Anthony Cole Training
APRIL 5, 2024
You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.
Iannarino
APRIL 3, 2024
This is a personal lexicon for the thesalesblog.com platform. In the future, I will point to this page with links to ensure readers understand the words we use to talk about consultative sales. Some of the concepts may be new to readers, and we will endeavor to continue to update this lexicon.
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Sales Pop!
APRIL 5, 2024
The workplace is forever changing, and the staff at some companies is comprised of multiple generations. Tradition holds much wisdom. However, it’s critical to pay attention to the rise in new technology, as it will affect your bottom line. New tech, including AI , is undoubtedly more challenging for seniors to adapt to, while younger generations will likely have the knowledge to assist with the updates.
Partners in Excellence
APRIL 5, 2024
For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” The group is fascinating–both in their stories and in their diversity. Some have had long careers in selling, some are relatively new. Some are or have been senior executives in very large companies, some are individual contributors.
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.
Sales Hacker
APRIL 2, 2024
Kyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget.
Iannarino
MARCH 31, 2024
It is important that you remove the old, outdated, and ineffective sales strategies that are not able to create value for your sales champion and their teams.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
APRIL 2, 2024
Habit 2 of Stephen Covey’s famous, “The Seven Habits Of Highly Effective People,” is “Start (Begin) with the end in mind.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve.
Sales Hacker
APRIL 4, 2024
Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs.
Iannarino
APRIL 1, 2024
If you want to be a good and effective leader, caring about your people, and having others do the same will improve your relationships and your results.
Sales Pop!
APRIL 4, 2024
Hey there! I’m John Golden, and in today’s post, I’m excited to share some gems from my chat with Nicolas Rion , a relationship guru from London. Nick’s wisdom on creating thriving connections is too good to keep to myself, so let’s dive in and discover the art of building successful relationships. Imagine growing up amidst the serene beauty of Burgundy, France.
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.
Partners in Excellence
APRIL 3, 2024
We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do
SaaStr
MARCH 30, 2024
Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? Let me list some of the ones I see most often going from say $1m to $10m in ARR: Chasing the Shiny Penny. One of the biggest mistakes I see after $1m in trying to enter new market segments, new verticals, where you have zero traction. It’s one thing to invest in an area where only 5% of your business is today.
Iannarino
APRIL 4, 2024
In an era where 78 percent of buyers believe they have all the answers before they even speak to a salesperson, how do you turn the tide to not just gain their attention but to decisively influence their business requirements? The secret lies not in the hard sell, but in mastering the subtle art of information disparity. Dive into the world where sales becomes not just a transaction, but a transformation, reshaping buyer perceptions one insight at a time.
Sales Pop!
APRIL 2, 2024
In a world buzzing with gadgets and gizmos, it’s easy to get caught up in the latest tech trend. But what does it really take to lead in the digital age? I had the chance to chat with Geoff Blaisdell , a seasoned digital expert, and his insights were like finding a map in a tech jungle. Tech Isn’t Just for Show First, we discussed how businesses and technology are buddies.
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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.
Partners in Excellence
APRIL 5, 2024
Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.
SaaStr
MARCH 30, 2024
More often than we want to admit, we’re all to blame. I can’t tell you how many interviews I’ve done in the past months where I was told how their last company was “toxic”. Twice this week, at least. It’s the new hot term to describe situations that are challenging. Or hard. Or that we didn’t enjoy. Or where we were asked to do more than we wanted to.
Iannarino
APRIL 2, 2024
We know why sales transformations fail. We also know why successful sales transformation strategies succeed. When a progressive sales leader recognizes that how they sell is no longer effective enough to allow them to reach their goals, they look for a new methodology.
G2
APRIL 3, 2024
The depreciation of third-party cookies will impact the different tools and channels that are part of the typical B2B marketing mix. Because G2 does not use third-party cookies to track buyer Intent activity, customers using this solution will not be affected.
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.
Partners in Excellence
APRIL 1, 2024
“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact. Most of the time, we and our customers think of value in terms of the price/cost.
SaaStr
APRIL 3, 2024
As the kickoff to our first fully digital SaaStr AI Day, Jennifer Tejada , the CEO of PagerDuty, chatted with Jason Lemkin, SaaStr CEO and Founder, about navigating the shift to Generative AI and what Artificial Intelligence in SaaS might look like in the next 6 months, as well as years to come. Jennifer has been at PagerDuty since 2016, a disruptive company that took automation to the next level before AI was hot in 2024.
Iannarino
APRIL 5, 2024
Politics, as a practice, whatever its professions, has always been the systematic organization of hatreds.
Martech
APRIL 5, 2024
In 2023, martech utilization was only at 33% per Gartner — a steep decline from 42% in 2022 and 58% in 2020. The underutilization of martech has unintended consequences. For example, it may lead to future budget reductions based on past platform usage. Insufficient usage of martech may also hinder the improvement of marketing processes. There are different reasons why martech is underutilized.
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!
Partners in Excellence
MARCH 31, 2024
Preface : I’ve been introduced to Daniel Schmidt by my friend Don Mulhern. While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibi
SaaStr
APRIL 3, 2024
So we’ve covered Klaviyo several times at SaaStr , and we’re super excited CEO Andrew Bialecki is coming to 2024 SaaStr Annual Sep 10-12 in SF Bay to share his learnings!! (We also have a great deep dive we did a little ways back with Andrew below). Klaviyo is not only a rocketship, but it’s been the only SaaS IPO since Dec 2021. The only one. 1.
Iannarino
MARCH 30, 2024
In Antifragile: Things That Gain From Disorder , author Nassim Nicholas Taleb explains that humans are not very good at making predictions. Instead of trying to guess about the future, a better and more effective strategy is to determine if something is fragile. Sales leaders often believe they will succeed in reaching their goals by ensuring their sales team has many more opportunities than they should need.
Martech
APRIL 5, 2024
Google issued a reminder that it will be discontinuing all Universal Analytics (UA) services and APIs on July 1. With Google Analytics 4 (GA4) properties fully replacing UA, access to UA properties through the Google Analytics front-end and APIs will no longer be available starting in July. If you haven’t fully migrated to GA4 properties, Google advises following the migration guide to begin transitioning as soon as possible.
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.
Partners in Excellence
APRIL 1, 2024
Preface : Alex McNaughten , his co-founder, and I have been spending a lot of time talking recently. Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series.
SaaStr
APRIL 4, 2024
Dear SaaStr: I’m Being Recruited by a Startup That Just Raised $5m. How Do I Vet Them? First, there’s probably something there if they raised $5m. That’s never as easy at it sounds. It means the early traction looks good, or the team looks strong, or both. At least, usually. But of course that’s not everything in the early days especially.
Search Engine Land
APRIL 1, 2024
It’s frustrating. You put time, energy and a lot of hope into a webpage. But it just won’t rank. Your competitors’ pages are ranking well, even though (subjectively) they’re worse. Yours deserves to be top of Google. So why isn’t it? Figuring out the levers to pull to get your content to the top of Google isn’t quick, but it can be done. Identifying the problem The key to identifying why your page isn’t ranking is to systematically rule out the other possibilities.
Martech
APRIL 2, 2024
The customer data platform (CDP) is one of the fastest-growing categories of business technology today. To understand why, you have to look at some of the underlying challenges across many industries related to data, AI and personalization. Customers want an experience that’s more tailored to them. They gravitate to companies that understand who they are and what they need.
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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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