Iannarino
APRIL 4, 2023
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into stages. Each stage of an opportunity requires you to achieve a corresponding outcome for you and your potential customers.
Partners in Excellence
APRIL 24, 2023
When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota.
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Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
Membrain
APRIL 5, 2023
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
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
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
Anthony Cole Training
APRIL 28, 2023
Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
APRIL 12, 2023
Are you interested in a career in solar sales? The solar industry is growing rapidly, and by 2024, it’s estimated that 2.5% of all U.S. homes will have solar panels installed. This growth means that there will be an increasing need for skilled solar salespeople who can help homeowners and businesses make the switch to solar energy. But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source.
Sales Pop!
APRIL 7, 2023
Sales skills are crucial in any business. It enables a company to attract customers, increase revenue, expand into new markets, and build a loyal client base. Every outstanding salesperson is a company’s asset and an indispensable one. With the rise of e-commerce, the shift to the online platform from brick-and-mortar stores has transformed selling styles.
Martech
APRIL 17, 2023
Spend across marketing analytics and data infrastructure is forecast to grow from $22 billion in 2022 to $32 billion in 2026 in the U.S., U.K. and European Union. That’s according to a new report from Winterberry Group, “From Data to Insight: The Outlook for Marketing Analytics.” The predicted increase of over 30% is derived from a survey of 200 U.S. and European marketers, as well as interviews with industry experts.
Search Engine Land
APRIL 16, 2023
Google is in the process of building an “all-new search engine” powered by its new A.I. technology while at the same time working on adding new A.I.-based features to its current search engine under the project name Magi. “The new search engine would offer users a far more personalized experience than the company’s current service, attempting to anticipate users’ needs,” the NY Times reports.
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.
Anthony Cole Training
APRIL 14, 2023
Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.
Iannarino
APRIL 7, 2023
A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales approaches their work using a pipeline, marketing uses B2B sales funnel strategies. As a salesperson, it is important to understand your organization’s funnel.
SaaStr
APRIL 7, 2023
Dear SaaStr: How Much Of My Startup Do I Need to Sell In Each Venture Round? It definitely can vary based on what type of investor. But for venture-backed start-ups raising from more traditional funds (the ones you’ve heard of), here are some rough rules: Seed VCs would like to buy 10%, sometimes 15%, if they can. They often “settle” for a bit less.
Membrain
APRIL 12, 2023
Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.
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Martech
APRIL 6, 2023
Love it or hate it, the artificial intelligence revolution is here. People can’t stop talking about ChatGPT, OpenAI and how AI will fundamentally change the world. Marketers everywhere are obsessing over the newly discovered power of AI. Amid the jaw-dropping realizations of what AI is capable of, marketers are faced with an existential question that’s a bit daunting to consider: Is this the end of marketing as we know it?
Search Engine Land
APRIL 11, 2023
While many SEO practitioners will smirk at the term “ E-E-A-T ” and immediately the ink about what’s for lunch, they aren’t necessarily wrong. To achieve E-E-A-T, various crucial “ingredients” must seamlessly come together and result in quality. This article explores how to incorporate local SEO tactics into an E-E-A-T strategy.
Anthony Cole Training
APRIL 6, 2023
There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.
Iannarino
APRIL 22, 2023
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. The salesperson’s family may also suffer without the resources they need. The salesperson’s prospective clients are hurt because the person they are dealing with is not using value creation strategies , which would have caused them to buy from the salesperson.
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.
Partners in Excellence
APRIL 19, 2023
Let’s try a thought experiment. I’ll start with a bit of background. When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.
Force Management
APRIL 6, 2023
As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.
Martech
APRIL 18, 2023
LinkedIn is over 20 years old. What started as a tool for job seekers to post resumes has morphed into a full-fledged social media network with over 900 million users. Since it’s not as fresh as some peers, marketers may wonder whether LinkedIn can still bring a worthwhile ROI. However, like other marketing tools, what you get from the site greatly depends on what you put into it.
Membrain
APRIL 23, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Andy Paul , Author of " Sell Without Selling Out " to discuss about the importance of coaching, and the need for a human-first approach to selling.
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
APRIL 2, 2023
“I never make the same mistake twice. I make it 5 or 6 times, just to be sure.” -Random quote I found on the Internet If that doesn’t describe the CEO experience, I don’t know what does. In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. After receiving my gold watch and Silicon Valley AARP card, I had a chance to reflect on a decade of community-building, cheesy music videos, and #CustomerSuccess.
Iannarino
APRIL 10, 2023
Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of these guru-types will focus on not needing to “be liked” if you can help your potential clients solve their problems and pain points. Others will suggest the industry is a contest between relationship selling versus consultative selling.
Partners in Excellence
APRIL 5, 2023
As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.
Search Engine Land
APRIL 17, 2023
Google is placing more importance on the content source, specifically the author, when ranking search results. The introduction of Perspectives, About this result and About this author in the SERPs makes this clear. This article explores how Google can potentially evaluate content pieces through their authors’ experience, expertise, authoritativeness and trustworthiness (E-E-A-T).
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Martech
APRIL 10, 2023
The advent of cloud-based data warehouses (DWHs) has brought simpler deployment, greater scale and better performance to a growing set of data-driven use cases. DWHs have become more prevalent in enterprise tech stacks, including martech stacks. Inevitably, this begs the question: should you employ your existing DWH as a customer data platform (CDP)?
Membrain
APRIL 16, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski , Founder and CEO of Successworks.
Sales Pop!
APRIL 28, 2023
Whether you’re considering taking out an SBA loan to start your small business or if you’re thinking about taking your business to the next level with the support of additional funding from a Small Business Administration (SBA) loan, you should understand the insurance requirements these loans carry. Fortunately, SBA’s insurance requirements are in the best interest of business owners because business insurance provides a valuable safety net that can keep a company in business despite catastrop
Iannarino
APRIL 3, 2023
As a writer, I care deeply about words. Words and phrases have meanings. When used incorrectly, words can confuse others or obscure the meaning. The terms "creating value," "building value," and "adding value" are often used interchangeably. This makes it difficult to distinguish them.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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