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.
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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
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.
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.
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: 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.
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.
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.
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
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!
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.
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.
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.
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: 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!
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
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.
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.
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.
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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
G2
JUNE 26, 2023
You get one chance to make a first impression. When it comes to business emails, it's your email signature.
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.
Martech
JUNE 30, 2023
In just 48 hours we received around 400 responses to our poll question about Google Analytics 4. With the standard version of Universal Analytics sunsetting on July 1, we asked you: What level of readiness are you (and/or your team) at when it comes to switching to GA4 from Universal Analytics? Are you ready for Google Analytics 4? Have your say in our poll Despite plenty of frustration , almost a quarter of respondents said they had fully implemented and were already using GA4.
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.
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 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.
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.
Martech
JUNE 30, 2023
CMOs desire a strategic and agile marketing organization that meets diverse work requirements. In pursuit of operational efficiency, 60% of marketing organizations have centralized some or all of their functions. However, many CMOs deal with multiple insight-generation micro-teams across the function that do not collaborate well. This can leave them struggling with managing disparate teams that do similar work.
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.
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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