SaaStr
MARCH 25, 2023
So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. That others like Sales Engineers and the product team can fill in the blanks on the product during a sales process.
Iannarino
MARCH 26, 2023
Every sales organization and sales professional must choose between two sales approaches : traditional and modern. The traditional approach positions the company and their product. It doesn't create value for your prospective client. The second approach, the modern approach creates value for decision-makers and their stakeholders.
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Sales Hacker
MARCH 28, 2023
Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. And that’s just what the ICP does. Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile.
RAIN Group
MARCH 29, 2023
Ask 100 sellers at 100 companies why their customers buy from them, and you’re likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in several ways: we get results. Our relationships are very close. They get from us what they’ve always wanted (but never gotten) from other companies. We bring innovative solutions to the table.
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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.
The 5% Institute
MARCH 27, 2023
As a sales professional or business owner, you know that referrals are one of the most valuable ways to grow your business. Referrals are a powerful source of leads and can help you build a strong and loyal customer base. In this guide, we’ll take a closer look at how to boost referrals and help you turn your customers into your biggest advocates.
Iannarino
MARCH 30, 2023
You wouldn’t expect an NFL team to head into a game without having their plays ironed out. Similarly, your sales team can’t expect to succeed without robust B2B sales strategies.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MARCH 28, 2023
The Google March 2023 broad core update is now officially done rolling out. The update, which started rolling out March 15, took 13 days to complete. Why we care. Google algorithm updates are critical for all brands, businesses and organizations to be aware of because they can impact how your site performs in search results. And any change in rankings from a core update – positive or negative – can impact your organic traffic, conversions and revenue.
Martech
MARCH 28, 2023
Marketing as “an art and a science” is as platitudinous as it’s nebulous —but true nonetheless. What comes to mind when you think about marketing? Do you consider the connection between your creative work and your customer’s neural circuitry? As you package your message into a creative art form, you attempt to elicit thoughts, feelings, emotions and behavior.
Iannarino
MARCH 31, 2023
When we assess the sales performance of the sales organization, we measure their results against their sales targets. The general objective of most sales organizations is net new revenue growth, but the sales force may have multiple sales objectives. These include new logos, competitive displacements, increased profits, and cross-selling new products or services.
Membrain
MARCH 29, 2023
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
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
MARCH 28, 2023
The only constant is change—-everything about selling has changed and will continue to change. How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.
Martech
MARCH 30, 2023
Think of a great conversation you’ve had recently. I bet there was give-and-take, great insights and maybe even some entertaining moments. The key to any conversation is at least two people engaging in a substantive back and forth. Marketing is the same. At the core of all good marketing is a great conversation. Yet, too much of the marketing we see today talks at people.
Iannarino
MARCH 28, 2023
Customer loyalty is critical for growth companies. B2B sales organizations that lose clients ( churn ) must recover lost revenues before they can increase their net new revenue. Losing clients often causes sales organizations to miss their targets and fail to achieve their goals. Looking beyond the numbers, customer loyalty extends beyond simply retaining existing customers or clients.
Membrain
MARCH 26, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bryan Whittington , Founder of EBS Growth to talk about trigger events and project management in sales.
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!
Understanding the Sales Force
MARCH 30, 2023
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.
Martech
MARCH 27, 2023
Hiring talent with analytics experience is emerging as a critical priority this year. By hiring marketers who can effectively analyze data and glean insights, organizations can stay ahead of the curve and make more informed decisions. This article explores the most sought-after skills in digital marketing and what they mean for marketing professionals and the industry.
Iannarino
MARCH 27, 2023
B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B sales. This revenue growth allows the sales organization to grow, expand, and create new offerings. Net new revenue is how B2B sales measure success, but B2B is more difficult than ever.
Force Management
MARCH 30, 2023
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.
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
MARCH 29, 2023
Dear SaaStr: How Early Should a Company Approach Venture Capitalists? There are basically two seemingly very different approaches you’ll hear: As early as you can, to build a relationship. Mark Suster summarizes how to effectively build relationships with VCs well before you need or want funding from them here in this classic post: Invest in Lines, Not Dots – Both Sides of the Table or Only when you are actually fundraising.
Martech
MARCH 30, 2023
Marketing automation is a foundational component of marketing technology stacks. However, using it alone isn’t enough to stay ahead, as customers expect a seamless experience with your brand, regardless of the channel. There are ways to use additional solutions, notably artificial intelligence and journey orchestration, to take your existing marketing automation approaches to the next level.
Iannarino
MARCH 29, 2023
There is nothing easy about leading a sales force or a sales team. Time passes fast, and you can look up to find you are behind on your commitments. There are several factors that can cause sales organizations, sales forces, sales teams, or individuals to fail to achieve their sales goals. No one sets out to miss their targets, but it isn't uncommon for B2B sales managers to come up short at the end of the year.
Heinz Marketing
MARCH 30, 2023
By Karla Sanders , Engagement Manager at Heinz Marketing Are you struggling to show potential customers the value of your B2B product or service? Look no further than the power of case studies. These real-life stories showcase how your company solved a client’s problem, and they’re a crucial tool for sales and marketing professionals. Here’s why they matter: Demonstrate the Value of Your Offering Potential customers want to see concrete examples of how your product or service c
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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
SaaStr
MARCH 27, 2023
So there are 3 things every sales rep I’ve worked with hates: Clawbacks. When they have to give back some of their commission if a customer cancels early. Tracking-to-Cash , i.e. paying commissions once cash is received, not just once the deal is signed; and A Low Base Salary, No Matter How Much They Make. We won’t dig into this too much here, but sales folks hate it.
Martech
MARCH 29, 2023
A “more is better” notion in marketing technology results in cluttered and inefficient stacks, overspending, underutilization and poor ROI. It’s time to prioritize a strategic and holistic view of your company’s martech stack and create a lean, efficient, results-driven marketing technology infrastructure. Learn how a marketing technology optimization framework benefits marketing organizations, enhances the customer experience and drives real ROI.
Iannarino
MARCH 25, 2023
Only thirteen percent of customers believe a salesperson can understand their needs.
Search Engine Land
MARCH 30, 2023
Let’s set the record straight. Google News optimization is not only for news sites. Any website which regularly invests in timely content can reach engaged audiences and drive quality traffic with a solid Google News SEO strategy. Google News-driven results send over 24 billion clicks per month to publishers. Here’s how to claim your share.
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.
SaaStr
MARCH 30, 2023
Dear SaaStr: What Does a Typical Day Look like for an Account Executive at a SaaS Startup With Under $1m ARR? This is a tough and very specific job. Most sales folks can’t do. Usually, being the first start-up salesperson is a rewarding, but very tough job: Your boss has never probably managed a salesperson before. She or he likely won’t know what you are supposed to do 40+ hours a week.
Martech
MARCH 30, 2023
Here is a roundup of the AI-powered martech products, platforms and features announced this week, grouped by function. Why we care. Artificial intelligence (AI) is sprouting everywhere in marketing technology. While it has been a part of many products for some time, ChatGPT’s launch made the topic white hot. As a result, more and more AI-powered solutions are being announced every day.
Heinz Marketing
MARCH 29, 2023
By Cherie Singer , Strategic Solutions Ambassador at Heinz Marketing As a former psychotherapist, my eclectic background has often served as another lens in the business world. The modality I used back in the day with therapy clients was largely cognitive-behaviorally oriented (CBT), as well as Psychodynamic – examining the underlying cause of issues.
Search Engine Land
MARCH 26, 2023
The 2023 local search ranking factors survey is now out, it is a survey of what local SEO experts rank the most important ranking factors are for both ranking in the Google local pack and also in the Google organic local results. More survey details. This survey was conducted by Whitespark and surveyed 44 different local SEO experts. It asked these local SEO experts to rank 149 potential local search ranking factors in order of importance across both the local pack and organic rankings.
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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