Understanding the Sales Force
JUNE 20, 2023
Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.
Iannarino
JUNE 18, 2023
You don’t need more technology to improve your sales results. The only things you need are a CRM , a source of data, a meeting platform, and some effective digital assets. As sales stacks grow larger, win rates and quota attainment decline.
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RAIN Group
JUNE 21, 2023
Don’t be surprised to bump into discussions around metrics at any gathering of sales enablement professionals. Measuring the success of sales training and enablement initiatives is top of mind for these folks, and rightly so.
The 5% Institute
JUNE 19, 2023
In today’s competitive business landscape, generating sales is crucial for the success and growth of any company. Whether you are a small business owner or a seasoned entrepreneur, implementing effective strategies to generate sales is vital for sustaining profitability and expanding your customer base. In this article, we will explore a variety of proven techniques and methods that can help you boost your sales and propel your business to new heights.
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.
G2
JUNE 20, 2023
Growth in the e-commerce space has provided customers with more convenience and purchasing options than ever before. E-commerce offers many benefits to companies to help them succeed in the digital economy. But it is not without its disadvantages - from logistics and shipping to customer acquisition and inventory administration.
Iannarino
JUNE 20, 2023
This is not your mother or father’s sales environment. Selling is much more difficult than in the past, and it isn’t likely to get easier any time soon. Selling is complicated and complex, especially if you pursue large or enterprise-level clients.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JUNE 23, 2023
There is no greater benefit than hearing from a client how they are implementing a sales development program in their bank and their culture. We recently had the benefit of 45 minutes of input from one of our valued banking clients and learned how they are building their team of successful, relationship building bankers.
Martech
JUNE 21, 2023
The UApocalypse is drawing nigh. On July 1st, nine days from now, Google will shut down the standard version of Universal Analytics (UA) — the most widely used marketing analytics tool in internet history. In its place is Google Analytics 4 (GA4), a very different and likely more powerful tool. Everyone’s ready for that, right? We’ve all transitioned to GA4, briefed stakeholders on the new metrics and triple-checked how GA4 data interacts with your other technologies, right?
Iannarino
JUNE 22, 2023
There are many forces and factors that prevent net new revenue growth. Some are external forces or factors, and others are internal challenges. If you wonder why it is so difficult to grow revenues, this comprehensive list will help you improve your sales team’s results. We’ll offer ideas about what you might do to consistently grow faster.
Membrain
JUNE 18, 2023
In the latest episode of The Art and Science of Complex Sales podcast, Paul Fuller interviews Dr Yekemi Otaru , Co-founder & Chief Growth Officer of Doqaru Limited. From engineering's hidden problem-solving to marketing's customer-centricity and sales' emphasis on listening, Yekemi shares her strategies and insights on how to tackle problems that truly matter within the B2B industry.
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.
SaaStr
JUNE 20, 2023
So today, everyone has a side hustle, or so it seems. Almost everyone in sales seems to be into real estate, either “multi-family” real-estate or getting their broker’s license. Or other so-called “passive” income streams that really often take many hours to manage. And so many folks are coaches, selling courses, and more.
Martech
JUNE 21, 2023
Picture this. You’ve just hit the “publish” button on your company’s latest blog post. A masterpiece, full of trend analyses, punchy insights and actionable takeaways. Once upon a time, you might have sat back, fingers crossed, hoping your precious piece would somehow tumble into the great wide world of cyberspace. But let’s face it — the “publish and pray” era of content marketing is long gone.
Iannarino
JUNE 23, 2023
There are many forces and factors that prevent net new revenue growth. In this 2-part series we’ll offer ideas about what you might do to consistently grow faster. Go here for Part 1 of this article on External Obstacles to Revenue Growth.
Membrain
JUNE 21, 2023
We all know that you have to invest in marketing and sales in order to grow your company. But do you know how much you should be investing for the percentage of growth you’re achieving?
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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.
Veloxy
JUNE 22, 2023
In the world of sales, the power of an effective message cannot be underestimated. The right words delivered to the right audience can be the catalyst that turns potential customers into loyal clients. For instance, the presence of a sound sales enablement strategy has been found to improve sales messaging by 31% ! So how do YOU create a sales messaging strategy that resonates with your target audience and drives results?
Sales Pop!
JUNE 21, 2023
Introduction In the interconnected digital landscape, our identities are no longer confined to the physical realm. They have expanded into the virtual domain, where we navigate a complex network of online platforms, social media profiles, and digital interactions. The concept of digital identity is ever-evolving, shaping how we present ourselves, connect with others, and engage with the world.
Iannarino
JUNE 21, 2023
If you are a sales leader or a sales manager, you may not know how your sales force prospects. Then again, you may know, and you may believe they are prospecting in a way that is effective. You may also see a lot of emails from salespeople and believe you are doing what other sales organizations are doing to create a first meeting.
David Meerman Scott
JUNE 21, 2023
For decades, marketers have been the experts. We marketing people use our experience and creativity to make decisions. This reality isn’t going away! In fact, I think the new world of AI makes our work even more important, because we must always recognize the limitations of machines.
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.
Partners in Excellence
JUNE 21, 2023
Not long ago, I wrote about Coaching Is A Language. Since writing it, I’ve had a lot of interesting conversations–and workshops on the language of coaching. Fortunately, it’s very different than my college language classes in conjugating verbs, learning gender categories for nouns, and endless drills repeating the same phrase over and over until I had the pronunciation correct.
Sales Pop!
JUNE 21, 2023
Negotiation is never about insisting your way is best or worse, arm-twisting to get what you desire. The better route is to seek an acceptable solution for all involved in the decision. Calmly asking questions to understand the basis for the conversation will enhance the outcome. Traditional negotiators have the appearance of being arrogant, knowing everything, and refusing to listen to another.
Iannarino
JUNE 17, 2023
B2B sales has never been easy, but it seems to be getting more difficult as a confluence of forces change B2B sales. We built the Revenue Growth Blueprint to suggest a path for training, developing, and enabling salespeople to succeed in our current environment.
Sales Gravy
JUNE 22, 2023
Human Connection Is Irreplaceable In this episode of the Sales Gravy podcast, Jeb Blount talks to Will Yarbrough, VP of Sales at Fleetio, about what it means to be a human seller in modern society. Yarbrough shares his experience selling fleet management software to a tough, blue-collar demographic, and the challenges of hiring for industry experience versus coaching new hires with the right mindset.
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!
Partners in Excellence
JUNE 22, 2023
The sales and marketing automation markets are among the fastest growing software sectors. I lost count when total numbers of apps exceeded 20,000. Companies are proud of their tech stacks, often getting into “mine is bigger than yours” discussions. I see clients with tech stacks in the double digits, paying millions in fees. At the same time, when you actually talk to people, the utilization of these tools is very low.
Sales Pop!
JUNE 19, 2023
When starting a business, you must determine the form of business ownership. The type of business ownership dictates the structure, taxation, legal requirements, and liabilities of the business. Choosing the right business ownership can make or break the business’s success. Here are four common types of business ownership. 1.Partnership Partnership business ownership requires a formal legal agreement outlining each party’s rights and responsibilities.
Iannarino
JUNE 19, 2023
For as long as anyone can remember, sales leaders have searched for a way to consistently win new deals. To even out the natural variability across their sales force, they adopted a linear sales process, believing that the consistency of approach would invariably produce the results they were seeking.
SaaStr
JUNE 21, 2023
$100M ARR doesn’t happen overnight. Founders are responsible for ensuring a startup always has enough money, setting the vision for the company, and driving things forward. It seems simple enough, but it’s not always easy, as founding CEO and co-founder of LaunchDarkly, Edith Harbaugh, learned firsthand as she took the company from zero to over $100M.
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.
Heinz Marketing
JUNE 20, 2023
By Michelle Voznyuk , Marketing Specialist at Heinz Marketing Let’s call it how we see it and acknowledge that it’s been an interesting year. Talks of a recession have had us questioning “are we in one?”, “are we about to be in one?”, or just generally “what’s happening?”. In times of economic uncertainty, we face new challenges that can stunt our growth.
Sales Pop!
JUNE 19, 2023
Earning a Master of Business Administration can help your company in many ways. The information and experiences gained through an MBA program may be transformative for the success of your organization, from improving strategic decision-making and leadership skills to obtaining a global perspective and increasing your network. By taking advantage of these changes, you may propel innovation, make smarter judgments, and take your company to greater heights.
Martech
JUNE 22, 2023
Editor’s note: This is Part 2 of a four-part series on how AI will be infused into marketing automation platforms. Part 1, AI marketing automation: How it works and why marketers should care, is here. For much of 2023, the AI hype has focused on generative AI content use cases (copy, image, video). Some still question generative AI’s ultimate impact, but the mainstream adoption indicates that much of the focus on content-focused capabilities is warranted.
SaaStr
JUNE 19, 2023
So we’ve been writing about the power of a strong, funded, dedicated customer success organization since the beginning of SaaStr way back in 2012. While now mainstream, our early thinking on the power of Second Order Revenue in many ways informed a generation of SaaS entrepreneurs and the whole CS space. But … things have change in the past 24 months or so.
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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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