Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
Iannarino
FEBRUARY 21, 2024
Non-Sales Books That Transformed My Selling Techniques Unlocking Personal and Professional Effectiveness with Seven Habits of Highly Effective People The first book that helped me sell was not a sales book, but a book about how to interact with people effectively. That book was Stephen Covey’s Seven Habits of Highly Effective People. The chapter on being proactive did much to improve my ability to sell effectively.
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Sales Pop!
FEBRUARY 22, 2024
Did you know that 68% of computer applications use open-source software libraries without the company’s knowledge, according to CSO? There’s also an increase in supply chain threats, making you more vulnerable. It’s impossible to overestimate the significance of cybersecurity supply chain risk management in the modern digital environment. Besides, today, supply chains are interconnected across enormous networks and systems.
Partners in Excellence
FEBRUARY 22, 2024
“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.
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.
Search Engine Land
FEBRUARY 20, 2024
How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.
Iannarino
FEBRUARY 22, 2024
If you think selling B2B is challenging , you might not realize how difficult B2B buying is. When a buyer is required to make a rare decision they must get right on the first try, they worry about making a mistake that may harm their results and their status in their company. This list aims to help buyers engage with sales organizations and salespeople.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
FEBRUARY 17, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.
Search Engine Land
FEBRUARY 23, 2024
Migrating a large website is always daunting. Big traffic is at stake among many moving parts, technical challenges and stakeholder management. Historically, one of the most onerous tasks in a migration plan has been redirect mapping. The painstaking process of matching URLs on your current site to the equivalent version on the new website. Fortunately, this task that previously could involve teams of people combing through thousands of URLs can be drastically sped up with modern AI models.
Iannarino
FEBRUARY 23, 2024
The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs. Before that, it was technology. Before technology, it was the linear sales process. Before the linear sales process, it was something else.
Sales Pop!
FEBRUARY 23, 2024
The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. Today, it’s not just about solving customer problems but creating an experience that resonates with them at every touchpoint. This shift calls for a holistic approach to customer service, where every department in a company plays a distinct role in shaping the customer experience.
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.
Salesforce
FEBRUARY 20, 2024
For many people, a sudden tingling in the leg or a feeling of numbness in the arm isn’t too much cause for alarm. The tingling or the numbness goes away after a little while, and they go on with their lives. But for Brooke Eby, an abrupt limp on her way to a conference one day ultimately led to a diagnosis of amyotrophic lateral sclerosis (ALS) at the age of 33.
Partners in Excellence
FEBRUARY 21, 2024
Sometimes a simple change in a single word changes our mindset and those who we work with. To me, one of the most important areas in applying this concept is with the words “To,” “For,” or “With.” With our own people, when we look at enablement, tools, coaching, programs, the choice of which of these words produces a profound difference in the outcomes we are trying to create.
Iannarino
FEBRUARY 20, 2024
Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.” This is supposed to ensure that every salesperson hits their targets, even though there is far too little evidence that this strategy is responsible for that important outcome.
Sales Pop!
FEBRUARY 18, 2024
Super Bowl LVIII is now history. The hype is dying down, the NFL offseason has begun and thankfully, Taylor Swift has returned to singing. All that said, the Kansas City Chiefs once again sit at the top of the mountain and talk of a KC dynasty is everywhere. And whether or not you’re a Chiefs fan, which I’m not, you have to respect their ability to win on such a consistent basis.
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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.
Search Engine Land
FEBRUARY 19, 2024
Will traffic from search engines to your website drop 25% by 2026 as a result of the rise of generative AI answer engines? That’s what Gartner, a technological research and consulting firm, is predicting. Why we care. SEO and PPC are incredibly valuable. Search traffic is what can lead to revenue and profit (whether via converting that traffic to leads, sales, or whatever type of conversion matters to your brand).
Martech
FEBRUARY 19, 2024
Have you ever wondered if traditional hiring practices are holding your marketing team back? I work with CMOs, helping them build best-in-class marketing teams, among other things. In many cases, they’re firmly rooted in what many, including myself, believe is an outdated requirement of seeking candidates with degrees. The evolving talent marketplace While degrees used to signal a person’s abilities, skills and potential, the landscape has changed dramatically.
Iannarino
FEBRUARY 19, 2024
Revolutionizing Sales Productivity with Emerging Technologies As technology marches forward, sales organizations continue their relentless pursuit of their Holy Grail, something they describe as “ sales productivity. ” The term “sales productivity” now means using technology and automation to do things that would otherwise require salespeople to do.
Sales Pop!
FEBRUARY 23, 2024
Taking a gander into the riveting world of invoices might not seem like a thrill ride, but get this—it can totally crank up your trust factor with customers. So with that in mind, stick around and I’ll let you in on the top invoicing practices that are pretty much trust pixie dust. Invoice Like a Mind Reader Ever handed over an invoice and watched your client squint, puzzled as they try to decipher it?
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.
Search Engine Land
FEBRUARY 21, 2024
Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They just can’t understand why it isn’t ranking. But inevitably, when I go look at that great content, it typically is, at best, subpar.
Martech
FEBRUARY 23, 2024
Most content strategies for B2B often rely on a subject matter expert or skilled writer to generate ideas, schedule content to satisfy the CMO and write based on perceived market demands. However, you must take the guesswork out of the equation to create relevant, high-performing content. Rather than rely solely on hypothesizing what an audience may want to read, savvy B2B marketers tap into social listening.
Iannarino
FEBRUARY 17, 2024
Throughout the last six months, I have paid careful attention to what sales leaders talk about. It turns out that they spend a lot of time talking about sales. They talk about the pipeline, deals, and information and updates. What they don’t seem to do is spend their time talking about selling.
Sales Pop!
FEBRUARY 23, 2024
You’ve seen them at the counter, those unsung heroes of the service industry—the humble tip jars. They’re more than just glass containers; they’re mini treasure chests where customers can show some love for stellar service. But the question is, are you getting the most out of your tip jar game? Stick around, and I’ll spill the truth on optimizing those gratuity goblets.
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!
Search Engine Land
FEBRUARY 21, 2024
OpenAI’s ChatGPT has proven to be a game-changing tool for SEO professionals. As Google has indicated an increased willingness to allow AI-generated content to rank and OpenAI has released new versions of GPT for enterprise use, the use cases have only expanded exponentially. In January 2024, another monumental shift occurred when OpenAI declared the GPT store open for business.
Martech
FEBRUARY 20, 2024
B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. In this article, we will explore the fundamentals of B2B content marketing, delve into effective strategies for creating impactful content, and examine the role of generative AI in enhancing content creation.
Iannarino
FEBRUARY 18, 2024
There are several reasons you may lose a deal. You may believe you are certain to win a deal, only to discover that you lost to a competitor. It is possible that you know why you lost without needing to ask. But most of the time, you may not know what caused your client to buy from your competitor. This list of causes results in a loss. By studying the causes, you can avoid losing the deals you pursue.
SalesProInsider
FEBRUARY 22, 2024
What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those 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.
Search Engine Land
FEBRUARY 22, 2024
Google announced several update to Performance Max (PMax): Asset generation is expanding globally in English with more languages to come. Image editing will finish rolling out in the U.S. in March, with global English expansion following shortly after. In the coming weeks, as Google upgrades its image generation models to Imagen 2, you’ll be able to generate lifestyle imagery using PMax that shows people in action.
Martech
FEBRUARY 20, 2024
Back in January, I was appointed CEO of our email agency. Within a week, I made a mistake that cost our company money. It’s not much, but it’s enough to make me not want to do it again. Unlike most email mistakes, this one happened behind the scenes. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world.
SaaStr
FEBRUARY 22, 2024
The advice that stings is the advice you need to hear. Many folks are saying everyone from our kids to our SVPs and CEOs can’t take criticism anymore. It does seem to be more true, in my experience. VCs are reluctant to be critical of founders, even as they run out of money. VPs of Sales are reluctant to push reps missing quota, again and again. Customer success reps are defended, even if their top customers churn without there even having been a conversation.
Salesforce
FEBRUARY 19, 2024
Small businesses tend to have a more intimate relationship with their customers than enterprise-level brands. This closeness can lead to increased customer loyalty , but it can also amp up increased customer expectations. That’s where email marketing for small business really comes into play. According to research at Gartner , 64% of consumers and B2B buyers report feeling overwhelmed by brand communications.
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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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