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.
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.
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.
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.
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.
Sales Pop!
MARCH 3, 2023
Starting and running a business is no small feat. You’re not alone if you feel run down occasionally or often. Several factors contribute to fatigue, like stress, lack of sleep, and the burden of responsibility. But just because feeling worn out is normal doesn’t mean you have to accept it. You can take several steps, from getting general liability insurance for your business to hiring another employee to take care of yourself, that can prevent fatigue and keep your mind and body fresh so you ca
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.
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.
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.
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.
Sales Pop!
MARCH 1, 2023
In the business world, controlling costs is crucial to maintaining a healthy bottom line. Water bills are often overlooked as a major expense, but they can add up quickly. Fortunately, there are several strategies you can employ to save money on commercial water costs. Why compare commercial water rates? How does it save money? Comparing commercial water rates can be an effective way to ensure that your business is getting the best deal.
SaaStr
FEBRUARY 25, 2023
Dear SaaStr: Does Raising Funding From VCs Limit Your Exit Options? While technically true, especially if you’ve raised a lot (as many did in the Boom Times of late 2020 to early 2022), I believe embedded in this thinking is some bad advice. VCs are expecting a positive return on their investment. They are wished for 100x their money (that’s what “makes a fund), hoping for at least 10x their money, OK with 5x, and will settle for 2x-3x.
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.
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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.
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.
Sales Pop!
FEBRUARY 28, 2023
Wait time, repeat requests, and sharing tens and hundreds of files is something dealmakers can easily relate to. A merger or an acquisition is a time-consuming process, and it can get longer if there is no proper channel for communication and data sharing. Big thanks to virtual data room technology, M&As are much faster and safer now. For some, virtual data rooms may be a new term, but experienced dealmakers are well aware of the benefits of online data room software in the M&A industry.
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.
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.
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.
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.
Sales Pop!
FEBRUARY 26, 2023
Remember the days when sales managers routinely scolded sales reps for being in the office? The orders were “Get out of here and go see your prospects and clients!”, “Make something happen!” and “Go sell something!”. Of course, meeting with buyers in person is still very important. But the fact of the matter is that there are fewer opportunities to do it in our brave new world.
SaaStr
MARCH 2, 2023
So if you were on social media this week, you probably saw a ton of YC companies talking about how they were in the 2023 Top Companies. SaaStr Fund has invested in several of them, from Algolia to Treasury Prime to RevenueCat and more and it’s always fun to see awards and similar content from leaders like YCombinator. But beyond the great stories of who is breaking out, I found a quiet set of statistics even more interesting: where they are breaking out.
Martech
MARCH 1, 2023
Research has shown time and time again that existing customers are 50% more likely to try new products of yours and spend 31% more with you when compared to new customers. So how are you fostering these relationships and delivering repeatable and measurable revenue? In this session, marketing experts will share how you can build customer relationships that not only scale but drive revenue for 2023 and beyond.
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!
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.
Sales Pop!
FEBRUARY 25, 2023
You hear reminders fairly often not to become the victim of a scam. Some scams target the elderly, travel scams, tax scams, and many more that people fall victim to every day. But you may not be aware that cons aren’t solely focused on individuals. A whole con artist market focuses on luring businesses to share information and finances. Fortunately, there are ways you can protect yourself from getting scammed in the first place and commercial insurance policies to help you recover if you do fall
SaaStr
MARCH 2, 2023
Dear SaaStr: When Do You Start to Develop a Brand in SaaS? In my experience, probably about $2m worth of happy customers. At that point, you don’t have a world-famous brand or anything. But you do start to have a “mini-brand”, where folks in your top niche or segment start to have heard of you. If your product costs $2,000 a year, that might be around 1,000 customers.
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.
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.
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.
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.
SaaStr
FEBRUARY 28, 2023
So with our first SaaStr APAC behind us, it’s time for the 4th SaaStr Europa ! This time we’re moving to London, for the biggest Europa ever! Right now we’re tracking to 162% of 2022’s attendance in Barcelona, which was already a record. We’re hoping to approach or hit 5,000 total SaaS founders, VCs and execs in London!
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!
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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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