Iannarino
JULY 2, 2023
It wasn’t the salesperson’s fault. He was young and unprepared , wearing a ball cap with his tech company’s logo and a pullover, also sporting the company’s logo. Like all true believers , he was certain that his company’s solution was better than any of their competitors, describing it as the “secret sauce,” and referring to their super-smart engineers.
Membrain
JULY 2, 2023
In the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes? Recently, Paul Fuller sat down with Frank Niekamp , Strategic Growth Advisor at SalesStar , to delve into the secrets behind effective sales strategies.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Partners in Excellence
JULY 6, 2023
Yes, I know the majority of you, justifiably, will think this title is an oxymoron. Something like jumbo shrimp, virtual reality, exact estimate, definite maybe, short meetings, job security, detailed summary, Microsoft Works (oops). This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does.
Martech
JULY 7, 2023
How many email metrics do you and your email marketing team track to measure how your email program is performing? The top five metrics marketers use to measure success — opens, clicks, unsubscribe, click to open and bounces — are all activity-based, the 2021 State of Email Analytics report from Litmus revealed. Those metrics all have their uses, mainly as trend indicators.
Advertisement
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.
Iannarino
JULY 5, 2023
I’ve undergone two brain surgeries. The first was to glue a large mass of arteries and veins shut and the second was to remove the damaged blood vessels and a bruised part of my brain to prevent seizures. After the surgery, I attended college at night while working full time, investing time and effort into what I could do with what remained of my brain.
Anthony Cole Training
JULY 7, 2023
When you are in an airplane, you may or may not pay much attention to what is going on in the cockpit. You may happen to glance at the massive control panel with all the switches, gauges, nobs and buttons, but it’s just a glance… before you hustle on to your seat to get settled in for the flight. But the pilot does, thankfully.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
JULY 6, 2023
Before we get to this week’s round-up of AI-powered martech , I thought I’d share the results of a consumer survey by infosec company Malwarebytes. While you and I and everyone I know professionally are all about AI only 35% of those surveyed respondents agreed with the statement “I am familiar with ChatGPT,” and 50% disagreed. Of those who said they were familiar with ChatGPT: 12% agree the information produced by ChatGPT is accurate 81% are concerned about possible security and safety risks 63
Iannarino
JULY 6, 2023
If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a critical soft skill in sales. There is a concept used in geopolitics called strategic empathy, which is the antidote to strategic narcissism. The historian Zachary Shore’s concept of strategic empathy is “the skill of understanding what drives and constrains one’s adversary.
Search Engine Land
JULY 1, 2023
Well, it’s finally happening – the dreaded Universal Analytics sunset has started. Here in the United States, UA is still processing data, but we were greeted by an ominous message when we logged into our account this morning: “This property is scheduled to stop processing data very soon. Once this goes into effect, you’ll need a Google Analytics 4 property to measure website performance.” This warning started appearing on UA at around 7am EST, once again reminding market
SaaStr
JULY 7, 2023
Dear SaaStr: What Were the Biggest Mistakes You Made as a Founder-CEO? I’ve made so many, it’s hard to boil it down to two. But let’s focus on the earliest days, in Year 1. The biggest two mistakes I made as a founder-CEO in Year 1, I not only made once. I made them again twice, maybe thrice. They were: One, starting with too incomplete a management team.
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
JULY 5, 2023
Marketers aren’t having the easiest time migrating from Universal Analytics to Google Analytics 4. Some are so frustrated with the new tool, that they’ve even been holding funerals for UA in the hope that Google might get the message and make a sudden U-turn. In conjunction with Search Engine Land, we recently ran a poll to find out how the industry is coping and to give marketers an opportunity to get their voices heard — and the feedback was interesting to say the least.
Iannarino
JULY 4, 2023
I will continue to write every post by hand, as I have done since December 28, 2009. Others will use newer technologies to create written content. There are several reasons to write by hand, and the most significant to me is that writing requires you to think, so I appreciate the slower pace of handwriting as opposed to typing.
Search Engine Land
JULY 6, 2023
The transition from “search engine 2.0” to “search engine 3.0” has brought significant changes, particularly with the introduction of entities. This article explores these shifts, the impact of entities on modern SEO and how to adapt your strategies to thrive in this new era. Building your own SEO ‘notional machine’ In my early years of learning to code, a teacher introduced an impactful concept known as “notional machine,” which reshaped my approach to programming and, later, SEO.
SaaStr
JULY 7, 2023
So over the past few weeks I’ve had discussions with 3 good revenue leaders and execs and 2 marketing execs that either left their roles or were let go. None of these folks am I super close to, but all of them I’ve known just enough over time to know they are at least good. Great? I don’t know them well enough. But I do know they are good. Good enough to do well, make good money, and add real value in SaaS.
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
JULY 5, 2023
Facebook and other tech giants will be hard-pressed to monetize their first-party data in the European Union, following a ruling yesterday by the EU’s top court that shot down Facebook’s “legitimate interest” argument for personalized ads. What it means. The ruling is a shot across the bow for many big tech businesses, says Tim Parkin, president of Parkin Consulting.
Iannarino
JULY 7, 2023
Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the company has an obligation to its sales force. Both salespeople and their companies owe their clients a number of things. When any of these obligations are not kept, we end up with all kinds of problems. An awareness of what we owe each other can help us prevent issues and address areas where in need of improvement.
Search Engine Land
JULY 5, 2023
Google Analytics 4 hasn’t exactly got off to the best start with marketers. In fact, it’s getting pretty awkward – some advertisers are so disappointed with the new program that they’ve even been hosting funerals for its predecessor, Universal Analytics. But what is it about GA4 that’s got the world of digital marketing so riled up?
SaaStr
JULY 6, 2023
Dear SaaStr: How Should You Set Up Territories For Your First Few Sales Reps? When in doubt — just start with round-robin, at least for in-bound leads. I.e., just route each new lead in order to the next rep. The reason is less philosophical than practical. Some day, in the end, you are probably going to end up with territories, along with other types of segmentation (by vertical, by customer size — which you should do as early as practical, etc.).
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
JULY 3, 2023
Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Brands were working on transformative GTM efforts pre-pandemic. But then many of them, including startups, simply redlined through the crisis at maximum speed. From my analysis, the significant new GTM investments we saw led to severely diminishing returns.
Iannarino
JULY 1, 2023
Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor created more value for the client. Sales leaders and sales managers also play a role in losses. Too many companies train their salespeople to focus on two points in the sales conversation: 1) The sales organization is safe, and 2) the solution is best in class and better than anything else on the market.
Search Engine Land
JULY 1, 2023
Marketers haven’t had the easiest time migrating from Universal Analytics to Google Analytics 4. Some advertisers are so frustrated with the new tool, that they’ve even been holding funerals for UA in the hope that Google might get the message and make a sudden U-turn. Search Engine Land recently ran a poll to find out how the industry is coping and to give marketers an opportunity to get their voices heard – and the feedback was interesting to say the least.
SaaStr
JULY 6, 2023
Board meetings –– why do they sometimes feel like such a chore? Or worse, why do board meetings sometimes go so poorly? The answer is simple. Your board of directors is a group of people, and when in groups, predictable behavior patterns can cause negative outcomes. However, with a basic understanding of social psychology, it’s easier to manage the group and get more productive results from board meetings.
Advertisement
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
JULY 6, 2023
Amazon will run its yearly summer Prime Day promotions July 11 and 12. Amazon Prime members will have access to deals, while Amazon’s competitors will court bargain-hunters online and in-store. As a result, it’s a great snapshot of ecommerce trends. Why we care. As this year’s Prime Day proves, digital retail is never exclusively online. Top retailers are using a combination of digital and in-store deals to cover the multichannel ways shoppers look for deals.
G2
JULY 3, 2023
Discover the future of retail as retail experts share the biggest retail technology trends that all retailers should look out for in 2023.
Search Engine Land
JULY 1, 2023
Universal Analytics, a platform beloved (or at least tolerated) by marketers, died today (July 1) after 11 years. Although the digital marketing industry had been warned that Google was preparing to turn off its life support, the news has still somehow come as a shock to many. Heartbroken marketers across the world have been flooding Twitter to pay their respects, with some even holding their own funerals.
SaaStr
JULY 2, 2023
Dear SaaStr: How Common is it for Cofounders to Have Equal Splits in Terms of Equity? The vast majority of SaaS companies that have IPO’d do not have equal splits. In fact, only 4 of the most recent ~30 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty, and (close enough) MongoDB and Amplitude: The full data here: At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO.
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
JULY 6, 2023
Does it sometimes feel like you and your team are running in circles with your marketing? You’re doing great work but not seeing the results you expected? It’s almost always the result of one fundamental piece that’s missing. Last year, I found myself stuck in the middle of a corn maze. I was lost, confused and disoriented. It was nearly impossible to find my way out and it took countless wrong turns and endless frustration.
Salesforce
JULY 5, 2023
Today, more users are comfortable with companies using relevant personal information transparently and beneficially. In the 2022 Salesforce State of the Connected Customer study , 61% of survey respondents reported a level of comfort with these personalized user experience practices. That’s up from 52% the year prior. However, there’s no universal definition of what’s transparent and beneficial.
Search Engine Land
JULY 7, 2023
Marketers are not happy with the Google Analytics 4 user interface (UI). In fact, social media has been inundated with complaints about the Universal Analytics replacement – but it’s concerns over the UI that have been dominating the conversation. So, is the GA4 UI really as bad as some are claiming? We spoke to three digital marketing experts to find out… ‘Usability is poor – but hang in there!
SaaStr
JULY 2, 2023
Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Everyone Has a Side Hustle Now. Is That a Good Thing? The Top Things Founders Get Wrong When They Start a SaaS Company Dear SaaStr: What Are Some of the Qualities of a “Bad” Startup CEO?
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.
Expert insights. Personalized for you.
275 
Let's personalize your content