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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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.
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.
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.
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.
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).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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 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.
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
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.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
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 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.
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.
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.
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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.
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.
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.
G2
JUNE 26, 2023
You get one chance to make a first impression. When it comes to business emails, it's your email signature.
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.
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.
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.
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.
Search Engine Land
JUNE 26, 2023
What many SEOs underestimate when they get into working for an enterprise company is that there is more to the job than just optimizing the website. Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. While my team evaluated some of the top SEO tools used in enterprises , I put in the efforts needed to make the procurement process go as smoothly as possible.
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.
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 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.
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.
Salesforce
JUNE 28, 2023
Let’s be real, the sales pitch has evolved. It’s no longer just a pitch, it’s a fastball. You have about 30 seconds to hook your audience. In those 30 seconds, you have to connect, persuade and provide value to a complete stranger — it’s no easy feat. Your potential customers today are more informed (and skeptical) than they’ve ever been.
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.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
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.
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.
Search Engine Land
JUNE 26, 2023
With AI’s integration into search technology, the pace of change is quickening. Knowing where to allocate your time and effort best is an increasingly complex task. Many SEO tools out there suggest actions to take care of, but are they really helpful in most cases? Or are most jobs suggested busy work that will do nothing to help improve your results?
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.
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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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