Highspot

JULY 24, 2023

The best way for sellers to connect with today’s more educated buyers is to come prepared with compelling content that convinces them to move to the next stage of the buyer’s journey. That’s where sales enablement content comes into play. What Is Sales Enablement Content & Why It’s Important Sales enablement content allows your reps to effectively engage with prospects, move them down the sales funnel, and ultimately convert them into paying customers.

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The third chapter of this guide addresses a fundamental question: What qualities matter most for building an elite team. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

Sales 237

Sales 237

Neuromarketing

JULY 28, 2023

A new report from NPR publishes a letter from The Hartford describing data they gave to Dan Ariely as having been fraudulently manipulated in a paper based on that data. The post Honesty Research May Be… Dishonest appeared first on Neuromarketing.

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246

Iannarino

JULY 24, 2023

Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales conversation is more likely to cause problems at best, and a loss at worse. Longtime readers will know that you want to dominate your client’s time because the amount of time a client spends with one salesperson is a better indication of a deal’s momentum.

Clients 230

Clients B2B Sales Conversion 230

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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.

Sales

Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change.

Growth 123

Growth Conversion Sales 123

Membrain

JULY 26, 2023

Growing into new markets can be a huge boost for companies that are well prepared. It can also be a big challenge, if you’re not. From managing new lines of services, to keeping new types of customers happy, this kind of growth can present as many problems as it does opportunities.

Growth 117

Growth CRM Presentation Service 117

Iannarino

JULY 22, 2023

In politics, if a candidate changes their position on an issue, they will be accused of flip-flopping. The accusation is unfair because being open to change when confronted by new information is often evidence of personal growth, common sense, and the ability to reason.

Growth 221

Growth 221

G2

JULY 27, 2023

How many times a day do you turn on a light switch? For most, probably multiple times a day, you expect the lights to turn on each time you do it. The chance that the lights may not turn on doesn’t even really cross your mind.

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98

Membrain

JULY 23, 2023

Ever wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs , Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis.

Sales 117

Sales Process 117

Salesforce

JULY 25, 2023

Are you overwhelmed by generative AI yet? The questions about AI businesses need to ask themselves – about technology, skills, privacy, data, and organizational requirements, to name a few – are endless. It can be hard to know where to begin, and the most pertinent AI questions to ask, before diving in. “For a lot of our customers, this is about getting going for the very first time with AI,” said Marc Benioff , CEO of Salesforce.

Government 98

Government Electricity Strategic planning Technology 98

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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.

Product

Iannarino

JULY 25, 2023

Between emails, text messages, the internet, Slack, and other interruptions, it is easy to be distracted by the overwhelming incoming communications you receive each day. Because most of these communications are related to your work, it can feel like reading them is part of your job, but in reality, they are more likely to distract you from what you should be doing.

Sales 220

Sales 220

Search Engine Land

JULY 25, 2023

Google is rolling out two new upgrades to Performance Max. Dynamic Search Ads (DSA) and Google Display Ads (GDA) campaign upgrades are now available to all advertisers. Opting in is voluntary. If you decide to upgrade, you can do so via a self-serve tool that will appear in their accounts. A new, separate PMax campaign will be created for each upgraded campaign, using a combination of settings and learnings from existing campaigns to maintain consistent performance, Google said.

Campaign 98

Campaign User Experience Engineering Conversion 98

Martech

JULY 28, 2023

The data privacy landscape is changing rapidly, driven by legislation like GDPR and CPRA , plus consumer pressure on big tech companies. Marketers can no longer use personal data without restrictions. This affects not only digital advertisers but also email marketers. Here’s how these changes impact email marketing, including open rates, and why measuring direct engagement is crucial for success.

B2C 98

B2C B2B Clients CRM 98

Salesforce

JULY 24, 2023

Let’s face it: mundane, repetitive work can be a drag. In fact, 77% of desk workers say that automating routine tasks would improve their productivity. Yet, 52% of companies still have too many manual processes and tasks. Enterprise automation may be the key to bridging this gap. Enterprise automation leads to loyal customers , happier employees, better efficiency, and cost savings.

Teamwork 98

Teamwork Start-ups Process Closing 98

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!

Sales

Iannarino

JULY 26, 2023

To succeed in sales, you need a growth mindset that will allow you to persist after being told no. You also need to be determined to continue when you hear nothing.

Growth 221

Growth Sales Prospecting 221

Search Engine Land

JULY 24, 2023

Google has confirmed an issue with the link report within Google Search Console. The issue seems to be impacting the number of links shown in that report. John Mueller, a Google Search Advocate, said “To update here, we did find something” with the link report. He added, “Hopefully it’ll be resolved this week.” Link report issues.

Engineering 98

Engineering 98

Partners in Excellence

JULY 28, 2023

When I sit down with sales organizations, we inevitably spend a lot of time talking about the Sales Process. There are always so many issues that come up in these discussions, I’ll cover these in this series. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers.

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Process Customers Negotiate Sales 92

Martech

JULY 28, 2023

The big tech companies’ earnings reports this week showed mixed results in digital ad revenues. Meta had double-digit growth in the second quarter of 2023, while Microsoft and Alphabet were both close to flat. Meta The winner. Meta’s ad revenue increased 12% to $31.5 billion YoY, beating analyst expectations and returning it to double-digit growth for the first time since 2021.

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Growth Networking Follow-up Closing 96

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!

Customers

Iannarino

JULY 27, 2023

As sales tech stacks grow, consuming more time and becoming more expensive, sales results continue to plummet. Far be it from me to tell you what technologies to remove from your sales tech stack , but if you cannot connect something to revenue growth or some important sales objective, you may not need it.

Technology 208

Technology Technology B2B Sales 208

Search Engine Land

JULY 25, 2023

Want to know the most effective ways to harness the full potential of Google’s SERP features? Learn how your brand can adopt a strategic approach to enhance visibility and secure inclusion within these vital result types. Common Google SERP features today When Google updates its search engine ranking algorithm or adds new features, its end goal is to help organize information better for users.

Engineering 97

Engineering Click Through Rate Territory Niche 97

Sales Gravy

JULY 28, 2023

Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others.

Construction 93

Construction Networking Drivers/motivators Launch 93

Martech

JULY 25, 2023

Marketers are receiving more different signals than ever from their customers due to fragmented digital channels. Dealing with this requires having a clear approach to identity resolution. How are they matching identifiers and merging customer profiles? How confident are they with the matches? Having a defined strategy leads to better communication with customers and a more effective, and profitable, customer experience.

CRM 95

CRM Consult Customers Service 95

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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

Sales

Iannarino

JULY 28, 2023

The pull of habit and an unwillingness to change will prevent you from improving your results in sales. Even worse, as the world moves forward, clinging to your old ways causes you to get left behind. To become the person who exists beyond your current self, you must kill your darlings.

Sales 200

Sales 200

Search Engine Land

JULY 26, 2023

Online dating, two-day delivery, binge-watching a series on TV. SEO is like the slow-food movement in a fast-food world. How long do you have to wait, though? This article will discuss: What are SEO “results.” The average timeframe to see results. The factors that can impact how fast you can get results from SEO. What are SEO ‘results’? First, let’s talk about what “ results ” mean before discussing how long it takes to get them.

User Experience 96

User Experience B2C Drivers/motivators Clients 96

SaaStr

JULY 28, 2023

Dear SaaStr: Does Having a Board of Advisors Increase Your Chances of Getting Funding? No. Or maybe — only barely, a tiny bit. It does show you are hustling, if the advisors are truly great. If you get Eric Yuan or Marc Benioff to be an active advisor — well, then, you get some more attention. But that’s about it. They aren’t on the management team, they aren’t selling or building product or running a growth playbook.

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Growth Sell Product Customers 91

Martech

JULY 27, 2023

Before we get to this week’s round-up of AI-powered martech platforms, solutions and features, here’s an interesting survey about marketers and AI. Even though marketers have doubts about its output and accuracy, 72% use AI tools at least once a month, according to a new survey. The survey by Basis Technologies was done in July 2023 and had more than 200 respondents from agencies, brands and publishers.

Technology 94

Technology Technology CRM Follow-up 94

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.

User Experience

Iannarino

JULY 23, 2023

Instead of progressing, B2B sales is regressing back to transactional approaches. Sales organizations and sales reps should be improving their overall sales effectiveness, but this is not happening. If we continue this path, companies will have even more difficulty selling.

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B2B Sales Sell 200

Search Engine Land

JULY 24, 2023

Google Analytics 4 has added dozens of new dimensions and metrics that should help marketers this coming holiday shopping season. The new capabilities were rolled out as part of the latest GA4 update, which saw new ecommerce dimensions and metrics added to the custom reports builder. In addition to being able to create reports from scratch, this new feature means that you can now edit standard ecommerce reports too.

Customers 96

Customers Promote Campaign Engineering 96

Salesforce

JULY 25, 2023

Summer’s here, and your customer is planning her first camping trip. When she visits your online store, a GPT-powered digital concierge pops up and she asks it what camping gear and clothing she’ll need. Using data like purchase history, available inventory, and the weather forecast for her destination, the concierge suggests products in her preferred sizes and colors.

Gaming 89

Gaming Promote Customer Relationship Management Strategize 89

Martech

JULY 27, 2023

CabinetM has released its Q2 2023 MarTech Innovation Report, a quarterly summary of new technology introductions, feature updates and acquisitions. Key findings. In Q2 2023, there were 128 new product announcements, an uptick from previous quarters driven partly by new AI tools. Investment in martech companies was spread across 24 categories and decreased from $13.2 billion in Q1 2023 to $3.1 billion in Q2.

Technology 93

Technology Technology Closing Product 93

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.

Sales