Force Management
MARCH 16, 2023
For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes. The recent economic downturn has most sales organizations looking for ways to achieve even greater cost efficiency and support revenue-driving activities.
Iannarino
MARCH 17, 2023
According to Linkedin , seventy-eight percent of the salespeople engaged in social selling are outselling their peers who are not.
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SaaStr
MARCH 13, 2023
So even after doing SaaS all this years, and being perhaps the biggest fan of SaaS sales and sales processes out there … I still struggle with the idea of cold calling. Personally, I never answer a cold call, and want at least my initial discovery to be done over email. But I’m not the average tech buyer, and you probably aren’t either. So I put out the latest survey to see how many folks were successful doing cold phone outbound (not email) in 2023?
Sales Hacker
MARCH 12, 2023
In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. When I consult for my clients, tweaking their email copy is something we spend a ton of time on. Email subject lines are critical in order to ensure your message actually gets read. But the real gold? Email CTAs, aka, the call to action. What is an email call to action (CTA)?
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.
Salesforce
MARCH 13, 2023
As a sales leader for the past 10 years, I’ve spent thousands of hours listening to digital sales calls looking for the best examples to use in training. I can’t tell you how many times I’ve thought: I wish I could just listen to every call, without needing to listen to every call. Now, thanks to artificial intelligence (AI), it’s finally possible – all while saving hours of time every day, and never missing another key moment.
Iannarino
MARCH 16, 2023
The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think of the poor soul who would have to endure their writing. The goal was to improve their writing. My first editor once told me that if someone could say something in 500 words, I could say it in 1,500 words. He was asking me to pity my readers.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
MARCH 17, 2023
What your salespeople must ‘have’ to be successful at uncovering value. From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.
Sales Pop!
MARCH 17, 2023
Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition. What is Sales Enablement?
Iannarino
MARCH 11, 2023
Forty percent of people respond better to visual information than plain text.
Search Engine Land
MARCH 17, 2023
ChatGPT announced the rollout of its API (GPT 3.5 Turbo) on March 1. I’m bullish on ChatGPT’s utility for several different SEO-related functions like keyword research , local SEO , content , and link building. Having spent much time using ChatGPT, I’m also painfully aware of its limitations. While the API won’t be a panacea (and the web interface is actually much better for some tasks), it can help address some of the shortcomings of the web interface.
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.
Martech
MARCH 14, 2023
Recently a student of mine at the University of Oregon introduced me to a digital clothing app that allows users to house a “digital closet.” Curious as to what value it provides, I downloaded the app and began to experiment. At first glance, it looked like a Snapchat lens, where you can overlay virtual clothing, jewelry, hats and other fashion accessories over your image via your mobile phone’s camera.
SaaStr
MARCH 14, 2023
Q: What are some common mistakes that investors make when evaluating potential startup investments (such as Seed or Series A)? A few I’ve made and watched others around me make: Invest in good traction with a pretty good but not great CEO. A so-so CEO with good traction usually … ends up not scaling to something all that big. The market changes, competition changes, etc., and the good-but-not-great CEO can’t keep up.
Iannarino
MARCH 14, 2023
When it comes to competition in sales, there are two conflicting ideas. On the one hand, there is nothing you can do about your competitors, especially those with a weak connection to anything resembling a moral code. But it is your obligation to identify your competitors and develop sales strategies that allow you to beat them in a contest for your ideal customers.
Search Engine Land
MARCH 15, 2023
Google is now rolling out the March 2023 broad core update. This is the first broad core update of 2023. It has been just over six months since Google’s last broad core update – the September 2022 broad core update. The announcement. Google announced this on Twitter and updated its search updates page: “Today we released the March 2023 core update.
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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.
Membrain
MARCH 12, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit , certified leverage sales coach and Founder at Emerse.
Martech
MARCH 14, 2023
This article was co-authored by Nicole Greene. ChatGPT has been taking over every social media feed and news headline since its debut in late 2022. The tool challenges the one trait humans always thought they would have over machines — creativity. As marketers explore this generative AI tool without restriction, CMOs must assess its impact along three key functions: content production, ideation and market research.
Iannarino
MARCH 12, 2023
There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). In B2B Sales , the customers are other businesses. All types share the common need to help the client acquire better results or buy something they need. But each type has a different ideal customer.
SalesProInsider
MARCH 16, 2023
Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a book jacket cover, a movie trailer, or a friend’s recommendation. We make these decisions and invest hours of our time based on pointed, direct information. Yet when we get into situations where we’re selling our services, we overcomplicate, overwhelm, and create uncertainty for our prospects.
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.
SaaStr
MARCH 16, 2023
A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. CEO hires 2 reps, in the beginning, each barely pays for themselves, but by months 4–6 they are able to close 3x or more of their total compensation. Once 2+ reps can do 3x-5x their comp, the model gets pretty efficient. Sometimes, a CEO enjoys outbound (or at least is decent at it) and hires 1-2 or more SDRs themself and directly manages them.
Sales Pop!
MARCH 16, 2023
Running a small business requires an entrepreneur to commit significant time, effort, and financial investment. Unfortunately, the company can fail despite the commitment without expert financial management. Most entrepreneurs start a new business with passion and optimism about their chances of success. Some even have brilliant ideas, but the venture might falter when faced with financial challenges.
Iannarino
MARCH 13, 2023
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client. That strategy is the Trading Value Rule , which states that your cold call request for a meeting must include the value you intend to create for your client in the meeting.
Martech
MARCH 17, 2023
There is a misconception that digital analytics reports are inaccurate. In reality, they are highly accurate in their own way, just not precise. The issue lies in users who don’t know what the analytics data means or how it is gathered. To make matters worse, different tools measure things differently but call them by the same name. In this article, we’ll take a closer look at nuances in data measurement and how various analytics software are in action.
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!
SaaStr
MARCH 11, 2023
Recently caught up with a great founder coming up on $40m ARR, but it had been a slog They raised a round at $100m valuation years back but weren’t about to raise again Their #1 competitor raised at $2.1B. And is just a smidge bigger today. Which would you rather be? — Jason Be Kind Lemkin (@jasonlk) March 6, 2023 So VCs have a lot of “-isms” that simplify a lot of complex things, as many -isms do.
Sales Pop!
MARCH 15, 2023
In selling, we’re keenly focused on telling prospects and clients what we can do. Showcasing our products and services in the best light possible is, of course, key to successful outcomes. Our offerings and their abilities to solve client problems are top of mind and top of mouth for our selling teams as we pursue business, especially with major accounts.
Iannarino
MARCH 15, 2023
The different types of sales include B2C (business to consumer), B2G (business to government), and B2B (business to business). According to the Bureau of Labor Statistics, as of May 2020, there were approximately 14.2 million sales and related occupations in the United States, including both B2B and B2C sales roles. It is estimated there are around 3 million B2B salespeople.
Membrain
MARCH 12, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit , certified leverage sales coach and Founder at Emerse.
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.
SaaStr
MARCH 15, 2023
So at Team SaaStr, we flag certain startups as “hero companies” The ones founders really look up to, and especially want to learn from. We try to get as many of their founders and CROs and CMOs to speak at our events as possible. One of the top ones is GitLab. Whether you use GitLab or not to build and manage your software, you’ve at least looked at it and learned from them.
Sales Pop!
MARCH 11, 2023
It should be abundantly clear that no medium to large B2B sales team or company can grow and succeed today without a clear-cut sales process. Pipeliner is the only CRM solution to allow a company complete flexibility in adapting its sales process to CRM and to allow a company’s sales process to be rendered in seven different completely visual views.
Understanding the Sales Force
MARCH 14, 2023
As a Nor'Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences.
Membrain
MARCH 15, 2023
Configure, Price, and Quote (CPQ) software can be a critical tool for increasing efficiency on a complex B2B sales team. But, like any software solution, whether it actually improves the effectiveness of your sales team (or not) depends on how it’s used. Here’s what leaders of complex B2B sales need to know about CPQ to make the best of it–and avoid the worst pitfalls.
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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
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