Iannarino
FEBRUARY 23, 2023
Selling today isn't easy. Buyers have greater needs and expect more of sales professionals, while decision-makers complain about the sales experience. All of this suggests that salespeople don't create enough value.
Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is King," they said. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.
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Membrain
FEBRUARY 22, 2023
“Eight out of ten companies are drastically overcharged by Salesforce.
Iannarino
FEBRUARY 19, 2023
We’ve all heard the saying, “trying to fit a square peg in a round hole.
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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
FEBRUARY 20, 2023
Vendor Viability. The question for bigger customers especially on if a vendor will actually stay around if they you buy. This remains a large risk with start-ups. But it’s been mitigated to some extent in the minds of customers. With 100+ public Cloud companies, it’s now a bit clearer that at least after a certain point in time, SaaS vendors have a lot of stability.
Martech
FEBRUARY 24, 2023
Creating goals based on any property and a beta for including marketing email analytics in the custom report builder highlight HubSpot’s January releases. Here’s a list of the latest HubSpot updates: Create custom goals based on any property Build custom reports using marketing email analytics (beta) Use HubSpot Subscriptions with free trial offers Add a terms of service link to HubSpot Payments Schedule meetings faster using calendar view Get a more complete view of customer inter
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
FEBRUARY 21, 2023
Most of the strategies related to sales and buyer psychology come from Robert Cialdini's work. Sales professionals are likely to use the reciprocity principle, social proof, and the other principles of sales psychology you find in Cialdini’s book Influence: The Psychology of Persuasion.
SaaStr
FEBRUARY 20, 2023
Underrated: How great of a business model SaaS is. You can literally do almost nothing but make your customers happy and usually you will still grow. Underestimated: Just how expensive the incremental customer gets beyond your core, highest velocity ICP. — Jason Be Kind Lemkin (@jasonlk) February 20, 2023 So in the Boom Times of late 2020 though early 2022, all we talked about was Unicorns. 1,000+ Unicorns bloomed, hundreds of them in SaaS.
Veloxy
FEBRUARY 22, 2023
Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States. Field sales representatives are responsible for building customer relationships, understanding needs, and persuading them to purchase, while managers oversee teams, implement
Martech
FEBRUARY 22, 2023
The rise of TikTok has been nothing short of revolutionary. Since its launch in 2016, the platform has multiplied and boasts over one billion monthly active users worldwide. With an engaged and diverse user base, it’s no wonder marketers are looking for ways to leverage TikTok to reach their target audiences. 53% of marketers expect TikTok to deliver the biggest growth in 2023, according to Reuters’ State of Marketing 2023 report.
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.
Iannarino
FEBRUARY 24, 2023
A flywheel is a mechanical device used to smooth out energy in combustion engines. It's also a heavy wheel used to oppose and moderate the fluctuation of speed through its inertia. Jim Collins, the author of several books about how companies grow or decline, added a monograph called Turning the Flywheel to accompany his book Good to Great. The monograph explains why some companies build momentum and others don't.
SaaStr
FEBRUARY 24, 2023
So few things were more coveted than unicorn status from about ‘16-‘19. It was a sign you were one of the elite, and it made recruiting and so much more easier. Stewart Butterfield noted that how important it was for Slack at the time to become a unicorn — period. Then things changed from mid-2020 to early 2022. It seemed like everyone become a unicorns.
Force Management
FEBRUARY 23, 2023
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
Martech
FEBRUARY 24, 2023
Only 25% of marketers say they have all the data they need to execute on their personalization strategy , according to a new report from marketing researchers Ascend2. Further, only 19% strongly agreed that their technology is up to the job. The data on data isn’t all bad. Some 49% of marketers agreed “somewhat” they had enough data for personalization efforts.
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!
Iannarino
FEBRUARY 20, 2023
It isn't easy to schedule a meeting with your dream client. If you are in an industry where you must practice competitive selling , you are not the only B2B salesperson asking for a contact’s time. Between you and the many other B2B sales teams calling on your potential customer, your contacts are overwhelmed and overrun by the immense cold outreach each day.
SaaStr
FEBRUARY 20, 2023
Dear SaaStr: When Is It “Too Early” To Hire Your First Marketer? In a perfect world, you’d learn something about marketing first before you hire someone to take it over. I.e., you’d experiment and at least make some progress in: Content Marketing. Can you get even 1 or 2 customers from blogging and writing? Growth Hacking. Can you get even a couple of customers by emailing to a small list you’ve built?
Search Engine Land
FEBRUARY 24, 2023
Google is sunsetting Universal Analytics (UA) on July 1st. Starting in March, Google will automatically create Google Analytics 4 (GA4) properties for any customer who does not set up a GA4 property with basic settings. If you do not opt-out of auto migration by February 28, 2023, Google will transition your UA account to GA4 without any custom strategy.
Martech
FEBRUARY 21, 2023
B2B marketers use account-based marketing (ABM) strategies to engage the right decision makers within prospective organizations. These strategies can help marketers gain a competitive edge when they’re run with the right data. Leading with awareness The first thing to consider in their ABM strategy is the brand presence of their own organization. “I think this is really crucial because you really need to have a baseline level of awareness in the marketplace,” said Megan Creighton, head of digita
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!
Iannarino
FEBRUARY 18, 2023
Most of the time, sales organizations accept their reps’ low win percentages and the linear stages of the sales process. They also keep all of the old process’s stages, even when some of them do not apply to their business or industry. One of the reasons for this is that it allows sales leaders to use a weighted pipeline to produce an accurate sales forecast.
SaaStr
FEBRUARY 23, 2023
Dear SaaStr: Should You Hire Someone That Seems Good … But Always Job Hops? I know there are a lot of views on this question, but I’ve reflected on many years of hiring here and for me at least, here’s what I’ve learned: #1. If they haven’t stayed anywhere even a year, they will leave you within a year, too. It just happens again and again. #2 If they never stay anywhere much more than about 20-24 months (pretty common), they think they know how to do it … but they really don’t.
Gong.io
FEBRUARY 23, 2023
This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. A global pandemic. A new generation of decision makers. An economic downturn.
Martech
FEBRUARY 21, 2023
Artificial intelligence promises a bold new future but seems to be flailing in the present. Right now, Microsoft’s AI-powered Bing and Google’s Bard are more famous for their mistakes than their milestones. But AI is a lot more than those two. Its successes are all around us, we just haven’t been aware of them. Do you use Grammerly? That’s AI. When Gmail finishes sentences for you, that’s AI.
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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
Iannarino
FEBRUARY 22, 2023
Think about the last time you bought a shiny new electronic gadget. Did you read the manual, or did you start tinkering around with it? Most of us go for the latter.
Anthony Cole Training
FEBRUARY 23, 2023
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #2: Planning.
Search Engine Land
FEBRUARY 24, 2023
SEOs upset over Google dropping attribution in featured snippets In 2019, SEOs were not happy about a Google featured snippet format that didn’t immediately show the source of the content. For the Found on the web card, searchers had to click to expand the featured snippet and then scroll through various sources to see the publisher. Danny Sullivan, Google’s Search Liaison said Google’s support of the overall ecosystem (searchers, advertisers and publishers) is important. “We d
Martech
FEBRUARY 23, 2023
Research has shown time and time again that existing customers are 50% more likely to try new products of yours and spend 31% more with you when compared to new customers. So how are you fostering these relationships and delivering repeatable and measurable revenue? In this session, marketing experts will share how you can build customer relationships that not only scale but drive revenue for 2023 and beyond.
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.
SaaStr
FEBRUARY 22, 2023
Despite all the advancements in technology, creating a product with a great user experience remains challenging. Many companies believe excellent product design comes from hiring the best engineers and signing up for the latest software instead of building from the users’ perspectives. Stripe is one of the few who have unlocked the code to great product design by changing their approach to the product design process and constantly engaging with users.
RAIN Group
FEBRUARY 22, 2023
The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits. They need to be closely tuned in to the buying process for each member of the buying committee while consistently meeting buyers where they are throughout the cycle. That’s a tall ask, as it turns out. According to Gartner , as many as ten decision makers might make up a B2B buying center.
Search Engine Land
FEBRUARY 24, 2023
For weeks, marketers have been hearing about ChatGPT and its applications for content and SEO. Prompt engineer is even now a job: Wow – Anthropic (Google's latest $300M AI investment) is hiring a "Prompt Engineer" for $250k-$335k/yr + equity No CS degree required, just have "at least basic programming and QA skills" Wild times. pic.twitter.com/4i1sEWs5iZ — AI Breakfast (@AiBreakfast) February 14, 2023 I won’t pretend to know which SEO and digital marketing f
Martech
FEBRUARY 22, 2023
Algorithms are at the heart of marketing and martech. They are used for data analysis, data collection, audience segmentation and much, much more. That’s because they are at the heart of the artificial intelligence which is built on them. Marketers rely on AI systems to provide neutral, reliable data. If it doesn’t, it can misdirect your marketing efforts.
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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