Iannarino
JUNE 28, 2022
Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent sales.
Cerebral Selling
JUNE 28, 2022
It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually.
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Partners in Excellence
JUNE 28, 2022
Innovation is critical for all of us. It enables us to… well, innovate. Innovation underlies change. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention.
Martech
JUNE 28, 2022
It’s no comfort knowing you’re not the only one having trouble finding tech talent. Demand is high, supply is low. And everyone has teams and projects stuck in limbo. What would be comforting is a solution. Well, here you go. I’ve helped many marketing teams close the gap in their technical capabilities without writing a single job description. The reality is you have many more options than you can envision right now.
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
SaaStr
JUNE 28, 2022
Equality, Inclusion and Balance have been part of SaaStr’s core values since inception. Starting in 2017, we added a no-cost VIP program for women and other less-represented founders and SaaS execs without full budget to attend SaaStr Annual, and we then expanded the program to 1,000+ participants, and reproduced it at SaaStr Europa 2018, 2019 and 2022.
Martech
JUNE 28, 2022
Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
JUNE 28, 2022
1 out of 4 people in the U.S. lives with some type of disability. Because consumers are online now more than in previous years, your clients’ websites must be accessible to everyone. It’s not merely a matter of being compliant with the Americans with Disabilities Act (ADA) and Web Content Accessibility Guidelines (WCAG). It’s also good business—because web accessibility can deliver better results and enhance search engine optimization.
Closing Bigger
JUNE 28, 2022
I have heard many sales experts, gurus and influencers promoting the idea that “old school” concepts like closing the sale are outdated and no longer relevant. While “old school” techniques have become outdated, closing skills are still vital for sales success. Closing is still a required skill but today b2b buyers and consumers are much more sophisticated and sensitive to “salesy” approaches.
Martech
JUNE 28, 2022
Marketing organizations are still doing it. Ripping out martech solutions in favor of alternatives with better features, better integration capabilities and more data centralization. And that includes mission-critical solutions like marketing automation and CRM. The 2022 MarTech Replacement Survey showed a continuation of some of the trends detected in 2021.
Salesforce
JUNE 28, 2022
August Scott knew her life would change that day in February when she took a deep breath and published an especially personal post on LinkedIn. But she may not have realized how much her words would affect other people’s lives, too. In that post, which has since gone viral, Scott announced she had begun her gender transition journey and her pronouns are she/her.
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.
Martech
JUNE 28, 2022
HubSpot customers paid, on average, license fees of $11,000 annually in the first quarter of this year, according to the company’s first quarter financial statements. CEO Yamini Rangan with Executive Chairperson Brian Halligan. Photo credit: HubSpot. Average subscribers paid 12% more in 2022 than in 2021. The company attributed the increase to existing customers adding capabilities to their marketing automation instances and the growth of enterprise-level customers. .
Hubspot
JUNE 28, 2022
There are a few major benefits of hybrid selling. For one, it provides your employees with flexibility and autonomy to work where they'd prefer. It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually.
JBarrows
JUNE 28, 2022
The post WEBINAR: Meg Holsinger hosts “How to Fill Your Pipeline With High-Quality Leads Through Referrals” appeared first on JB Sales.
Hubspot
JUNE 28, 2022
As a business, your overall goal is likely to achieve growth and remain competitive in your market. Corporate development and business development are two practices that help businesses achieve growth through different means. Read on to learn the difference between the two and how they relate to your business operations. What is corporate development?
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Closing Bigger
JUNE 28, 2022
I have heard many sales experts, gurus and influencers promoting the idea that “old school” concepts like closing the sale are outdated and no longer relevant. While “old school” techniques have become outdated, closing skills are still vital for sales success. Closing is still a required skill but today b2b buyers and consumers are much more sophisticated and sensitive to “salesy” approaches.
Sales Nexus
JUNE 28, 2022
Success in email marketing involves taking care of a number of details, some obvious and some essentially hidden from view. Some of the technical aspects of it can get quite confusing and overwhelming if you’re trying it out for the first time. We created this guide to help you understand and address some of these hidden factors that can make or break the success of your campaigns.
Highspot
JUNE 28, 2022
From the joyous to the difficult, conversations are a reminder of who we are, how far we’ve come — and how far we have to go. In celebration of Pride Month, we asked three Highspot employees to share conversations that have changed the course of their story, from learning the true meaning to leadership, to finding the support they need to thrive.
Concentrix Catalyst
JUNE 28, 2022
Despite increased demand for greater corporate environmental sustainability, many companies lack a viable roadmap to success. If you aren’t advancing toward a more mature corporate environmental sustainability practice, your business […]. The post The Four Pillars of a Successful Corporate Environmental Sustainability Practice appeared first on Concentrix Catalyst.
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.
SalesLoft
JUNE 28, 2022
This article offers a sneak peek of just a few tips from Sean and Amanda Georgoff’s upcoming account-based selling course at the Sales Impact Academy. Sign up now! If you’ve been in sales for a while, I bet you’ve had a deal fall through because of something that seemed out of your control. Maybe legal didn’t get back to your customer’s contract edits fast enough.
Sell Or Die
JUNE 28, 2022
Michael Pedone is the founder of salesbuzz.com and is a master at cold calling and the art of closing sales by phone. He is a dad to two amazing daughters and although he spends most of his time teaching sales, he is also an avid shredder on the guitar. In this episode Jeffrey and Michael discuss all things sales including: The Art of Mastering Cold Calls Are Sales Scripts effective?
Sales Coach Dew
JUNE 28, 2022
If you’re only looking one year ahead, you could be setting yourself up for failure. I’m a big believer in goal setting (like an Olympic Gold Medalist believer). Whether it’s in your personal life or your sales career, you need a goal to measure your success against and keep you motivated. Every sales professional needs to set (and revise) business goals.
SalesBlog!
JUNE 28, 2022
Watching a movie with my son the other night the main character announced that his company had “never fired anyone” He went on to explain that “because of this they had loyal hard workers as they were secure in their positions and future” While this is obvious fiction it does make one wonder. Where does company loyalty really come from?
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
JUNE 28, 2022
I wrote an original version of How Venture Term Sheets explode (and implode) quite some time back, and TechCrunch was gracious enough to publish it here. Then, the advice for a little while seemed obsolete in the go-go days from 2H’20-2H’21. VCs stopped doing much diligence, deals closed in days, and term sheets rarely exploded, or imploded.
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