Iannarino
JANUARY 8, 2023
When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. This is true, even when salespeople want more coaching to increase their sales effectiveness. The sales manager would also benefit from having a sales force that wins more deals.
Membrain
JANUARY 11, 2023
Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.
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The 5% Institute
JANUARY 15, 2023
A sales SWOT Analysis is a powerful tool that can be used to optimize sales strategy and make sure each step of your plan has the best chance for success. This guide will walk you through each step of the process, from gathering information about your customer base to assessing your strengths and weaknesses in order to implement an effective sales plan.
ClickFunnels
JANUARY 18, 2023
The post 10 Ways To Create A Killer Landing Page For ClickBank Products appeared first on ClickFunnels. Affiliate marketing is a great way to make money online. This is especially true if you are a beginner because it allows you to learn digital marketing by selling someone else’s products. Clickbank, the most popular affiliate marketing marketplace in the world, is probably the best place to start.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Gong.io
JANUARY 2, 2023
Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution?
Partners in Excellence
JANUARY 29, 2023
I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. Please take the time to read it, it’s more important than this post. In the past year, we’ve seen 100’s of thousands of layoffs, particularly in technology segments. As Ms. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
JANUARY 27, 2023
In the early 2000s, web search was mostly limited to search engines and online directories available at the time. But we have come a long way since then. Optimizing for search remains important today. But users no longer solely rely on traditional search engines to look up information. I believe it’s time for SEO professionals to think beyond Google and search engines and start looking at search holistically.
SaaStr
JANUARY 11, 2023
So there’s a quiet SaaS success story you probably don’t know much about, but can learn a lot from. It’s Docebo. It’s a leader in a pretty crowded space (Learning Management Systems) with dozens of top vendors. And yet … It’s worth $1.1 Billion today, doing $145,000,000 in ARR. It’s growing 40%+ on a constant currency basis.
Martech
JANUARY 26, 2023
As we enter 2023, it’s time to look ahead and plan your digital marketing priorities for the rest of the year. Surely, it will be a year filled with innovation and creativity as technology brands worldwide strive to stay competitive in a rapidly changing landscape. Reaching buyers today is difficult. With the many platforms and apps, it can take time to understand where your audience spends time online.
The 5% Institute
JANUARY 15, 2023
Have you ever felt stuck when it comes to convincing prospects to buy your product or service? Knowing the right sales points can make a big impact in your strategies, and can make the difference between success and failure. Learn seven powerful sales points that will make your prospects take notice – and help you get ahead of the competition!
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Partners in Excellence
JANUARY 5, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. What does it take to succeed? Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with o
Iannarino
JANUARY 27, 2023
There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is "closed lost reason." The field in your CRM may have a drop-down menu, so you can easily document the reason you lost the deal. It stings a little to acknowledge that another salesperson won the client's business. It is proof your competitor did something different, something that gave them an edge in creating a preference.
Search Engine Land
JANUARY 12, 2023
Google has confirmed that the December 2022 link spam update is now finished rolling out. The update took 29 days to roll out, starting on December 14, 2022 and ending on January 12, 2023. Google has posted it was completed today, January 12. What is a link spam update. A link spam update looks to neutralize, or no longer count, links that Google finds to be spammy and against Google’s guidelines.
SaaStr
JANUARY 23, 2023
So now is simply a terrible time to be raising growth stage venture capital. With the BVP Cloud Index down 40%+ from a year ago , and many of the top Cloud leaders trading for as low as 5x ARR, it’s just hard to justify a later stage $300m-$400m valuation round these days, let alone a true unicorn round. We just did our latest Workshop Wednesday with Omers Growth, and they only did one growth investment last year.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Martech
JANUARY 27, 2023
Whew! We made it to 2023! As we closed in on the end of the year in December, the finish line seemed awfully far away. Many marketers told me they were busier than ever. I myself was fielding calls for strategy help, working on business deals and managing the chaos all the way to the eve of Christmas Eve, something that rarely happens in my 20-plus-year career.
Membrain
JANUARY 29, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby , CEO of Helix Sales Development , to discuss his unique perspective on the world of sales with us.
Partners in Excellence
JANUARY 17, 2023
We need to develop a deeper understanding of the value creation/realization process. Too many sellers tend to think about value creation as something sellers create “for” customers. Sellers focus on the value customers receive in the implementation of their solution, or “value realization.” Sellers focus, often using sophisticated analytic tools, on the return customers would get in implementation.
Iannarino
JANUARY 31, 2023
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.
Advertiser: ZoomInfo
When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.
Search Engine Land
JANUARY 27, 2023
A former employee allegedly leaked a Yandex source code repository, part of which contained more than 1,900 factors the search engines uses for ranking search results. Why we care. This leak has revealed 1,922 ranking factors Yandex used in its search algorithm, at least as of July 2022. Perhaps Martin MacDonald put it best on Twitter today: “The Yandex hack is probably the most interesting thing to have happened in SEO in years.” Yandex is not Google.
SaaStr
JANUARY 28, 2023
So I’m seeing something I haven’t seen since the high-stress times of March-June 2020 or so: founders alienating their investors during tough times. Some of it is almost natural in tougher times in general, but VC-founder tensions are exacerbated these days due the mammoth size and outsized valuations of 2H’20 to early ’22. Founders are under stress where growth has slowed or stopped, and VCs are under even more stress than in other challenging times because they might l
Martech
JANUARY 27, 2023
Marketing laws and regulations are nothing new. Until relatively recently, marketing regulations rarely went beyond the realms of trademark, truth in advertising and similar areas of consumer protection. The 21st century changed much of that. Data got faster, cheaper and more voluminous. Search engines, social networks, tracking widgets and more have made it easy for even the most novice of two-bit marketing organizations to get the most direct form of customer insight — in the form of something
Membrain
JANUARY 15, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Jennica Dixon , COO of Slattery Sales Group , for an insightful discussion on all things sales.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Partners in Excellence
JANUARY 5, 2023
A characteristic of every human being is the tension between Discomfort and Familiarity. Some of you might respond, appropriately, “Well Duugghhh Dave, isn’t that why it’s called discomfort?” It’s obvious, we are comfortable with that which is familiar. How we work, how we spend our time, where/who we find joy. The more familiar it, is the more comfort we have, the more we tend to stick with doing the familiar.
Iannarino
JANUARY 1, 2023
A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion. A sales champion is a contact who will advocate for you.
Search Engine Land
JANUARY 20, 2023
There’s software to track just about every piece of SEO data. For marketers, this is a blessing and a curse. Access to data helps make savvy marketing decisions and, when analyzed correctly, aids a deeper understanding of users. That said, having access to data doesn’t necessarily mean you need to monitor it, especially if it’s unhelpful or feels overwhelming.
SaaStr
JANUARY 20, 2023
What do VCs want today? with @HarryStebbings The Trifecta. Growth, Efficiency, and High Margins. All Three. Like the old days. You don't get a pass on growth just because of the economy, or macro slowdowns. pic.twitter.com/73p146F4dS — Jason Be Kind Lemkin (@jasonlk) January 19, 2023 So somewhat frequently I’ll see a VC just get burned and hazed on social media for saying something like, “The best founders respond almost instantly.” Or, “The best founders ge
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
Martech
JANUARY 13, 2023
“Efficiency,” “precision,” “agility, “more with less” — these words echo through Zoom calls, board rooms and budget pow-wows as economic uncertainty builds like black ice on a mountain road. Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. .
Membrain
JANUARY 4, 2023
Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.
Partners in Excellence
JANUARY 11, 2023
There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes. Sellers of all types are foaming at the mouth about how we leverage this tool to expand our outreach.
Iannarino
JANUARY 17, 2023
There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, sales development rep, or business development rep. In the financial industry, a lot of salespeople have the title of vice president because the industry wants them to be peers with a higher level of client in B2B sales.
Speaker: DeAnna McIntosh, Retail Growth Strategist
The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.
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