Iannarino
MAY 17, 2023
Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions are at the heart of this approach because many salespeople mistake concessions for negotiation.
SaaStr
MAY 17, 2023
Dear SaaStr: When Searching for a Co-founder, How Do You Know You Found The Right One? I think it boils down to 2 key factors: Someone that is both very good at, and better than you, in several key functional areas. If you are good at coding, she is good at sales and customers. Or whatever. That together, the two of you have all the key functional areas covered decently, at least initially (Engineering, Product, Sales & Customers, Marketing).
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Sales Hacker
MAY 17, 2023
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred , the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.
Membrain
MAY 17, 2023
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling.
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
MAY 17, 2023
So RingCentral is a quiet SaaS leader that has been around for a long time, since the early days of SaaS. It’s built its way into an enterprise contact center leader and has now crossed $2 Billion in ARR, growing a mature but still steady 16%. And while it’s not GAAP profitable, on a non-GAAP basis, its margins are way up to 17%. So what’s that worth in 2023?
Martech
MAY 17, 2023
In earlier parts of this series, I have covered two out of five interconnected points of a framework for designing a high-performing marketing organization : Proposition. How do you align and concentrate your creative marketing firm’s or in-house agency’s services with a focused vision, positioning strategy and value proposition? Principles.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
MAY 17, 2023
Regularly auditing your martech stack must be part of your organization’s process. During an audit, you will likely identify a handful of tools that can be retired for various reasons. Perhaps your company has undergone a merger or acquisition, and you have duplicate tools that perform the same function. Maybe other tools in your stack might have added functionality, making a tool redundant.
SaaStr
MAY 17, 2023
In this week’s episode of CRO Confidential, host Sam Blond wraps up the founder-led sales series with one of the most accomplished sales leaders in the world, Ben Cassidy. Cassidy was Blond’s VP of Sales at Echosign and, before that, was one of the first sales leaders at LinkedIn. Post-Echosign, he was the first sales leader at Talkdesk, valued at $10+B.
Martech
MAY 17, 2023
Year by year, our MarTech Salary and Career Survey has exposed a persistent pay gap between respondents identifying as women and respondents identifying as men. The gap is manifest right up to the C-suite. One question that arises is whether women should negotiate more aggressively for higher salaries or whether the job market should respond better to their skills and qualifications.
Search Engine Land
MAY 17, 2023
Google has released a new crawler, a new Googlebot, named Google-InspectionTool. This new Google crawler will be how Google identifies crawling activity for the crawler used by Google Search’s testing tools, like the rich results test and Google Search Console’s URL inspection tool. Google-InspectionTool. Google posted details about this new crawler in its help document over here.
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
MAY 17, 2023
When it comes to your work orchestration efforts, how would you rate the work management “maturity” of your business today? Businesses with high maturity levels have a competitive advantage along multiple work performance indicators, including capacity, time to market, cost efficiency, work quality, and even employee satisfaction. Join transformation experts from Adobe and learn five steps for maturing your work management orchestration model.
Hubspot
MAY 17, 2023
The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.
Search Engine Land
MAY 17, 2023
Meta is starting to issue refunds to advertisers impacted by a glitch last month that resulted in overspending and higher than usual CPAs. Why we care. Meta needs to make this right for all of its advertisers of all sizes. It’s good that the refunds are starting, but it’s been over a month and this still is not resolved. May 12. Some advertisers got their refunds starting on May 12.
Hubspot
MAY 17, 2023
Executives can make or break your company. Great execs help steer the ship with sustainable strategies, while those that aren’t the ideal fit create more stress than success. As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company.
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Search Engine Land
MAY 17, 2023
Every PPC marketer aims to deliver improved performance month after month. But once your Google Ads account is well-managed, optimized, and humming along, where should you turn to keep improving on performance? Often, your next area of focus should be content – and everything that happens after a prospect clicks on your ad. Who are your ideal customers?
Adaptive Business Services
MAY 17, 2023
This past January I passed ownership of my networking group, NetWorks! Boise, to her new owner. I created this group in October of 2007. I had a good run but I’m also getting a bit long in the tooth and it was time to focus on my other passion, training businesses on how to best leverage Nimble CRM. NetWorks! was designed to be what I would call an “active networking group”.
Search Engine Land
MAY 17, 2023
When it comes to your work orchestration efforts, how would you rate the work management “maturity” of your business today? Businesses with high maturity levels have a competitive advantage along multiple work performance indicators, including capacity, time to market, cost efficiency, work quality, and even employee satisfaction. Join transformation experts from Adobe and learn five steps for maturing your work management orchestration model.
Heinz Marketing
MAY 17, 2023
By Matt Heinz , President of Heinz Marketing The competition is fierce in the B2B marketplace, with businesses clamoring for the attention of potential customers. It’s a constant battle to differentiate yourself, capture interest, and maintain it. So, how do you win in this crowded arena? The answer lies in personalization. Personalization has become a critical component of B2B marketing strategies.
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.
The 5% Institute
MAY 17, 2023
The GROW Model is a highly effective coaching framework that empowers individuals and organizations to achieve their goals and unlock their full potential. This article delves into the intricacies of the GROW Model, highlighting its benefits, application in coaching, challenges, and integration with other coaching approaches. The GROW Model Explained G: Goal-Setting: Setting clear and specific goals is the cornerstone of the GROW Model.
Salesforce
MAY 17, 2023
Can you imagine ecommerce without written content? Picture it: Product listings without descriptions. Photography without context. Landing pages without information. A brand without a heart. (Okay, okay… as a content writer, maybe I’m a little bit biased.) But don’t take my word for it: Businesses in every industry see the value of quality ecommerce content, and they’re throwing their weight behind it.
The 5% Institute
MAY 17, 2023
Sales pipelines play a vital role in the success of any sales-driven organization. In today’s highly competitive business landscape, having an effective pipeline is crucial for maximizing revenue and achieving sustainable growth. In this article, we will explore the ins and outs of sales pipelines, their benefits, and how to create and manage them to drive sales success.
G2
MAY 17, 2023
We’ve all written emails, college essays, and articles and maybe even dreamed of becoming published authors because of our imaginations as children. Or was that just me?
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.
RAIN Group
MAY 17, 2023
There's such a thing as being too close to a problem, and we see that as a frequent challenge when it comes to improving sales performance. In our recent study of nearly 400 sellers and sales leaders, we asked sellers how challenging they find various selling skills/behaviors. For the 16 skills we asked about, less than 55% of sellers found each very challenging.
G2
MAY 17, 2023
Not redefining ROI yet? There's still time to adopt a new understanding of ROI that can influence 2023 sales.
Heinz Marketing
MAY 17, 2023
By Matt Heinz , President of Heinz Marketing The competition is fierce in the B2B marketplace, with businesses clamoring for the attention of potential customers. It’s a constant battle to differentiate yourself, capture interest, and maintain it. So, how do you win in this crowded arena? The answer lies in personalization. Personalization has become a critical component of B2B marketing strategies.
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