Iannarino
AUGUST 21, 2023
There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of these two categories. The person who needs something from someone else is One-Down, while the person who needs nothing is One-Up. The One-Up person has the better position of the two.
Anthony Cole Training
AUGUST 25, 2023
Some would say that these are unprecedented times in banking. Perhaps the individuals most impacted, and possibly most unprepared, are retail bankers, at the frontline of client changing preferences, digital options and increasing expectations. For a banking leader, it is an important time to have a strong focus on sales team motivation. Here are a few things we would recommend to help your frontline retail banking team continue to grow and deepen current client relationships.
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Veloxy
AUGUST 23, 2023
Are you ready to revolutionize your sales process and skyrocket your team’s productivity? In today’s competitive landscape, the key to success lies in adopting cutting-edge technology. AI sales tools are transforming the way sales teams operate, automating tasks, providing valuable insights, and optimizing efficiency. Discover how these powerful tools can help you stay ahead of the game, improve customer engagement, and maximize your revenue potential.
Force Management
AUGUST 24, 2023
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
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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
AUGUST 23, 2023
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a lot of responsibility. Nothing important in my world is handled with an email. I would tell you to call me if you have something worth my time. If you were the salesperson assigned to my company, I’d tell you to use the phone.
Partners in Excellence
AUGUST 23, 2023
Strategic thinking with most sales leaders seems to be focused on, “How are we going to finish the month?” For front line sales managers it seems to be limited to, “Did you hit your prospecting goals for today, what is your plan to do hit it tomorrow?” The intensity of focus on what we are doing to achieve our goals today blinds us to the fact that things are changing at a rate we have never experienced.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
AUGUST 22, 2023
Dear SaaStr: As a CEO, Who is The Most Talented Founder You Have Ever Met? A few of the most talented I’ve ever met. Ok, let me qualify this by saying earlier in my career. As part of SaaStr, I meet so many incredible founders from HubSpot to Monday to Slack and more that I can’t count those, for the most part. So I’m excluded the CEOs and founders, for the most part, that I’ve met though SaaStr itself as there are too many great ones.
Iannarino
AUGUST 19, 2023
Every sales leader wants greater revenue , which is the primary strategic outcome for which they are responsible. However, some leaders believe their most important goal is increasing the speed in which their revenue is generated. When one of these leaders suggests that they need efficiency or deal velocity, they typically require their sales team to take on a transactional sales approach.
Partners in Excellence
AUGUST 22, 2023
After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. Before getting into, it’s important to understand the methodology underlying the research. I did a rigorous scan of the literature, mostly the articles and discussions in my feed in LinkedIn. I assessed likes, comments, reposts the articles by the experts produced.
Membrain
AUGUST 20, 2023
Did you know there's a global shortage of sales talent?" That's the provocative question we tackle head-on with our guest, Alan Maguire , Founder of ESI in our latest episode.
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
AUGUST 25, 2023
Do you see more “unassigned” and “direct” traffic in your Google Analytics account even if you’re careful with your UTM tagging? That’s because data privacy regulations protect the users visiting your website. As data privacy regulations increase, attribution models may struggle to stay accurate and valuable. Many use Google Analytics 4 for attribution modeling, but it is not GDPR-compliant.
Iannarino
AUGUST 20, 2023
There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. After this initial transaction, the salesperson will need to acquire another order from that same client. In some cases, this transactional approach makes sense, but sometimes a company forces their team to use transactional approaches , even though it isn’t right for the sales organization or their clients.
Partners in Excellence
AUGUST 21, 2023
Appreciation is one of those “soft” topics that tough minded business people, focused on the numbers and growth, don’t tend to appreciate. In selling, I suspect too much of the mindset is, “When the going gets tough, the tough build more pipeline… ” Yet appreciation is integral to our success–both within our organizations, with our partners, and our customers.
Salesforce
AUGUST 24, 2023
Thinking of adding generative AI to your business? You’re far from alone. Two-thirds (67%) of senior IT leaders are prioritizing generative AI over the next 18 months, and a third (33%) call it a top priority. This fast-growing technology, which focuses on creating new content based on existing data, is top of mind for many across sales, customer service, marketing, commerce, and beyond.
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!
Martech
AUGUST 25, 2023
This is the second part of a three-part series of conversations about Google Analytics 4 (GA4) with Russ Ketchum, product director of Google Analytics. In the first part, we discussed how to recreate Universal Analytics’ reports. Today, we’re looking at the UA 360 functions which are available in GA4. (Interview edited for length and clarity.) Q: What features from 360 did you put in GA4?
Iannarino
AUGUST 24, 2023
Most people in sales would agree that discovery in B2B sales is the top critical factor in your success. When you look at how most salespeople do discovery, you find few sales reps who create value for their prospects. You also don’t see them put in a lot of effort to prepare for a discovery call with a new prospect.
Partners in Excellence
AUGUST 20, 2023
In the past couple of weeks, I’ve found myself involved in a number of conversations about “Creating demand… ” Some have focused on marketing’s role in demand creation. Depending on whether you are in marketing or sales, there are various views of how well this is being done. Almost universally, there seems to be a demand gen problem—it has become increasingly difficult to catch prospect/customer attention, regardless of the techniques we leverage for demand g
Salesforce
AUGUST 24, 2023
Fill in cell. Add row. Update column. New tab. Cross eyes. Rinse, repeat — 10 times a day. Sound familiar? I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data.
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!
Martech
AUGUST 25, 2023
“We just cancelled a SaaS product we’ve used for three years. Each year, we get the same email from them, a month out from renewal. A new account manager that we haven’t met before, asking for money. It’s the only time we hear from them.” That’s how Angie Judge, CEO of a New Zealand-based cultural analytics platform Dexibit, lit a fire on LinkedIn that — at time of writing — is still raging.
Iannarino
AUGUST 22, 2023
If you were my salesperson, I would tell you to start your week on Sunday by planning your schedule for the upcoming work week. This will prevent you from looking in your inbox for something to do so you can focus on the activities that will have the biggest impact on your sales performance.
Partners in Excellence
AUGUST 25, 2023
The rise of SaaS and other subscription based businesses has created a series of discussions around “recurring revenue” and how those business models differ from non SaaS or subscription based revenue models. While, I’m a big fan of Winning By Design’s “bow tie model,” virtually every business has a bow-tie revenue model, with many having a very lopsided bow-tie with the majority of revenue coming after the first sale.
The Digital Technology
AUGUST 24, 2023
We have seen the business world moving quickly, adopting the newest technologies. Integrating advancement in the technologies has automated business operations, improving productivity, less dependency, improvised sales and better revenue generation.
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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
Martech
AUGUST 24, 2023
Is your marketing team overwhelmed by the constant demand for fresh, engaging content? Too many businesses face this same issue: the pressure to produce high-quality content consistently and at scale. It gets even more frustrating when you realize your content isn’t reaching as many people as you’d like despite your best efforts. In other words, you’re investing time, resources and energy into creating content, but it’s still not getting the visibility it deserves.
Iannarino
AUGUST 25, 2023
In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One proudly declared that her clients love their virtual meetings. Another suggested their clients prefer emails. My own experience doesn’t reflect these beliefs. One of my clients asked me not to email him because his internal emails are more than he can manage.
SaaStr
AUGUST 25, 2023
So we’ve been saying for a while that the back half of 2024 could be good for SaaS IPO s, we just needed a few of the break-out winners to IPO to get the engine rolling again. The SaaS IPO window really closed in late 2021 with HashiCorp as the last great one to IPO in December 2021. And now we have that first great IPO filing since 2021 — Klaviyo.
Search Engine Land
AUGUST 22, 2023
The key to your SEO success is publishing authentic content and thinking about ranking in terms of concepts, rather than individual signals. That’s according to Googlers Martin Splitt, John Mueller and Danny Sullivan in the latest Search Off the Record episode. The group discussed ranking updates and systems, content, the importance of user-centricity and more.
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.
Martech
AUGUST 24, 2023
The universal goal of most marketing leaders is to create seamless, personalized customer experiences that resonate with audiences on a profound level, inspiring trust and loyalty. However, the path to delivering personalized content across channels can be complex and exhaustive. Join marketing experts who will share how machine learning and AI-driven optimization can be the catalyst for your brand’s success.
Salesforce
AUGUST 21, 2023
According to our latest State of IT report, 73% of IT leaders are concerned about the impact of climate change. IT has good cause to be concerned: enterprise technology is responsible for approximately 1% of global greenhouse gas emissions. This may not sound like much, but it is equal to the total carbon emitted by the U.K. So how can sustainable IT impact a company’s digital carbon footprint?
SaaStr
AUGUST 22, 2023
It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. [link] — Aaron Levie (@levie) September 11, 2020 My Top 5 Things to Remember When Starting a Company:: #1. Fixing the Founding Team is Very, Very Painful. Take the time to get it right. I was unstoppable when I had aligned, great co-founders.
Search Engine Land
AUGUST 22, 2023
Google is now rolling out the August 2023 broad core update. This is the second broad core update of 2023; the previous core update was the March 2023 core update that started on March 15, 2023, and ended on March 28. It has been just over five months since Google’s last broad core update. The announcement. Google announced this on Twitter and updated its search updates page: “Released the August 2023 core update.
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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