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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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.
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.
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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
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.
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.
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.
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.
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.
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).
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.
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.
Force Management
FEBRUARY 22, 2024
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
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.
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.
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!
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.
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.
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.
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.
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!
Martech
FEBRUARY 19, 2024
Today, B2B marketing teams must tackle the challenge of handling intricate workflows, enhancing communication and fostering efficient collaboration. Traditional project management tools might not fully meet the requirements of B2B marketing teams. That’s where marketing work management solutions step in. These solutions go beyond project management, simplifying and revolutionizing critical business processes for better outcomes and performance.
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 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.
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.
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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
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.
G2
FEBRUARY 20, 2024
Globalization has brought a more competitive environment to any and every industry out there. Good customer service is essential for any company, but how crucial is it? Customer service channels were not at all common a few decades ago, but today, they are important for any thriving company.
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.
Search Engine Land
FEBRUARY 20, 2024
Websites using first-person pronouns, first-hand experience and a cookie consent banner were more likely to see positive visibility gains during Google updates, according to a new correlation study from Zyppy SEO. Meanwhile, fixed footer ads and fixed video ads were two features that were likely to negatively impact websites. Why we care. Credibility and experience are becoming increasingly important elements of SEO, in my opinion.
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.
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.
SaaStr
FEBRUARY 19, 2024
Dear SaaStr: Is It Normal for a Founder CEO to End Up With Just 10% Equity? Yes. Roughly speaking, this is what generally will happen after 3 rounds of traditional venture capital. If the company sells 15–20% in each round, and 15–20% is reserved for employees, that typically will leave 15–25% for the founders in total. Q4 2023 Median primary round dilution: ⚪️ Seed: 19.9% ?
Salesforce
FEBRUARY 21, 2024
No three words on a calendar invite can cause nerves like “sales performance review.” And sales reps aren’t the only ones who worry about these conversations. Performance reviews can be just as daunting for sales leaders. Instead of dreading performance review time, treat it as a valuable chance to connect one-on-one with your sales reps.
Search Engine Land
FEBRUARY 19, 2024
Google Merchant Center has clarified that if you use AI-generated images within your Merchant Center feed you must indicate that the image was created using generative AI. Google posted , “If you’re using AI-generated images in Merchant Center, Google requires that you preserve any metadata tags which indicate that the image was created using generative AI in the original image file.” How.
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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