Iannarino
JULY 6, 2022
The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been mostly positive, with many readers suggesting that the concept of being One-Up is helpful. The complaints about the book are that I have removed much of the legacy approach to sales. Even so, I have no power to stop a salesperson from selling from a One-Down position, nor can I force them to abandon their crutches.
Veloxy
JULY 6, 2022
In today’s post-pandemic sales world, 23% of field sales professionals are prioritizing the addition of email tracking and buyer signals to their tech stack [ report ]. Sending an email is comparable to mailing a letter. Once you send a letter, it’s a guessing game if and when it will be received and opened—unless you ordered Proof of Delivery.
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Membrain
JULY 6, 2022
Here in Sweden, we’re just past our annual holiday of Midsommar (Midsummer), which we celebrated on June 25. This is one of our biggest holidays, and we usually celebrate with family and friends, often in the countryside.
SalesProInsider
JULY 6, 2022
As you guide sales conversations with prospects, your job is to help them work through their decision-making process. The conversation is an information exchange that relies on THEM getting what they need, in the way they need it, so they are confident in you and the value they receive. That’s why this series Convert Consistently with Customs and Connections is so important to you.
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
JULY 6, 2022
So we’ve done a lot with Workday over the years at SaaStr but haven’t done a deep 5 Interesting Learnings dive. But we should have. Workday is one of the iconic enterprise SaaS leaders. It’s scaling efficiently and impressively. At a $6 Billion revenue run ($4.5B in SaaS revenue), it’s growing an impressive 22% with fairly epic operating cash flows of 30% (more on that below). #1. 9,500 customers at $6B in ARR, so about $600,000 ACV per customer.
Force Management
JULY 6, 2022
Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought out key insights on how successful leaders manage their most important asset, their people. Hear from five leaders, each with a different background and approach to leadership. In each conversation, one common sentiment rang true: you can't be a great leader without investing in and connecting with your people.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 6, 2022
Not long ago, a small group of us were out on our road bikes. One biker hit something on the road, and went down. He broke his wrist trying to brace himself (in addition to scraping himself up pretty badly). We called an ambulance, the paramedics acted quickly. They examined him. They checked to see if anything else was broken, if he was bleeding. They asked him questions like, “What day of the week is it, what’s your name, where are you right now,” checking to see if he might
SaaStr
JULY 6, 2022
Founding a SaaS company is already a significant challenge for any entrepreneur, but targeting the enterprise space can be an entirely different beast. So how can you break into the market successfully? This SaaStr Classic podcast episode features an interview with Mathilde Collin, the Co-Founder & CEO of Front. Front is a communication hub that helps teams work better with customers.
Martech
JULY 6, 2022
We love martech, don’t we? To be honest, many of us owe our careers and jobs to marketing technology and the results it drives for marketers. . We also owe a debt of gratitude to many martech vendors, who not only build the platforms on which we work, but who also produce a plethora of marketing education including classes, workshops, and certifications.
Salesforce
JULY 6, 2022
The job of every leader is to build and maintain trust with their teams, customers, and other stakeholders. In a global trust crisis , this is harder and more important than ever. Although the problem of vanishing trust in leaders and institutions is systemic, individual leaders have the power to create immediate change. The most recent Edelman Trust Barometer found businesses are the most trusted institutions, over government and media.
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.
PandaDoc
JULY 6, 2022
Picture this: you’re spending thousands of dollars prospecting leads, and they almost never convert. (Is this something you don’t have to picture, because you’ve lived it?). Sounds like a total waste of money, amirite? Many marketing and sales teams face this scenario far too often. And it’s because they’re nurturing their leads the wrong way. For example, when you go to a car dealership, or even when browsing online for a new ride, you wouldn’t go ahead and buy the first car you see, correct?
Salesforce
JULY 6, 2022
1. Prepare, prepare, prepare–your career depends on it 2. Do what you love 3. Take calculated risks 4. Brand up 5. Give more than you get 6. Get strategic with your network 7. Connect with a mentor You got this–keep going and stay curious. I’ve had a wild and wonderful ride on my Salesforce journey, from Salesforce novice to admin, business analyst to chief information officer (CIO) of a Salesforce partner business, and now Tableau solution engineer.
Understanding the Sales Force
JULY 6, 2022
As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients. Good/Great Salespeople. I conducted a Google search for "why salespeople quit their jobs" and was surprised to find more than 6 million results for that query! The first page of results was filled with self-serving articles from companies like Gong (artificial intelligence for digital prospecting), Hubspot (marketing platform) and more urging you to leverage their platforms
Adaptive Business Services
JULY 6, 2022
This is not the first time that I have attempted to illustrate how easy it is to be successful with Nimble CRM, but I’m going to try to do so again. I have distilled it down to 10 easy steps that will increase your sales. We’re not going to get deep into the weeds. We’re not going to do anything advanced. These are the fundamentals. However, the fundamentals are 90% of what you need to do in order to see awesome results!
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Accent Technologies
JULY 6, 2022
The post 13 Ways to Keep Remote Sales Teams Motivated appeared first on Accent Technologies.
The Advantexe Advisor
JULY 6, 2022
Over the past several weeks the topic of “authenticity” has been showing up more and more in our work. In requests for content, within our business simulations , and in business leadership workshops more leaders are asking for help in developing the skill of authenticity. During this past weekend, I had the opportunity to start scripting a new business leadership simulation on coaching and the client has requested that we use Authenticity as one of the scoring mechanisms.
Accent Technologies
JULY 6, 2022
The post 9 Selling Styles in Today’s B2B Market (and How to Choose Yours) appeared first on Accent Technologies.
Martech
JULY 6, 2022
Productive teams means happier clients. Happy clients means income which keeps your team employed and also happy. While this seems pretty obvious, it obviously isn’t easy to accomplish. One reason: Many marketing leaders were trained in archaic productivity techniques, such as meeting madness can kill enthusiasm and creativity and/or non-stop daily nagging via Slack.
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.
Accent Technologies
JULY 6, 2022
The post 6 Ways to Engage and Re-engage Customers appeared first on Accent Technologies.
Martech
JULY 6, 2022
Build-A-Bear is remaking itself for the 25th anniversary of its founding this year. This means using its experience and its data to appeal to older customers and create stronger online connections. “The goal that was stated for us was to diversify our brand, evolve our retail portfolio and build stronger relationships with our consumers,” said Ed Poppe, Build-A-Bear’s vice president, loyalty and performance marketing for Build-A-Bear, in a presentation at The MarTech Conference.
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