Iannarino
FEBRUARY 7, 2023
All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. Reaching high levels of success starts with accountability. Salespeople have more freedom over their time than people in most other business roles, so it's important that they be accountable for certain outcomes within an allotted time frame.
Partners in Excellence
FEBRUARY 7, 2023
I’m breaking into a nervous sweat just writing the title to this post. As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals?
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Anthony Cole Training
FEBRUARY 10, 2023
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #4: Relationships.
SalesProInsider
FEBRUARY 8, 2023
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?
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.
Membrain
FEBRUARY 5, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.
Iannarino
FEBRUARY 9, 2023
If ever there was a time to train salespeople, that time is now. The sales model we describe as the legacy approach repels potential customers. Many salespeople have a first meeting without securing a second one. This is evidence that the decision-maker found the salesperson lacking. They failed the audition.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
FEBRUARY 7, 2023
AI is revolutionizing how marketers engage customers. Beyond how a chatbot like ChatGPT might change the way customers search, AI and machine learning models can also equip marketers with the power to personalize and optimize their messages to customers. Automation and optimization for personalized messages “[Automation and optimization] are two broad areas that marketers leverage machine learning for,” said Alex Holub, head of machine learning at customer data platform (CDP) company mParticle,
SaaStr
FEBRUARY 9, 2023
In the latest SaaStr Workshop Wednesday (sign up for FREE here ), Jessica Bartos of Salesforce Ventures did a great deep dive on the state of SaaS and venture in 2013. The full session is below and it’s a great watch. One metric stood out to me I hadn’t seen presented before: just how many private SaaS companies (i.e., startups) have crossed $100,000,000.
Iannarino
FEBRUARY 4, 2023
No respectable contractor would start construction on a building without first having a blueprint. Your sales leadership framework is similar to a blueprint: It will dictate how you build your team and create the foundation for how your team works together.
Force Management
FEBRUARY 9, 2023
I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!
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.
Membrain
FEBRUARY 8, 2023
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer ), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
SaaStr
FEBRUARY 8, 2023
So everyone knows Salesforce, founded in 1999, originally to manage your salesforce. But there’s another SaaS leader that almost everyone in B2B software also uses also founded in 1999 — to manage their events. Cvent. It’s still around, too. A lot of it is a bit old, and hard to use, and expensive. But after taking a hit from lockdown, it bounced back, IPO’d for the second time via a SPAC, and today is at $650,000,000 in ARR, growing 20%, with a health 21% EBITDA margi
Iannarino
FEBRUARY 6, 2023
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, many set an objective for each salesperson to have 300 percent of their goal in the pipeline. At the same time, they claim to want their sales pipeline to have integrity. One of the challenges with this approach to sales is that it doesn’t address the real issue: low sales effectiveness.
Sales Pop!
FEBRUARY 10, 2023
Continuing our series on Pipeliner and its rightful place in the CRM market, let’s now take an overall look at why Pipeliner CRM is factually superior to its competitors. Reprogramming Throughout Pipeliner’s development, we have done everything possible to use only open source components. This is not only for programming, but also for the operating system, Ubuntu, which we are running within AWS (Amazon Web Services, our cloud host).
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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.
Understanding the Sales Force
FEBRUARY 7, 2023
For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen. It was literally the worst because he was in the 1 percentile, meaning that 99% of all sales managers are stronger than he is.
SaaStr
FEBRUARY 4, 2023
Dear SaaStr: Do CEOs of Successful SaaS Startups Ever Have Any Free/Down Time? As CEO I’ve had as much free / down time as any exec on my team, possibly more: I always took my vacations Once I had great VPs, I didn’t even worry much about work on vacations I intentionally didn’t come into the office (when we all had offices) on any weekends I would often wait for the last one in the office to leave, but always leave with them I’d make sure there was no guilt finishing the normal day at 6 or when
Iannarino
FEBRUARY 5, 2023
There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B buyer has already decided to remove their existing provider and starts taking calls from different salespeople. These companies agree to meet with two or three sales reps to explore their options. This process works like most other sales, but there is another sales strategy in which a salesperson approaches companies that are not actively looking to replace their provider.
Sales Pop!
FEBRUARY 6, 2023
What should a powerful CRM consist of, and how should it operate? As we move into our ever-changing technological future, it becomes clear that CRM has become vital as the virtual engine of an enterprise, the heartbeat of your business. The Platform There are many CRM solutions today that are collections of applications, all from the same vendor, labeled as “platforms.
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.
Martech
FEBRUARY 8, 2023
Welcome to my first column for MarTech, where I will immediately and publicly admit I’m suffering through an existential crisis that began on November 30, 2022… A full-blown, real-life, mind-bending, core-gripping conundrum, the kind that causes a person to immediately reposition or curl up in the fetal position. I call my quandary existent-AI-lism.
SaaStr
FEBRUARY 6, 2023
Dear SaaStr: One of Our Most Respected Team Members Quit and Folks Are Leaving. What Do I Do? Promote someone great that everyone respects into a leadership role. Right now. This is really the only answer I’ve seen to this situation. We’ve all been in it at least to some extent, at some level. Sometimes, a termination. More often, someone highly respected or at least with a lot of team loyalty quits.
Iannarino
FEBRUARY 8, 2023
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and faster. The same is true of an ineffective sales presentation. If your presentation isn't airtight, you'll soon find your prospect poking at loopholes and raising objections. Before you know it, your prospect has abandoned ship (and your sales funnel ) and your sale is a wreck on the ocean floor.
Sales Gravy
FEBRUARY 8, 2023
On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.
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!
Martech
FEBRUARY 10, 2023
We’re at the tipping point for ChatGPT and other AI-powered chatbots. Right now most attention is focused on Microsoft and Google’s use of them. The discussion so far has been mostly about the impact on marketing and SEO. But what about the impact on martech? Christopher Penn, co-founder and chief data scientist at TrustInsights.ai, says it is already creating big changes and opportunities.
SaaStr
FEBRUARY 7, 2023
1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 days of tactical content, networking, and epic evening events when the Cloud comes to Singapore. If you haven’t already, sign up here for tickets before we sell out. And we’re excited to share that the SaaStr APAC Braindates platform is now open. Braindates are 1:1 and small group networking sessions designed for you to share knowledge and network with like-minded SaaS leaders during SaaStr Europa.
Iannarino
FEBRUARY 10, 2023
Fifty-seven percent of B2B executives prefer to be contacted by phone
Heinz Marketing
FEBRUARY 8, 2023
By Maria Geokezas , Chief Operating Officer at Heinz Marketing Experts have slashed their former growth projections for 2023. So, it’s no surprise campaign spending is down across almost all channels. At this point, there’s no clear answer to when things will pick back up. And it might feel like the sky is falling if you haven’t taken the time to hone their foundations.
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.
Martech
FEBRUARY 7, 2023
In the first few weeks of 2023 alone, at least 174 tech companies have cut close to 60,000 jobs, according to Fortune magazine. What does this mean for marketers? It’s time to be more strategic. By knowing where you’re headed, you can use agile marketing to focus on the work that’s going to perform best. 1. Know where you’re headed So many marketers are working reactively.
SaaStr
FEBRUARY 10, 2023
Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? 75%-90% of the time, enterprises have already made a tentative decision which vendor to choose before they pick up the phone or hit the Contact Me button or issue the RFP: In an established category, customers will pre-pick one of the Top 2–3 vendors based on brand, market share and research.
Sales Hacker
FEBRUARY 6, 2023
Whew — for most of us, planning season and SKO will soon be behind us. We can breathe a sigh of relief and move on to other strategic activities. Or can we? After the sales team returns home, they unpack their bags and hit the streets, energized and excited to hit the ground running. Until……. stuff happens ! You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pa
Search Engine Land
FEBRUARY 8, 2023
With all the buzz around AI-generated content, Google decided to reiterate and clarify some of its advice around AI-generated content. The short answer is that Google does not care who or what writes your content as long as that content is written to help people and not to manipulate the search results. Google’s take. Google wrote , “Our focus on the quality of content, rather than how content is produced, is a useful guide that has helped us deliver reliable, high quality results to
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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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