Iannarino
JUNE 27, 2023
There are several variables that impact your win rates, and all of them are important to buyers. The best way to evaluate your performance on these variables is to approach each one as a clear-cut question. Buyers evaluate you by considering these same questions and failing to recognize that means you may lose deals that you might have won.
Anthony Cole Training
JUNE 30, 2023
How should you coach your salespeople on how to respond to rate reduction requests from clients? Share this article or the information you've learned from it with them. These three immutable truths will help guide them to the best response.
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Membrain
JUNE 28, 2023
Sales onboarding is an important part of building and growing a sales team. Successful onboarding improves retention, increases the pace at which new employees begin producing revenue, and ensures a seamless experience for your prospects and customers.
SaaStr
JUNE 26, 2023
One thing we’ve talked a ton about at SaaStr since inception is the power of going global as early as you have customer pull in other geographies. The internet works everywhere. You should be selling everywhere, assuming there are no regulatory or related issues in your space. Some examples: HubSpot gets 54% of its revenue from outside the U.S. Asana gets 39% of its revenue from outside the U.S.
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.
Iannarino
JUNE 30, 2023
Leaders often believe their team has everything they need to succeed. Occasionally, this is true, but when it isn’t, it can cost leaders their sales goals and their sales objectives. Here is a list of what sales leaders owe their sales force.
Force Management
JUNE 29, 2023
This month, the Revenue Builders Podcast featured six guests who are experienced in driving efficiency and creating repeatable success that fuels growth. Their conversations ranged from strategies for increasing deal size within the sales process, to creating a culture of accountability and improvement within your team. We even shared a special episode featuring three guests who offered unique perspectives from outside investors on what drives growth across their portfolios.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JUNE 26, 2023
Ok we’re in full swing for 2023 SaaStr Annual now that Europa is behind us and it’s going to be out biggest, best Annual ever! The 9th!! It’s back again in the SF Bay Area Sep 6-8 again on our sprawling 40+ Acre, 10+ Stage campus. More in our official programming launch soon but an early look at just some of the epic speakers: Spenser Skates, Founder & CEO @ Amplitude Girish Mathrubootham, CEO @ Freshworks Roy Mann, Co-founder and CEO @ Monday.com Eran Zinman, Co-founder a
Iannarino
JUNE 29, 2023
You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have knowingly or unknowingly committed yourself to a number of obligations that you must meet to win the client’s business.
Membrain
JUNE 25, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez , the President, and Caroline Chavez , the Vice President of Topaz Sales Consulting. Throughout the conversation, they touch upon various key highlights, including the significance of intent, building rapport and trust, the importance of asking personal questions as a learned behavior, and effective sales tactics.
Partners in Excellence
JUNE 27, 2023
The willingness to be wrong. Not quite the poster child for our daily affirmations wall, is it? “I will be wrong today. I will embrace failure. Errors are my best friends!” Nothing you see leaders bragging to each other about, “I was wrong more times than you! I win!” But the willingness to be wrong, or perhaps, the willingness to admit that we were wrong is critical to our growth, learning, and ability to achieve our goals (individually and organizationally).
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.
Understanding the Sales Force
JUNE 27, 2023
Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer. I started coaching him when he was old enough to hold a wiffle bat.
Iannarino
JUNE 28, 2023
There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, look at your win rate. The higher your win rate, the more effective you are. The lower your win rate, the less effective you are. Another way to measure your sales effectiveness is by looking at the effect you have on buyers and decision-makers in the sales conversation.
SaaStr
JUNE 29, 2023
SaaS buying has changed. As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. Vendr SaaS Consultant Katie Oates and Vendr Vice President of Customer Team Jeff Swank share eye-opening data and insights into buyer trends from 2023.
Partners in Excellence
JUNE 26, 2023
Each of us has had some small cut or scratch with, perhaps, a little bleeding. Band-Aids are indispensable for those. Usually, we use them less for stopping the bleeding, rather to prevent further aggravation of the cut and reduce chances for infection. But when the injury is much bigger or deeper, band-aids are insufficient. These usually require more serious wound management treatment–perhaps stitches (my med device clients are shuddering–I mean sutures), surgery, more robust wound
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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.
Martech
JUNE 29, 2023
Marketers are known as the “creative ones.” They always come up with tag lines and quirky campaigns. However, creativity doesn’t always mean innovation, especially if that helps the business move forward. Innovation doesn’t need a pitch deck. Organizations have been discussing the need to be innovative since the end of World War II when technological innovation was seen as the catalyst for economic growth.
Iannarino
JUNE 30, 2023
All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. Most sales approaches, both modern and legacy , are missing a number of important elements that are necessary to being a consultative salesperson.
Sales Gravy
JUNE 30, 2023
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback.
Search Engine Land
JUNE 29, 2023
Microsoft has announced new AI-powered shopping tools powered by Bing and Bing Chat. These include new price match monitors, AI-generated buying guides, and review summaries, all aimed to “help you shop and save with confidence,” Microsoft said. Price match monitors. These new price match monitors show you a product’s price after you purchase that product.
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 28, 2023
When responding to questions about AI replacing humans in certain roles, most “experts” claim that AI will replace some jobs but will be a much more valuable tool for augmenting human intelligence and ability. What if they are wrong? In all of the hype associated with this latest technology wave, a significant trend is occurring across industries that could significantly change the impact of AI — the retirement of the knowledge worker.
Iannarino
JUNE 24, 2023
It isn’t easy to change how your sales force sells. When your sales force has sold using one methodology the approach is burned in. If you haven’t provided a B2B sales methodology , it can be even more difficult to change how you sell.
Heinz Marketing
JUNE 30, 2023
By Karla Sanders , Engagement Manager at Heinz Marketing In the ever-evolving landscape of B2B business, customer-led growth has emerged as a powerful approach to drive sustainable success. By putting the customer at the center of strategic decisions and initiatives, businesses can create lasting value and foster strong customer relationships. Leveraging metrics plays a vital role in this process, as it provides actionable insights and quantifiable measures to track progress and make informed de
SaaStr
JUNE 29, 2023
So YCombinator put out a list of its largest success stories not by valuations (as they’ve done in the past) — but by revenues. It’s 2023. It’s not a valuation game anymore. It’s about putting real points up on the board, and after that, real profits. So when sliced by revenue, what can we learn? That 50% of the top YC companies of all time by revenue are B2B/SaaS: Yes, B2C companies still often get more attention.
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!
Martech
JUNE 27, 2023
A company’s website is the single most important media channel in the marketing communications toolkit. Your website is the perfect “owned media,” infinitely flexible, with global reach and easy to keep current. Just a few years ago, while teaching in Buenos Aires, I was taken aback when a grad student said, “We don’t visit company websites anymore.
Iannarino
JUNE 26, 2023
The cult of sales efficiency worships at the altar of more , faster , and automation— the Gods they worship. They believe that success comes from being efficient. To pursue the cult’s objectives, the members use tools and technologies to improve their productivity.
Heinz Marketing
JUNE 27, 2023
By Lisa Heay , Director of Business Operations at Heinz Marketing I’ve spent the better part of 2023 so far writing about email deliverability and optimization. We’ve been on quite the journey together – investigating how who you send to , what you send , and how you send it all add up to determine how (or if) an email is received by your reader.
SaaStr
JUNE 26, 2023
Dear SaaStr: What’s the Best Way to Get Ahead in SaaS Sales? It is important to decide which of 3 life tracks you want to be on: Super-successful sales rep / individual contributor. I.e., make $200k or even $500k+ someday, just closing deals yourself. Crush your number, live the life, take nice vacations, wear expensive suits, buy a cool condo. Live the high life.
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.
Martech
JUNE 28, 2023
One of the attractions of Google Analytics 4 (GA4) is getting a sophisticated web analytics tool free. However, there are a lot of other analytics tools that can compete with it in both features and price. Here’s a list of the best known. Matomo is an open-source analytics platform that provides similar features to Google Analytics. It offers real-time analytics, customizable dashboards and detailed reports.
Iannarino
JUNE 25, 2023
In two interactions in the past week, I listened to two salespeople who believed they were using their value proposition to create value for clients. One was a cold call and the other was a cold email. In the first case, the salesperson asked for a first meeting by going hard on the value of their solution. The second salesperson described their value proposition twice in the same cold email.
G2
JUNE 26, 2023
You get one chance to make a first impression. When it comes to business emails, it's your email signature.
SaaStr
JUNE 28, 2023
If there’s one rule almost everyone universally agrees with when building software, it’s that focus is critical. Conventional wisdom says that if you narrow your focus, you can go really deep. Parker Conrad, the CEO of Rippling, disagrees. As a founder of two different compound startups, each valued at above a billion dollars, he’s probably the best person in the world to share this alternative perspective.
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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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