Iannarino
JANUARY 8, 2023
When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. This is true, even when salespeople want more coaching to increase their sales effectiveness. The sales manager would also benefit from having a sales force that wins more deals.
Membrain
JANUARY 11, 2023
Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.
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Anthony Cole Training
JANUARY 13, 2023
Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.
Partners in Excellence
JANUARY 11, 2023
It’s human nature to search for easier ways to get our work done. Selling will never be easy, but there’s a lot that we can do to simplify the work, enabling us to achieve more than we currently do. Somehow, however, we tend to do the things that don’t make selling easier. We avoid the things that improve our effectiveness. We aren’t as efficient as we could be.
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.
Predictable Revenue
JANUARY 9, 2023
Learn the definition of customer-centric selling and how to implement it in your business to improve win rates, customer retention. and brand loyalty. The post How To Implement A Customer-Centric Strategy appeared first on Predictable Revenue.
Iannarino
JANUARY 13, 2023
B2B sales reps spend a lot of their time creating new opportunities. Some are fortunate enough to have a steady stream of inbound leads, while others must rely on their cold outreach strategy and their grit to keep their pipelines full. One valuable yet underutilized technique for creating sales opportunities is referrals. Referrals are a great way to generate new business, although most salespeople don’t use them.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JANUARY 11, 2023
So there’s a quiet SaaS success story you probably don’t know much about, but can learn a lot from. It’s Docebo. It’s a leader in a pretty crowded space (Learning Management Systems) with dozens of top vendors. And yet … It’s worth $1.1 Billion today, doing $145,000,000 in ARR. It’s growing 40%+ on a constant currency basis.
Membrain
JANUARY 8, 2023
In my last article , I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.
Iannarino
JANUARY 12, 2023
Territory mapping is an important component of sales performance management. The optimal sales territory mapping for your company and your goals may be terrible for another company.
Martech
JANUARY 13, 2023
“Efficiency,” “precision,” “agility, “more with less” — these words echo through Zoom calls, board rooms and budget pow-wows as economic uncertainty builds like black ice on a mountain road. Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. .
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.
SaaStr
JANUARY 9, 2023
The Strategic Retreat actually usually works really well in the short term. I see SaaS companies quickly get to cash-flow positive by really only servicing in-bound customers with high intent. It’s just your growth rapidly decays, usually in just one quarter. — Jason Be Kind Lemkin (@jasonlk) January 6, 2023. So for at least 60%-80% of us, times are at least tougher than a year ago.
Partners in Excellence
JANUARY 11, 2023
There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes. Sellers of all types are foaming at the mouth about how we leverage this tool to expand our outreach.
Iannarino
JANUARY 10, 2023
Sales leaders and sales managers spend time looking at their sales team's performance. What they learn by managing performance helps illuminate what they need to change and what their salespeople need to improve sales performance. But how does one measure a sales manager’s performance? Different companies use different metrics, but the eight that follow provide a balanced approach to measuring sales manager performance.
Martech
JANUARY 9, 2023
What factors are driving marketing automation platform use, and what capabilities do MAPs provide for B2B marketers? MAPs help businesses identify potential customers and automate the process of nurturing the leads to sales readiness using channels like email, social media, webpages and display ads to bring customers and prospects to customized landing pages and through other experiences designed to move them down the purchase funnel.
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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.
SaaStr
JANUARY 13, 2023
Bad. — Cynthia Hollen / Omnitail … OnMyWay Commerce (@cynthiahollen) January 9, 2023. So the market is flooded with folks that are now “Fractional CROs” and “Fractional CMOs”. We’ve had Fractional CFOs for a very long time, and perhaps they inspired the trend. But Fractional CFOs are often different. They usually come in and handle compliance and oversight for an existing finance team that perhaps lacks the seasoned experience to handle models, venture capital and debt, prepare for
ClickFunnels
JANUARY 11, 2023
The post 6 Awesome Business Landing Pages That Convert Like Crazy appeared first on ClickFunnels. Whether it’s a squeeze page, a long-form sales page, or a simple exit-intent pop-up, every offer needs a landing page. This is the first place your target market will go… And as the old adage goes, first impressions are lasting impressions. How, then, do you build a landing page that stands up to the challenge?
Iannarino
JANUARY 11, 2023
To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to be One-Up , I ask questions designed to help the client see something that was previously invisible to them. We call these power questions because they accomplish something that isn't easy to achieve with other types of questions.
Martech
JANUARY 11, 2023
Global warming due to human activity requires all businesses to reduce their carbon footprint. The aviation industry, in particular, has been labeled a notorious contributor to greenhouse gas (GHG) emissions over the last decade. Surprisingly, the digital ecosystem now makes up the fastest-growing source of GHG emissions, recording a 6% annual increase each year for the last five years.
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.
SaaStr
JANUARY 9, 2023
So 2023 is a whole near world in venture. 2022 was sort of a tale of 2 worlds. At the start of 2022, things were still part of the Boom Times of 2021. Unicorns were minted daily and weekly, and valuations were sky high. By late Q1, it was over. And things just got tougher and tougher as the year went on. Growth rounds essentially stopped : Cooley: Series D Deals Dropped 78% in Just Q3 Alone.
ClickFunnels
JANUARY 10, 2023
The post Email Marketing For Coaches – Everything You Need To Know appeared first on ClickFunnels. The coaching industry has exploded in the last decade. It’s now a $2.85 billion industry with 1.5 million searches made online every month for life coaches, business coaches, and executive coaches. The value of the industry increased by a whopping 21% since 2015 (2020 ICF Global Coaching Study).
Iannarino
JANUARY 7, 2023
44% of salespeople give up after one “no.”.
Martech
JANUARY 12, 2023
This is the first of a four-part series on the North Star goals that set category leaders apart from their peers. As marketers, we must constantly balance the ideal with the practical and achievable. This comes amid a flood of competing priorities, including: Demands for short-term financial results from shareholders. Leaders needing to achieve business objectives.
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
JANUARY 10, 2023
Calcalist summarized a report from Viola Capital in Israel on the state of Israeli unicorns. Their analysis? Half aren’t unicorns anymore. This sounds about right to me, and the data they looked at is interesting: 40% of unicorn rounds were led by “one-off” investors, tourists. This makes the valuations suspect. Israeli startup funding in 2H’22 was back to the pace of 2019.
ClickFunnels
JANUARY 8, 2023
The post Copywriting For Emails – 14 Ways To Improve Your Campaigns appeared first on ClickFunnels. Your email list represents traffic that you own. You have to pay for ads, sponsorships, or influencers — and you also have to worry about gatekeepers telling you what you can and can’t say. But your email list is yours. That’s why it’s so valuable. Learn to market to your email list by writing compelling emails that tell stories, create emotion, and (most importantly) convert… and you’ll have deve
Iannarino
JANUARY 9, 2023
The first book I published was titled The Only Sales Guide You'll Ever Need. I wrote it because I recognized that B2B sales had evolved in ways that few people were talking about. It is not uncommon for sales organizations to miss the inflection points, especially when a team has done something in a certain way for a long time. When something is a decades-old habit, it’s easy to miss that it is losing its effectiveness.
Martech
JANUARY 9, 2023
With the legacy version of Google Analytics retiring soon , we’ve entered the era of Google Analytics 4 (GA4). Aside from getting a major facelift and data model change, one of the platform’s most powerful upgrades was the addition and refinement of machine-learning capabilities. . Google Analytics now has the ability to combine observed data and unobserved data.
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.
Search Engine Land
JANUARY 13, 2023
When Google announced the helpful content update , many in the SEO industry expected AI-generated content to get hit hard. . I was expecting AI-generated content to get wiped out by this supposedly sweeping update, comparable to 2011’s Panda algorithm update. Yet, no major impact was recorded. Soon after, Google released the October 2022 spam update and that’s when we saw websites using AI content affected, although not as dramatically.
SaaStr
JANUARY 8, 2023
When you hire a new VP, how much free reign do you give them in hiring? Do you just let them building their teams? Do you remain deeply involved in the process? Founders and CEOs have very different answers here. Personally, when I have a truly great VP, I do interview all their hires, and when I see issues, provide that feedback. But I let them hire who they want.
Partners in Excellence
JANUARY 9, 2023
Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. In recent years, we’ve started looking at value creation more broadly. We’ve started looking at it as a collaborative process, working with our customers.
Martech
JANUARY 10, 2023
Martech bloat occurs when companies accumulate too many marketing technologies without adequately assessing their needs. This results in increased complexity , cost overruns, data silos and inefficient usage patterns. Ultimately, it becomes hard to realize expected returns on investment. Companies often fail to realize the full potential of their martech investments due to a lack of understanding and utilization.
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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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