 2023
Revamped Google Partners program finally launches In 2022, the changes to Partners program requirements, originally announced in 2020 , finally took effect. Those changes were supposed to happen in June 2020 but were first postponed until 2021 and then delayed a second time due to the upheaval caused by the coronavirus pandemic and shelter-in-place orders.
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
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.
Sales Gravy
JANUARY 28, 2023
On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention i
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!
Search Engine Land
JANUARY 28, 2023
Google penalizes French link network In 2014, Google’s Matt Cutts tweeted, “Today we’re taking action on a French link network that violates our quality guidelines (Buzzea).” Buzzea was less than thrilled about being called a link network, saying they “oppose this assertion since we never stopped wanting to keep the ethical side of sponsored articles focusing on quality and natural links created.
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.
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.
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.
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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
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
Heinz Marketing
JANUARY 28, 2023
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Overconfidence and AI By Seth Godin Seth suggests we insert our own preface with AI outputs, read why.
Iannarino
JANUARY 30, 2023
If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.
Martech
JANUARY 30, 2023
“Agile marketing transformations are not going well. We needed something built by marketers, for marketers, in a language that makes sense to marketers.” That’s what agile marketing coach and regular MarTech contributor Stacey Ackerman told me back in May 2022. Over the following months, in collaboration with her fellow agile coach Michael Seaton, and with the support of the agile marketing community, Stacey delivered on that promise in the form of the Agile Marketing Navigator.
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.
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.
Search Engine Land
FEBRUARY 1, 2023
Paid search marketers are no strangers to artificial intelligence. Every day, we use AI-powered platforms like ad engines, third-party management tools and copywriting software. But there’s a new bot in town (you may have heard of it), and it’s not making the same old “control-for-automation” trade we’re used to. Read on to see how you can use ChatGPT to level up your marketing game without sacrificing strategy, authenticity or creativity.
Salesforce
FEBRUARY 2, 2023
What exactly is the Fourth Industrial Revolution — and why should you care? The Fourth Industrial Revolution is a way of describing the blurring of boundaries between the physical, digital, and biological worlds. It’s a fusion of advances in artificial intelligence (AI), robotics, the Internet of Things (IoT), Web3, blockchain, 3D printing, genetic engineering, quantum computing, and other technologies.
Martech
JANUARY 30, 2023
Ever since OpenAI’s ChatGPT burst onto the scene, it’s been the hottest thing on the marketing talk-track since TikTok. But is ChatGPT just the newest shiny object in a digital marketing world chock full of them? Artificial intelligence of various colors and flavors has assisted the marketing world over the last few years from chatbots to marketing optimization tools.
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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