Sat.May 27, 2023 - Fri.Jun 02, 2023

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B2B Sales Theory and Practice

Iannarino

I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, mainly on LinkedIn, believe that sales theory is less valuable than practical, tactical, and actionable advice. This poor thinking stems from people with low attention spans, those who understand sales effectiveness on a surface level but cannot grasp anything deeper.

B2B 269
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Boosting Sales Performance: Unearthing the Potential of Women in Sales with Lauren Bailey

Sales Hacker

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.

Sales 103
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What ChatGPT Teaches Us About How We Sell, It’s Frightening!

Partners in Excellence

Last week, filling idle time one evening, I decided to conduct an experiment with ChatGPT. Earlier in the day, I had been looking at a ChatGPT led training program for sellers. As part of the program design, it suggested it engaging sellers in role plays. I was curious about how that might work, so I decided to experiment. After describing a potential selling situation, I suggested a role play, where ChatGPT was the seller and I was the customer.

Sell 129
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Essential CPQ strategies to boost your sales cycle

PandaDoc

Sales reps face a variety of challenges in their day-to-day work, from managing customer expectations and navigating complex pricing structures to juggling multiple deals at once. Doing so requires internal consultation, meaning your customers have to wait, which then brings frustration and losing trust from their side. But that would not happen if you effectively use a configure price quote (CPQ) solution.

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State of AI in Sales & Marketing 2025

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.

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What Sales Tools Look Like in Action

G2

Sales tools are the lifeblood of any efficient sales process.

Sales 105
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Coaching Sales Managers: 10 Tips for Building Sales Leaders

Iannarino

Behind every successful sales team is a sales manager with incredible leadership skills.

Sales 273

More Trending

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The Second Mega-Threat to the Sales Industry: Mishandling of Data

Sales Pop!

This article continues our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. The next mega-threat we’ll take up is the mishandling of data. This is a threat to any enterprise—or, for that matter, any organization or even a government.

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How Interactive Emails Can Boost Your Marketing ROI

G2

The future of email marketing is here!

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Leaders' Responsibility for Low Win Rates

Iannarino

Recently, Andy Paul shared with me that the average win rate in sales is 17 percent. That means it must be nearly impossible for most salespeople to reach their sales targets and goals. Losing 83 percent of opportunities, whether they are real or pretend, isn’t an effective strategy. Creating good opportunities takes time and energy, losing them is tragic.

Sales 271
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How to do marketing personalization at scale

Martech

No personalization, no leads. Or only a handful of them. It’s a new paradigm in 2023, supported by research. 56% of consumers expect offers to be personalized 100% of the time. And 83% of consumers are willing to share their data in exchange for a personalized experience. The question is how can marketers personalize campaigns at scale? How granular should personalization be?

Sports 134
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The Intersection of AI and Sales: Personalization Without Compromise

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.

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Image SEO 101: How To Optimize Website Graphics for SEO

Sales Pop!

From 1991 to 2021, it’s estimated that there are a total of 1.88 billion websites online. You have to be unique to stand out and attract visitors to your site. You must make a good impression to make them want to stay on your site and explore more. When users navigate your site, this can factor in increasing your ranking. Research shows that you only have seven seconds to make an impression.

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Why Are You Still Using Your Old Playbooks?

Partners in Excellence

This weekend, late evening, I turned on the TV, paging through the channel guide. I realized, 90% of the content is repeats. The same old (often enjoyable) shows, cycling and recycling. Columbo, Monk, endless NCISs, Law and Order, Family Feud, and on and on. Movies that have repeated endlessly–all the James Bond movies, Dumb and Dumber, Fast Times, the Breakfast Club.

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The Sales Leader's First Decision

Iannarino

When you are building a sales force or a sales team, you will hire people that have been trained by other sales organizations. The range of different sales training will go from no training to a one-day sales training to a professional level of training that included a development plan and coaching.

Sales 272
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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bob Apollo , CEO & Founder of Inflexion Point to discuss the importance of a customer-centric approach in sales.

Sales 133
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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The State of Sales: Industry Reports and Insights

Sales Pop!

The world of sales is constantly changing, and it’s important for sales professionals to stay up-to-date on the latest trends and insights in order to remain competitive. Fortunately, there are many resources available to help you do just that. In this article, we’ll explore some of the top industry reports, emerging technologies, and trends that sales professionals should be aware of.

CRM 130
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Only 18% of Your Sales Teams Are Really Hitting Plan Right Now

SaaStr

So in one of the latest SaaStr surveys , we saw what a lot of us are feeling … it’s just hard to hit quota out there. Only 18% of you were hitting the 70%+ quota attainment that high-performing sales teams generally try to hit. And only 43% of you had sales teams that were hitting even 43% of quota attainment. That left 58% of you with sales teams seeing 20%-40% quota attainment … or less.

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Discovering the Root Cause

Iannarino

The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his “problem” and his “pain points,” just as I was hoping. You know that feeling that suggests you are going to have an easy time winning the client’s business? I was certain I was winning this deal. I gave him my legacy approach presentation all about why he should buy from my company.

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How to Use Kanban to Win More Deals

Membrain

When I set out to develop Membrain , I knew the sales profession deserved a better CRM platform. I did not realize that much of what we would develop over the next ten years would echo the work of leading thinkers responsible for major shifts and improvements in manufacturing over the past hundred years.

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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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GETTING HIRED: Tips and Tricks for Finding Jobs on Contract Job Boards

Sales Pop!

Are you searching for your next job opportunity? Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. Whether you’re a freelancer looking for temporary gigs or a professional seeking project-based work, these platforms can be a goldmine of opportunities. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks.

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What’s “Prompt Engineering” Have To Do With Sales?

Partners in Excellence

Brent Adamson and I were having one of our normal conversations, by which I mean, it wanders all over the place, a good part of this discussion is making each other the victim of our bad jokes, and we go deep on 2-3 issues about selling, thinking about new ideas and approaches. One of the things we were talking about was AI and how it can be used most effectively in selling.

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The Ultimate Guide to Sales Coaching: Tools, Tips, and Tactics

Iannarino

Are you tired of mediocre results and missed targets?

Sales 270
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Dear SaaStr: Does Bootstrapping Through an Agency/Services Business Work?

SaaStr

Dear SaaStr: Does Bootstrapping Through an Agency/Services Business Work? Running two businesses at once well is really, really hard. But I think if you are thoughtful about it, using an agency/services business can be a viable way to bootstrap your way into a SaaS business — as long as you transition over fairly early to doing your SaaS business 100%.

Service 120
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The GTM Intelligence Era: ZoomInfo 2025 Customer Impact Report

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!

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Strategies to Optimize Your Sales CRM & Lead Management System

Sales Pop!

Success in today’s fast-paced and fiercely competitive company environment depends on having a strong sales CRM and lead management system. You may automate monotonous operations, keep track of prospects, and gain useful insights into your sales success with the aid of a solid CRM. But having a CRM alone is insufficient unless you also have a CRM for sales, such as Pipeliner CRM, which is created and optimized for Sales Managers and teams.

CRM 130
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Our Perspectives Limit What/How We See….

Partners in Excellence

In March, 1976, one of the most famous covers of the New Yorker Magazine appeared. It was Saul Steinberg’s, “View Of The World From 9th Avenue.” It represented “New Yorkers’,” more accurately, a “Manhattanites'” view of the world. The cover was a smash hit, posters were published, I think every office in Manhattan had a framed version.

Pitch 123
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Too Much Faith In Your Solution

Iannarino

One outcome of solution selling was that sales organizations and their teams began to believe that their solution was what would win them deals. With a blind faith that their solution was the best choice for their clients, they identified the client’s problem and offered their solution, positioning it against a competition’s solution. There are still true believers who are faithful to their solution, even though it counts less than it did in the past.

Clients 265
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7 ways to get to know your audience better

Martech

With the great diversity of marketing styles and strategies out there, it’s easy to lose sight of some of the fundamentals inherent to every strategy. Realistically, only a handful of principles are necessary for success in literally every marketing strategy out there. One of the most important is this: You have to know your audience, inside and out.

Angle 119
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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A Beginner's Guide To Integrated Marketing Communications

G2

When I think of integration, I picture a well-oiled machine.

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We turned Search Engine Land into a chatbot

Search Engine Land

Introducing the first generative AI chatbot for search marketers – the Search Engine Land ChatBot. Launched today in beta, we’re excited for you to test it out. About the chatbot. Our bot has been trained on the Search Engine Land content, allowing you to explore, experiment and learn more about search marketing. The chatbot that powers our ChatBot sits on top of OpenAI’s ChatGPT.

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Pardon the Outbound Episode 1: Less is More in Cold Emails

Sales Hacker

Get ready for Sales Hacker and Lavender ‘s new series: Pardon The Outbound, with Will Allred and Kristina Finseth. In this first episode, Will and Kristina check out a cold email that was sent to Will. Boy, oh boy, do they have some opinions in this one. And Will shares some cool data points, too! In the end, it’s all gravy, because Will and Kristina both re-wrote a new version of the email that they each think would do the job much better.

Sales 118
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B2B digital marketing budgets should grow in 2023

Martech

In the B2B marketing space, 70% of marketing executives expect digital marketing budgets to increase slightly or significantly this year. While 19% of marketers in general expect a significant increase, 24% of executives expect budgets to significantly grow. While 79% expect to utilize AI tools in their marketing strategies, and 67% are overall positive about the impact of AI, a non-negligible 16% are apprehensive; 12% are indifferent.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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