Iannarino

JUNE 8, 2022

Are your sales leaders armed with all the tools they need to succeed in the role?

Sales 266

Sales 266

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

SaaStr

JUNE 8, 2022

So few companies have changed as fast, and as quickly, as Zoom did between $1B and $3.5B ARR … which it did in just 1 year (!!) during peak pandemic… and $3.5B and $4B ARR, when Zoom radically changed again. At $3.5B ARR, Zoom was an SMB powerhouse, with Enterprise growing. At $4B, everything’s been flipped around. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever.

Contact 135

Contact Engineering Growth Start-ups 135

Martech

JUNE 8, 2022

While many big brands test virtual storefronts , NFT drops and other metaverse activations , what does this mean for B2B marketers? The B2B playbook will evolve to include some version of the same strategies. After all, B2B marketers have been adapting all kinds of consumer marketing channels, from video to social, even using B2B influencers. Here are some metaverse entry points where B2B organizations can become early adopters.

B2B 135

B2B E-commerce B2C Retail 135

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

Hospitality

Partners in Excellence

JUNE 8, 2022

The other day, I read a great post from David Masover , comparing sales with great cooking. It’s really an outstanding analogy and way to think about selling. I’ve been fortunate to hang around some of the best professional chefs. My wife, after a career in technology sales, decided to pursue her dream. She attended the Culinary Institute of America (CIA) to learn–even though she was already an outstanding cook.

Sell 132

Sell Presentation Customers Technology 132

Sales Pop!

JUNE 8, 2022

Converting visitors to customers is an essential function that every successful website has to perform, and without this ability, the chances of a business becoming a success are slim to none. Moreover, with the obscene number of factors at play that can influence a customer, trying to achieve this can be near impossible if you do not know what you are doing.

Customers 130

Customers Sports Follow-up Price 130

SaaStr

JUNE 8, 2022

When you work in B2B marketing, you don’t often get a great reason to show off your work to your friends and family. Can you imagine? “Honey, check out this new webinar on support workflows! We had 800 attendees.” Or, “Hey mom, I’ve gotta tell you about our new gated ebook we launched on LinkedIn — you won’t believe the conversion rate.”. These things are fascinating to me, and probably to other marketers, but they just don’t have the “wow” factor of Doritos’ latest Super Bowl ad, or whatever ne

Campaign 121

Campaign B2B B2C Click Through Rate 121

Sales Hacker

JUNE 8, 2022

We obsess over deal velocity. How quickly can I find deals, close them, and move onto the next one? It infects the rest of our work: BDRs batch and blast outreach to book more meetings. Reps fill out their calendars only half-prepared for the meetings. Managers ask weekly, “When’s this deal coming in?”. This cycle puts pressure on front-line sellers to go out and hustle opportunities into existence.

Territory 116

Territory Sales Promote Prospecting 116

Martech

JUNE 8, 2022

The perfect storm has been brewing around digital identity for some time. We’ve got Google’s ever-impending deprecation of third-party cookies set to take effect in 2023; Apple’s decision to phase out its mobile identifier for Advertisers (IDFA) to track users for targeting, personalization and attribution; and most recently, Google’s announcement that they are planning to follow Apple’s lead and pull the plug on targeting across Android devices.

Construction 116

Construction Drivers/motivators Follow-up Trust 116

Sales Hacker

JUNE 8, 2022

If you joined the Sales Hacker community in the last four years, this might be news to you: Sales Hacker was originally known mostly for its incredible in-person events. But (and it’s painful to admit this) until this spring, we hadn’t hosted a physical event in nearly four years! We’ve been focused on other things. To name a few: Publishing even more new content you love (we know you love it because our site traffic has tripled).

Commission 104

Commission Sales Relationship building Up-sell 104

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

Martech

JUNE 8, 2022

With Salesforce Connections taking place in person this week, the cloud-native vendor dropped a long list of announcements about its Commerce and Marketing Cloud offerings, including a pilot NFT cloud under the Commerce umbrella. It also announced a series of new partnerships, with the partners set to debut new apps on the Salesforce AppExchange. NFTs for Commerce.

Launch 108

Launch Commission Retail Campaign 108

The Advantexe Advisor

JUNE 8, 2022

There is no “playbook” for the new work environment. As we head toward the end of the second quarter and the end of the first half of the year, everything is different, and the challenges are greater than ever. The work environment is in flux with some companies demanding employees “come back to work” while others are telling their employees to stay remote.

98

98

Heinz Marketing

JUNE 8, 2022

By Tom Swanson , Engagement Manager at Heinz Marketing. Disco, as in discovery, is back! Or at least that is the catchy subject line. Disco never really went away. People and trends are always changing, and keeping up on your disco is crucial. There are lots of ways to do this, and there are plenty of tools that give you access to all kinds of data.

B2B 98

B2B Niche Networking Start-ups 98

criteria for success

JUNE 8, 2022

As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. Personally, I know that every time I set and review goals on a scheduled basis, all sorts of good things happen. When setting goals in our CFS Sales Playbook , I use this approach: Make goals hierarchical in the PlayBook.

CRM 98

CRM Sales Sell Clients 98

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B2B

Salesforce

JUNE 8, 2022

Field service safety can drive revenue, while preventing injuries during on-site visits. According to the Occupational Safety and Health Administration (OSHA) , companies that prioritize safety build trust with customers. This can lead to new business. As a field service leader, safety is No. 1 on your list of priorities. Your team knows what to do because you’ve set them up for success with the right enablement.

Service 98

Service Cross-sell Appointment Electricity 98

Martech

JUNE 8, 2022

B2B conversational marketing platform Drift has announced that Scott Ernst will become CEO while co-founder David Cancel will take on the role of executive chairman. Co-founder Elias Torres will continue in the CTO role. Cancel and Torres are a rare example of Latinx co-founders in the martech space. David Cancel. Ernst spent over five years at market research and digital marketing company Macromill, leading it through a successful IPO, and was most recently CEO at social video measurement compa

Appointment 98

Appointment B2B Conversion Product 98

Hubspot

JUNE 8, 2022

It's summertime, and the living is easy — but the selling is hard. Even the most prolific salespeople aren't immune to the summer slump. Prospects are on vacation. Calls go unanswered. LinkedIn connection requests remain pending for days. It's a rough time for people whose job revolves around connecting. But if you're in the midst of a summer slump, the worst thing you can do is panic.

Quota 88

Quota Construction Manufacturing Transportation 88

David Meerman Scott

JUNE 8, 2022

Getting your organization visible on Twitter is an important way not only to reach your buyers but also to reach the mainstream media that cover your industry, because reporters and editors use Twitter for story ideas.

78

78

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.

Sales

Understanding the Sales Force

JUNE 8, 2022

We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy.". When you think of speed what are the first things that come to mind? Fighter Jets? The 10 fastest in the world reach speeds of up to Mach 6.70 (5,140 MPH). Racing Cars? The 6 fastest in the world reach speeds of up to 304 MPH. Motorcycles? The 10 fastest in the world reach speeds of up to 273 MPH.

Sell 75

Sell Consult Process Sales 75

Hubspot

JUNE 8, 2022

Planning for your company's future is significantly easier and more effective when you have a picture of what that future might look like. That's why any business interested in sound financial planning needs to have a grip on financial forecasting — the process of making accurate projections that can frame thoughtful, productive financial decisions in real time.

Price 74

Price Objectives and Key Results UX Contact 74

Adaptive Business Services

JUNE 8, 2022

There are literally tons of sources for new business opportunities. We will discuss these in future articles, but first …. Understand the new rules – Is selling harder today than it used to be? Yes! Buyers have changed. They are more informed than ever and will do much of their research, and solicit recommendations, online. Much of the buying decision process may have been completed before reaching out to you.

Prospecting 71

Prospecting Appointment Referrals Cold Call 71

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. How? It helps you qualify buyers so the right ones end up in your sales funnel. Because there’s nothing worse than a funnel full of poorly qualified leads. .

Process 62

Process Objectives and Key Results Quota Sales 62

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.

Sales

RAIN Group

JUNE 8, 2022

Think for a minute about your sales team. Is everyone doing everything they possibly can right now to succeed at their maximum potential? Is everyone on the team completely dialed in, doing everything they should and nothing they shouldn’t? Do they have all the right skills across the sales cycle? Have they completely taken the lead on their own development?

Sales 59

Sales Drivers/motivators Product 59

Concentrix Catalyst

JUNE 8, 2022

The Great Resignation created unprecedented labor shortages, with the food service, retail, and healthcare industries being hit especially hard. This has created significant challenges for human resources (HR) organizations, forcing […]. The post Embrace Low-Code for HR Efficiencies appeared first on Concentrix Catalyst.

Healthcare 52

Healthcare Retail Service Engineering 52

Salesforce

JUNE 8, 2022

I can still smell the barbecue and hear the sounds of relatives laughing and telling stories on the plot of land my family owned in Terrell, Texas. From the comedic church-inspired stories to our family historian telling us about our ancestors, when we came together on Juneteenth, it was a time of pride and unadulterated Black joy. Much of that pride and joy comes from recognizing and reclaiming our history, as a Black family and as an American family.

Education 97

Education Growth Consult Conversion 97