Iannarino
MARCH 10, 2022
Human beings program algorithms, then algorithms return the favor— especially on social apps. Both the programmers and their pets want to change your behavior, as long as it keeps you on the platform. They call that metric "engagement," when you are anything but. How can you be engaged when you are passively scrolling through pictures of other people's lives, instead of out there living your own?
Anthony Cole Training
MARCH 11, 2022
There are 21 critical sales competencies that salespeople must have in order to achieve great sales success. But there are 5 Will to Sell factors that make up the foundation of that success.
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Veloxy
MARCH 7, 2022
"We only grow when our customers grow!". Veloxy customers have always been willing to share their five star testimonials on G2 and other software review and marketplace sites. Past and current recognition has included: High Performer in Enterprise and Mid-Market, Momentum Leader, and Users Love Us awards, among several others. Then February 8 marked a new apex for Veloxy’s growth and customer recognition.
Sales Pop!
MARCH 5, 2022
In my last article in this series, we took up the example of a firefighter and the fact that a firefighter is almost always a positive example of their profession. In the same way, a firefighter has a positive reputation in society. A salesperson, on the other hand, usually does not. This negative image came about through dramatic and film presentations such as Arthur Miller’s Death of a Salesman and Glengarry Glen Ross.
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.
Iannarino
MARCH 7, 2022
How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change to improve their own work? We’ve all gotten frustrated with clients who won’t make the internal changes they need to improve their results, but too often we repeat that mistake when it comes to our own sales results. That’s a glaring “performative contradiction,” or in simpler terms, hypocrisy.
Membrain
MARCH 6, 2022
One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be successful, you needed to dress like you were successful.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
MARCH 8, 2022
These days folks just … aren’t doing reference checks like they used to. Why? Hiring is accelerated, and everyone’s poaching. Many folks don’t feel like they can really do reference checks well for someone they think they are poaching from a current role. I see many founders doing no reference checks at all anymore. They assume they can “tell” For VCs, deals happen so fast now, over Zoom, there’s less time.
Iannarino
MARCH 8, 2022
What do increased opportunities , increased salesperson retention, and increased team confidence have in common? They’re all benefits you can experience when you find the right sales coaching platform.
Sales Pop!
MARCH 11, 2022
There are more than 1.3 million delivery drivers in the U.S. Many of them have days jobs and use apps like Uber Eats, DoorDash, Instacart, and Shipt, to make extra cash on the side. If you’re one of them, it’s essential to understand that your personal auto insurance policy likely doesn’t cover you when driving for an app. You may need a commercial policy or add-on coverage to stay safe while driving for business.
David Meerman Scott
MARCH 10, 2022
The hype-o-meter around the term Web3 has accelerated in recent months. I’ve heard from people who wonder what the new way of organizing data and content might mean for them. Here is a high-level overview of where we’ve been for the past 30+ years and where we might be heading in the next decades.
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
MARCH 11, 2022
So every VC is trying to figure out exactly what is going on in the public markets, and many later stage VCs are quite stressed. This version of the BVP Nasdaq Index illustrates the question. Was the “Covid Boost” in Cloud multiples just an anomoly? Put differently, if you look at multiples of revenue for top SaaS and Cloud companies above from 2014-2022, you could come to one of (at least) two conclusions today: Conclusion #1: Q2’20-Q4’22 Cloud Revenue Multiples Were a
Iannarino
MARCH 5, 2022
To improve your sales results, you may have heard, stop trying to sell your drill—instead, sell the hole your drill creates.
Sales Pop!
MARCH 9, 2022
As digitalization is gaining popularity and e-commerce is booming, the global market is becoming more competitive. Have you ever wondered if there’s a tool that could give you all the valuable insights into all your competitors’ strategies? Competitive intelligence tools exist today, and it may be the solution to your needs. Competitive intelligence software enables you to gather and analyze specific data related to your competitors.
Membrain
MARCH 9, 2022
In theory, conversation is easy. Humans are built for it. I say something, you hear it and respond, and I hear your response. We exchange information and both of us walk away understanding each other better.
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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
MARCH 7, 2022
Dear SaaStr: Are Any SaaS Companies Really Profitable? SaaS companies can be quite profitable, but most these days that are able to raise capital tend to … take their time getting there. But that’s not to say it can’t be done. Let’s look at a few amazing examples:: Zoom generates $2 Billion in free cash flow on $4 Billion in revenue. More here. Atlassian generates $800m in free cash flow on $3 Billion in revenue.
Iannarino
MARCH 6, 2022
To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for close to forty years. This approach believes that asking a client about their problem is the key to success, as it allows the salesperson to share exactly how their solution will solve their problem. But what do you do when your client doesn't believe they have a problem and is comfortable sticking with the status quo?
Sales Pop!
MARCH 9, 2022
Ecommerce has been snowballing over the past few years, thanks in part to the ongoing global pandemic. The eCommerce share of the total retail sales was an impressive 14% in 2019. By 2023, it is expected to have crossed the 20% mark. If you have an eCommerce store or want to set up one, we are going to discuss eight ways to get the competition out of the way and increase your sales. 1.
Force Management
MARCH 9, 2022
Creating true change within your sales team, and the revenue results that follow, takes more than a set of spreadsheets and a simple day of training. If you implement a hasty training session, you’ll short-change yourself and your salespeople. Creating organizational change requires time, commitment and a plan for reinforcement that drives lasting results.
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
MARCH 5, 2022
The life of a startup is not a smooth ride. Despite their founders’ ambition and good intentions, any innovative idea that results in millions of dollars in revenue and funding is bound to come with growing pains. Starting with his time as an investment banker and later working in SaaS, Yancey Spruill, CEO at DigitalOcean , watched venture capitalists invest in seemingly strong companies, only to sell them off.
Iannarino
MARCH 9, 2022
Today is the future you thought about in the past. It probably arrived sooner than you expected—that’s the nature of time—and you probably aren’t as ready for it as you thought you’d be. Because our experience has taught us to believe there is always a tomorrow, we easily put things off, believing we have plenty of time. Until one day you wake up to find that you have allowed more time to pass than you realized, let alone planned.
Sales Pop!
MARCH 9, 2022
It’s the dream of any small business to see significant growth in a short period of time. The problem is that many companies don’t really understand how to plan for this type of rapid growth and evolution, leaving many desperately unprepared. This article will discuss how business owners can avoid unpreparedness when unexpected growth spikes occur through proper planning and budgeting.
Martech
MARCH 9, 2022
A personalized email will rise above the noise and engage the reader’s attention. That seems like a no-brainer. “To this day, no-one has really cracked the code,” John Hendricks told us. “You talk about personalization and it’s ‘Dear Kim’ or ‘Happy Wednesday.'” Hendricks is the founder and CEO of Ergo, a content automation platform for email that is trying to solve the puzzle of how to personalize at scale.
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
MARCH 11, 2022
What do you remember about your experience in the workplace prior to 2020? Is it the moments of collaborative synergy and collective achievements? Is it the feeling of solving complex problems and hitting milestones with your team? Perhaps it’s the joy of closing deals and celebrating with your colleagues? It’s been more than two years since the pandemic interrupted our daily work life, and companies are taking stock and preparing for a return to the workplace.
Iannarino
MARCH 11, 2022
“Be aggressive!” “Be patient!” “Don’t be pushy!” “Lead your client!”. This is just a smattering of the sales advice many professionals have heard at least a hundred times. You know you need to strike the right balance of give and take to be successful, but finding that balance is easier said than done.
Heinz Marketing
MARCH 5, 2022
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. The Problem With How Our Industry Understands Project Management. While some firms avoid project management completely, others allow their project managers to run the entire company.
Martech
MARCH 11, 2022
Google will put the global brakes on ads from advertisers based in Russia, it announced Thursday. This means not only that those advertisers will not be able to address Russia-based users, but will see their advertising paused worldwide. Escalating ads suspensions. Google first began imposing ad suspensions on February 27. The initial round of suspensions was aimed at Russian state-owned media outlets.
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
MARCH 10, 2022
My quick review of Miami for SaaS: – Met ton great CEOs, including 2 unicorns – 5x the size for SaaS vs. 2019 – Meet some good VPs, etc. But. – Still small – Crypto et. Al. Dominates, not B2B. Will. Be Back Bigger in 2023!! pic.twitter.com/9LbCkSODPi. — Jason BeKind Lemkin #???????????? (@jasonlk) March 6, 2022. So we’re back from the third SaaStr Miami meet-up, and by far our best ever.
Search Engine Land
MARCH 9, 2022
Google has told us how search works. We know plenty about how it works. But a professor seems confused about search personalization. Please visit Search Engine Land for the full article.
Sales Hacker
MARCH 7, 2022
Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Frank also happens to be the former instructor of Outreach’s CEO (and my boss), Manny Medina.
Martech
MARCH 11, 2022
Last year Apple and Google decided to make identifier for advertisers (IDFA) an opt-in choice for users and that changed everything for marketers. IDFA, which had been enabled by default, made it relatively easy to measure and target mobile gaming ads. The result has been a resurgence in more traditional types of ads, like banners, videos and pop-ups.
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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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