Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people? These sessions should begin with a broader view of the opportunities each salesperson has in their pipeline, with a focus on several key metrics so that managers can compare and track

Pipeline 224

Pipeline Sales Growth 224

Iannarino

OCTOBER 16, 2024

In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. Instead, many sales reps believe their offering will be enough to secure the client’s business. When these reps lose, they blame external factors instead of recognizing that they failed to develop the edge they need.

B2B 240

B2B Closing Sales 240

Force Management

OCTOBER 17, 2024

Scot Loeffler knows a thing or two about leadership. He knows about leading a change initiative, getting the most out of high performers, and what it takes to be elite. Scot has worked with some of the most recognizable names in college and pro football as a quarterbacks coach or coordinator. In 2018, he became Head Coach at Bowling Green State University (BGSU) and began the task of turning their football program around.

Engineering 136

Engineering Sales 136

Martech

OCTOBER 16, 2024

We have some big news to share with you. As a reader of the MarTech website and newsletter and an attendee at the MarTech Conference, you’re part of a community of marketers created by Third Door Media, the company that built and continues to invest in MarTech and its sibling brands Search Engine Land and SMX. Today, our company takes another step in its maturation.

Education 126

Education Commission Engineering Technology 126

Speaker: Jay Allardyce

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

Salesforce

OCTOBER 14, 2024

The speed of innovation in the world of AI — and specifically, generative AI — is continuing at a breakneck pace. With the technical sophistication that’s available now, the industry is rapidly evolving from assistive conversational automation to role-based automation that augments the workforce. In order for artificial intelligence (AI) to mimic a human-level performance, it’s vital to understand what makes humans most effective at completing jobs: agency.

Engineering 128

Engineering Represent CRM Follow-up 128

Iannarino

OCTOBER 17, 2024

As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this insight-based method because it creates much value for the salesperson to offer their client. Here, we will explore eight ways this approach benefits a prospective client.

Clients 221

Clients Meeting Prospecting Sales 221

Martech

OCTOBER 18, 2024

How is your marketing team using generative AI? Here are the results of a poll I did earlier this year: While this poll focused on email marketing professionals, the results align with trends across the broader marketing landscape. But from my experience, copywriting isn’t the most effective use of generative AI. Here are three areas where generative AI can truly add value — if your marketing team wants to make the most of AI, start here, not with copywriting.

Entertainment 121

Entertainment A/B testing Campaign Start-ups 121

SaaStr

OCTOBER 18, 2024

SaaStr CEO Jason Lemkin joined ZoomInfo’s Season 2 of its ZI Labs Podcast as the opening guest alongside ZoomInfo CEO Henry Schuck. Along with co-host Ben Salzman, Jason and Henry discuss the transformative power of AI within SaaS and the evolving dynamics that are reshaping the landscape of software as a service. There’s recruiting and there’s people building.

Sales 95

Sales Up-sell Gaming Go To Market 95

Iannarino

OCTOBER 14, 2024

As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales management pitfalls to help you steer clear of costly missteps.

Sales 221

Sales 221

G2

OCTOBER 16, 2024

Discover effective ways how to network at any event. Learn to research and conduct successful interactions that enhance your professional connections.

Networking 105

Networking 105

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

OCTOBER 18, 2024

When an organization suffers from a crisis, you probably think about the PR agency or CEO as part of the response. But what about marketing? Marketing has access to the customer data and develops the voice of the brand, which makes the marketing team a crucial part of any crisis response. Marketing is where the organization’s communicators work, where the company gains its visibility into channels like social media and, if the crisis involves customer experience or data, marketing is well

Follow-up 113

Follow-up Process Customers 113

The Advantexe Advisor

OCTOBER 15, 2024

We are midway through October and the pressure is on. Most businesses by now have a very good idea about how their Q4 and total year of 2024 is going to end up from a revenue perspective so all that is left is to manage the costs and profit. Unlike revenues which are driven (mostly) by customers, expenses are typically all controlled internally and can be much more easily managed and manipulated.

Clients 89

Clients Meeting Closing Conversion 89

Iannarino

OCTOBER 15, 2024

I developed this list of 49 metrics for a project I am working on. If you want to develop your own set of KPIs, this list will help you figure out what information you need from your sales team. Select at least one from each category to evaluate their performance.

Sales 204

Sales 204

G2

OCTOBER 16, 2024

Explore the key differences between libel and slander, the two main types of defamation. Learn about their distinct legal implications and challenges.

Legal 105

Legal 105

Advertisement

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Sales

Martech

OCTOBER 16, 2024

As marketers pour more budget into digital channels, a surprising disconnect remains. While the majority of retail sales, for example, still happen in physical stores, most marketing efforts focus solely on tracking online metrics. The challenge? Traditional attribution models fail to connect digital spend with real-world outcomes. To bridge this gap, marketers must embrace AI and machine learning to gain a full picture of how their campaigns drive both clicks and in-store purchases, unlocking a

Retail 117

Retail Campaign Technology Technology 117

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. Do it. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process.

Contract 88

Contract Engineering Product Customers 88

Membrain

OCTOBER 13, 2024

Join us for a conversation with Mark Boundy , Chief Clarity Officer and founder of Boundy Consulting LLC. From his humble beginnings in retail sales to his influential role at WL Gore Associates, Mark has honed a profound understanding of customer perceived value.

Customers 76

Customers Retail Consult Conversion 76

Understanding the Sales Force

OCTOBER 13, 2024

As I wrote in September, I’m reading the Bible from beginning to end for the first time. I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus.

Strategize 75

Strategize Sales Prospecting Conversion 75

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

OCTOBER 15, 2024

We make purchase decisions based on whether or not we trust brands. For low-cost items, we may be willing to take a risk, but for major purchases, trust is key. For B2B offerings, trust is the top selling point for decision-makers, as their motivation is almost always to avoid the blame that comes from making the wrong choice. The true foundation of marketing lies in building brands that create demand but also build trust.

Customers 119

Customers Intrinsic Trust Drivers/motivators 119

SaaStr

OCTOBER 13, 2024

Top SaaStr Posts of the Week: #1. The SaaS Era of 2013-2022 is Over. Welcome to The World of Hyperfunctional SaaS. #2. ChurnZero: 38% More Customer Success Departments Are Reporting to the CRO. FBOW. | #3. 7 Things I Learned from Loren Padelford, CRO of $100m+ ARR Vertical SaaS Leader Slice #4. 4 out of 800 Sales Execs Raised Their Hand. A New Low in SaaS Malaise?

Up-sell 86

Up-sell Growth Sell Product 86

Adaptive Business Services

OCTOBER 16, 2024

Let’s get started! Nimble Updates Watch for a new user interface on your Nimble messages inbox. I have seen and tested this and it’s very nice! Nimble is also working on separating email open and link tracking. Sequences continued … I’d like to think that I have been pretty up-front about the fact that my experience with email sequence messaging has, up until this point, been non-existent.

CRM 71

CRM Construction Contact Service 71

Membrain

OCTOBER 16, 2024

Numerous studies have shown that without reinforcement, most formally-delivered training content is forgotten or abandoned with a few short weeks. Influenced by the effectiveness of the trainer (whether live or pre-recorded), the quality and relevance of the materials, and the receptivity of the intended audience, many of the concepts may never be absorbed at all.

Sales 70

Sales 70

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Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A

Sales

Martech

OCTOBER 14, 2024

Warning: I am in rant mode today. This happens fairly often because I understand email’s potential. Over my 25 years in email, I have seen email greatness come from large and small email teams at large and small companies. I have written about it and ranted about companies that sacrifice this potential by cutting back on their funding for email in 2024.

Legal 123

Legal Clients Campaign Represent 123

SaaStr

OCTOBER 16, 2024

Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers? I think most sales execs lie, at least a little bit. I don’t like it. But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. We did a recent SaaStr survey and you said 97% of software sales execs lie at least sometimes, a little: Control it, or it will spiral.

Customers 75

Customers Contract Sales Closing 75

Sales Hacker

OCTOBER 18, 2024

Hello and welcome to The GTM Newslettr by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

GTM 70

GTM E-commerce Real Estate Strategic partnership 70

Sales Gravy

OCTOBER 17, 2024

Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales.

Technique 68

Technique Growth Prospecting Follow-up 68

Speaker: Jamie Bernard

Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.

Product

Martech

OCTOBER 16, 2024

When the subject of email automations comes up, many non-email marketing folks think of the good old abandon-cart email (“You’re so close to getting a great product!”). Yes, email automation is particularly great for ecommerce brands. But they’re also useful for brands in almost every other vertical, including CPG and B2B. Below are some of my favorite automations for non-ecommerce brands: The welcome series.

SQL 115

SQL Appointment Follow-up Retail 115

SaaStr

OCTOBER 14, 2024

Dear SaaStr: What is The Strangest Thing You Have Learned About Entrepreneurship? To me the “strangest” thing I learned is that you get pretty good around Year 3–4. Almost automatically. And somewhere around Year 5 at least, if you make it that long — you know exactly what to do. I always had imposter syndrome as a CEO and founder — and still do. I never thought I could be as good as any of the successful founders I knew.

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77

Partners in Excellence

OCTOBER 17, 2024

I’m embarrassed and ashamed of my behavior in a very difficult situation today. Fortunately, I was involved in a discussion with someone who had the courage to call me out, in the most polite way. For the past several weeks, I’ve been involved in frustrating situation with a vendor of ours. We are using some of this vendor’s products right now—but having problems with them.

High impact 62

High impact Pitch Conversion Up-sell 62

G2

OCTOBER 18, 2024

Traditional AI has already transformed mergers and acquisitions (M&A) by simplifying time-consuming tasks and facilitating decision making at key steps. AI can fast-track labor-intensive M&A processes before, during, and after a deal.

Process 64

Process Networking 64

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