Iannarino

APRIL 18, 2024

This introduces us to a profound exploration of balancing technology and real-world experiences. Just mentioning the number of weeks that may remain causes some people to recoil at the idea, as if ignorance might shield us from the inevitability of our end.

Technology 181

Technology Technology 181

Martech

SEPTEMBER 23, 2024

Memo To : Marketing directors, VPs, SVPs and CMOs Re : Recommendations to optimize your automated marketing campaigns Your investment in technology to support marketing automation was smart. Warning Don’t be held back by an over-reliance on technology. Here are my recommendations — along with a warning. Sadly, this is not the case.

Technology 130

Technology Technology Consult Campaign 130

Iannarino

AUGUST 18, 2023

The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should meet with clients face-to-face, leading several readers to argue against this because their clients prefer virtual meetings.

Technology 211

Technology Technology Clients Meeting 211

Iannarino

DECEMBER 27, 2023

Exploring the resurgence of outbound sales methods in the changing landscape of B2B sales, amidst the rise and fall of social selling and tech over-reliance.

B2B 256

B2B Technology Technology Sell 256

Martech

SEPTEMBER 23, 2024

I am the first generative AI chatbot for marketing technology professionals. Answer: The role of a marketing technology (martech) manager is pivotal in bridging the gap between marketing and IT within an organization. This position focuses on leveraging technology to enhance marketing efforts and drive business growth.

Technology 116

Technology Technology Customer Relationship Management Campaign 116

Martech

SEPTEMBER 12, 2024

Companies see opportunities and try to stake their claims in different areas of technology, new social platforms or ways to target prospects. The big guys acquire the necessary technology, and the lower-value tools quietly die as technological Darwinism rules. The post What technology would you bet on in the martech race?

Technology 115

Technology Technology CRM Campaign 115

Iannarino

JUNE 4, 2024

No other technology has been adopted faster than AI. Unfortunately, some sales organizations and their leaders use the technology in ways that cause side effects that make it difficult for salespeople. Everywhere you look, you find artificial intelligence. We need a set of rules that may reduce the damage it might create.

B2B 289

B2B Sales Technology Technology 289

Iannarino

JUNE 29, 2021

In 2021, the new Holy Grail of competitive advantage is sales technology, especially automation. While technology allows one to do more work with less effort, whether it’s a cotton gin or an automated prospecting sequence, it provides only greater activity, not greater effectiveness.

Clients 343

Clients Price Technology Service 343

Iannarino

SEPTEMBER 19, 2022

Some technologies improve their team's efficiency, like verified contact information that eliminates the need to research. Other tools and technologies are hyped on their novelty but do little to improve the salesperson's results. Many, if not most, of these investments, are positioned as helping the salesperson be more efficient.

Sales 253

Sales Contact Technology Technology 253

Iannarino

JUNE 18, 2023

You don’t need more technology to improve your sales results. The only things you need are a CRM , a source of data, a meeting platform, and some effective digital assets. As sales stacks grow larger, win rates and quota attainment decline.

Quota 284

Quota CRM Technology Technology 284

Iannarino

SEPTEMBER 23, 2023

At one point, technology held exciting promise for our industry. From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales have collapsed all at once. Now, it is ubiquitous and banal.

Quota 284

Quota B2B Sales Clients 284

Iannarino

MAY 12, 2022

Technology changes. Customer expectations change. Sales changes. Yet, cold calling remains. Should it, or is it finally time to put cold calling out to pasture with the typewriter and the Rolodex?

Cold Call 281

Cold Call Technology Technology Customers 281

Veloxy

JUNE 23, 2021

Why not repurpose some of that travel budget which is now useless over to technology and get an internet speed upgrade for your entire sales team? The best part is that this exercise can be automated by technology to help shorten the sales cycle and boost closing rates. Invest in virtual coaching technologies. virtual selling.

Sell 317

Sell Education CRM Up-sell 317

Veloxy

JUNE 15, 2023

As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Anthony Cole Training

MAY 17, 2024

According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries.

Sell 263

Sell Education Trust Technology 263

Iannarino

JULY 16, 2021

A few minutes later, he sent me a message listing all of the technology projects his company could help me with. The military is prohibited from having any autonomous technology fire a weapon on its own: an individual must always pull the trigger. We cannot think so little of prospecting that we outsource it to self-oriented bots.

Prospecting 311

Prospecting Cold Call Pitch Negotiate 311

Iannarino

AUGUST 9, 2024

Struggling to hit sales targets despite leveraging the latest technology and remote work strategies? Regardless of all the fancy technologies and remote setups, you have been sold a bill of goods. Here's why your B2B sales efforts might be missing the mark.

B2B 218

B2B Technology Technology Sales 218

Iannarino

APRIL 2, 2023

Some of these responsibilities include sales strategy , sales planning , managing technology, sales training , or optimizing the sales process. Sales operations is the business function responsible for supporting the sales force by improving efficiency and effectiveness.

Sales 275

Sales Technology Technology Process 275

Iannarino

APRIL 17, 2022

The idea that everything has changed is largely the result of people believing and pursuing the idea that everything must be disrupted, mostly through technological solutions. There are plenty of fundamentals still effective and useful. However, the evolution continues to include and transcend what came before.

B2B 279

B2B Sales Technology Technology 279

Iannarino

MARCH 17, 2022

My six email boxes fill up every week, the result of a technology with no barrier to prevent anyone and everyone from sending you a message.

Gaming 278

Gaming Technology Technology Product 278

Veloxy

DECEMBER 6, 2022

To ensure that processes are more efficient, sales leaders should focus on utilizing sales automation technology. Essentially, by using the right automated technology, you can help ensure that your sales team is working smarter, instead of harder. Using technology like this, it’s possible to automate all inbound and outbound calls.

CRM 246

CRM Sales Represent Technology 246

Iannarino

MARCH 23, 2023

New technology changes how sales organizations go to market, but sometimes, a traditional approach gives way to a better approach. Over time, as the external environment changes , sales organizations adapt their sales approach to match the needs of their prospective clients. They also adopt new sales strategies to improve their results.

Lead generation 271

Lead generation Sell Sales Clients 271

Iannarino

NOVEMBER 1, 2023

While we have been distracted by technology , a pandemic, and the new business models sales organizations have adopted, every important KPI has fallen, and continues its decline. Win rates are down. Quota attainment is down.

Quota 271

Quota Technology Technology Sell 271

Veloxy

DECEMBER 28, 2023

Tools and Technology for Modern Outside Sales Teams Modern outside sales teams depend on important tools and technology to enhance their sales performance and maintain competitiveness in the current dynamic sales environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Anthony Cole Training

FEBRUARY 9, 2024

Every organization needs to grow revenue, and this person is the driver of keeping your sales team focused on the right activities, target clients, industry knowledge, technology solutions, and most importantly, sales skills. Depending on the industry, this role can be a very expensive one to fill, and it is critical to get it right.

Drivers/motivators 254

Drivers/motivators Sales Clients Technology 254

Iannarino

FEBRUARY 23, 2024

Before that, it was technology. Before technology, it was the linear sales process. The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs.

B2B 207

B2B Pipeline Sales Technology 207

Iannarino

NOVEMBER 12, 2023

As we try to keep pace with the rate of change in our environment, software has eaten the world and technology continues to promise that we can do more and more. We are consumed with efficiency. We want to produce more with less and less.

Technology 248

Technology Technology Sales 248

Iannarino

JULY 4, 2023

Others will use newer technologies to create written content. I will continue to write every post by hand, as I have done since December 28, 2009. There are several reasons to write by hand, and the most significant to me is that writing requires you to think, so I appreciate the slower pace of handwriting as opposed to typing.

Technology 248

Technology Technology 248

Iannarino

JULY 18, 2021

The more sales organizations turn to technology to reduce the cost of interacting with a customer or client, the greater the returns for those who buck the trend and provide a human being. There is nothing wrong with using technology to manage transactions, but removing human beings does not just reduce costs—it cheapens every interaction.

Cold Call 328

Cold Call Electricity Clients Sales 328

Iannarino

FEBRUARY 19, 2024

Revolutionizing Sales Productivity with Emerging Technologies As technology marches forward, sales organizations continue their relentless pursuit of their Holy Grail, something they describe as “ sales productivity. ”

Technology 180

Technology Technology Sales Product 180