This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested. And two, sales tactics are not just learned in the classroom – it’s a never ending journey of ‘sales-education’.
The idea of a battle card is to provide a salesperson with information that might help them beat a rival for a prospective client’s business. Many of these battle cards provide a company overview and identify the stakeholders involved in the purchase, the target customers, industry opportunities, product features, competitor analysis, responses to common objections, and success stories.
Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets. At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the
In today’s fast-paced business world, every penny counts. As a business owner, you’re always looking for ways to cut costs and maximize your profits. One area where you can make significant savings is by choosing the right water plan for your business. Water is an essential resource, and it’s crucial to ensure that you’re getting the best deal possible.
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
Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Dig in to the episodes below to get real-life advice from leaders who have been there and done that. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.
Your prospective client is trying to understand their problem and what they need to change to reach their desired outcomes. Today, almost everything we do provides data, and buyers and decision-makers are interested in it because it provides an objective view to their problems and potential solutions. As a salesperson, you can use data to bolster your claims in the sales conversation.
It’s early September. It seems my calendar is filled with with deal and pipeline reviews. Everyone’s scrambling to finish Q3 and lining up to have a strong year end finish. It’s Thursday, 9/7, in just the last 24 hours, I’ve done reviews with teams in China, Australia, Sweden, Spain, Israel, Canada, and all over the US. I’ll be revisiting those countries and more in the coming weeks.
It’s early September. It seems my calendar is filled with with deal and pipeline reviews. Everyone’s scrambling to finish Q3 and lining up to have a strong year end finish. It’s Thursday, 9/7, in just the last 24 hours, I’ve done reviews with teams in China, Australia, Sweden, Spain, Israel, Canada, and all over the US. I’ll be revisiting those countries and more in the coming weeks.
Insights from Marissa Freeman, CMO of Union Square Hospitality Group In the realm of business, the art of creating indelible impressions transcends transactions—it’s about shaping perceptions, fostering connections, and embodying values. In a compelling episode, I had the privilege of engaging in a dialogue with Marissa Freeman , Chief Marketing Officer of Union Square Hospitality Group.
Google has confirmed that the August 2023 Core Update – the second core update this year – has completed rolling out. The update started on August 22, 2023, and completed 16 days later on September 7, 2023. Why we care. Google algorithm updates are critical for all brands, businesses, and organizations to be aware of because they can impact how your site performs in search results.
In the past few days, several people have shared content touting the idea that technology can improve sales results. A number of the cited statistics point to a particular application that provides better outcomes. This belief began with the CRM and the promise of greater accountability and control, with neither being true.
The new Salesforce Data Cloud Consultant Certification How to become a Salesforce Certified Data Cloud Consultant The new Salesforce AI Associate Certification How to become a Salesforce Certified AI Associate Why these new certifications matter Get started today Salesforce is helping customers understand artificial intelligence (AI) and Data Cloud by delivering two new certifications that objectively validate individual skills and experience that team members need to build trusted AI and data s
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.
Achieving our desired success requires aligning our priorities and values with specific far-reaching goals to include the latest applicable technology. Observing, listening, asking questions, and tapping into our intuition regarding possibilities leads us to the next phase. Researching relevant technology and becoming familiar with what other countries are implementing is vital.
TikTok is the search engine of choice for more than half of Gen Z and influences their purchase decisions more than any other platform. That’s according to a new survey from Her Campus Media, a Gen Z media and college marketing company. Why we care. Although Google dominates search in the U.S. (77.5%) and globally (83.5%), Google has acknowledged TikTok search as a growing threat.
This post will explain what you need to know about the One-Up Book Club. It will summarize why it’s necessary, how it will help you become a better salesperson, what kinds of books we will read, and what resources you can expect.
Learn MuleSoft skills on Trailhead with new hands-on challenges Get more feedback with Enhanced Quizzes For the first time ever, you can now learn MuleSoft skills and get hands-on experience for free on Trailhead , Salesforce’s online learning platform. Gain access to a free test version of MuleSoft, including the same tools you’ll use on the job, so you can confidently take charge at work, add new skills to your resume, and help your company succeed.
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.
In the ever-evolving landscape of business, the symphony of success hinges on an orchestrated dance between strategies and adaptability. Amidst the hustle and bustle, the realm of B2B sales stands as a linchpin. Bridging transactions with relationships. In a thought-provoking conversation, I had the privilege of engaging with Lisa J. Smith , the astute CEO and Founder of SmithCo —a sales consulting firm dedicated to empowering modern mid-size B2B businesses.
Much has been written about Google Search Generative Experience (SGE), but the most important questions remains unanswered: If and when Google SGE goes live, how will it impact organic traffic? Will our traffic drop, and if so, by how much? And what can we do about it? This article presents a framework that can provide clear answers to these questions.
You and I live in a time where the rate of change is accelerating, and this has generated stress and anxiety among many people. You and I might feel nothing is how it should be, or how we want it. Unfortunately, there is no way to slow the rate of change, so it is increasingly difficult to keep pace.
Ever wondered how speed, trust, and sales intermingle in the complex world of marketing? In today's episode we have our special guest Randy Gerson , CEO of Gerson & Associates. As a standout salesperson at Xerox and an influential marketer, Randy brings a unique perspective to the table that you won't want to miss.
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.
The next in our series on CRM adoption takes up an important topic: the 8 reasons CRM implementations are never actually completed. 1. Lack of Clear Processes When a CRM adoption is not completed in a company, it’s easy to blame one particular individual or group. But one basic reason is a lack of clear processes. We’ll get into this more in detail further along in this article, but if a company has not detailed the goals and purposes of a CRM, and precisely the route the CRM adoption is going t
Threads users can now search through posts on the platform. Meta CEO Mark Zuckerberg announced the new functionality has now been rolled out to most English and Spanish-speaking countries, including the US and UK. The new search feature is available on both the Threads mobile app and web app. Why we care. Potential customers now have a new way to search for and discover brands on Threads, which could result in increased visibility.
You can lose an opportunity before you create it. There are several mistakes that can end your chance of winning your prospective client’s business, and if you’re not focused, your first meeting with a prospect can also be your last.
A little more than half (53%) of B2B marketing managers say their budgets are up this year compared to 2022, according to a new study. Despite this, the marketers don’t believe that they’re getting the funding they need. While they asked for an average of $88,000 per campaign, the approved average was just $62,000, according to the survey by the website B2Breviews.com.
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.
Navigating the world of Mulesoft implementation can be a daunting task for many. With an estimated 85% of businesses globally utilizing APIs to streamline operations, understanding Mulesoft is more critical than ever. This blog aims to simplify the process by providing a step-by-step guide to crafting a robust Mulesoft implementation plan for optimal integration.
Google Ads is finally including customer ID numbers in its emails. The change was first spotted by digital marketing expert Greg Kohler , who shared a screenshot on X (the platform formerly known as Twitter): He said: “Customer ID’s in Google’s emails? Going to chalk this one up to #PPCChat respectfully grumbling about it not being included in past emails.” Why we care.
How do you instantly tell the difference between a good cold email template and a bad one? Look at who wrote the cold email and their average response rates. Depending on your company, cold email writing is commonly shared between sales reps and marketing. According to Campaign Monitor, a good response rate should be 10%. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 million cold emails.
The holiday shopping season is already upon us and brick-and-mortar stores should be nervous. While 81% of consumers said they prefer shopping in-store, that’s only 9% more than said they prefer online shopping, according to a new survey. Despite this, more shoppers said they prefer to make holiday purchases from small, local businesses (58%) than online-only ones (55%), according to the survey by Bazaarvoice.
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.
When we talk about sales coaching , most often we think of a sales manager offering advice, suggestions, and assistance to a member of their sales team. But this type of coaching is only one layer of an effective coaching system.
Google has slowly been rolling out its Enhanced Ad Privacy functionality in Chrome. This technology allows websites to serve ads based on your browser history – unless you manually turn it off. Why we care. Some folks are worried that this tech might invade their privacy. More and more people are speaking up, saying they don’t like the idea of their online actions being watched for ads.
By Win Salyards , Senior Marketing Consultant at Heinz Marketing Excellent! You’ve triumphantly sealed the deal in a B2B transaction and warmly welcomed a fresh face into your customer base. But don’t let the curtain fall just yet; the work has only begun. A well-crafted post-sale customer marketing plan is vital to constructing solid customer relationships, minimizing attrition, and extracting maximum lifetime value from your clientele.
Google has slowly been rolling out its Enhanced Ad Privacy functionality in Chrome. This technology allows websites to serve ads based on your browser history — unless you manually turn it off. Why we care. This new approach to serving targeted ads stems from the interest-based targeting proposal known as Topics (part of the Privacy Sandbox Project).
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.
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
130 
Let's personalize your content