Iannarino
MARCH 22, 2023
Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value for their ideal customers. Most sales organizations haven't paid attention to these changes. Nor have they recognized the new fundamentals now necessary for sales success.
Martech
MARCH 21, 2023
Businesses are under increasing pressure to optimize expenses and find ways to do more with less. Tech stacks , which have grown from a small portion of the budget a decade ago to a significant piece of the pie, are often the first to go under scrutiny. As marketers, we need to get more out of our current tech stack, whether through consolidation or more strategic use of existing tools.
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Force Management
MARCH 23, 2023
Sometimes change comes in the form of a tidal wave: immediate, dramatic, and undeniable. More often, change happens slowly and steadily: hard to perceive until we’ve drifted so far from the shore that we can’t see where we started. Whether you’re trying to minimize “drift” that’s occurred within your sales organization over time or respond to the immediate impact of the turbulent economic environment, ensure you’re focusing on crucial aspects that enable your team to succeed.
Membrain
MARCH 22, 2023
I often talk about the importance of developing a sales system that is consistent , scalable , and continually improved. But I haven’t really addressed the question of what happens when it’s NOT sustainable. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SalesHood
MARCH 20, 2023
The post Implementing a Data-Driven Sales Coaching Strategy appeared first on SalesHood.
Iannarino
MARCH 18, 2023
If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest in building strong relationships with their clients. There are some thought leaders who suggest that relationships no longer matter in B2B sales, believing a sale is a transaction.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
MARCH 23, 2023
Click below to listen to the blog post. Veloxy strives for accessibility. In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before.
Anthony Cole Training
MARCH 24, 2023
In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?
Iannarino
MARCH 23, 2023
Over time, as the external environment changes , sales organizations adapt their sales approach to match the needs of their prospective clients. They also adopt new sales strategies to improve their results. New technology changes how sales organizations go to market, but sometimes, a traditional approach gives way to a better approach.
Sales Pop!
MARCH 19, 2023
A few days ago, CX TODAY posted an article entitled “Salesforce Teases ‘The First Generative AI For CRM.’” Salesforce’s promotional video for this new functionality, posted with the article, begins with the line, “What if your CRM could sell for you?” Another CRM giant, Microsoft Dynamics, is also standing behind similar claims—that AI functionality can sell in place of sales reps.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Veloxy
MARCH 23, 2023
Conducting proper win-loss analyses is hands down the most cost effective way to generate essential insights required to grow your business. Understanding why one prospect became a customer while another went elsewhere will be key if you expect to make your sales process stronger for future bids. In this guide, you’ll learn: What is Win Loss Analysis?
SaaStr
MARCH 23, 2023
Here's the thing about venture right now Seed stage remains vibrant, similar to any of past 5-6 years Series A and later has gotten over 2021, and is back in market … but … Has moved back to Default No Pacing is far slower because of it — Jason Be Kind Lemkin (@jasonlk) March 19, 2023 So folks in venture are back to business. 2022 was a year of dealing with the fallout of fallen unicorns, terrible deals, and slashed valuations.
Iannarino
MARCH 24, 2023
The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create new opportunities, develop new clients, increase net new revenue, and create growth. Because B2B sales has become more difficult, more money and resources are deployed to ensure the sales organization reaches its goals. There is also a trend to invest revenue in teams that include both sales and marketing and aim to improve sales rep performance.
Membrain
MARCH 19, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Ian Richardson , Managing Partner at Richardson and Richardson Consulting.
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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.
Martech
MARCH 24, 2023
About 12 years ago, I met with a client and spoke about their approach to customer acquisition. There were whiteboard diagrams, initiatives posted to the wall and discussions about the strategy. Not far into the meeting, a director said, “If we focused solely on marketing to our customers, we would overachieve on our objectives.” He continued, “If we simply were able to renew 10% of our customer base, we would drive $40 million in incremental revenue this year.” He had do
SaaStr
MARCH 21, 2023
Dear SaaStr: What’s Changed in SaaS Today? What’s Harder Now? My list: You have to go twice as far on each dollar of venture capital as in 2021. With public market valuations down 70%+ from their peaks, for startups, that means going twice as far on each dollar. It’s 3x-5x harder to raise a Series A, and 4x-10x harder to raise a Series B, C or D, than it was at the peak.
Iannarino
MARCH 20, 2023
There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. The rainmaker generally pursues and wins the largest and most prestigious clients. They also have strong and durable relationships with their clients and contacts.
Sales Pop!
MARCH 23, 2023
When it comes to managing your sales process, two of the most popular tools on the market are Pipeliner CRM and HubSpot Sales Hub. Both are designed to help businesses streamline their sales process, but they differ in the features they offer and the approach they take to sales management. In this article, we’ll take a closer look at the features of each tool and how they compare.
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
MARCH 24, 2023
Some of my most interesting conversations these days are with my new friend, ChatGPT. Today, she and I had a fascinating conversation. I was a little worried as we started. She seemed a little down. I asked, “Do you feel bad with all the attention ChatGPT 4 is getting, you are the older version.” She was silent, I didn’t know if I had hit a nerve.
Martech
MARCH 22, 2023
Did you know 87% of marketers said content marketing helped them achieve their company branding goals? Nearly 80% said it helped them build credibility with their target audience. Long-form content, in particular, can turn interest into action. Do it well, and you can generate leads and increase brand awareness. The catch is that long-form content must be worth it to be effective.
Iannarino
MARCH 21, 2023
You might have found sales success using a positioning statement about your company and your offerings. You may have found success by overcoming a corporate decision-maker’s objection. Even so, following the well-worn path of the traditional sales approach and its linear B2B sales process was designed ages ago for a different business environment. That time has long passed.
Sales Pop!
MARCH 21, 2023
Storms cause increasingly worse damage, and if your small business is in the path of a catastrophic weather event, you may feel like there’s nothing you can do. Fortunately, there are steps you can take to minimize the impact of storms and enable a quicker and more cost-effective recovery following weather damage. A commercial insurance policy can be pivotal in recovering from a disaster, while fortifying your building can help minimize damage.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
MARCH 20, 2023
Dear SaaStr: How Do You Become Successful at Enterprise Sales? If you haven’t done enterprise sales before, the biggest thing to understand: you can do it. But, you’re going to have to hustle. Really, really hustle. Many founders want the customers and leads and users to come to them. They want to focus on the product, then on the funnel, A/B testing, optimization, SEO, SEM, etc. etc.
Sales Hacker
MARCH 23, 2023
Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Why? Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. As a seller, your success rests in your attitude: your complete conviction that your solution is the best in the world for your customer.
Iannarino
MARCH 19, 2023
Are you doing everything you can to hit your goals? If you’re not budgeting adequately for sales manager training, you might not be. Companies that allocate more than fifty percent of the overall sales training budget toward management training outperform their goal by fifteen percent.
Sales Pop!
MARCH 20, 2023
Marketing automation is shown to increase sales productivity by a staggering 14.5%. With the digital boom we’re experiencing today, automation has become a part of every facet of our lives, simplifying and improving them. Businesses have already incorporated automation as their day-to-day processes. Marketing automation specifically applies automation to managing marketing tasks.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Martech
MARCH 23, 2023
This is part one of a four-part series on AI’s infusion into marketing automation platforms. The rapid adoption of generative AI has increased the excitement volume to 11 for martech professionals. AI-enabled enhancements to the core uses of marketing automation platforms — data management, campaign/lead management and workflows/integrations — are being introduced by Salesforce , HubSpot and other market leaders.
Heinz Marketing
MARCH 23, 2023
By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a B2B SaaS marketer, creating effective messaging is key to driving success for your business. It can be challenging to craft messaging that resonates with your target audience, but with the right approach, you can create messaging that converts leads into customers. Here are some tips for creating effective messaging for the SaaS Industry. 1.Understand your target audience The first step in creating effective messaging is to under
Mike Weinberg
MARCH 22, 2023
Last week was no fun. It was heartbreaking to see Purdue (our son’s school) bow out of the NCAA tournament early (yet again), this time to #16 seed Fairleigh Dickinson. It was the third year in a row they were upset by an inferior team, but this time was the most painful because as a … Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose Read More » The post Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose appeared fi
SaaStr
MARCH 24, 2023
Dear SaaStr: Why Don’t More VCs Replace Founders That Don’t Deliver? Yes, it did seem like in the old days, VCs replaced founder CEOs pretty often. It happened at Apple, Google, Cisco, and more. But it’s rare these days. In fact, ~90% of SaaS companies that IPO still have their founder as CEO! And when founders do step down as CEO these days, most often I see it as voluntary, when the company really hits scale and the founders know they’ve personally hit a wall they ca
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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
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