Veloxy
DECEMBER 21, 2021
The new year is upon us, and along with it comes new sales resolutions. One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. Imagine how much revenue those sales orgs are losing every single year. The quickest way to resolve this problem is to automate Salesforce.
Iannarino
DECEMBER 24, 2021
Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I expect will soon be replaced with "outcomes").
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Sales Pop!
DECEMBER 23, 2021
Your hybrid sales team performs well, but there is always room for improvement. With the right approach, you can help your hybrid sales team reach its full potential. Now, let’s look at five tips to improve sales across your hybrid sales team. 1. Keep the Lines of Communication Open. Give your hybrid sales team the support it needs to succeed.
Anthony Cole Training
DECEMBER 23, 2021
Working with clients can sometimes be difficult. But in successful relationship selling, it's critical that you are regularly showing gratitude and thanks.
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
Cerebral Selling
DECEMBER 20, 2021
One of the most important concepts in negotiation has to do with feelings of satisfaction. In other words, regardless of whatever concessions you decide to give it’s important for the other party to FEEL like they’re getting a good deal. That’s why one of the most effective ways of reducing the size of the concessions you give while increasing the other side’s level of satisfaction (especially when negotiating at month-end ) is giving in slowly.
Tibor Shanto
DECEMBER 21, 2021
By Tibor Shanto. While this time of year is great to unplug, there are some habits we can work on while celebrating. One not unique to this time of year is reflection, the year that was, the year to come. I say not unique, because sales pros are always looking to the past to execute here and now. Change requires understanding, understanding is a result of learning, from books, others, or life.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
DECEMBER 23, 2021
With four digital events plus SaaStr Annual, we have 100+ videos just from 2021 for you! Our top videos alone cover a wide range of topics important to SaaS Founders and CEOs: building a unicorn, scaling, fundraising, customer success, mental health, and more. Here are the Top 10. 10. A Deeper Dive on How to Collaborate, Manage, and Work with Developers with Twilio’s CEO Jeff Lawson and SaaStr’s Jason Lemkin. 9. 3 CEO Lessons in Scaling Enterprise CX with HubSpot’s CEO and firs
Sales Pop!
DECEMBER 23, 2021
The online shopping industry was growing at a healthy rate until the COVID-19 pandemic arrived. As consumers were forced to stay indoors, they turned to their digital devices to shop and interact with their favorite brands. The e-commerce explosion was a surprise at first, but it has since led to cutthroat competition in an oversaturated market. Here are the five e-commerce challenges that business owners will face in 2022 and how you can stay ahead : Living up to customer expectations.
Tibor Shanto
DECEMBER 20, 2021
Subscribe today , and take the Breakfast on the go! Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support.
Martech
DECEMBER 21, 2021
2021 was the breakout year for marketing operations. The marketing function that was once behind the scenes is now stepping onto center stage, largely driven by the need to manage digital and data, not to mention the heavy migration to a remote-first work environment. Companies were forced to make hard pivots in their marketing strategy, and they needed strong marketing operations muscle to do 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.
Heinz Marketing
DECEMBER 22, 2021
By Tom Swanson , Engagement Manager at Heinz Marketing. “A story doesn’t work when its your story. It works when it becomes their story”. Seth Godin said that in a blog post, and it is so easy to look at that and just agree, but there is one key thing to unpack. The word “ becomes ” is the key component of that entire quote, because that is what we need to do.
Sales Pop!
DECEMBER 23, 2021
Payment analysis with the help of special software provides valuable information about the state of the business. This knowledge can (and should) be used to improve and grow the business. While accountants and others in the finance department know the value of payment analysis, many entrepreneurs may not see how important it is. Understanding and embedding payment analysis into the business helps assess the factors that affect or, conversely, hinder a business’s growth as well as identifyi
Search Engine Land
DECEMBER 20, 2021
This update seemed to be focused on changes around proximity and distance. Please visit Search Engine Land for the full article.
Martech
DECEMBER 23, 2021
Brands have long understood the importance of customer-centric approaches to marketing. But the notion of “responsible marketing” is gaining steam, filling the gaps those other approaches failed to address. “It’s marketing with a conscience,” said Frank Brooks, head of EMEA marketing at dotdigital. “It’s ensuring you’re not just doing things for the sake of doing it by the book — you’re going above and beyond to put your customers first, to think about the wider impact your marketing
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SaaStr
DECEMBER 20, 2021
We don’t often summarize interviews in other media, but I really liked this piece in FT on the changes Yamini Ragan made when she became HubSpot’s CEO, promoted from CCO. They’re changes you might want to make as well if you focused on SMBs and mid-market especially: #1. Moving from Churn to NRR as the Core Retention Metric. This may sound obvious to more enterprise folks, but many Very Small Business and SMB focused SaaS companies still focus more on churn than NRR.
Sales Pop!
DECEMBER 21, 2021
When it comes to recruitment, some employers still typically rely on just the resumé of the candidate. Although this is not a bad thing, there’s only so much a resumé can give. According to Workonics data, 60% of recruiters judge candidates based on their personality traits, social skills, and emotional intelligence. These are things you don’t typically get from a resumé.
Sales Hacker
DECEMBER 20, 2021
COVID-19 was a sink or swim moment for many companies. The choices were simple: dive headlong into a decade’s worth of digital transformation , or go out of business. As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Today, not much has changed.
Martech
DECEMBER 20, 2021
“I want to introduce you to the DAM playbook that looks at digital asset management,” said Mark Davey, founder of IQ Equity, in his presentation at our MarTech conference. “The reason so many DAM systems and strategies fail is that their complexities aren’t understood fully.”. Davey and his team put together this resource to help marketers organize their digital assets.
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
DECEMBER 20, 2021
Brent Adamson wrote an outstanding HBR article on “ Sensemaking For Sales.” It’s an important concept, focused on helping our customers make higher quality decisions, with greater confidence. One of the most important things Brent discusses is how customers tend to cope when faced so much high quality information. Customers tend to fall back on what they already know and have confidence in.
Sales Pop!
DECEMBER 21, 2021
6 ways can earn money more through eCommerce. Long gone are the days where the only way you can make money is by slaving away in an office and being under the thumb of the boss. In this office, you won’t benefit when you make the company money. Thanks to the internet, we can now all be our own bosses and enjoy all the benefits that come with working from home.
Search Engine Land
DECEMBER 22, 2021
In Part 5 of our Messy SEO series, we look at the results from Google’s title tag changes and other SERP issues affecting MarTech. Please visit Search Engine Land for the full article.
Martech
DECEMBER 22, 2021
The sheer amount of customer data available to brands almost makes fragmentation inevitable. Even when using a CDP or DMP , marketers need robust solutions and strategies to overcome these issues. “Each touchpoint is storing data about your customer about that customer journey,” said Ganesh Subramanian, Director of Product Marketing at Snowflake, at our MarTech conference.
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
DECEMBER 23, 2021
Q: Dear SaaStr: How Can I Develop Confidence as a Startup CEO? We’ve all been there in the early days — and even beyond. You can have 1000% conviction in your start-up but still not be 100% confident in yourself as a CEO yet. It’s OK. It’s natural. But you need to be confident enough to lead the team and make everyone believe. At least 95%+ confident you can build something great.
Sales Pop!
DECEMBER 20, 2021
One of the most important recruitment tools that many real estate brokerages have access to is drip marketing campaigns. Through the strategic scheduling of newsletters and other forms of messages, you can communicate more efficiently with both passive and active candidates. When implemented correctly, drip campaigns ultimately increase your chances of attracting the best real estate agents.
Gong.io
DECEMBER 21, 2021
If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it. When that model succeeds in driving rapid growth early on, it gets validated and often solidified in the minds of company leadership as the enduring formula
Martech
DECEMBER 21, 2021
“Marketing operations is the central nervous system of marketing,” said James Delande, BrandMaker’s Director of Product Marketing, at our MarTech conference. “What that means is that the integration with other applications in your stack, and the visibility and control you gain, will provide you with the ability to make decisions on the fly.”. Many brands know marketing ops is an important piece of any campaign, but not all know how to orchestrate them effectively with high-level strategies.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
SaaStr
DECEMBER 24, 2021
Q: How much should an entrepreneur worry about competition in an early-stage startup? You are going to obsess about competition. You won’t be able to help it. And mostly it’s healthy. But one thing we’ve all learned is we worry just a bit too much — and the wrong way. It’s so easy to obsess about competition. They are all over Twitter, in every deal, every discussion with the sales team.
Search Engine Land
DECEMBER 23, 2021
From the deprecation of broad match modified keywords to FLoC to RSAs becoming the default, PPC professionals dealt with a lot of change in 2021. Please visit Search Engine Land for the full article.
Spiro Technologies
DECEMBER 23, 2021
We’re one week away from the great reset, when all of this year’s achievements will go out the window and we’ll be left looking at the blank slate of the upcoming year. For salespeople, this is doubly impactful, as our annual quota starts from zero and we’re forced to start rolling the boulder from the bottom of the hill once again.
Martech
DECEMBER 22, 2021
There’s a sense of tectonic shift in the marketing technology space right now. Of course, it’s a space which has been growing and evolving at a staggering pace for some ten years. I’m talking about more fundamental change. Think of marketing automation, CRM and customer data as three of the tectonic plates which make up marketing technology’s crust.
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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.
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