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

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

Veloxy

JULY 23, 2023

Imagine delving into the extraordinary life of a man who scaled the heights of Wall Street, only to come crashing down in a whirlwind of excess money, success, and power. As an avid fan of Jordan Belfort and his unparalleled sales training, The Wolf of Wall Street book , a memoir written by Jordan Belfort, provides a thrilling and captivating glimpse into the world of high-stakes finance and the rise and fall of one of its most infamous players.

Finance 49

Finance Entertainment Drivers/motivators Follow-up 49

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 233

Sales 233

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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

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.

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Clients B2B Sales Conversion 227

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 125

Growth Conversion Sales 125

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.

Process 116

Process Customers Negotiate Sales 116

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 219

Growth Sales Prospecting 219

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.

Growth 111

Growth Sell Product Customers 111

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

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.

Product

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

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 219

Growth 219

Search Engine Land

JULY 27, 2023

“Broad match gives you the most relevant reach and conversions within your performance goals.” – Google Marketing Live 2023 This is how Google describes broad match in their Google Marketing Live 2023 recap. Wait, what? Broad match gives the most relevant reach? PPC marketers know it inherently can’t be the most relevant – or at least that was the conversation within our team at the time.

CTR 98

CTR Click Through Rate Cross-sell Campaign 98

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

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

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.

Growth 98

Growth Networking Follow-up Closing 98

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 218

Sales 218

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.

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Government Electricity Strategic planning Technology 98

G2

JULY 28, 2023

In today's consumer-driven market, the modern customer demands personalized experiences that cater to their unique preferences and needs.

Customers 98

Customers 98

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

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 98

Technology Technology CRM Follow-up 98

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 205

Technology Technology B2B Sales 205

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

SaaStr

JULY 25, 2023

Dear SaaStr: We sold 30% of our Company Pre-Money During our Friends and Family Round. Will VCs Care? No. In the old days, 30% in your friends-and-family round was pretty common. It may become common again, as times are tougher for many these days in venture. What VCs will want to make sure is that: The founders are adequately incented going forward The angels before them, as a group, don’t have control or blocking rights over future financings.

Finance 98

Finance 98

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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

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 98

Technology Technology Closing Product 98

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.

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Sales 197

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

SaaStr

JULY 28, 2023

So don’t look now, but things are getting a smidge better in SaaS. It’s still tough out there for many, and selling is challenging. Goldman Sachs is now predicting the first re-acceleration in ACVs in years: And: Top Cloud and SaaS stocks are up 31% this year. Now they still are way down from their 2021 highs. But +31% is real. Top Cloud and SaaS stocks are trading at 15x ARR or more.

Growth 98

Growth Up-sell Start-ups Closing 98

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

Martech

JULY 27, 2023

In this new series, we dig deeper into the stories of our expert contributors. This interview has been edited for clarity and length. Jen Bergren has been breaking down HubSpot releases for us since May 2022. As head of operations at a HubSpot RevOps and WebOps agency and a teacher at the HubSpot Academy, she’s the ideal person to explain HubSpot innovations in a language everyone can understand.

Referrals 98

Referrals CRM Clients Start-ups 98

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.

B2B 197

B2B Sales Sell 197

G2

JULY 25, 2023

Product content is crucial for brands in the e-commerce landscape. Learn the importance of the product detail page (PDP) and how to create one.

E-commerce 98

E-commerce Trust Product 98

SaaStr

JULY 27, 2023

So this is a niche post on a niche issue, but I think an important one because I see it creating real problems all the time. The Arrogant Chief of Staff that is empowered to make big decisions, but goes rogue and makes bad ones. Or at least, lacks the life experience and maturity to make good ones. Three recent examples from just the past few weeks: Example #1: CEO of $10B+ Public SaaS Company’s Chief of Staff Never Follows Up A little while back, a CEO of a $10B+ Public SaaS Company tha

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Niche Follow-up 98

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