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.
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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.
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.
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?
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.
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.
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?
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
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.
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?
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.
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.
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!
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.
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.
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.
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.
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!
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.
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.
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.
Martech
JUNE 22, 2023
Data clean rooms (DCRs) are an emerging technology that enables marketers to combine data sets with those from other parties to reach customers more effectively in a privacy-compliant way. As the technology evolves, marketers are using DCRs in an increasing number of use cases. Here are some of the considerations an organization takes when evaluating if they should use a DCR. 3 types of DCRs What kind of DCR might your organization pick from the current field?
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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
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.
Partners in Excellence
JUNE 20, 2023
I read a post by a respected sales expert on “Information Asymmetry.” Oversimplifying it, the premise was sellers and customers struggle with buying because we have much more knowledge about our products than the customer, as a result, we have to reduce that asymmetry in how we educate our customers about our products. This is probably correct, at least for the part of the customer change process that focuses solely on product/solution selection.
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.
Martech
JUNE 22, 2023
Our understanding of customer relations has undergone a remarkable transformation in recent years. In the face of the enduring impact caused by the Covid-19 pandemic and the imminent threat of an economic downturn, we are now reassessing the concept of brand loyalty and exploring new avenues to achieve it. To assess the industry condition, we can rely on reports like The Forrester Wave: Loyalty Technology Solutions, Q1 2023 – an overview of the most significant loyalty software vendors on the ma
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.
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.
SaaStr
JUNE 22, 2023
So my LinkedIn feed is full of sales execs complaining how unfair startups are: VPs get fired seemingly without cause (it’s never that simple, though. No sane CEO wants to move on from a VP that’s performing). Startups not even hitting 40% quota attainmen t (more common these days, and brutal indeed). Layoffs continuing and in some cases accelerating , and going deep enough to really hit some of the best.
G2
JUNE 21, 2023
Generative AI is here to stay. Learn why generative AI is the future of e-commerce and the advantages adopting it can offer your commerce-driving team.
Martech
JUNE 20, 2023
“There is no sustainable use case for evil AI.” That was how Dr. Rob Walker, an accredited artificial intelligence expert and Pega’s VP of decisioning and analytics, summarized a roundtable discussion of rogue AI at the PegaWorld iNspire conference last week. He had explained the difference between opaque and transparent algorithms.
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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