Iannarino

DECEMBER 11, 2022

There are several truths about sales that we rarely acknowledge. The first is that, in sales, the competition isn't between two or more companies competing for a client's business. Nor is it a contest between two or more competing "solutions." Sales success is individual , making the contest between competing salespeople. This is one reason why you should focus on your client's sales experience , something we call the sales conversation.

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Spiro Technologies

DECEMBER 15, 2022

Sales has a notoriously high turnover rate. Anyone who has ever worked on a sales floor knows that you meet plenty of people who will move on to another gig, or just leave sales entirely. Of course, turnover rates vary depending on the job and industry. But some companies are able to avoid many of the mistakes that drive salespeople away. So what are these mistakes that cause salespeople to quit?

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Commission Negotiate Up-sell Relationship Management 111

SaaStr

DECEMBER 11, 2022

So SaaStr polls aren’t perfect, but they do seem to capture the zeitgeist of things pretty well. One this week surprised me a bit. Only about half of you are actually adding to your sales team next year: Times certainly are strange these days. CIOs are scrutinizing budgets like never before. Salesforce has suspended forward guidance for 2023, saying it just doesn’t know how much it will grow.

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Iannarino

DECEMBER 12, 2022

A successful sales culture provides a strategic advantage that is often underestimated. A successful sales culture produces better results over time. To have a successful sales culture, a sales organization needs to do more than ensure things aren’t toxic. Sales leaders can cultivate a positive sales culture by ensuring the following 11 elements are in place.

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Strategize Sales 248

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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

Anthony Cole Training

DECEMBER 15, 2022

Has thou been answering the un-asked question? Find out why you should never, ever answer the un-asked question in the final commandment of the 10 Commandments of Sales Success.

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Veloxy

DECEMBER 14, 2022

Click below to listen to the blog post. Veloxy strives for accessibility. Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. In that same report, Salesforce found that companies were planning to invest in sales technology and other initiatives that would help their reps spend more time on the activities that generate revenue.

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Quota Sell CRM Contact 246

Iannarino

DECEMBER 15, 2022

Forecasting is one of the more difficult tasks for sales leaders and sales managers. In times of uncertainty or instability, it can be even more challenging to predict the future. If you listen to companies report their results on CNBC, you will invariably hear large companies report that the economy has slowed deals. Add to this the 10 sales challenges we face, and forecasting is even more difficult.

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Sales 249

Understanding the Sales Force

DECEMBER 12, 2022

Each week we can read multiple lists of the top new movies and TV shows to stream at home. Lists of the Top SUV's, Sedans, and Coupes are also prevalent right now. And of course, as we move ever closer to the holidays, there are lists aplenty on the Top Gadgets, Luxury Items, Gifts for Her, Gifts for Him and Gifts for Kids to peruse. But it's also the time of year when I publish my list of the Top 10 Sales and Sales Leadership Articles of the year.

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Veloxy

DECEMBER 13, 2022

According to the latest research, there were 8.6 billion active mobile device subscriptions in 2021. This number will only have grown since mobile devices are integrated into every part of our society. This includes business sectors such as sales teams with employees using mobile devices on a daily basis to achieve goals and reach key revenue targets.

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Objectives and Key Results Sales Technology Technology 130

ConversionXL

DECEMBER 13, 2022

A/B testing splits traffic 50/50 between a control and a variation. A/B split testing is a new term for an old technique — controlled experimentation. Yet for all the content out there about it, people still test the wrong things and run A/B tests incorrectly. This guide will help you understand everything you need to get started with A/B testing. You’ll see the best ways to run tests, prioritize hypotheses, analyze results, and the best tools to experiment through A/B testing.

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A/B testing Objectives and Key Results X-functional Represent 127

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

Iannarino

DECEMBER 10, 2022

For a long time, prospecting was limited to cold calling. Sales managers who couldn't help their team improve their sales effectiveness demanded more phone calls. The only time more activity is needed is when there is too little activity. Leaders who can improve their teams’ results have an advantage in creating opportunities.

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Campaign Cold Call Prospecting Sales 250

Membrain

DECEMBER 14, 2022

Sales coaching is critical to increasing sales performance, just as much as coaching is critical to performance in any other area. If you want a high-performing sports team: Invest in coaching. If you want to be a high-performing athlete: Invest in coaching. If you want your sales team to beat the competition: Invest in coaching.

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Sports Sales 126

Search Engine Land

DECEMBER 15, 2022

Google has made significant changes to its Quality Rater Guidelines (QRG) for search. While Google updates this document several times per year, the latest version, updated today , came with notable changes to the structure of the document, with many new sections and tables added and a total of 11 new pages worth of content. . While there are dozens of important details about what changed, arguably the most important change was the introduction of the letter E to the start of the popular acronym

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Trust User Experience Manufacturing Government 118

David Meerman Scott

DECEMBER 15, 2022

Fifty years ago this week, the historic Apollo 17 mission sent humans to the moon for the last time (so far). It’s super cool that also this week, the Orion spacecraft of the Artemis I mission successfully returned to Earth after traveling to the Moon. Both missions, 50 years apart, were triumphs for NASA.

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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

Iannarino

DECEMBER 14, 2022

One reason marketers and salespeople have trouble communicating is because we speak different languages. For example, we fill a pipeline , while they have a funnel. We name things in a way that makes sense, like first meeting , discovery call , solution design , and so on. Marketers break their funnel up into ToFu (top of the funnel), MoFu (middle of the funnel), and BoFu (bottom of the funnel).

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Clients Pipeline Sales Meeting 238

Membrain

DECEMBER 11, 2022

Brad Bolino emailed me a link from a recent Wall Street Journal article titled, " Millennials are Changing What it Means to be Successful in Sales. ".

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Sales 126

Search Engine Land

DECEMBER 15, 2022

Google has updated its search quality raters guidelines for the second time in 2022, only four and a half months since its last update in July 2022. This revised document has some substantial changes to E-A-T, by adding an extra E to E-A-T for “experience.” The document is now about nine-pages longer, adding up to 176 pages up from 167 pages in the previous version.

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Trust Follow-up Engineering Service 116

SaaStr

DECEMBER 13, 2022

Dear SaaStr: How Can You Tell iI Someone is Going To Be a Phenomenal CEO? Having now worked with a few dozen SaaS CEOs who are much better CEOs that I ever was, I think I can boil it down to 2 characteristics: They can see the future , and. They have the ability to recruit and build the teams to get there. The best founders, at least by the time they have 50–100 customers, can see at least several years into the future.

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Customers 116

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

Iannarino

DECEMBER 16, 2022

Every interaction you have with a prospect moves them closer or further away from a sale.

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Sales Prospecting 253

Martech

DECEMBER 12, 2022

Display advertising is a powerful tool for marketers when used at its full potential. Preparing and launching a new display ad campaign is not necessarily equivalent to setting it up for success. To set it on the right path, one must also engage in the practice known as ad campaign optimization. In a nutshell, this means running experiments, analyzing performance data and finding improvement opportunities.

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Campaign A/B testing Conversion Launch 101

Search Engine Land

DECEMBER 14, 2022

Just when you thought the Google Search updates were done for the year, Google has rolled out a December 2022 link spam update. This update will take about two weeks to roll out and is a global update. What Google said. Google wrote , “Our launch today, which we refer to as the December 2022 link spam update, will take about two weeks to fully roll out.

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Launch User Experience Promote Engineering 112

SaaStr

DECEMBER 13, 2022

Cooley is one of the top law firms representing startups , and so they have data that no one else quite has. They know exactly what venture deals are priced at, exactly how many are happening, and exactly what is happening across 100s and 100s of leading startups. Other data sources are great, but law firms have a unique access to the exact, real data.

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Price Represent Education Growth 114

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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

Iannarino

DECEMBER 13, 2022

Sales is the heart of any successful organization. It's where the money comes from.

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Sales 225

Martech

DECEMBER 13, 2022

Marketers don’t have to be overwhelmed by technology if they stick to basic principles when assembling their marketing technology stack. These three steps will come in handy when navigating the complicated landscape of over 10,000 martech companies. Bad stack features to avoid. But first, what does a bad stack look like? “Number one, an ineffective martech stack is incomplete,” said Darrell Alfonso, global marketing operations for Amazon Web Services at The MarTech Conference. ”You don’t h

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Customer Relationship Management Drivers/motivators Relationship Management B2B 101

Search Engine Land

DECEMBER 14, 2022

There’s a new report in town, and it’ll help you evaluate and optimize the effectiveness of your landing pages Google Analytics 4 (GA4). The new report will compare the following metrics: Average engagement time per session. Conversions. New users. Views. Total revenue. Why we care. You can find the Landing page report in the Engagement topic in the left navigation of your dashboard.

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Engineering Follow-up Conversion Process 104

criteria for success

DECEMBER 14, 2022

With an abundance of parties and events, the holiday season can seem like a great time for networking. It’s not always easy, though, to know how to network without seeming to be too focused on the work part of networking. After all, you don’t want to be the Grinch! Here are 8 tips to help you figure out how to network in the holiday season. How to Network During the Holidays. 1.

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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

Salesforce

DECEMBER 14, 2022

What is Seize the Trail? Reason 1: Discover how the Slack platform boosts productivity Reason 2: Learn more about Salesforce Customer 360 and create connected experiences Reason 3: Unlock the value of real-time customer data with Customer Data Platform powered by Genie Reason 4: Explore different career paths in the Salesforce ecosystem Ready to Seize the Trail?

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Start-ups CRM Technology Technology 98

SaaStr

DECEMBER 14, 2022

So, things are brutal in the public markets, with multiples approaching all-time lows. But … we’re seeing those very low prices bring out the Private Equity firms. They are looking for bargains. The latest is Coupa. In fact, this one was such a bargain that a bidding war broke out between two of the mighty giants here, Vista and Thoma Bravo.

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Price Growth 99

Search Engine Land

DECEMBER 12, 2022

It’s time to rethink SEO growth. Not every strategy needs to start with a blog post regurgitating the same information across the top Google results and end with an agency begging for links. In the era of Google Ads becoming more expensive and organic discoverability becoming less effective, companies need to differentiate themselves in SEO. We must push the envelope and create something that has yet to be seen online.

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Niche Engineering Growth Price 98

criteria for success

DECEMBER 14, 2022

Welcome back to Let's Talk Sales ! This week's guest is Carol Eversen! Carol is a Partner and CMO at Chief Outsiders , providing experienced project-based and fractional CMOs to growing companies. . Her specialty is as a business strategist focusing on growth and productivity in B2B Saas, technology, and service providers. . She built her career in a number of senior marketing leadership roles in large companies.

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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