Iannarino
SEPTEMBER 13, 2023
We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent survey suggests that the average quota attainment is 27 percent. While this number may not be accurate for salespeople outside of the survey, we can use this data point as a basis for our discussion here.
Anthony Cole Training
SEPTEMBER 14, 2023
The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.
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Veloxy
SEPTEMBER 13, 2023
Your company just recently started using Salesforce, and well… you’re struggling. While you can recognize its great power, you’re not quite sure how to harness it. Namely, you’re not sure how to make use of its automation capabilities. Fortunately, we are, and we can help you get the most out of Salesforce automation. Here are 10 tips for optimal Salesforce automation setup. 1.
Force Management
SEPTEMBER 14, 2023
It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.
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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
SEPTEMBER 14, 2023
Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their solutions, asking the client to share their problem. Because so many salespeople were taught and trained to use this approach, it commoditized a first meeting.
Partners in Excellence
SEPTEMBER 14, 2023
Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
SEPTEMBER 14, 2023
Google has begun to push out an update to its helpful content system , the last helpful content system update was the December 2022 helpful content update. The update started on September 14 and should take about two weeks to fully roll out. What is new. Google said , “The September 2023 helpful content update is rolling out with an improved classifier.
Iannarino
SEPTEMBER 12, 2023
There are several reasons one might fall behind the changes in B2B buying and B2B selling. Just like our clients fall behind, sales organizations can miss an inflection point. They can be like a prospective client that believes what they do is good for all seasons, even if they haven’t made changes in five decades.
Partners in Excellence
SEPTEMBER 13, 2023
We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might improve productivity or efficiency. They might help our customers reduce costs. They might give them capabilities they currently don’t have. But does this mean we really understand our customers’ problems?
Martech
SEPTEMBER 11, 2023
Organizations that want happier customers should look holistically at the entire customer journey. It’s not enough to target individual touchpoints for improvements. Marketers need the big picture when it comes to customer experiences. “The ability to focus on customer journeys and reorient your organization around customer journeys is the great ‘unlock’ for companies that are struggling, perhaps, to make progress with their customer experience scores and their programs,” said Joana de Quintanil
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.
Search Engine Land
SEPTEMBER 11, 2023
Due to Google’s algorithms constantly evolving, it can be difficult to determine areas to focus your SEO efforts on for maximum results. Yet, there’s one ranking factor that’s always worth optimizing for: content. With the launch of the helpful content system, there’s no doubt that content tailored to people’s needs can naturally secure a high ranking, especially if it’s published on a website with a high domain authority.
Iannarino
SEPTEMBER 10, 2023
At a recent conference, one group shared that buyers start their buyer’s journey on the seller’s website. I’ve also heard this described as the digital journey. People who suggest selling hasn’t changed in any meaningful way may not be paying attention. The biggest change is that buyers can acquire more information than ever by visiting the sales organization’s website.
Partners in Excellence
SEPTEMBER 12, 2023
Sometimes success, too much success over a period of time is dangerous. We see so much of this now, with the former “darlings” of the VC/PE world. We see similar things with many of the largest, “most successful” organizations, the high performers of Wall Street, NASDAQ, and other global markets Suddenly, these “successful” organizations start to falter.
Martech
SEPTEMBER 13, 2023
Leading analytics and data management provider SAS will integrate generative AI capabilities with its Customer Intelligence 360 marketing solution. Customers will be able to choose which generative AI providers to integrate into their SAS instance, including popular models like ChatGPT, open source models and their own proprietary models. Marketers will be able to use these capabilities to create marketing plans and build audience segments as well as generate personalized text 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!
Search Engine Land
SEPTEMBER 12, 2023
Now that the Google August 2023 Core Update is done rolling out , we wanted to take a deeper dive on how this core update differed from previous Google core updates, specifically the March 2023 broad core update. This update was indeed a big one, and caused a lot of ranking volatility across many verticals in the Google search results. But this update was also surrounded by a very volatile set of weeks prior to the update, making the update itself feel a bit more muted than previous updates.
Iannarino
SEPTEMBER 9, 2023
Every leader wants control of their team. They want them to do the right thing, in the right way, at the right time. Many leaders lack a set of strategies that would allow the better results they want. In the worst case, they use force. In the best case, they use inspiration. What follows here is a list of positive strategies leaders can use to have greater control, without harming their results or creating a toxic environment.
Membrain
SEPTEMBER 10, 2023
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.
Salesforce
SEPTEMBER 13, 2023
The magic of Dreamforce is back, and it’s been truly wonderful to come together as a community and share the excitement of new marketing innovations to come — especially in AI. We recently found that 71% of marketers believe generative AI will allow them to focus on more strategic work. At Dreamforce, I announced the newest Marketing Cloud releases that will help you not only focus on more big-picture ideas, but help you build lasting customer relationships.
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!
Search Engine Land
SEPTEMBER 14, 2023
Google Search stopped showing How-to rich results on desktop yesterday. Google’s announcement. In an update to an Aug. 8 blog post about the reduction of visibility for HowTo and FAQ results , Google announced: “Continuing our efforts to simplify Google’s search results, we’re extending the How-to change to desktop as well. As of September 13, Google Search no longer shows How-to rich results on desktop, which means this result type is now deprecated.” “This c
Iannarino
SEPTEMBER 15, 2023
Every year, usually at the sales kickoff meeting , a sales organization will provide training. If they provided negotiation training last year, this year they might focus on discovery. There are several reasons to use a different approach, especially if you want to improve your win rates. Not every salesperson needs training on discovery, even though there is nothing wrong with a refresher.
Martech
SEPTEMBER 14, 2023
Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. I wanted to share some direct experiences in supporting marketing and GTM’s leader’s battles against these headwinds.
SaaStr
SEPTEMBER 11, 2023
So the other day I looked back at about 25 SaaS seed investments I’d made that had scaled well past $10m-$20m and reflected on the top themes. Including — the top mistakes founders make again and again as they cross $10m ARR. Trust me. Here they are. They are all avoidable : #1: Stepping Out of Sales Ok really this is mistake #1, #2, #3, #4 and #5.
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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
SEPTEMBER 11, 2023
While SEO can be highly effective, it’s not a one-size-fits-all solution for all businesses. SEO might not be the immediate answer to your digital marketing needs. Here’s why SEO may not be the best fit for a business, with alternatives and insights into when it may be a more valuable investment. 1. You require fast results Do you need fast results for your business and a way to attract tons of visitors to your website in no time?
Iannarino
SEPTEMBER 11, 2023
B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, you might experience a period of stasis, where there is no reason to change. But when the external environment is one of accelerating, constant disruptive change you should pay careful attention to the changes and their implications on how you sell.
Martech
SEPTEMBER 11, 2023
I attended an amazing workshop over the weekend on AI and the future of creativity and once again had a “‘HOLY SH*T’ “holy sh*t” AI moment. During an online brainstorming session, I stumbled upon a plugin for the text-to-image creation tool, Midjourney, that would allow me to update any of the portraits created on the platform (and even ones not created on the platform) with the facial features of someone I knew.
Heinz Marketing
SEPTEMBER 14, 2023
By Tom Swanson, Engagement Manager at Heinz Marketing Change is a constant companion today. Being skilled in change is a massive benefit to careers today, even if it is hard to put on a resume. Most people just don’t like it. Even a change for the better can be poorly received, and leading change can be downright demoralizing. Yet the business world demands adaptation now more than ever, and there just isn’t room or time to fight it.
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
SEPTEMBER 15, 2023
Google is on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. The U.S. Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. These multibillion-dollar deals gave Google an unfair advantage, the DOJ alleges, making it nearly impossible for rival companies to compete.
Salesforce
SEPTEMBER 11, 2023
How can you increase digital engagement? Anticipate your customers’ needs — and tailor your messaging to fit those needs. We found that currently 73% of customers expect companies to understand their unique needs and expectations. This demand for personalization will only continue to grow. So understanding and using customer data effectively, and using AI to make the most of that data, will help you create lasting connections.
Martech
SEPTEMBER 12, 2023
Evaluating which generative AI tools are right for your company isn’t easy. To help with that process, Trust Insights’s CEO and co-founder Katie Robbert, and co-founder/Chief Data Scientist Christopher Penn, have created a two-by-two matrix for executives, which they outlined in a recent video. “Every job will be impacted in some way by large language models and generative AI,” said Penn.
SaaStr
SEPTEMBER 14, 2023
So first a caveat: I know just enough about financial accounting to be dangerous. Second caveat: I’m way, way oversimplifying things. But with that out of the way, let’s talk just enough about financial accounting to explain why Big Tech Companies both acquire smaller ones — and do corporate VC investment. Because in the short-term, it often costs basically close to nothing to acquire a smaller startup with cash on hand, or do a corporate VC investment.
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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