Anthony Cole Training
JULY 21, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams? Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.
Iannarino
JULY 18, 2023
More. More. More! More emails. More cold calls. More opportunities. More pipeline. I don’t suggest that activity isn’t important, nor would I argue with you that too many salespeople do too little with their time and energy, but there is a difference between activity and effective activity.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Veloxy
JULY 19, 2023
Are you struggling to optimize your sales territories and boost your sales team’s productivity? You’re not alone! 64% of companies struggle with ineffective territory planning. In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success. Get ready to unlock your sales potential and achieve maximum results!
Understanding the Sales Force
JULY 17, 2023
Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. The X-Ray clearly showed that the tissue which is supposed to connect the tibia and the femur was torn.
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.
Partners in Excellence
JULY 17, 2023
Over the course of my career I’ve looked at thousands of pipelines/funnels. Most are pretty bleak, they don’t have enough opportunities to achieve their goals. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines. We are driving prospecting activities to load the pipeline… Everyone knows they have to get to 3X pipelines within the next 60 days… ” I replied, “
Iannarino
JULY 16, 2023
The acceleration of change in our time is itself, an elemental force. The accelerative thrust has personal and psychological, as well as sociological consequences. Unless man quickly learns to control the rate of change in his personal affairs as well as i n society at large, we are doomed to a massive adaptational breakdown.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 16, 2023
Welcome to this episode of The Art & Science of Complex Sales Podcast, with our special guest Fred Copestake , Founder & CEO of Brindis. Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill. Learn about his fascinating journey which began from an industrial company to leading a sales academy and how his experiences shaped his perspective of sales.
Partners in Excellence
JULY 21, 2023
I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. We read about how email is failing, phone calls, social, and virtually every other engagement platform. We have continuing debates about “Is cold calling dead?” “Is outbound dead?” We look for new channels or methods of engagement.
Iannarino
JULY 20, 2023
Selling may be your job. You might have fallen into a sales role because you needed work, or perhaps the allure of making more money attracted you to sales. Others were pushed into a sales role by a manager or a leader. Few salespeople chose the role because they wanted to pursue the craft. There are many people who have the skills and mindset to sell , but they avoid it because of the mostly outdated stereotype of the pushy, self-oriented salesperson.
G2
JULY 18, 2023
“Only one in four jokes ever work, and I still can't predict what people will laugh at,” said long-time American comedian Steven Wright.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Martech
JULY 20, 2023
Many campaigns on TikTok, YouTube, Facebook and others fail simply because marketing teams need the right tools to maximize conversions. When increasing sales on Amazon and other marketplaces, you may be missing the mark on targeting, tracking and attribution. In this webinar, learn how to increase revenue with practical tips your marketing team can put into practice for immediate, measurable impact.
Partners in Excellence
JULY 18, 2023
Let me be clear, in today’s environment winning is never easy. But we make things so complicated, we make it much harder than it should be. As a result, our win rates and results plummet. Some thoughts: Never never never, regardless how tempting, never ever venture outside your ICP! The ICP is the set of customers that have the problems we are the best in the world at solving.
Iannarino
JULY 21, 2023
A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting ” at Shopify. Under the attendee list was the estimated cost of the meeting, $2,115. The estimate was based on the pay rate of an hour of each person’s time. One challenge of our confirmation bias is that we look at what we want to be true, even if it is false.
G2
JULY 21, 2023
The world of recruitment has undergone a significant transformation in recent years thanks to the rapid advancements in artificial intelligence (AI) technology.
Advertisement
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
JULY 19, 2023
2023 has been a difficult year for many tech companies. Markets have been all over the place, layoffs occurred, and investors weren’t funding as much as usual. However, Sam Blond, Partner at Founders Fund & Host of the SaaStr CRO Confidential Podcast , believes there are reasons to be optimistic for the rest of 2023. In a special workshop, Sam shares advice on how to spot bottlenecks, reallocate the right resources, and grow revenue in 2023.
Martech
JULY 21, 2023
HubSpot has been rolling out new generative AI features. The company has introduced two AI-powered tools, Content Assistant and ChatSpot, to “help customers save time while creating better connections with their audiences.” Here we take a deeper dive into Content Assistant and explain how to get the most out of ChatSpot. Content Assistant streamlines content creation for marketing and sales teams.
Iannarino
JULY 15, 2023
At the first sign of trouble, the salesperson who disappears has damaged their relationship and put future business at risk. It doesn’t seem to matter how or why the client is struggling to produce the results they were sold and promised. Much of the time, the client’s problem is not the result of the salesperson’s actions or the lack of action. Most of the time, it’s a problem of the teams that deliver the solution.
Search Engine Land
JULY 17, 2023
Like any endeavor, SEO works best with clearly defined and articulated goals. If you only set vague SEO goals like “get more leads” or “get more traffic,” you will lack focus and direction. Vague goals fail to provide a map forward and feed into wasted time and generalist SEO work that will do little to help your mission. This article will provide an overview of why setting specific goals is essential and how it helps push you forward and direct your SEO efforts.
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
JULY 18, 2023
Hypergrowth in today’s highly competitive and budget-constrained SaaS world may be less frequent now, but Vanta, the software tool empowering security companies to achieve compliance and manage risk, has defied the odds. With a multi-billion dollar valuation and a trajectory to double growth annually, Vanta is seizing the spotlight. In this session, CEO and Founder Christina Cacioppo, and GM of EMEA Andrew Foley, reveal the strategies that have propelled Vanta’s remarkable scaling su
Martech
JULY 19, 2023
As part of our Salary and Career Survey , we interviewed people about their experiences in marketing. Today we’re talking to Kristin Carey who, like so many marketers, has worn many hats during her career. She’s done everything from cold calling to cutting-edge B2B marketing. (Interview edited for length and clarity.) Q: How did you get to where you are today?
Iannarino
JULY 17, 2023
According to the Oxford English Dictionary , fragility is: the quality of being fragile or easily broken; hence, liability to be damaged or destroyed, weakness, delicacy.
Search Engine Land
JULY 21, 2023
ChatGPT has a massive database of words and phrases that we can leverage for SEO with the right prompts. This article will show you how to use ChatGPT to uncover keyword variations people use when searching or describing a page topic. These words and phrases are often not found using traditional keyword tools, so this could be your new secret keyword weapon.
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!
SaaStr
JULY 21, 2023
Vendr has its latest SaaS trends report out here and one metric I find very helpful is the State of Discounting. Vendr has its latest data here, showing the average discount across its customer base of about 10% — and coming down: The trends are interesting, and perhaps the opposite of what I would have expected — discounting peaked in the Go-Go Times of 2020, and then have come down since mid-2022.
Martech
JULY 20, 2023
The New York Times reports “Google is testing a product that uses artificial intelligence technology to produce news stories, pitching it to news organizations including The New York Times, The Washington Post and The Wall Street Journal’s owner, News Corp.” Google disagrees with that description, to put it mildly. For me, someone is truly a journalist if they can find a story in a Zoning Board Committee meeting and get all the names right when covering a four-alarm house fire at 3 am.
Iannarino
JULY 19, 2023
Without a plan for your day, you are likely to waste time. Look at your calendar and notice how much white space is available today. Then look at the amount of white space you have through the week. More white space means you are wasting time and not making the money you should. Sales rewards results, and white space is the opposite of results.
Sales Gravy
JULY 21, 2023
Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SaaStr
JULY 20, 2023
We’re less than 60 days out to 2023 SaaStrAnnual.com ! We’ll bring together 12,000 of the top Cloud executives, VCs and more together Sep 6-8 in Silicon Valley!! Even now you can use this special code to come for the very, very last discount. Realistically, any CEO or VP at a post-revenue start-up can afford to come to Annual. But many others cannot.
Martech
JULY 18, 2023
’Cause we are living in an omnichannel world When was the last time you used fewer than three internet-connected devices in a day? Less than two? One? We’re guessing it’s been a long time (if ever). In today’s world, internet-connected devices play an integral, if not central, part of most consumers’ day. With everything from smart TVs and smartphones to tablets easily accessible and on hand, they often hop from screen to screen, splitting their attention across all these devices.
Search Engine Land
JULY 21, 2023
Google has updated its Misrepresentation policy with detailed information on how marketers can build trust. The document advises what steps and precautions brands should take to make sure their products and offers are eligible to be served in Search. Why we care. The updated policy provides specific criteria for brands. This level of detail will also prove useful for anyone struggling with a misrepresentation suspension or warning.
Membrain
JULY 19, 2023
When an employee leaves a company, there’s always a period of transition within the company and on their team. During this period, a formal legal separation process is usually handled by the HR department. Additionally, the department manager and team members of the former employee work together to secure any assets and fill any gaps that the departing member leaves.
Advertisement
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
Expert insights. Personalized for you.
240 
Let's personalize your content