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.
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Sales Pop!
JULY 20, 2023
Small businesses and local startups are one of the most vital parts of a thriving economy. It creates jobs, drives innovation in different sectors, and contributes to a nation’s growth. However, one problem facing every small business owner is securing the proper resources to grow their operations and take opportunities. This is where alternative loans come in.
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!
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.
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.
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.
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.
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.
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.
Sales Pop!
JULY 16, 2023
Using Artificial Intelligence to Predict Customer Behavior & Improve Engagement Artificial Intelligence (AI) has the potential to revolutionize customer engagement. By leveraging AI algorithms, businesses can gain valuable insights into customer behavior and preferences. This allows them to create more personalized and effective marketing campaigns.
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.
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, “
Search Engine Land
JULY 17, 2023
SMX Next returns online Nov. 14-15, focusing on what’s working in search now and how to prepare for 2024. Search marketing is ever-changing. And we’ve seen a lot of big changes so far in 2023 including algorithm updates, the use of generative AI, New Bing and Google’s Search Generative Experience. Oh, and the end of Universal Analytics, just to name a few.
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 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.
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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.
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.
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.
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.
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
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.
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.
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.
Martech
JULY 21, 2023
While many consumers are skeptical about generative AI’s effect on society, they expect marketers to lead the way in pioneering the technology. Consumers are more comfortable seeing genAI magic take off in marketing than in any other sector, a new Gartner study finds. A full 38% of consumers interviewed in June and July said they were very or somewhat comfortable with generative AI technology used in marketing.
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
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.
Heinz Marketing
JULY 21, 2023
By Mina Guirguis , Marketing Consultant at Heinz Marketing In today’s fast-paced, highly competitive business landscape, B2B marketers are constantly under pressure to deliver outstanding results. The pursuit of perfection can often lead to long working hours, tight deadlines, and high-stress environments. While striving for excellence is a commendable goal, one aspect that is often overlooked is mental health.
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.
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.
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.
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
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.
Heinz Marketing
JULY 20, 2023
By Michelle Voznyuk , Marketing Specialist at Heinz Marketing Customer success leaders today face an increasingly challenging task of navigating post-sales efforts. Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. As marketers, we have a unique opportunity to support customer success.
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.
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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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