Iannarino
JANUARY 14, 2024
Push vs. Pull: Key Strategies in B2B Sales There are two strategies that sales organizations use to win a client's business. The first, and the most dominant of the two strategies, is a push strategy. An example of a push strategy is when a person sends you an InMail with a pitch about their company and their solution, which is often followed by a link to schedule a meeting.
Force Management
JANUARY 16, 2024
There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.
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Partners in Excellence
JANUARY 18, 2024
It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.
Search Engine Land
JANUARY 15, 2024
Copilot Pro, the most advanced and fastest version of Copilot, has been released today by Microsoft. Copilot , the new name for the new Bing Chat experience , now has a paid version that costs $20 per month per user. This brings “a new premium subscription for individuals that provides a higher tier of service for AI capabilities, brings Copilot AI capabilities to Microsoft 365 Personal and Family subscribers, and new capabilities, such as the ability to create Copilot GPTs,” Microso
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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.
Iannarino
JANUARY 13, 2024
Revitalizing Sales Training Methods for Today's B2B Markets Many sales training companies continue to train salespeople using strategies and tactics that no longer hold effectiveness in today's dynamic field. Despite having developed a multitude of methodologies, there's often a lack of interest in evolving these methodologies to suit modern sales environments.
Force Management
JANUARY 18, 2024
Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesforce
JANUARY 17, 2024
When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Service Trailblazer Community is a great place to start.
Iannarino
JANUARY 15, 2024
Uncover the secrets to transforming B2B sales experiences by prioritizing value creation over mere transactions.
Martech
JANUARY 17, 2024
“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies. After multiple delays.
Partners in Excellence
JANUARY 16, 2024
The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.
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.
SaaStr
JANUARY 16, 2024
There’s so much debate on social media and elsewhere on bootstrapped vs VC. Bootstrapped you maintain control, and the unit economics. But many see it as so much harder. And it’s almost always longer. VC can let you go faster, but it can become an addiction. And the dilution all-in generally ends up being 60%-70% by the time you approach an IPO.
Iannarino
JANUARY 19, 2024
The email showed up in my inbox. The salesperson was pitching me for a meeting. I deleted the email, as I had no need for what the salesperson was selling. Two days later, the salesperson was in my inbox again, with a new message, the first one below it. Still lacking any need or interest, I deleted the email. I didn’t hear from the salesperson for two more days, and on the third day, I was greeted with another email with both first two emails forwarded below.
Martech
JANUARY 16, 2024
Storytelling might not be the first tool that springs to mind in B2B marketing. But let’s rethink that. Crafting a resonant narrative is just as crucial in a boardroom as in a book. The art of storytelling can be the key to unlocking meaningful connections with your business audience. Think about it — a well-told story can captivate, engage and leave a lasting impression, even on the most analytical minds.
Partners in Excellence
JANUARY 19, 2024
We live in worlds of constant interruption. Each morning, our inboxes and feeds are filled. Our attentions are drawn to those, we go through them, dealing with each one. Some one has asked a question, we have to respond with an answer. Someone has raised an issue, we have to address it. Something has happened in our social feeds, we have to jump into the conversation, if only to click a like.
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!
Search Engine Land
JANUARY 18, 2024
Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. That’s according to new data released by enterprise SEO platform BrightEdge and the company’s new-ish technology, BrightEdge Generative Parser. It’s surprising to see healthcare at the top of the list here, where many queries would fall under what Google would consider Your Money or Your Life (YMYL)
Iannarino
JANUARY 17, 2024
Discover the power of turning down the wrong clients to build a successful and integrity-driven sales career.
Martech
JANUARY 17, 2024
Marketing today involves complex workflows and processes, matrixed stakeholders and a mandate to execute at the speed of culture. Here, I’ve distilled five secrets from the world’s most agile and effective marketing teams on how they simplify, standardize and collaborate to deliver better work more efficiently. Spoiler alert: It turns out that it’s some of our old familiar marketing operations friends — alignment, communication, governance, automation and the right partnerships. 1.
Salesforce
JANUARY 17, 2024
The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. At Salesforce, we ask, “What do people truly want when they interact with their insurance company?” Extensive research shows that customers, both new and old, want more than just coverage and affordability.
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!
Search Engine Land
JANUARY 18, 2024
Ever reminisce about the days when sprinkling a few keywords on a page was like hitting the SEO jackpot in the search results? In 2024, the world of SEO is the exact opposite of easy. However, for those of us who love to solve SEO puzzles, it’s an exciting time when we’re faced with new challenges and massive opportunities. This year, it’s all about diving deep into the techy side of SEO, getting cozy with AI tools for content and figuring out how to manage rising costs without breaking th
Iannarino
JANUARY 18, 2024
Discover how leading rather than following in client conversations can revolutionize your B2B sales approach.
Martech
JANUARY 19, 2024
Email marketing is ubiquitous in both B2B and B2C marketing today. Despite the development of new channels and the dynamic preferences of customers and prospects, email remains the best tactic for staying in touch with consumers. But email marketing is not without its challenges. Today’s consumers receive a lot of email across their personal and business email accounts.
SaaStr
JANUARY 18, 2024
So Gartner is cutting back its growth projections for this year a bit. It was previously projecting a 13.8% spend in software spend in 2024 to over $1 Trillion. It’s now cutting that back a bit to 12.7% growth in 2024, basically flat with 2023. But that’s still a lot of growth. To over $1 Trillion in software spend worldwide — for the first time ever.
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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
Search Engine Land
JANUARY 17, 2024
Google will lay off approximately 1,000 employees from its advertising sales team this year. Why we care. Advertisers told Search Engine Land last week that they are already struggling to solve issues impacting their Google Ads accounts as they can’t get hold of their reps. The reduction in staff could exacerbate the situation, further complicating problem resolution for marketers.
RAIN Group
JANUARY 17, 2024
Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite. It’s six.
Martech
JANUARY 16, 2024
Google Ads customer service has plummeted to an unacceptable all-time low, according to marketers. From incorrect account suspensions to sales calls “aggressively” pushing automation to confusion over the platform’s products, advertisers are exasperated by the lack of help from Google. And the problem only seems to be getting worse. A ‘brutal’ process Mike Kelley, chief marketing officer at Sylvan Learning, has been working in marketing for almost 20 years.
Heinz Marketing
JANUARY 19, 2024
By Sarah Threet , Marketing Consultant at Heinz Marketing Do you have a difficult time choosing the right tools for your team? Feel like maybe you have too many tools in your stack collecting dust? Perhaps different members on your team, or different cross-functional teams, are not aligned on tools, leaving communications and data in silos? Worst of all, do these silos create roadblocks in getting your campaigns to market?
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.
Search Engine Land
JANUARY 19, 2024
LinkedIn has introduced sponsored articles, providing marketers with an additional tool that may contribute to enhancing brand awareness, increasing engagement, and driving lead generation. Why we care. As LinkedIn users will not have the hassle or inconvenience of having to leave the platform to read the sponsored content, this could result in higher engagement.
Salesforce
JANUARY 16, 2024
I’d like to think I took a page out of T. Pain’s book when I transitioned from sales to sales operations. I’ve closely followed his career from rapper to singer, and just like rap continues to influence T. Pain’s music, my sales background affects how I approach the world of sales ops. In fact, one of the biggest impacts my sales background has on my sales ops success is how I understand sales revenue — not just a top-down view of a key sales metric, but a measure of coll
Martech
JANUARY 18, 2024
Jay Mandel spent about 20 years in corporate America with brands like MasterCard and IBM. “I was about to turn 40 and I didn’t believe that corporate America could give me what I needed.” Instead, he built a new career around speaking, authorship, teaching and what he calls “consulting in a coaching way.” His message? Use AI but don’t let it chip away at your respect for the skills of marketing.
SaaStr
JANUARY 13, 2024
This is the time of year when I have a few “Woe is Me” conversations with founders: “It’s so hard” “It’s not our fault” “Well, we’ll try” “No one wants our product” There’s always some truth in this, especially how hard it is. Every founder that is successful knows how hard it is.
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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