Sat.Oct 05, 2024 - Fri.Oct 11, 2024

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Building a High-Performance Sales Team

Anthony Cole Training

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things. However, there are several steps a sales manager can take to establish a motivating environment for salespeople in order to build a high-performance sales team.

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The Growing Problem of Literacy: Why Reading Books is Important

Iannarino

In a world increasingly dominated by screens, the ability to read and engage with books is slipping through the fingers of even the brightest students.

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Salesforce Inbox or Veloxy: Which is the Better Inbox Sidebar App?

Veloxy

Managing customer relationships effectively is more crucial than ever in today’s fast-paced, over-communicated business world. Salesforce Inbox is a business tool designed to streamline your email communication with clients and boost your sales productivity from your Outlook or Gmail interface. When you consider that 68.6% of business professionals rely on email as their primary communication tool, having an effective inbox solution becomes essential to your success as a sales profession

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SKO Advice for Leaders from John Kaplan and John McMahon

Force Management

Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here.

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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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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7-Steps to Achieve Sales Team Excellence

Understanding the Sales Force

The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Sure, they won half their games, but they lost the other half – many of them games they should have won. Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can!

Pitch 142
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How to Improve B2B Sales Onboarding to Drive Faster Results and Higher Revenue

Iannarino

Unlock the secret to transforming your B2B sales team’s onboarding process to accelerate success and increase revenue.

B2B 199

More Trending

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50% of B2B marketers won’t reach 2024 goals

Martech

No less than 50% of B2B marketers won’t reach their goals this year. When sales and marketing teams are firmly aligned, the outlook is much better, with 80% saying they will reach their goals. The insights come from a new Pipeline360 report, “The H2 2024 state of B2B pipeline growth” based on a survey of 500 B2B marketers in the U.S. and U.K.

B2B 129
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Cold Reach Outs: Do Email and LinkedIn Work?

Understanding the Sales Force

I last wrote about the efficacy of cold emails/LinkedIn Messages in February, when it was clear that immature AI and ineffective cold messaging wasn’t effective. The phone was and still is a better option. Read here. Although I continue to receive pathetic emails and Messages, I recently got one that was significantly better. Allow me to share some examples of typical emails/messages so that you can avoid these mistakes and then I’ll show one that suggests there is finally hope for

B2C 132
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Mastering Cold Outreach: Proven Strategies for Breaking Through the Noise in Sales Prospecting

Iannarino

Struggling to break through the noise with your cold outreach? Here’s how to turn challenges into opportunities and secure those elusive meetings.

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Podcast: Using Talent as a Growth Strategy with Mike Carroll

Membrain

Why do so many managers fall into the trap of reactive hiring, and what can be done to avoid it? Discover the transformative insights of Mike Carroll , the founder and CEO of Intelligent Conversations.

Growth 127
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Dont Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

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5 Myths About Autonomous Agents

Salesforce

It’s understandable to be confused about new and revolutionary technologies like autonomous agents. Will they really deliver value? What can and can’t they do? Aren’t they just glorified bots? These are legitimate questions, and as with any new technology, there are some misconceptions floating around that might cloud your understanding of its potential.

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Google rolls out new AI-organized search results, AI Overview links

Martech

Google is rolling out AI-organized search results, and the new links and citations format in the Google AI Overviews. AI-organized search results. The new AI-organized search results, as we covered in May , are now rolling out in the U.S. This includes search results organized by web, including articles, videos, forums and more. Google said in its testing, searchers “have found AI-organized search results pages more helpful.

Retail 117
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How to Improve Sales Conversations: Decision Enablement and Client-Centric Selling Strategies

Iannarino

Unlock the secret to closing more deals by focusing on decision-making over pitching your solution.

Clients 183
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Visual content and SEO: How to use images and videos in 2025

Search Engine Land

Many businesses are finding their digital marketing efforts falling flat despite producing content regularly. The culprit? An outdated approach that neglects the growing importance of visual content in SEO. With tech giants like Google and Apple prioritizing AI-powered visual search, companies that don’t adapt risk losing visibility and relevance.

CTR 111
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Increase Revenue With Better, Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

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5 Interesting Learnings from Zscaler at $2.5 Billion in ARR

SaaStr

So Zscaler is a security juggernaut well known to everyone in the industry, but for whatever reasons, it doesn’t quite get as much attention outside of it. Wiz’s epic growth — and saying No to Google’s $22B offer — gets the attention. More obscure (but still important) vendors like Darktrace get attention due to their founder.

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What the LinkedIn debate over a HockeyStack report says about B2B marketing

Martech

Here’s a question to consider: Does it take more than 250 touchpoints to close a B2B SaaS deal in today’s world? That’s a lot of touchpoints. But B2B software sales are incredibly complicated things. They involve a lot of people. Any sizable B2B SaaS deal includes: A buying committee. Influencers (not the ones you see on TikTok, but old-school influencers).

B2B 107
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GTM 116: The Future of SEO and AI’s Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz

Sales Hacker

Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. He has worked with major brands like Shutterstock, Gusto, WordPress, Quora, Mixpanel, and Zendesk to build and execute global SEO strategies that dramatically increase their visibility at scale. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company.

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How to use Microsoft Clarity for deeper website analytics

Search Engine Land

Microsoft Clarity is one of the best analytics tools you might not know about. This powerful, free tool enriches your existing analytics and customer profiling, offering deeper insights into user behavior. This article covers what Microsoft Clarity is and how to set up custom events to maximize its value for your website. TL;DR Clarity is a free, no-frills heatmapping and user session recording tool.

GTM 101
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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Dear SaaStr: How Many Options Should I Give to the First Non-Founder Employees?

SaaStr

Dear SaaStr: How Many Options Should I Give to the First Non-Founder Employees of they are making below market but non-zero salaries? Here’s the tough part. It’s really hard. What you should do is give them say 3x their forgone salary in stock — 3x to account for risk. So let’s say you hire a seasoned engineer in the Bay Area and her salary ‘should’ be $120k, but she works for you for $60k instead.

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Google blasts DOJ’s ‘radical’ proposed breakup plan

Martech

Google today pushed back on “radical and sweeping proposals” from the U.S. Department of Justice in its ongoing antitrust lawsuit over Google’s illegal search monopoly. These proposals are the latest developments in a lengthy and ongoing legal battle. Some of the suggestions are raising alarms about their potential impact beyond the scope of the case.

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How to Build Lasting Relationships with Loyalty Marketing

Salesforce

Today’s consumers encounter an unprecedented number of brands on a daily basis. Their purchasing decisions are influenced by value, trends, and quality, which make them more open to experimenting with new products and brands. This means businesses need to prioritize loyalty marketing to build lasting relationships with their customers. To have an effective loyalty strategy, you must not only adapt to changing consumer behaviors but also anticipate and meet those consumers where they are in thei

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Meta introduces generative AI video advertising tools

Search Engine Land

New generative AI video creation tools for advertisers on Facebook and Instagram, Meta announced today. The tools are rolling out in Advantage+ creative and will be more widely available to advertisers early next year. Meta rolled out generative AI tools to resize images, change backgrounds and repurpose existing images to create multiple versions of ads in May.

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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

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Dear SaaStr: If a Startup at $1.5M ARR is Hiring a COO, How Much Equity Should They Get?

SaaStr

Dear SaaStr: If a startup is at $1.5M ARR and is looking to hire an experienced COO how much equity should they give him/her? 0%. I think $1.5m ARR is too early for an experienced COO in 95 cases out of 100 — unless it’s a total rocketship and you plan to be at $10m+ ARR within 12 months. At $1.5m ARR you should still be the COO. You should find, hire, and manage the VPs of Sales, Marketing, Customer Success, Product and Engineering and even Finance yourself.

Finance 93
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What are marketers’ investment priorities as 2024 winds down?

Martech

Many marketing organizations spent the last couple of years watching their budgets carefully as interest rates rose and VC money dried up. As a result, many companies invested less in technology than they had in previous years. Dotdigital’s CMO Tracker survey asked 750 CMOs from the U.S., U.K. and Australia about their spending priorities. In this episode of the MarTech.org podcast, Juliette Aiken, CMO of Dotdigital, sits down to discuss the findings of the report.

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Re-visiting the Skill of Working Across the Organization

The Advantexe Advisor

Business organizations and their talent development leaders are still dealing with the long-term impacts of the post-pandemic world where some people remain working remotely and others are back in the office five days a week. If you haven’t noticed, things are very different, and there are many leaders who will say that they are getting worse and not better.

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Key PPC ad strategies for home services

Search Engine Land

Home services are constantly searched for online, making them both in high demand and high supply, driving CPC to higher numbers than ever before. While PPC ads remain a powerful lead generation tool for home services, the landscape has become more expensive and complex. Whether you work for an agency specializing in home services or handle marketing in-house, finding cost-effective strategies is crucial.

Service 96
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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

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The Quiet Liquidity Crisis in SaaS

SaaStr

So Thomasz Tunguz put together a great chart summarizing one of my top worries over the past 24+ months in SaaS. He summarized the M&A (acquisitions) of The Top 10 Software Acquirers. And what you can see is there is really almost no liquidity for startups and scale-ups in SaaS and Cloud at the moment. And there hasn’t been for a while: It was great times for SaaS liquidity in late 2020 through the end of 2021.

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Meta announces genAI video tools for advertisers

Martech

Today, Meta announced new generative AI video creation tools for advertisers on Facebook and Instagram. The tools are rolling out in Advantage+ creative and will be more widely available to advertisers early next year. In May, Meta rolled out genAI tools to resize images, change backgrounds and repurpose existing images to create multiple versions of ads.

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Unlocking Synergy Between Sales and Accounting

Adaptive Business Services

Proper communication and teamwork are the cornerstones of an efficient working environment. Studies show that 73% of employees perform better when collaborating with their colleagues, and business leaders observe 30% higher productivity in collaborative work environments. This harmony can help an organization maintain a competitive advantage in a fast-paced business landscape.

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The art of AI-enhanced content: 8 ways to keep human creativity front and center

Search Engine Land

As artificial intelligence (AI) becomes increasingly integrated into content creation, it’s easy to feel like the human element of writing might be overshadowed. While AI offers powerful tools that enhance productivity, streamline workflows and even generate content, it’s essential to retain your personal touch to create engaging and authentic material.

Trust 92
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Using Generative AI in Sales: Pros, Cons, and Considerations According to Sellers

Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A