Iannarino

AUGUST 23, 2022

It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. Brent Adamson and Matt Dixon's research made it possible to address the issues that continue to plague sales organizations and repel their prospective clients. Their book The Challenger Sale was interesting to me, mostly because so many people criticized the ideas, but the old guard often tries to dismiss anything that threatens the status quo.

Sales 269

Sales Clients Prospecting 269

Understanding the Sales Force

AUGUST 23, 2022

I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).

Gaming 140

Gaming Sales Sell Consult 140

Salesforce

AUGUST 23, 2022

Are people growing tired of big business? Tonia Ries, who started work on this year’s Edelman Trust Barometer , now in its 22nd year of measuring public trust across major institutions , had a hunch they were. On top of that, she sensed they were becoming wary of celebrity CEOs wading too far into social issues, which seemed to undercut how businesses could build customer trust.

Customers 98

Customers Trust Territory Government 98

criteria for success

AUGUST 23, 2022

Happy Tuesday, Let's Talk Sales listeners! This week's guest is Rene Zamora! Rene is the President at Sales Manager Now , providing fractional sales management services to small and family-run businesses. He is also the author of How to Build a Dynamic Small Business Sales Team. He has extensive experience in sales leadership, coaching, and consulting, and he is based in Auburn, California. .

Consult 98

Consult Sales Service 98

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Follow-up

Sales Pop!

AUGUST 23, 2022

When you think of splurging after finally making it as an entrepreneur, what comes to your mind? Is it million-dollar cars ? Jets and boats galore? Maybe it’s buying your mother a house as a thank you for her support. We’ll talk about the best ways entrepreneurs can finally take some of their cash flow and let lose a little bit. Is it better to wait until your years into running your business?

Gaming 97

Gaming Presentation Process 97

Martech

AUGUST 23, 2022

Recent announcements from streaming giants on their intent to introduce lower-cost, ad-supported offerings are shaking up the streaming TV landscape. In a reversal of its initial commitment to keep its service ad-free, Netflix declared its intent to explore lower-cost, ad-supported subscription plans and partnered with Microsoft to do so. A month before Netflix’s announcement, Disney also telegraphed similar ad-supported intentions for its Disney+ offering.

Price 94

Price Service Networking Start-ups 94

Martech

AUGUST 23, 2022

MediaMath, the global adtech platform, has announced that it is supporting Unified ID 2.0 , the identity solution developed by The Trade Desk and handed off to the non-profit Prebid.org as a collaborative and open source tool. Unified ID 2.0 is one of the leading alternative identifiers in the adtech space and has been widely adopted by advertisers and publishers.

Non-Profits 89

Non-Profits Hospitality Gaming 89

Partners in Excellence

AUGUST 23, 2022

Too often, we seem to be wandering, aimlessly, in our understanding of what our jobs, as sellers, are. We have a notion that we are accountable for producing orders that drive revenue, enabling us to achieve our goals. But how we do this is all over the place! To many, too many, it’s only about prospecting. Fill our pipelines with qualified leads, and the numbers will work out–we’ll win some, lose some, but hopefully get enough to achieve our goals.

Sell 68

Sell Pipeline Quota Up-sell 68

Martech

AUGUST 23, 2022

Today, Simpli.fi announced a new capability for linear TV advertisers using its advertising automation platform, which provides brands, agencies and media companies with 100% incremental reach for CTV households. The Simpli.fi platform includes workflow software and programmatic advertising solutions to execute and manage campaigns across CTV, mobile, web display and other media types.

Campaign 74

Campaign Launch Process B2C 74

SaaStr

AUGUST 23, 2022

Dear SaaStr: When Should a CEO of a Startup Stop “Doing the Work” and Let Others Do the Work? My general learnings: By 20-30 employees, you should have 1-2 good managers in place such that at least 50% of the company can run based only on weekly staff meetings, 1-on-1s, and “grab me when you need me-s” E.g., a great first VP of Sales that can just handle sales.

Engineering 70

Engineering Meeting Product Customers 70

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Gong.io

AUGUST 23, 2022

People love to spend time on prioritization. After all, if you don’t spend time prioritizing business initiatives, you won’t be making progress in the right directions, right? Well, maybe not. In a perfect world, prioritization could be done using a simple formula: divide the expected outcome of an initiative by its cost, and go for the highest ratio.

Angle 62

Angle Closing Promote B2B 62

Salesforce

AUGUST 23, 2022

If you’re over that plastic smell from the macaroni and cheese box and looking for some tasty inspiration, Cooking with Appy has made its way to hundreds of Trailblazers’ kitchens. Don’t believe me? It’s been opened over 50,000 times. Talk about filling those virtual shelves. But there’s more. What’s so inspiring about this cookbook is that every original recipe was submitted by a Trailblazer who’s as passionate about food as they are about AppExchange apps.

Non-Profits 52

Non-Profits Manufacturing Education Strategize 52

Hubspot

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. But it can be difficult to know which tools are worth the investment — and which aren't. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022.

Contract 55

Contract Pipeline Cold Call Pitch 55

Salesforce

AUGUST 23, 2022

What is insurtech? And why is it growing so fast, attracting a record $5.3 billion in investment in the last quarter of 2021? The simple answer: Insurtech is any new insurance technology that helps to uplevel aging systems and propel digital innovation. With insurtech, everyone — from underwriters to brokers to policyholders — immediately benefits. When an insurance company says it is adapting insurtech or a startup enters the insurtech market, they aim to create customer experiences that rival

Technology 52

Technology Technology Retail Strategic planning 52

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Campaign

Sell Or Die

AUGUST 23, 2022

In this episode we are joined by Megan Taylor Morrison, founder of the Unlimited Possibilities for Success Summit. We are excited to be joining Megan on August 29, 2022 for the summit to discuss Sales, crushing deadlines, getting Sh*t done, and ensuring you never feel alone again as an entrepreneur. Join us HERE! Be sure to check out Megan below: Instagram Linkedin Website Youtube Facebook If you enjoyed this episode, take a screenshot of the episode to post in your stories and tag

Sales 40

Sales 40

SaaStr

AUGUST 23, 2022

So there’s a tiny bit of a disagreement on when SaaStr started, but we’ve sort of aligned on this SaaStr post: Everybody Lies, SaaS Revenue in the Inc. 5000. It was a fun post looking at the actual GAAP and ARR of many leaders way back in 2012, from HubSpot to Marketo and more. Boy, they’ve grown up in 10 years! Back then, there was so little transparency in SaaS.

Start-ups 22

Start-ups Engineering 22

Heinz Marketing

AUGUST 23, 2022

By Maria Geokezas , Chief Operating Officer at Heinz Marketing. Since the marketing budget is a significant expense for organizations, it’s no wonder why CFOs want to be more involved. Of course, solid financial management enables a business’s marketing and advertising function to stay on track and helps avoid any financial blunders that may cost the company.

Finance 100

Finance Campaign Customer Relationship Management Relationship Management 100