Iannarino
MAY 2, 2022
Recently someone responded to a LinkedIn post suggesting the most important thing for the salesperson to know is their product. There was a time when that might have been true, but that time has come and gone. Of course, it's important to know your product, but it isn't the most important thing in a consultative sale , a sale where counsel, advice, and recommendations are the primary value.
Martech
MAY 3, 2022
2022 Martech Landscape. There’s a good reason you feel overwhelmed by the marketing technology out there. Actually, there are 9,932 reasons. That’s the number of martech solutions currently available, up from 8000 two years ago, according to the 2022 Marketing Technology Landscape , Two years after publishing his last marketing technology landscape graphic, HubSpot’s VP platform ecosystem Scott Brinker has partnered with Frans Riemersma of Martech Tribe to create a new edition.
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Membrain
MAY 4, 2022
When CRM was invented, it was a revolution in the way salespeople managed their data. Instead of bulky paper-based Rolodexes, we now had digital databases we could search and categorize with a few keystrokes.
Anthony Cole Training
MAY 6, 2022
One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.
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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.
Iannarino
MAY 1, 2022
It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work. Two people in accounting in two different companies are not engaged in a contest to see which of them will win a third party's business, but this is exactly what salespeople do every day.
Veloxy
MAY 3, 2022
As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. As a high-performing sales professional, you don’t have the time to sift through dozens, if not hundreds of sales resources.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 1, 2022
In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.
Iannarino
MAY 3, 2022
I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a big Italian banquet center. His mother had taken a job there and the owner mentioned they need dishwashers. I jumped at the chance to make money, and I was paid $3.35 per hour. The family that owned the business also fed me prime rib, lasagna, and chocolate mousse.
Partners in Excellence
MAY 4, 2022
Everything in selling today is about “Insight.” But we make insights more complicated than they need be. We tend to think that insights are game changing things we can tell customers. Whether it’s industry/market data, things that are happening in the industry, observations about what is happening with their customers or competitors; we believe we need to make a statement or take a position.
SaaStr
MAY 6, 2022
So the public markets are in tumult. Many SaaS and Cloud leaders are down more than 50% from their all-time highs. But Covid did create a lot of artificial demand for Cloud products, especially the lockdown phase. The boosts Zoom (can’t go to the office anymore), Shopify (can’t go to a store anymore) were real, but could never be sustained.
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.
Heinz Marketing
MAY 5, 2022
By Win Salyards , Marketing Consultant at Heinz Marketing. Targeting professional online communities for your ad campaign through LinkedIn, Reddit, or specialized sites like Stack Overflow can have great success. Still, there are some key things to consider when choosing communities to target as well as how you target them. Here are 3 key things to consider: Is it relevant?
Iannarino
MAY 6, 2022
Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more demanding than closing. So, do you need a sales prospecting process, or can you just follow your gut and see what sticks?
Partners in Excellence
MAY 3, 2022
As a bit of a preface, I’m a tremendous fan of the artwork of Theodor Geisel, more commonly known as Dr. Seuss. Over the years, I’ve acquired a number of his pieces. One of my favorites is “A Plethora of Cats.” Readers of the blog, also, know that I’m a huge fan of data. A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative.
Martech
MAY 5, 2022
Karen Naves, SVP of global demand generation at Tealium, recently gave a presentation on the benefits — and necessity — of connecting customer data to marketing initiatives. This process can help brands gain a more complete view of their audiences, allowing for more personalized experiences. Many organizations use CDPs or data management platforms to collect and activate this data, helping them meet the unique needs of each customer.
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
MAY 4, 2022
Roughly — very roughly — you want to be multiproduct in SaaS by the time you have 10,000 customers. For enterprise, this could be $300m-500m in ARR. For multi-market, this could be $100m in ARR. For SMB, it could be $20m-$30m in ARR. — Jason BeKind Lemkin #???????????? (@jasonlk) April 29, 2022. So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product?
Iannarino
APRIL 30, 2022
Three traits seem to speed up success. You might believe these three traits are character traits that cannot be developed, but they can be acquired and established should you be willing to change. You will notice that people without these attributes find that success eludes them.
Engage Selling
MAY 6, 2022
Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side. When you picture a … Read More. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.
Martech
MAY 4, 2022
MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketing leader. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, and which comes first…trust or experience? Good experience gives customers what they want, bringing them closer to a sale, seamlessly.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
SaaStr
MAY 3, 2022
Seed stage VC didn't escape the turmoil in later stages in Q1, according to @cartainc data. Total invested capital fell from Q4 (although remained above Q1 2021), but total rounds down over 20%. And April wasn't great either. ?? Full report out soon @alex @jasonlk @dunkhippo33 pic.twitter.com/NjU614rSdj. — Peter Walker (@PeterJ_Walker) May 2, 2022.
Iannarino
MAY 5, 2022
Your internal will become your external. What you believe will manifest in your life, or as Earl Nightingale put it, "We become what we think about most of the time.".
SalesHood
MAY 1, 2022
Today we ran a session with a group of sales managers on competitive selling and how to coach and mentor their sales teams to drive up competitive intensity in every sales campaign. Besides covering the regular topics like “respect thy competition,” “don’t bash the competition," and “only the paranoid survive,” we had a great [ ] The post Guide To Running Competitive Loss Review Sessions appeared first on SalesHood.
Martech
MAY 2, 2022
“Why can’t it be as easy to use as WordPress?” or, more pointedly, “Why can’t we just use WordPress?” These are the questions asked by many digital marketers frustrated with their enterprise-sanctioned Web Content and Experience Management (WCM) system. They may have previously used WordPress for a personal site or blog, or had an external agency build a microsite for them on WordPress.
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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
Heinz Marketing
MAY 1, 2022
By Carly Bauer , Marketing Consultant at Heinz Marketing. Are you looking for an online whiteboard to bring your brilliant ideas to the surface? Do you need a space where your team can visually brainstorm and collaborate in real time to get creative juices flowing? Lucidspark is a virtual whiteboard that helps you and your team collaborate to bring the best ideas to light.
Iannarino
MAY 4, 2022
Does cold calling apply in the modern B2B sales development space? Considering that more than half of C-level execs want sales professionals to reach out to them via phone, I’d say it does. But how can you use this method to maximize sales? That’s where my B2B cold calling tips come into play.
SaaStr
APRIL 30, 2022
We learned a lot from having the only major tech event in 2021 at SaaStr Annual. That it was possible to have a large-scale event that was 100% tested, vax’d, and primarily open air and outdoors. We’re continuing that in 2022, even as others aren’t. The rules in 2022 will be a bit different at SaaStr Europa on June 7-8 in Barcelona and SaaStr Annual on Sept 13-15 in the SF Bay Area due to local regulations, but the general requirements will be the same: * Everyone Vax’d and boosted.
Martech
MAY 6, 2022
There are many emerging social media platforms that marketers would be wise to take note of. These new platforms enable digital marketers to better connect with their target audiences. For example, TikTok gains eight new users per second and claims the top spot in the global app download charts. Other emerging platforms — like Twitch and Discord — are becoming increasingly popular, making them ideal tools to include in your marketing strategy.
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.
Search Engine Land
MAY 3, 2022
Find Twitter too toxic? Now you can limit who sees your tweets to 150 users of your choosing. The post Twitter Circle: Limit who can view your tweets appeared first on Search Engine Land. Please visit Search Engine Land for the full article.
Partners in Excellence
MAY 3, 2022
Imagine a customer with a problem. But that problem, is very different depending on where you sit. Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. IT views the problem in a certain way. It sees the challenges in a certain way, the value of solving the problem in a certain way, the risks in choosing and implementing a solution, and the importance of addressing the problem in a certain way.
SaaStr
MAY 2, 2022
SaaStr’s Poya Osgouei has a great Uncharted podcast that does a deeper dive with many SaaS execs. Up this week is Thejo Kote, CEO of Airbase. His first startup, Automatic, was acquired by Sirius XM for $100m. The second-timers see things differently. More on what Thejo’s doing different the second time here. We loved having Thejo Kote on the pod this past week.
Martech
MAY 4, 2022
Marketing is more complex than ever. And its evolution is accelerating. Agile, automation, blockchain, attribution… web3, DMP, CDP, DKIM… the metaverse …. Keeping up is essential. Are you? Test your martech IQ with our fun and informative 10-question quiz! The post So you think you’re a martech genius? appeared first on MarTech.
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.
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