Iannarino
JANUARY 27, 2023
There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is "closed lost reason." The field in your CRM may have a drop-down menu, so you can easily document the reason you lost the deal.
Cerebral Selling
JANUARY 23, 2023
In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming!
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SaaStr
JANUARY 23, 2023
So now is simply a terrible time to be raising growth stage venture capital.
Membrain
JANUARY 25, 2023
There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.” Sales Management
Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB
The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!
Anthony Cole Training
JANUARY 26, 2023
This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
JANUARY 27, 2023
A former employee allegedly leaked a Yandex source code repository, part of which contained more than 1,900 factors the search engines uses for ranking search results. Why we care. This leak has revealed 1,922 ranking factors Yandex used in its search algorithm, at least as of July 2022.
SaaStr
JANUARY 27, 2023
Layoffs are brutal. In fact, I don’t think they generally ever should ever happen in SaaS. Why not? The simple fact is if you have 110%, 120%+ NRR … then you >know< You know then next 6-8 months, within a range. You should plan to that model.
Membrain
JANUARY 22, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Gretchen Gordon for a deep discussion of the complex world of B2B sales
Partners in Excellence
JANUARY 26, 2023
No, I’m not channeling my inner Simon Sinek, but “Why” initiates very powerful diagnostic processes. My feeds are filled with posts on failure. Response rates to any kind of outbound prospecting continues to plummet.
Advertiser: ZoomInfo
Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.
Iannarino
JANUARY 24, 2023
Nobody likes rejection. It’s one of the reasons why almost two-thirds of sales reps report that cold calling is their least favorite part of their job. Prospecting LLW-TSB 2023
Search Engine Land
JANUARY 27, 2023
SEO professionals can access many free and paid platforms, tools, and software. But if you and your competitors are all using the same tools, data, and approaches – how can you set yourself apart? At SMX Next, I shared the SEO tools that will make up my toolkit in 2023.
SaaStr
JANUARY 23, 2023
Dear SaaStr: How Long is a Venture Round Supposed to Last? I think like many venture axioms, founders get often get bad advice here out of good solid rules. Until 2002, the rule was “18-24 months” Then, during the boom times, most VCs stopped caring how long the round would last.
Learn Hub | G2
JANUARY 23, 2023
Low-code and no-code technology enable businesses to meet the ever-increasing software demand, especially when the need for software solutions exceeds available skilled developers. Guest Post Tech
Speaker: Pam Didner - B2B and Tech Marketing Consultant
Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!
Adaptive Business Services
JANUARY 25, 2023
I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients.
Iannarino
JANUARY 23, 2023
As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share information with your company and help the sales force learn about their own performance. Your CRM captures all kinds of information from activity to outcomes.
Search Engine Land
JANUARY 27, 2023
In the early 2000s, web search was mostly limited to search engines and online directories available at the time. But we have come a long way since then. Optimizing for search remains important today. But users no longer solely rely on traditional search engines to look up information.
SaaStr
JANUARY 24, 2023
Dear SaaStr: How Do You Know If Your Startup Idea Already Exists? Well, of course it already exists. Your really think you’re the only person on the entire planet that has tried to do this? It’s the Fermi Paradox of Start-ups. Of course they have.
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Martech
JANUARY 27, 2023
We made it to 2023! As we closed in on the end of the year in December, the finish line seemed awfully far away. Many marketers told me they were busier than ever.
criteria for success
JANUARY 24, 2023
It's hard to believe we're one month into the New Year! Here are 9 questions for sales managers to ask themselves (or for executives to ask their sales managers) as we forward in the new sales year. Have we set the right goal for 2023? The beginning of the year is a great time for a quick gut check.
Iannarino
JANUARY 28, 2023
One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome.
Search Engine Land
JANUARY 27, 2023
Google begins experimenting with featured snippets in 2014, Google started answering complex questions at the top of its search results with detailed responses (or answers) taken from websites. Does that sound like featured snippets? It should. Because it was.
Advertiser: ZoomInfo
Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.
SaaStr
JANUARY 25, 2023
In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams with others to create a formidable revenue team. This structure drove the company to a $2.5
Martech
JANUARY 24, 2023
Every business needs new customers. Fortunately, some proven tactics work to consistently attract and convert customers like clockwork. You can use one or all of these tactics to fill your pipeline and grow your business no matter the time of year or the state of the economy.
Heinz Marketing
JANUARY 22, 2023
By Dan Baron , Marketing Consultant at Heinz Marketing “The Future is Now” At this point, you’ve most certainly heard about ChatGPT.
Iannarino
JANUARY 21, 2023
Your success in sales requires you to engage with all types of people. Selling happens in conversations about change. Creating new opportunities for your prospective clients and helping them take advantage of those opportunities requires excellent interpersonal skills.
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Search Engine Land
JANUARY 24, 2023
Google defuses ‘miserable failure’ Google bomb In 2007, Google finally defused a “Google Bomb” that had returned U.S. President George W. Bush as its top organic result since December 2003 when searching for [miserable failure].
SaaStr
JANUARY 25, 2023
So we took a look at ServiceNow a little ways back at $5B in ARR , but I thought it was worth another deep dive now for a very specific reason: Their very seasoned CEO has sees no real slowdown or downturn in their business.
Martech
JANUARY 26, 2023
As we enter 2023, it’s time to look ahead and plan your digital marketing priorities for the rest of the year. Surely, it will be a year filled with innovation and creativity as technology brands worldwide strive to stay competitive in a rapidly changing landscape. Reaching buyers today is difficult.
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