Adaptive Business Services
MARCH 1, 2023
While we can’t cover every aspect of selling in three simple steps, these are the critical ones. These 3 steps are the glue that holds the selling process together and they are repeatedly deployed throughout the sales cycle. Whenever I think of salespeople who I have interacted with as a customer , the really good ones all share these qualities. My insurance guy, Bruce, comes to mind.
SaaStr
FEBRUARY 27, 2023
So we’ve done a few good posts on SaaStr about how to steal a customer / prospect from a competitor on SaaStr here: How to Steal a Customer From the Competition (a good one) Want to Steal a Customer From the Competition? You Gotta Do the Work (Of Course) Your Competition is Trying to Sell To, And Steal, Your Customers And yet, I still see so few SaaS companies doing even the most basic steps here.
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Membrain
FEBRUARY 26, 2023
I read a fascinating article by Kelly Fairchild. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?” Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission Beating the competition Pitching products/solutions Prospecting, getting meetings Executing messaging sequences and outreaches across all channels to get meetings Persuading people to buy our products
Iannarino
FEBRUARY 27, 2023
It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested. Or perhaps you owe another client an edited contract for a new offering they are interested in buying. Being organized improves your efficiency , allowing you to do more work in less time and with less effort.
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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.
Anthony Cole Training
MARCH 3, 2023
These last few weeks, I've shared 4 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. Today I share the final key takeaway, #1: Faith.
Understanding the Sales Force
FEBRUARY 28, 2023
Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like the subject, the content or the writing, it's OK. This needed to be written.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
FEBRUARY 25, 2023
Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the 21st-century result from the difficulty companies have making decisions around the things they buy.
Partners in Excellence
MARCH 3, 2023
I’ve been writing a series looking, ultimately, at pipeline management. I’ve written about Win Rates, Pipeline Integrity. In this post, I’ll cover two more aspects of pipeline management, Average Deal Size and Average Sales Cycle. To understand our qualified pipelines, we have to know our win rates, average deal size, and sales cycle.
Search Engine Land
MARCH 1, 2023
Google Analytics 4 offers a robust, event-based approach to tracking website activity. However, the deprecation of Universal Analytics has forced many marketers to relearn their favorite analytics platform, using a dramatically different interface and walking through a new setup process. Event and conversion setup also comes with a higher learning curve.
Force Management
MARCH 2, 2023
This month on Revenue Builders, our guests reminded us of the power of the mind. In leadership and life, the power of your mindset is clear - it affects your outlook, motivation and most importantly those around you. We look for a great mindset in those we partner with and who we hire. These are four stories that convey the transformative power of the mindset, from entrepreneurship to service.
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.
Iannarino
MARCH 2, 2023
"Whoever is in a hurry, shows that the thing he is doing is too big for him." —The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations.
David Meerman Scott
FEBRUARY 28, 2023
Artificial Intelligence engines that generate text such as ChatGPT use large language models, which I like to think of as simply math applied to data (in this case text). These tools calculate the most likely next word to create sentences. When everyone is going predictable with AI, creative writing stands out!
Search Engine Land
FEBRUARY 28, 2023
Equipping marketing leaders with the skills, tools and data they need to prove ROI is like setting out to sea on a fishing expedition. Rather than distributing equal bait to each rod of a marketing campaign despite not knowing which will produce the most bites, marketing attribution teaches marketers to assemble the best combination of bait before casting its line into a sea of prospects.
Partners in Excellence
MARCH 1, 2023
Yeah, yeah, I’m on my soapbox again, talking about AI. Lest, anyone think I’m not a fan of AI, nothing could be more incorrect. For years, I’ve been studying AI. In 2002, I cofounded a company that offered an AI tool focused on a couple of problem areas–manufacturing process control and prescriptive maintenance. The company was sold to a major software company, and has the tool has been updated and expanded since then, but still focusing on those two specific domains.
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!
Iannarino
FEBRUARY 28, 2023
Sales leaders and managers demand their teams capture their activity and opportunities in the CRM. ( This tool could probably be more strategic. ) The sales leader desires to see every new opportunity logged as soon as the sales rep returns to their office. To ensure their success, sales leaders set goals around the number and the value of the opportunities salespeople need to create.
Heinz Marketing
FEBRUARY 28, 2023
By Karla Sanders , Engagement Manager at Heinz Marketing Personalization has become increasingly important in the B2B healthcare industry as companies seek to differentiate themselves from competitors and connect with prospects and customers on a deeper level. By customizing your messaging, using data to personalize your content, tailoring your website experience, and lead nurturing efforts, you can create a more engaging and relevant experience for your audience, which can drive better results
Martech
MARCH 1, 2023
Multichannel. Omnichannel. Omnipresent. Beyond buzzwords, these marketing strategies aim to deliver a better customer experience — and drive greater business results. Using the right combination of channels is essential in today’s dynamic landscape. Here’s how to successfully engage with your audience and better fulfill their changing needs and preferences.
Search Engine Land
FEBRUARY 25, 2023
Google expands mobile-friendliness as a ranking signal In 2015, Google announced it would expand its use of mobile-friendliness as a ranking signal, beginning April 21. This algorithmic change would have a “significant impact” in the mobile search results, impacting all languages worldwide, Google said. However, when April came, the general consensus was that Mobilegeddon was fairly insignificant , for all the hype and panic their Feb. 26 announcement created.
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!
Iannarino
FEBRUARY 26, 2023
Most sales organizations train their sales teams. Fewer train their sales leaders, even though the evidence suggests training sales managers improves their team's results. Leading a team requires many competencies and skills , so it's important to have a development plan for everyone. Five areas improve sales performance and solve the challenges of leading sales professionals.
SaaStr
MARCH 1, 2023
So what if I told you there is a SaaS company you likely have never really heard of unless you are in adtech / advertising, doing $2 Billion in ARR, with a $28 Billion market cap even today, that’s insanely profitable and yet still growing 32%? Yes, this company exists. It’s called The Trade Desk. It’s self-service SaaS for AdTech, so it’s often seen more as an Adtech player than a SaaS company, but the reality is it’s software for ad spend.
Heinz Marketing
FEBRUARY 27, 2023
By Cherie Singer , Strategic Solutions Ambassador at Heinz Marketing With challenging economic times afoot, it’s the perfect storm where faulty coping tactics like Magical Thinking can rear their ugly heads. Because when we’re in a stressed and troubled emotional state, along with having more limited resources, we can feel depleted, out of control, anxious – and our endurance is taxed.
Martech
MARCH 2, 2023
OpenAI has released APIs for ChatGPT and Whisper (which does speech-to-text conversion) at a price the company says is 10 times cheaper than its existing models. “ChatGPT and Whisper models are now available on our API, giving developers access to cutting-edge language (not just chat!) and speech-to-text capabilities,” the company said in a blog post.
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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
Iannarino
MARCH 3, 2023
Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches relied on a B2B sales process that directed salespeople to avoid answering a prospective client's questions. This stemmed from fear. The idea was that by withholding information, including the salesperson's insights and their experiences, prevent the contact from running off and buying from a competitor.
Search Engine Land
MARCH 1, 2023
I’m fascinated by the potential of ChatGPT to improve link building tactics, focus efforts and deliver efficient campaigns. After performing over 1,000 prompts and using the tool for client campaigns, I’m certain ChatGPT should find its way into your SEO tool stack. Below, I’ll cover how the AI chatbot can be used for link building processes.
Heinz Marketing
MARCH 3, 2023
By Carly Bauer , Marketing Consultant at Heinz Marketing If you’re like me and many other marketers, you’ve probably heard the term “Modern Marketing” a lot. But what exactly is it? What makes it different from traditional marketing? What changes are involved to start modernizing your marketing efforts? These are all questions I am going to get to in this blog post but first, let’s lay down the foundation.
Martech
MARCH 2, 2023
Boards and the C-suite expect CMOs to lead the way to profitable growth in 2023 despite various macroeconomic pressures manifesting into the “ triple squeeze ,” making everything more expensive. And although marketing budgets, as a share of revenue, rebounded last year to more than 9%, according to the 2022 Gartner CMO Spend and Strategy Survey , they are still lower than they were in 2020, forcing CMOs to achieve more with less.
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.
Iannarino
MARCH 1, 2023
A party isn’t a party if no one shows up, and your sales funnel isn’t a fun place to be if you don’t have any leads or prospects.
Search Engine Land
MARCH 3, 2023
How’s your content strategy coming along? Are you working on one? Or is it still just a distant task on your to-do list? …Maybe think about prioritizing it. Overwhelmingly, brands and marketers with a documented content strategy outperform those without one. How much do they outperform their peers? An astonishing amount – they’re 414% more likely to report success.
Salesforce
FEBRUARY 28, 2023
If you’re like most marketers, you’ve been hearing the term “real-time” a lot lately. And you’ve probably been wondering, what is real-time marketing? Are we delivering content in seconds? Milliseconds? Even faster? It can sound like marketers need to live in the world of the Oscar contender Everything Everywhere All at Once. Not necessarily. What matters is that you reach your customers when they need to be reached, with the right experience.
Martech
MARCH 2, 2023
Many people writing about ChatGPT have used the gimmick of revealing at the end that it was written by ChatGPT. Not only is it now cliché, it’s a bad idea for more important reasons as well. These reasons underscore the missing elements in discussions claiming ChatGPT will either solve all our problems or bring on the zombie apocalypse. 1. Authenticity Authenticity and its connection to the consumer — to our customers — has always been critical to messaging success, especially during and a
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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