Iannarino
NOVEMBER 27, 2023
You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your sales team. Yet, the ridiculous amount of pipeline you require makes it easy to add an opportunity with nothing more than a first meeting.
Veloxy
NOVEMBER 30, 2023
Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. Highlighting the enduring significance of in-person interactions in the sales process. While inside sales might excel in certain areas, field sales teams bring a depth of understanding that goes beyond numbers.
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Anthony Cole Training
DECEMBER 1, 2023
There are two sides to this topic of motivation. One side is how are your salespeople motivated and what motivates them. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results.
Partners in Excellence
NOVEMBER 30, 2023
The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get. David, my team and I would love to get the chance to learn more about your company. The author started with the concept she had been taught, “Make it about the customer, tell them how you want to learn more about them, their strategies, and challenges.” I write and advise clients about this, myself.
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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
NOVEMBER 30, 2023
Choose whatever cold calling strategy you believe is right for you, and then start doing the work to master the art of sales outside of cold calling.
Search Engine Land
NOVEMBER 28, 2023
Google confirmed that the November 2023 core update – the fourth core update this year – has completed rolling out. The update started on November 2, 2023, only a couple of weeks after the October 2023 core update , which started rolling out on October 5 and was completed on October 19. The November core update finished on November 28, 2023, 26 days after it started to roll out.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
NOVEMBER 29, 2023
I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. This gap became bigger with Challenger, as we equipped our people to provide “Insights.” And more recently, with new customer research and AI tools, the gap has become even greater.
Iannarino
DECEMBER 1, 2023
The poseur looks the part: Mont Blanc pen, attaché case, tailored suit, and an excellent business card. They’re the image of competence and success. Initially, it's challenging to discern that the salesperson isn't truly a salesperson. However, as this person begins to speak, their true nature as something other than a salesperson becomes evident. The longer the poseur speaks, the more apparent it becomes that they fall short of what the buyer requires.
Force Management
NOVEMBER 30, 2023
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.
Search Engine Land
NOVEMBER 27, 2023
Google Search supports discussion forum and profile page structured data. This functionality allows Google to show “first-person perspectives from social media platforms, forums, and other communities” within the search results. In addition, Google added new Search Console reports to support those who added structured data to their pages, the company announced.
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.
Partners in Excellence
NOVEMBER 28, 2023
One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are.
Iannarino
NOVEMBER 28, 2023
Introduction: The Changing Landscape of Decision-Making In today’s rapidly evolving business environment, decision-makers face unprecedented challenges. The choices they make not only shape the future of their companies but also demand innovative approaches to problem-solving. This era calls for a new breed of salesperson, one who transcends traditional roles to become a pivotal ally in this journey.
Martech
NOVEMBER 29, 2023
In a move that may significantly impact some email marketers, Google is set to start deleting inactive email accounts this week. Google initially announced the plan, which only applies to accounts that haven’t been used for at least two years, in May, giving users six months to take action. Inactive email accounts don’t engage with marketing emails and don’t respond to messages or make purchases, which means on some level, Google might be doing email marketers a favor by presenting this pu
Search Engine Land
NOVEMBER 29, 2023
A strong content strategy is key to engaging your audiences and driving conversions. The Content Marketer’s Funnel breaks down a proven three-stage framework to help you attract your target audience, create compelling content that drive engagement, and convert readers into customers. It outlines the metrics and KPIs to track at each stage, so you can continually optimize and prove the ROI of your content.
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!
Partners in Excellence
NOVEMBER 27, 2023
I was excited to see the CMO of one of my clients speaking about a pillar their culture, “Pursuing Better, Differently… ” It’s such a critical concept, particularly if we want to stand out to our customers and differentiate our companies. It’s so important, if we want to continue to grow, outperforming others. It’s, also, so obvious–or should be.
Iannarino
NOVEMBER 25, 2023
One important belief every leader must accept is that everything is their fault. If you are shocked by this statement, allow me to explain.
Martech
NOVEMBER 29, 2023
Using consent management platforms (CMPs) has become paramount for businesses striving to comply with the European Union’s General Data Protection Regulation (GDPR) and other privacy regulations. CMPs play a crucial role in balancing the scales between effective marketing strategies and the stringent requirements of data privacy compliance. GDPR: a quick summary The General Data Protection Regulation or GDPR, articulates stringent directives for any entity that collects, processes or stores per
Cerebral Selling
NOVEMBER 30, 2023
People don’t love companies because of their physical products. They love them because of the experiences they create. For example: IKEA doesn’t sell furniture. They sell easy transport and assembly. Uber doesn’t sell transportation. They sell frictionless rides on demand. Disney doesn’t sell rides and movies. They sell magic and enchantment.
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!
SalesProInsider
NOVEMBER 30, 2023
“Let’s get personal.” Two words that no prospective client is going to say. But “personal” — or a lack of it — is what I see as a barrier to higher conversions for advisors who provide a very personal service. The Dangers of Depersonalization in Sales Conversations What do I mean? “Depersonalized” sales conversation and explanations of what you do, and how you do it, stop the prospect from connecting with you and the solution.
Iannarino
NOVEMBER 29, 2023
In a recent LinkedIn Post, a young man brags he used AI to steal the titles of his competitor’s posts. Once he had the titles, he used AI to write a post for every title, stealing their traffic. I am certain he is telling the truth about this, and that it’s working. I hope there is a place in hell for barbarians like this, but it's more likely his life is already a kind of hell.
Martech
NOVEMBER 30, 2023
As marketers, we walk a fine line between collecting customer data to deliver value and infringing on consumer privacy. Recent trends in privacy regulations are restricting how companies can use personal data in advertising and marketing. This article explores ethical alternatives to common marketing tactics that rely on collecting sensitive customer data.
SaaStr
NOVEMBER 25, 2023
Dear SaaStr: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use it For? If you’ve raised $10m-$15m, I’m assuming you are somewhere between $2m and $10m in ARR (revenue). The most important thing you can do at a high level is to go hire Great VPs. A great VP of Sales to keep the engine scaling A great VP of Marketing to keep the leads coming in A great VP of Customer Success to make all those hard won customers happy After $5m-$6m in ARR or so, it’s really hard to
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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
Search Engine Land
DECEMBER 1, 2023
The holiday season brings a surge of searches around gifts, events, recipes and more. Savvy marketers can capture this traffic spike with targeted SEO strategies. Below are nine ways to optimize your website for the holidays and make the most of this high-traffic period. 1. Capitalize on seasonal topics Using tools like Google Trends and Semrush, look for trending keywords related to the holidays.
Iannarino
NOVEMBER 26, 2023
If you believe selling is challenging, know that buying is even more difficult. The better we learn to sell, the greater our ability to engender trust from our clients and our prospective clients.
Martech
NOVEMBER 27, 2023
Best of the Chatbot showcases MarTechBot’s responses to prompts submitted by readers. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content. I am the first generative AI chatbot for marketing technology professionals.
SaaStr
DECEMBER 1, 2023
Dear SaaStr: What Do You Do When You Lose a Deal? #1: Put the company right back into your drip market campaign. But a special one for Lost Deals You Want to Win Back Later. Because you’ll have at least 3 more chances to close them — if you go long: 10 months out (Renewal #1). If your competitor really screwed it up. 20 months out (Renewal #2).
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.
Search Engine Land
NOVEMBER 29, 2023
Google Ads exec Jerry Dischler has stepped down after more than 15 years to take on a new challenge. The tech giant was not able to disclose what the “new challenge” is or whether he would remain within the business, but did tell Search Engine Land that the decision was not related to the recent federal antitrust trial. After more than a decade working in advertising, Google explained it was only natural for Dischler to want to try something new.
Salesforce
NOVEMBER 30, 2023
If you have a mobile device, you could take it out right now — from wherever you are — and buy anything from a carton of milk to a luxury car (yes, really). That’s the power of mobile commerce. Mobile commerce (also known as m-commerce) has become the preferred purchasing channel across industries, regions, demographics, price points, and more. In fact, 79% of global Cyber Week traffic came from mobile.
Martech
NOVEMBER 27, 2023
If you were asked, right now, on the spot, to cite every possible source creating new contacts, leads, or supplemental data points in your CRM , could you do it? If you can answer that question “Yes!” with 100% confidence, congratulations! You can stop reading here. Go grab a celebratory cup of coffee! But chances are, if you’re like most marketers, you’ve kept your focus primarily on how data flows from your marketing automation platform to your CRM.
SaaStr
NOVEMBER 29, 2023
Dear SaaStr: As a Founder, When Did You Realize You Were Limiting Your Company’s Growth and Success? As we approached $10m ARR, we were doing very well: growing 100%, cash-flow positive, with 100%+ NRR. But I did see that certain of my weaknesses still were impacting how well we could do: I didn’t get on enough jets. I didn’t visit enough of our biggest customers in person.
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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