Iannarino
MARCH 11, 2024
Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering strategic-level sales, understanding and overcoming these barriers is crucial to executing a sophisticated approach to selling. Here’s a deeper dive into the major hurdles and how to overcome them.
Anthony Cole Training
MARCH 15, 2024
Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. The second occurs when you are delivering a presentation and seeking a commitment or decision.
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Sales Pop!
MARCH 15, 2024
I chatted with Chris McShanag , who knows much about using virtual assistants (VAs) to help businesses grow. Here’s a simple breakdown of our talk. Understanding Virtual Assistants Chris Mechanic introduces virtual assistants as remote workers who can handle various tasks from around the globe. These tasks encompass a wide range of administrative and support functions, such as managing finances through bookkeeping, offering customer support over the phone, and performing various other offi
Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.
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.
Iannarino
MARCH 13, 2024
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.
Partners in Excellence
MARCH 13, 2024
We still have very antiquated views of our “value proposition.” Most of the time, we restrict it to the value that might be realized through the purchase and implementation of our solutions. Ideally, we will have developed a business case for our solutions, perhaps looking at cost reduction, ROI or some other financial return the customer should expect from our solution.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MARCH 12, 2024
Google updated its page experience help documentation to clarify how Core Web Vitals metrics are used as a ranking signal. Google also clarified that other page experience signals are not directly used for ranking purposes in Google Search. What Google wrote. The updated documentation is in the ranking section of the document and it now reads: Core Web Vitals are used by our ranking systems.
Iannarino
MARCH 10, 2024
One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to hear a competitor trashing my company and explaining how they would do a better job than we were doing. Nothing the caller said made any sense. I was amused. There was nothing professional about his approach.
Partners in Excellence
MARCH 10, 2024
Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Chloe’s story is just that. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. People who have managed 1000s and led multi-billion efforts.
Martech
MARCH 11, 2024
Google’s full deprecation of third-party cookies is right around the corner. Time is running out to get all those well-laid marketing plans off the whiteboards and into action. No matter where your company is at in the post-third-party preparation curve, the truth is that we won’t fully realize the impact on our marketing efforts until Google finally flips the switch and we head into the unknown.
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.
Search Engine Land
MARCH 12, 2024
We are now just about a week into the Google March 2024 core and spam updates , and boy, has it been busy. In that time, we have seen search ranking volatility, some related to the algorithmic updates and some related to Google issuing manual actions to implement updated spam policies. Not done yet. It is important to stress that these updates are far from over.
Iannarino
MARCH 15, 2024
There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of your competitors are supplying them now. Because your dream client is already spending a lot of money in your category, you don’t need to qualify them, nor do you need to wonder if they value what you sell.
Partners in Excellence
MARCH 11, 2024
ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. Don’t get me wrong, these tools are very powerful and helpful. I leverage them constantly through my day, but for very different purposes than the majority of sellers. My feeds are filled with tricks and hacks.
Sales Pop!
MARCH 11, 2024
Time is the currency of success, and busy professionals know this all too well. Juggling meetings, projects, and a personal life often leaves little room for meal planning, yet nutrition is the fuel that powers our workday engine. What if you could ensure that every lunch was not just a haphazard grab but a strategic choice to enhance focus and stamina?
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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.
SaaStr
MARCH 14, 2024
So RevenueCat (where I was fortunate enough to be the first investor) now is the embedded mobile subscription API for 30,000 (!) mobile apps, across 290,000,000 subscribers and $6.7 Billion in tracked revenue. So they do have interesting data. Their 2024 State of Subscription Apps Report is out , and here were my top learnings: #1. 70% of Mobile Subscription Apps Now Offer Free Trials, At Least in Part.
Iannarino
MARCH 12, 2024
One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as the information they don’t use, let alone prefer. Not all information is valuable to your contacts, and much of what some representatives use has no value at all.
Partners in Excellence
MARCH 9, 2024
I don’t know how many conversations I get into on “objections.” Less experienced sellers wring their hands, figuratively, worrying about objections. Poor performers are terrified, often taking objections personally. “How do I avoid or minimize objections?” “How do I best handle them?” “Should I try to anticipate and pre-empt objections?
Sales Pop!
MARCH 11, 2024
I talked to Justin Moy , who’s excellent at making money without working all the time. He used to work in sales but got tired of it. So, he decided to make money in a way that didn’t need him to work non-stop. His goal was to not rely on his regular job for money within ten years. Justin told me about the FIRE movement. It’s about making enough money from investments so you can stop working early.
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.
Martech
MARCH 14, 2024
The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. This might not seem like a big issue. Still, your company’s reputation plays an increasingly important role in influencing consumer decisions and any missteps with AI can damage it.
Iannarino
MARCH 9, 2024
Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that the older approaches were not right for their time. It does mean, however, that B2B sales organizations and their salespeople need to change how they sell today.
Partners in Excellence
MARCH 14, 2024
Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening. Businesses, industries and markets are being restructured, profoundly. Overlay this with disruptions being caused by technologies like AI, global climate changes, and the global political challenges. We struggle with the idea, is there light at the end of the tunnel?
Search Engine Land
MARCH 11, 2024
Hundreds of major brands unknowingly have their ads served on Made for Advertising (MFA) websites. Ads are being placed on these sites through both programmatic and non-programmatic channels, according to a new study by Analytics. What are MFA websites? MFA websites are sites created primarily for profit through advertising and generally provide a poor user experience, potentially damaging the reputation of digital advertising overall.
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!
Martech
MARCH 14, 2024
The ad industry is making major investments in order to adapt to the new privacy-by-design ecosystem, according to an IAB survey of 500 advertising and data experts at brands, agencies and publishers. The 2024 edition of the IAB’s annual “State of Data” report shows how the industry is addressing the new privacy-by-design ecosystem in which the deprecation of third-party cookies and other privacy-protective measures are expected to lead to significant signal loss.
Iannarino
MARCH 14, 2024
We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s view. By possessing a status greater than your competitor, you have an advantage in a contested deal. There are levels to this game, and you will need to move up over time. Common sales levels, from lowest status to highest status, are described here.
Partners in Excellence
MARCH 12, 2024
Preface : Don Mulhern is a great friend and colleague. One thing that struck me in Don’s contribution is the joy in “doing the work.” Reflecting on other stories, everyone is excited to “do the work.” Another thing struck me: “And I love what professional selling is not. It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many.
Search Engine Land
MARCH 15, 2024
Google is rolling out a change to the perspectives filter, renaming it from perspectives to forums. A Google spokesperson told Search Engine Land the word “forums” is a more intuitive name when seeking out that content. Google also told us that searchers can use this filter to hone in on results from hundreds of forums from across the web.
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.
Sales Hacker
MARCH 12, 2024
Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016).
SaaStr
MARCH 11, 2024
So you’re hiring your first few sales reps in the early days? Before you have a great VP of Sales? It’s an interesting time. Leads are precious, everyone is a team. So you need a very certain type of sales rep. Let me give you a checklist of a few signs they won’t work out: #1. They’re Late Many will challenge me here, but if they’re late to the interview, they’ll be late to customer calls, too.
Partners in Excellence
MARCH 13, 2024
Preface : I met John Callies in our very first sales training class for IBM. We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.
Martech
MARCH 15, 2024
The shift away from third-party cookies represents a significant change in how advertisers and businesses collect and use data. The change isn’t just a technical issue but will require unprecedented cross-functional collaboration. Marketing, IT, legal, compliance, customer service teams and other parts of the business must work together to navigate the complexities of collecting and managing data flow.
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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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