Anthony Cole Training
MAY 10, 2024
In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Iannarino
MAY 20, 2024
Elevate your B2B sales strategy by mastering the art of the impactful presentation.
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Veloxy
MAY 30, 2024
Cold outreach can sometimes feel like a bad word. (Or two). How can you guide your team to do it effectively? How can you convince them that it can lead to ROI and sales? The reality is, cold outreach is a powerful marketing technique that can unlock untapped potential for your business. Join me as we take a look at this ultimate guide, exploring its benefits, strategies, and how to implement it successfully.
Force Management
MAY 9, 2024
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
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
Partners in Excellence
MAY 29, 2024
When I was a kid, my father taught me how to sail. At first I sailed in racing dinghy’s never far from the shore. In high school, we graduated to cruising boats. While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. My dad’s solution to this was to teach me celestial navigation.
Salesforce
MAY 9, 2024
Learn to unlock data and build with AI Show off your AI innovations with the #BuiltWithEinstein Quest Join an AI + Data Community Tour stop Attend the AI NOW Tour Participate in an Ask Me Anything (AMA) with Salesforce Developers Attend a World Tour in your city We are in the midst of the artificial intelligence (AI) revolution, which is creating the most significant shifts and opportunities for Salesforce Admins and Developers in decades.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
MAY 23, 2024
Struggling with lengthy sales cycles? Discover actionable strategies to shorten them and close deals faster.
Search Engine Land
MAY 14, 2024
AI Overviews is rolling out to all US based searchers in Google Search, making AI Overviews available to hundreds of millions of searchers by next week, Liz Reid, the company’s new head of Search , announced at Google I/O. AI Overviews will launch in more countries soon and be available to more than a billion users by the end of the year. Hema Budaraju, the Senior Director of Product, Search Generative Experience, Google, told us that the link cards within AI Overviews generate a higher cl
Force Management
MAY 30, 2024
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts.
Partners in Excellence
MAY 28, 2024
Before I get into this article, credit for the idea comes from a conversation with my friend, Jack Malcolm. Thanks for provoking the idea. The term, “prompt engineering,” is relatively new to most of us. While software developers and AI specialists have understood the concept for year, it’s very new for the rest of the world. But as the LLMs have emerged and grown, the concepts of prompt engineering are starting to fill our feeds.
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 29, 2024
For more than a decade of my career, I held various demand generation titles at multiple companies, and the function has evolved greatly in that time. However, if you’ve been listening to the chatter on LinkedIn over the past two years, that evolution has gained speed and influence. What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies.
Anthony Cole Training
MAY 23, 2024
Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.
Iannarino
MAY 24, 2024
Unlock the secrets to winning more B2B sales deals by mastering the art of creating value and adopting a consultative approach.
Search Engine Land
MAY 6, 2024
Google has started its enforcement of the new site reputation abuse policy by deranking or deindexing portions of websites from the Google Search index. This seems to have launched in the past hour or so, where sites as large as CNN, USA Today, Fortune, and LA Times are seeing their coupon directories no longer ranking for coupon-related keyword phrases.
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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Force Management
MAY 16, 2024
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
Partners in Excellence
MAY 13, 2024
It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. These offer the potential of freeing up time. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.
SaaStr
MAY 23, 2024
So Emergence Capital put together a great report here on B2B startups, “Beyond Benchmarks 2024” , with a ton of great data across 664 software startups. One piece I loved is how 2023 growth rates compared to 2022 for Top Quartile Software Startups. Now to be clear, and I know this is a bit brutal — “Top Quartile” isn’t in general enough to get funded by VCs.
Anthony Cole Training
MAY 31, 2024
“Did I hire my salespeople this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability.Accountability means taking responsibility for outcomes – good or bad. A sales leader’s primary responsibility is to put the BEST team into the marketplace.Much like a general manager in sports, a director of a theatre company or an orchestra leader of a symphony, you have a job and a responsibility to hir
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.
Iannarino
MAY 31, 2024
Are you struggling with sales techniques for software? Discover the key lessons for successful software sales!
Search Engine Land
MAY 17, 2024
The Department of Justice’s laid out a damning case against Google in the antitrust lawsuit closing argument. Search Engine Land Managing Editor Danny Goodwin highlighted some of the damaging evidence – including how Google has been increasing costs for advertisers – in How Google harms search advertisers in 20 slides In light of the revelations, I contacted search marketers to get their thoughts on Google Ads to evaluate the current confidence level.
Martech
MAY 16, 2024
Video ad spend is expected to rise 16% year-over-year in 2024. Brands are interested because of the deep penetration that CTV and digital video have with U.S. households. Streaming services and other publishers are stepping up to bring more ad-supported options to consumers, along with better ad experiences. Dig deeper: IAB NewFronts rings in the age of digital video dominance Here are three key reasons behind this growth in digital video and the numbers behind them.
Partners in Excellence
MAY 27, 2024
It’s rare that I deviate from writing about business, selling and leadership. But today is Memorial Day in the US. It struck me as important, perhaps more so than ever before, to pause and reflect on those who have served and are serving in the military, regardless of the country in which they served. I come from a military family. My father served in WWII, Korea and Vietnam, in the Navy and later in the Coast Guard.
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.
Force Management
MAY 23, 2024
The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.
Sales Pop!
MAY 30, 2024
Unlocking the Potential of Triathlon Watches in Your Training The right triathlon watch can be a game-changer in the way athletes train and compete. These sophisticated devices not only track time but also provide a wealth of data crucial for optimizing performance across swimming, cycling, and running. With the vast array of options available, choosing the best triathlon watch tailored to your specific needs is essential.
Iannarino
MAY 28, 2024
Spotting a B2B salesperson’s red flags early can save you from costly mistakes and wasted time.
Search Engine Land
MAY 13, 2024
It seems like the search algorithm changes have been hitting harder than a Taylor Swift breakup song. There’s been much talk about core updates , helpful content , reputation abuse , etc. OpenAI is building a search engine , and Google’s Search Generative Experience is likely expanding soon. It’s getting hard to keep up, and many SEOs are having some serious FOMO.
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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
MAY 16, 2024
It’s important that everyone is clear on the definition of customer experience. There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand.
Partners in Excellence
MAY 29, 2024
This morning, clearing my inbox and feeds, I noticed a headline. It referred to the average tenure of GTM executives being 17 months… The article offered sound advice on how to deal with a career living in 17 month increments. My thought, in reading this was, “Why do we settle for this? Why do we consider this acceptable? Wouldn’t we and the organizations we lead achieve much more with longer tenures?
SaaStr
MAY 21, 2024
So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Business software companies have had “account managers” responsible for upsell since the earliest days. As customer success came into its own, it was often seen as distinct from account management, focused on customer retention and happiness and NPS and CSAT.
Sales Pop!
MAY 30, 2024
Is it time for your small business to get a credit card? It might be. Choosing the best card for your purposes is critical. Different business credit cards have different benefits designed to complement various business needs. Some of the most common benefits are travel insurance , cash back or rewards for certain purchases, and introductory offers. #1.
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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