Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many reasons for this, but among them are: the managers themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on

Sales 254

Sales Process Drivers/motivators 254

Iannarino

MARCH 4, 2024

There are people who still believe that the sales contest is between two companies and their solutions. The truth is that the contest is between the salespeople vying for the opportunity.

Strategize 246

Strategize Clients Sales 246

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 149

Education Trust Sell Presentation 149

Search Engine Land

MARCH 5, 2024

Google is unleashing multiple measures aimed at improving the quality of its search results beginning today. Google is releasing the March 2024 core update and a number of spam updates (aka March 2024 spam update). Also, Google’s helpful content system has been incorporated into its overall core ranking system. In addition, Google announced several new and updated spam policies that it will begin enforcing through automated algorithms and manual actions.

Engineering 145

Engineering Start-ups User Experience Technique 145

Advertisement

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

Martech

MARCH 7, 2024

The marketing technology landscape is rapidly evolving, driven by advancements in AI, personalization and an ever-increasing number of tools and platforms. While this constant innovation presents exciting opportunities, it also poses challenges for marketers to stay current, manage change effectively and operate at scale. In this article, we explore five practical strategies to help modern marketing organizations adapt and thrive in this dynamic environment. 1.

Technology 137

Technology Technology Intrinsic Cross-sell 137

Iannarino

MARCH 3, 2024

If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the phrase trusted advisor. No one would argue against the idea that being a trusted advisor is the high-water mark in B2B sales. Unfortunately, too few salespeople reach this summit, mostly because, despite how much their clients may trust them, they fail to provide valuable advice.

B2B 243

B2B Trust Clients Sales 243

Search Engine Land

MARCH 8, 2024

The day after Google released its new search spam policies , including the March 2024 spam and core updates, Google began penalizing websites that the search company felt violated those spam policies. The result of these search penalties was that some sites were completely or partially de-listed from Google’s search results, and all or part of their search traffic was wiped out.

Technique 132

Technique Engineering Process 132

Martech

MARCH 4, 2024

Marketing automation is a great tool. It allows companies to set up campaigns that run on their own without further human intervention. This saves time and greatly expands what your marketing team can accomplish with limited resources. Unfortunately, marketing automation can also go wrong somewhat spectacularly. In this article I’ll provide a list of things to check to make sure your automated programs aren’t giving you or your company a big black eye.

Campaign 136

Campaign Cross-sell Contact Follow-up 136

Iannarino

MARCH 7, 2024

If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book in the One-Up Book Club was this kind of book.

Sales 237

Sales 237

Partners in Excellence

MARCH 7, 2024

Preface : Surprise!! Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Carlos is one of those. Carlos nets it out, “Selling is helping.” But he also goes further, talking about selling forces us to be students–constantly learning about our customers a

Sell 139

Sell Tradeshows Pitch Up-sell 139

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.

Product

Veloxy

MARCH 5, 2024

When it comes to choosing an email service, you’re likely wondering about the “Outlook vs Gmail” debate and which will best meet your needs. Currently, 60% of businesses use Gmail as their email service provider, while Outlook is the preferred email application for 95% of large and very large companies. How do you choose? Start by understanding the key features, user experience, and overall functionality unique to Gmail and Outlook.

Service 130

Service User Experience Price Transportation 130

Martech

MARCH 8, 2024

As organizations grapple with the complexities of AI adoption, a strategic framework becomes essential for assessing readiness and ensuring successful implementation. Before introducing even more tech into your stack, you must know what you’re working with. How confident are you with your team’s readiness for change? Can you also sustain those changes?

Objectives and Key Results 135

Objectives and Key Results Strategize Government Technology 135

Iannarino

MARCH 8, 2024

Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the politician’s attention. At some point, I had a few minutes with the politician, and I asked him a question. When he spoke to me, he blocked out all the people and noise around us. For those few minutes, I was his only focus. What was impressive was his ability to ignore the throng surrounding us and speak to one person.

236

236

Partners in Excellence

MARCH 6, 2024

Preface : Who doesn’t know Anthony Iannarino ? Anthony has been a friend/colleague for years. One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. Thanks for your contribution Anthony! When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money.

Sell 139

Sell Non-Profits Cold Call Clients 139

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

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. I’ve spent a lot of time studying the patterns and research around what makes great sales leaders. That’s because in a profession often plagued by poor experiences and bad reputations, great sales leaders are not only a beacon of light to their teams, but the te

Cross-sell 130

Cross-sell Sales Referrals Launch 130

Martech

MARCH 4, 2024

New Google and Yahoo rules governing sending email will lead to an arms race pitting email providers against spammers. Conscientious emailers, caught in the crossfire, will be collateral damage. Authentication of outgoing emails, limiting user-reported spam rates and providing simple unsubscribe are the focus of the new rules. The stated goal of the new rules is laudable: Combat spam, phishing and other malicious activities that undermine user trust in email.

Government 132

Government User Experience Promote Trust 132

Iannarino

MARCH 6, 2024

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a spray-and-pray approach, adopting a strategy engineered to target their Ideal Customer Profile (ICP). As part of this change, sales organizations began personalizing their cold outreach emails, incorporating strategies such as acknowledging the contact’s role, identifying a trigger event or concern, offering a compliment, and addressing the client’s interests.

Sales 204

Sales Engineering Customers 204

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” I have several dozen stories so far, releasing a few each day. Everyone that’s responding is an extreme high performer. They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. medical devices, semiconductors, industrial products and others.

Territory 139

Territory Sports Technique Represent 139

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

Search Engine Land

MARCH 7, 2024

Several features and tools within Google Business Profiles are currently temporarily unavailable. These features include the ability to check verification status, manage appeals and manage reviews. Google said they are working on recovering these features. What is not working. Google said that some of its support tools are impacted by some outage of sorts.

Contact 128

Contact 128

Martech

MARCH 6, 2024

Marketers are ready to embrace AI in the retail media space. A majority (53%) of marketers believe AI will “significantly enhance” the way shoppers are targeted and served relevant ads, according to a survey of 200 CPG advertisers commissioned by in-store media technology company Cooler Screens. Another 37% of marketers said AI’s impact on the space will be “moderate, improving some aspects [of retail media], but not transformative.

Retail 130

Retail Commission Networking Technology 130

Iannarino

MARCH 2, 2024

There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. These targets will not need to be qualified because you know they already buy what you sell, even though they are currently buying from one of your competitors. This is something we describe as a competitive displacement , a nicer way of saying "stealing your competitor's client.

Clients 188

Clients Sell Sales 188

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Sell 139

Sell Education Territory Engineering 139

Advertisement

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

Search Engine Land

MARCH 5, 2024

Microsoft updated Bing Webmaster Tools with new helpful insights and reports to help you with your site performance within Bing and Search in general. Bing Webmaster Tools has a new IndexNow Insights report that shows you more than just the URLs submitted to IndexNow. Bing also added a new top SEO insights report that shows you your top SEO issues. Fabrice Canel, the Principal Product Manager at Microsoft Bing, announced this today at PubCon and published the news on the Bing blog.

Engineering 126

Engineering Start-ups Product 126

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. We know with certainty that we’re in uncertain times and what we know today will be different tomorrow. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 130

Technology Technology Launch Product 130

Iannarino

MARCH 5, 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their win rate. If you are a sales leader or manager, you should be aware of your team's average win rate, as well as each individual’s win rate. This is arguably the most important metric, surpassing even pipeline coverage, because the win rate provides more insight than any other KPI, be it deal size or sales cycle.

B2B 164

B2B Pipeline Sales 164

Partners in Excellence

MARCH 2, 2024

Preface : Wolrad Claudy is a great friend and client. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups.

Sell 138

Sell Negotiate Relationship building Up-sell 138

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

Search Engine Land

MARCH 4, 2024

Google Ads launched a new tool simplifying the management and automation of tasks within your account. The “Solutions” tool, which is available for free in Google Ads under Tools, enables you to quickly and easily generate reports that show you how your campaigns are performing against your business goals and automate simple management tasks.

Launch 125

Launch Campaign Process Customers 125

Martech

MARCH 4, 2024

With last week’s news of IPG’s pioneering integration of Adobe GenStudio into its platform, it became clear that the big ad/media holding companies have subtly different strategies to make generative AI available across their global businesses. Although some are prioritizing it more than others, we’re witnessing — across the board — the ongoing transformation of agencies into tech brands.

Retail 129

Retail Appointment Presentation Launch 129

G2

MARCH 6, 2024

Learn how generative AI is making its way into the industrial sector to automate tasks and optimize workplace productivity to achieve business objectives.

Product 119

Product 119

SaaStr

MARCH 8, 2024

So recently I caught up with a great founder and a beloved product. They rocketed to $20m ARR, and then … growth radically slowed. To 15% a year. From 100% growth at $10m ARR, to 15% at $20m ARR. That’s rough. But rapidly slowing growth has happened to many the past 24 months. The tough part? The burn and the churn. The burn was at a stunning $2m a month, and the churn had spiked.

Growth 118

Growth Up-sell B2B Engineering 118

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