Anthony Cole Training
SEPTEMBER 19, 2024
Creating a winning sales pitch is a presentation that ends with a decision being made. That is our definition. When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time.
Iannarino
SEPTEMBER 17, 2024
Discover the 10 key leadership qualities that differentiate average leaders from highly effective ones and learn how to inspire your team toward greater success.
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Force Management
SEPTEMBER 19, 2024
This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives.
Partners in Excellence
SEPTEMBER 17, 2024
Win rates are critical to driving performance and achieving our goals. Win rates are critical to our understanding of our pipelines. We leverage them to help us understand whether we are working a sufficient volume high quality opportunities to achieve our goals. The higher our win rates, the more we shift the pipeline numbers in our favor. As a simple example, today, we settle for 15-20% win rates.
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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.
Martech
SEPTEMBER 19, 2024
Somebody in B2B needs to hear this today: AI isn’t a one-size-fits-all solution. A new core skill every marketer needs to develop moving forward is the ability to discern where AI enhances our efforts and where human expertise remains irreplaceable. Significant gaps exist in AI’s capabilities, particularly in industries where human expertise is essential to achieving meaningful outcomes.
Iannarino
SEPTEMBER 19, 2024
One of the biggest mistakes that salespeople make is leading with their product. To understand why, you need to be aware of the four levels of value.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 19, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems our organizations have, problems in our industries and markets, problems in…… It’s overwhelming and exhausting. We can’t possibly address all of them, and too often, when we do, new challenges pop up. Too often, we push the problems to the side, just ignoring them, accepting the consequences.
Martech
SEPTEMBER 19, 2024
One of the most powerful things about generative AI is how quickly you can turn ideas into reality. After watching a video from my friend Shawn Kanungo , I was inspired to create a series of interactive marketing calculators designed to help marketers quickly calculate common campaign metrics. Think Bankrate mortgage calculators, but for marketers. Keep reading to learn how I used a combination of spreadsheets and generative AI to create fully functioning calculators.
Iannarino
SEPTEMBER 16, 2024
If you're the kind of person who hates Mondays , I've done some math for you. The average life expectancy in the United States is about 78-years-old, meaning you have 4,056 weeks to be alive in total. That's it, 4,056. And if you're reading this post, you have less than 4,056 because you're not a newborn. Let's look at the math and see what you've got left.
Salesforce
SEPTEMBER 16, 2024
Are you ready to unlock the full potential of all your data and join a community of like-minded visionaries? Welcome to the Datablazer community, where IT and business leaders, developers, and data practitioners come together to transform data into their most powerful asset. Imagine expanding your network with top leaders, sharing cutting-edge best practices, and getting exclusive access to resources that will elevate your data game.
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.
Partners in Excellence
SEPTEMBER 20, 2024
If you are a manager, sit down, swallow hard, ask yourself this question: “Do your people actually look forward to meeting with you?” Perhaps ask yourself, “Do you look forward to meeting with your manager?” Alternatively, “Do they look forward to taking you on a customer call?” If you and your people are like 70% of the sellers I meet, the answer to this question is usually an eyeroll.
Martech
SEPTEMBER 18, 2024
HubSpot opened its Inbound conference today by unveiling Breeze, the AI powering its customer platform. “Until now, we haven’t seen a complete AI solution for businesses,” said Andy Pitre, EVP of product at HubSpot. “There are consumer AI solutions that are super accessible and give results in seconds, but they aren’t connected to your business or your data.
Iannarino
SEPTEMBER 18, 2024
If you're in sales you're part of a meritocracy. What that means is that you're going to succeed or fail based on your abilities, your attributes, your work ethic, and your traits. Those are the things that are going to determine whether you go up or down in a stacked ranking.
Salesforce
SEPTEMBER 16, 2024
We’re witnessing a pivotal shift in artificial intelligence, where the sweeping scale of huge, all-purpose AI is giving way to the precision and finesse of purpose-built autonomous agents. This is not just a technical advancement. It’s a reimagining of how machines can augment a worker’s potential. Whether that’s helping sales reps nurture leads, brainstorming campaign ideas for product marketers, or deflecting customer service calls, these purpose-built agents are focused on one specific
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!
Partners in Excellence
SEPTEMBER 18, 2024
Despite YoY plummeting win rates, based on my feeds, the biggest challenge facing sellers is not winning, but seems to be prospecting, engaging customers in conversations, hopefully finding and qualifying new opportunities. The data seems to support this, customers saying they don’t want to talk to sellers, outreaches to get a single response are 7-10 times what was required just a few years ago.
Search Engine Land
SEPTEMBER 19, 2024
Generative AI is transforming how consumers discover and engage with content, making it essential for brands to rethink and adapt traditional SEO strategies. Leading this shift is generative engine optimization (GEO) – an evolution of SEO that leverages AI-driven insights to optimize content for visibility and authority across platforms like ChatGPT, Perplexity and Google’s AI Overviews.
Iannarino
SEPTEMBER 20, 2024
Unlock the secrets to acquiring large clients and transforming your sales performance.
SaaStr
SEPTEMBER 19, 2024
There are 3 types of hires you may be tempted to make now, but you just can’t: The Jaded, The Broken, and The Done They’ve always existed, it’s just there are so many more folks with great LinkedIns and experiences in these categories in SaaS. We’re 20+ years into SaaS, and especially the past 4 years have taken their toll on many of us.
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
SEPTEMBER 20, 2024
I’ve just returned from MAICON 2024, one of the best, if not the best, conferences focused on AI and marketing. MAICON didn’t disappoint: I’m full of ideas to help our clients improve their marketing by applying AI. At the same time, it became evident to me that many organizations are far from being able to maximize AI’s impact on marketing. Let me explain.
Search Engine Land
SEPTEMBER 20, 2024
Throughout my career, I’ve noticed SEO and PPC teams rarely sync and share data and strategies to support each other. This is a major missed opportunity that limits each channel’s full potential. This article highlights seven practical synergies both your PPC and SEO teams can implement to drive even more revenue for your business. Ultimately, both are focused on increasing conversions from Google and other search engines, so it makes sense to bring these teams together for greater success
G2
SEPTEMBER 18, 2024
Content marketing expert Andy Crestodina shares what works in the AI age and the pillars of an organic strategy. Know how thought leadership can drive sales.
SaaStr
SEPTEMBER 19, 2024
So you may have noticed there are now a ton of events in September. This year SaaStr Annual was the week before both Dreamforce and HubSpot’s Inbound, as well as Oracle’s big event. As well as many other super cool events, from The All In Conference to Acquired podcast’s cool SF event. There are a lot of reasons to do an event in September. The #1 reason is it’s the best reason to help influence and close pipeline So most B2B vendor events will stay around that time.
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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 Hacker
SEPTEMBER 17, 2024
Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.
Search Engine Land
SEPTEMBER 18, 2024
Google will launch campaign-level negative keywords in Performance Max (PMax) later this year. This will help brands better fine-tune ad targeting on Search. In addition, Demand Gen campaigns are getting omnichannel bidding and increased flexibility. Why we care. It’s finally here! Instead of having to go through a form or ask your Google account manager, you will have more control over negative keyword exclusions and how your ads appear, ensuring better alignment with brand and audience p
Partners in Excellence
SEPTEMBER 16, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us from learning, improving, and growing. This fear of failure, whether self or organizationally imposed, actually condemns us to more failures over time. We create all sorts of mantras, suggesting we don’t fear failure. “Fail fast, fail often!” “Fail forward.” “Move fast and break things.” Yet when we fail, we tend to punish those we perceive to have failed.
SaaStr
SEPTEMBER 17, 2024
So two of the great leaders in SMB SaaS, Shopify for e-commerce, and HubSpot for sales, marketing and more, are going more upmarket: HubSpot 100+ seat deals are up 55% Shopify now gets 31% of its revenue from “Plus” or its bigger brands and more enterprise product And yet … they are also both going more SMB as well! HubSpot’s ACV has actually come down a tiny bit to $11,225 as its also pushes its new entry-level and single-seat products Shopify’s smaller merchants h
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.
The Advantexe Advisor
SEPTEMBER 17, 2024
Advantexe delivers many business acumen training programs for our clients in the automobile industry including clients who manufacture cars, clients who manufacture tires, and clients who supply the paint to new and refurbished cars. Overall, the automotive industry has been volatile as it is still recovering from the pandemic and all the issues surrounding it.
Martech
SEPTEMBER 18, 2024
As CMOs, we’re constantly trying to balance driving growth with the fact that marketing is often seen as a cost center. But what if we could change the narrative? What if marketing were viewed as a revenue driver instead of a budget drain? One of the most effective ways to shift this perception is by using customer experience. Below, I’ll share strategic insights on how customer experience can transform your marketing department into a profit center.
PandaDoc
SEPTEMBER 17, 2024
Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. But the secret to closing great deals is about more than having high-performing salespeople on your team. Salespeople are busy. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line.
SaaStr
SEPTEMBER 16, 2024
So the past 24 months have been such an odd time in SaaS and Cloud. Some parts of it are on fire, fueled by unprecedented AI spend. Other parts, more connected to the end-consumer economy, are seeing strong growth, from Shopify to Toast to Canva. And the parts that sell “classic” B2B2B into tech are often struggling the most. Many have seen NRR plunge well below 100%, net new customer count slow to close to zero, and growth fall to the teens or lower.
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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