Iannarino
AUGUST 3, 2022
Ask any sales leader who has paid for sales training whether it works, and you will find a large percentage will suggest that it doesn’t. The leaders who suggest sales training doesn't work are telling the truth. But that is only their experience, and other similarly situated sales leaders are wildly successful with training.
Partners in Excellence
AUGUST 3, 2022
If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people. I don’t mean to diminish their importance, but as you peel each of those back, underlying these capabilities is usually some aspect around curiosity.
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Force Management
AUGUST 3, 2022
Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now.
Membrain
AUGUST 3, 2022
Most of us know that in order to stay healthy, we need exercise, good nutrition, rest, and to take our vitamins. But very often, we get busy with life and forget these essentials. Before long, we start to suffer for it. At that point, we all know we should slow down and address the problem - but more often, we seek a pill to kill the pain so we can keep going.
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
Martech
AUGUST 3, 2022
This morning, during my communications campaign course at the University of Oregon, a student asked me why we research best practices and try to find examples of successful campaigns that are relevant to our client. It was a great question. My answer to her also sums up why you should care about this article. Finding examples of campaigns that can be evaluated based upon performance metrics can be a great way to reduce the risk and anxiety around trying innovative tactics. “Imitate until y
Understanding the Sales Force
AUGUST 3, 2022
I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
AUGUST 3, 2022
Few SaaS leaders have gone through more post-pandemic change than Shopify and Zoom. Zoom came out of 2020-2021 with SMBs no longer growing, but a huge boost in the enterprise. More on that here. And Shopify came out of all this still growing, but not nearly as much as any of us expected. Not due to lack of execution, but due to a rapid return to on-site and IRL shopping.
Sales Hacker
AUGUST 3, 2022
In the wake of Covid-19’s digital shift, social media adoption has continued to prosper. With over 4.62 billion users, the social sphere has become the mainstream destination to connect, create, and consume. As brands continue to move into an age of cross-platform promotion, what could the proliferation of social media mean for the future of e-commerce?
SaaStr
AUGUST 3, 2022
Dear SaaStr: When Is the Best Time for a Co-Founder to Leave a Startup? The best time to quit is the earlier of (x) 6 months from the time you’ve decided to move on or (y) at any time when the other founders ask you to. If you’ve truly decided to leave, then it’s time. It’s now time to move on. First, though, make sure you aren’t being too emotional.
Salesforce
AUGUST 3, 2022
If you’re worried about the ever-changing nature of work and what the future holds for your company, you’re not alone. The long-established social contract between employees and employers is being rewritten on a global scale. One thing is clear – there is not a singular future of work. There will be a variety of futures available to your organization, and you will need to decide which one makes sense, and how to create it.
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.
criteria for success
AUGUST 3, 2022
What is head trash? Let’s get technical, here. Everything exists in language and conversations make language meaningful. There are two types of conversations: public and private. Public conversations are self-explanatory, they occur with people! Private conversations occur in your head. Only you can hear them. Studies have shown that those private, internal conversations are usually self-critical, negative, and usually based on our, often skewed, interpretation of reality.
Sales Hacker
AUGUST 3, 2022
As companies grow, their lists of products and services can increase in size and complexity—making it more and more difficult to manage pricing while preventing margin erosion. If you’re selling without optimizing these 5 elements of your pricing strategy, you’re undoubtedly leaving money on the table. Guests: Micah Deriso – SVP North America Sales at Conga.
Gong.io
AUGUST 3, 2022
For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the va
Heinz Marketing
AUGUST 3, 2022
By Carly Bauer , Marketing Consultant at Heinz Marketing. I started here at Heinz in the middle of the pandemic, we were already a full year in and we are still working virtually to this day. As my first job in my career field, working virtually is all I have known. I have not had the chance to work the typical office life everyone was accustomed to before the pandemic hit.
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Martech
AUGUST 3, 2022
Nearly half of consumers in the U.S., U.K. and Australia are consciously spending less due to cost-of-living concerns. The survey of 18,000 people also found that 67% of professionals in roles typically associated with offices preferred working full-time from home. The report, “ Adjusting to the New Economic Climate and Working Environment ,” comes from mobile advertising platform LoopMe.
SalesPop
AUGUST 3, 2022
In this Expert Insight Interview, Rhonda Petit discusses how selling is 95% mindset and 5% mechanical. Rhonda Petit is a sales and business peak performance coach with 35 years of sales experience in corporate America and Fortune 500 companies. She wrote The Spirit of Selling: Using Universal Laws for Sales Success. This Expert Insight Interview discusses: Where Rhonda Petit got the idea to write The Spirit of Selling.
SalesLoft
AUGUST 3, 2022
What Does a Cold Email Look Like? Cold emails initiate contact with potential customers and introduce a mutually beneficial arrangement or solution. . Every salesperson approaches cold emails differently, but there are three primary formats: Solution-based: This format opens with the lead’s pain point, then proceeds to explain how the sender’s offering can solve it. .
The Advantexe Advisor
AUGUST 3, 2022
It is earnings call time, and all publicly traded companies are reporting their second-quarter earnings. One of the most interesting things that we at Advantexe do for our clients is to conduct a Business Acumen training program called, “Decoding the Earnings Call” where we review their real earnings call and then “decode” it for employees who are not financial experts and don’t understand all of the Wall Street lingo.
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.
SalesBlog!
AUGUST 3, 2022
While I never profess to offer a “silver bullet” for winning more deals… developing a remarkable message actually comes close. Let’s face it… products and service offerings all start to look alike and my guess is yours, and your sales pitch, is no exception. Why would a customer pick you and your offering over another? Price?
Sales Pop!
AUGUST 3, 2022
It is no secret that executives wield immense power and influence within an organization. Every level of business leader can impact organizational performance, which means every executive can bring a business success — or failure. Thus, when businesses are considering candidates for available executive positions, they tend to scrutinize application materials, looking closely at the details of an applicant’s employment and education experience to understand whether they are qualified for the resp
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