Iannarino

FEBRUARY 11, 2024

In the high-stakes world of B2B sales, rejection and competition are not just challenges but opportunities for growth. Discover how transforming your approach to rejection, learning from losses, and managing sales pressures can not only improve your mental health but also significantly boost your sales effectiveness. Dive into practical strategies and insights that empower sales professionals to bounce back stronger, close more deals, and cultivate a positive, resilient mindset for lasting succe

B2B 230

B2B Sales Growth Closing 230

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? With over 10,000 podcasts to choose from, you’ve come to the right place! Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Anthony Cole Training

FEBRUARY 15, 2024

Most organizations and sales managers think of accountability or performance management as “micro-managing.” Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.” There is a lot that a manager must bring to the table to be effective at setting standards and gaining accountability with their team.

Sales 211

Sales Drivers/motivators 211

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customers 147

Customers Referrals Clients Strategize 147

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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.

Sales

Iannarino

FEBRUARY 13, 2024

Discover the pivotal shift from product obsession to strategic selling that can set you apart in the competitive landscape of 2024. Join us in unraveling the art of winning without the blinders of solution love.

Strategize 257

Strategize Sales Sell Product 257

Search Engine Land

FEBRUARY 13, 2024

Google has a new review algorithm that the search company says it better anf faster at taking down fake reviews from local listings in Google Search and Google Maps. “In 2023, this new algorithm helped us take down 45% more fake reviews than the year before ,” Google announced. Google receives a lot of contributions to its Google Maps and local listings, this includes reviews, photos, updates to listings and more.

Technique 140

Technique Launch Gaming Networking 140

Partners in Excellence

FEBRUARY 16, 2024

I read a fascinating article about the response rates for a variety of outbound email prospecting techniques. The author, with a client, had tested 8 techniques to pitch their solutions. The response rates were anywhere between 0.29% and 1.25%. The sample sizes was 200K, which is significant. The argument the author was making was the technique that produced 1.25% was the best approach (which aligned with what they sold).

Manufacturing 146

Manufacturing Technique Pitch Up-sell 146

Iannarino

FEBRUARY 15, 2024

In the past couple of weeks of sales kickoffs, I have come to realize that sales organizations don't spend time talking about sales. Naturally, they talk about opportunities and pipelines and what must happen for the client to buy from the salesperson. Even though most sales organizations should know better, they still talk about their solutions, as if that is what the buyer wants.

Conversion 203

Conversion Pipeline Sales Clients 203

Force Management

FEBRUARY 15, 2024

In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.

Cross-sell 134

Cross-sell Sell Sales Process 134

Martech

FEBRUARY 16, 2024

The European Union’s Digital Services Act, aimed at preventing the spreading of illegal goods, services or content online, originally governed only very large online platforms reaching 10% or more of the E.U.’s population. That is now changing with all but the very smallest businesses coming under the jurisdiction of the Act. Businesses with fewer than 50 employees and less than 10 million euros in annual revenue will continue to be exempt.

Service 137

Service Government Process 137

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

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. They don’t feel heard.

Customers 146

Customers Negotiate Pitch Trust 146

Iannarino

FEBRUARY 12, 2024

The Importance of Long-Form Content in a Post–Post-Literate Society: Why Short-Form Isn't Enough You and I are supposed to be consuming short-form content on social platforms. We are pushed to hit the dopamine pipe that is reels, stories, and TikToks. I know this because every day, unemployed people try to hustle me into creating short-form content, promising that my YouTube channel will grow faster.

Sales 203

Sales 203

Search Engine Land

FEBRUARY 15, 2024

OpenAI has been developing a web search product, partly powered by Microsoft Bing, a source told The Information. This shouldn’t be too surprising, considering: OpenAI has a web crawler, GPTBot. ChatGPT Plus users can also use Browse with Bing to search the web. Microsoft Bing is uses OpenAI’s GPT-4 , customized for search. Why we care. OpenAI has created a popular product in ChatGPT and I’ve seen much anecdotal evidence that some people use it similarly to a search engine.

Product 134

Product Engineering Launch Market share 134

Martech

FEBRUARY 15, 2024

Google has released a detailed response to claims made about Privacy Sandbox in a recent report by the IAB Tech Lab. In a brief statement to which the response was attached, Google said: “(T)he analysis contains many misunderstandings and inaccuracies, which we consider important to correct in order to provide accurate information to the ecosystem.

Government 132

Government Process 132

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

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others!

Start-ups 144

Start-ups Up-sell Sell Product 144

Iannarino

FEBRUARY 10, 2024

Every sales leader and sales manager wants their teams to hit their goals and reach their targets. But selling has never been particularly easy, and in the current state of B2B sales, it’s even harder. Much of how we sell today makes it more difficult for salespeople to sell effectively.

B2B 202

B2B Sales Sell 202

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: What’s Your Best Advice for Struggling Entrepreneurs? Having struggled a lot myself in the early days several times … just a few thoughts to summarize my learnings: 1. Get help & upgrade the team. This is the #1 thing you can do to move the needle. Don’t be ashamed to ask for help. Especially if you are struggling.

Growth 128

Growth Product Customers 128

Martech

FEBRUARY 15, 2024

Everybody’s talking about all the latest AI developments, but there’s a better, more pragmatic question to ask about it: How do you implement AI in your marketing organization? That’s the question we asked Carrie Mahon, CMO for Unanet, which provides ERP and CRM solutions for government contractors, architecture, engineering, construction, and professional services.

Education 131

Education Construction Government Legal 131

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

Partners in Excellence

FEBRUARY 14, 2024

I had a frustrating evening. My mom has a very old Iphone. She wanted to get some new apps, but was struggling to get them on her phone. Normally, she can install these apps with no problems, but she needed help. I found the apps in the App store, clicked on “Get” and nothing happened. Eventually, I figured it out. She was on IOS 13 (she has a very old phone) and the apps needed a minimum of IOS 15.

Technology 137

Technology Technology Up-sell Meeting 137

Iannarino

FEBRUARY 14, 2024

For fourteen years, I have written and published a daily post. When I started, I wrote long posts that were poorly edited, but contained important ideas and strategies. Later, I started to write 500-word posts, as I was trying to make it easier for the reader to read my work during their busy day. For some number of years now, I have crafted a daily post of roughly 1,000 words.

Product 191

Product 191

SaaStr

FEBRUARY 12, 2024

So layoffs still fill the headlines in 2024. Even now. I thought we’d be behind them by now, that the cuts were sort of a one-off. But now everyone is focused on getting more and more efficient. To $300k-$400k+ per employee at scale. So cuts continue. But don’t the headlines obscure what’s really happening, because they tend to shout out quieter trends.

Sales 127

Sales Product 127

Martech

FEBRUARY 14, 2024

When customer experience works, customers receive a consistent and seamless interaction with a business from touchpoint to touchpoint. An often overlooked feature of CX is sound. TD Bank sees it as key to connecting with customers, colleagues and communities they serve. That’s why the company created a new sonic identity, rolling out to digital touchpoints and physical locations (such as ATMs), to knit together key points in the customer journey with a familiar theme aimed at building an e

Customers 131

Customers Angle Strategize Trust 131

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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

Sales

Search Engine Land

FEBRUARY 16, 2024

Amazon’s reign as the king of ecommerce won’t end any time soon. There were over 15 billion worldwide visits to Amazon.com in 2023. The continued flood of purchase-ready visitors makes Amazon lucrative for sellers who can stand out and generate sales from the platform. This year, Amazon’s core belief behind its algorithm remains straightforward. They want customers to continue buying.

Profit margin 124

Profit margin Promote Campaign Price 124

Iannarino

FEBRUARY 16, 2024

The most consultative salespeople feel different from other sales reps. Much of what they do looks like a magic trick to their prospects and clients. The difference between the consultative salesperson and others is that the consultative salesperson knows much about the client without having to ask the questions that the average salesperson asks. There are five magic tricks that impress their prospects and clients.

Consult 160

Consult B2B Sell Clients 160

SaaStr

FEBRUARY 16, 2024

Reaching social media, tech press, and blog posts you’d think everything was about efficiency. Heck, the 5 Interesting Learning series on SaaStr is all about efficiency. And for many in SaaS, especially those that sell mainly to startups and tech, it’s often been a rough 2 years. With no more funding coming, and growth way down. So can you pay less these days?

Growth 123

Growth Up-sell Sell 123

Martech

FEBRUARY 15, 2024

Artificial intelligence (AI) has come a long way over the past decade, from early chatbots to today’s virtual assistants that integrate with multiple applications to “learn” about us. However, as impressive as modern AI systems seem, they still have a long way to go before achieving true human-level intelligence. This article chronicles my experiences building various AI tools to assist with business functions and looks at what’s in store for marketers.

Proposal Writing 130

Proposal Writing Gaming Technology Technology 130

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

FEBRUARY 14, 2024

Even experienced PPC advertisers can struggle with bid strategies in Google Ads. There are over half a dozen options, each serving different objectives and use cases. You can easily lose track of when to use what. Each bid strategy gives Google’s systems a different mandate around spend, target metrics and profit. Media buyers constantly bounce from one bid strategy to the next, and it’s not uncommon for a campaign to switch between strategies depending on where it’s at in the lifecycle.

Campaign 124

Campaign Objectives and Key Results Profit margin Lead generation 124

Heinz Marketing

FEBRUARY 13, 2024

By: Tom Swanson Engagement Manager at Heinz Marketing Among leadership’s most important (and alliterated) duties is curating the company culture. While every leader I have spoken to has an idea for what they want this to look like, how they do it varies. The most effective method is positive feedback when folks live the values leaders want to promote.

Government 118

Government Meeting Start-ups Promote 118

SaaStr

FEBRUARY 14, 2024

The landscape of customer success has been evolving rapidly. So much so that we seem to be releasing new content on customer success just about every week. Today we’re focusing on actionable insights you can use to drive down churn with customer success in today’s new era of SaaS efficiency. You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the custome

Customers 119

Customers Cross-sell Drivers/motivators Gaming 119

Martech

FEBRUARY 13, 2024

Starting in April, Google will enforce new rules for brands sending over 5,000 emails daily to Gmail addresses. The goal is to cut down on spam by enforcing specific requirements around authentication, ease of unsubscribing and relevancy of messaging. For marketers relying heavily on email campaigns and communications, this policy will require quick action to ensure deliverability doesn’t take a hit.

User Experience 130

User Experience Campaign Strategize Follow-up 130

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