Anthony Cole Training
DECEMBER 5, 2024
In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW. Lets pause and think about how we, as buyers, feel when a person is pressuring us to make a buying decision now.
Iannarino
DECEMBER 5, 2024
The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to guide the client through their decision-making process. To do this, you must create value for your client and position yourself as a trusted expert. This concept is crucial for effective sales conversations , especially when your clients are making high-stakes decisions and lack the experience to confidently choose the best option.
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Sales Pop!
DECEMBER 4, 2024
It’s the final crunch time to reach sales goals by the end of the year. Don’t let the excitement of the holidays distract you into complacency. Instead, use the holiday spirit to drive you to success. Start by evaluating your preparedness for the unexpected with a plan and business insurance , then create incentives that make sense with the season, and finally, keep your work and life balanced so you don’t lose what’s most important.
Martech
DECEMBER 6, 2024
The relationship between marketers and generative AI has been complicated from the start. Many marketers have approached AI-generated content with understandable skepticism, questioning its ability to capture the nuanced voice and creativity that great marketing demands. Below the surface of these concerns is the fear that AI might eventually replace human marketers altogether.
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
SaaStr
NOVEMBER 30, 2024
Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. As someone who has both succeeded and failed at making this critical hire, I can tell you that when it works, it’s transformative. When it doesn’t, it’s potentially catastrophic. A failed VP of Sales hire doesn’t just cost you immediate revenue—it creates a devastating ripple effect: You lose the second-order revenue (up to 6x the initial l
Cerebral Selling
DECEMBER 5, 2024
One of the biggest problems I hear consistently from my clients (even big, established companies) is that they get stuck in a sea-of-sameness and struggle to differentiate themselves from their competition. “We have a unique solution, leading technology, and an amazing, experienced team, but our customers still see us as a commodity! In the end, we have to give deep discounts to drag deals over the finish line.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesforce
DECEMBER 2, 2024
When you run a small business or startup, you may feel like you need to be great at sales, marketing, finance, and customer service, right? You’re not alone. As a small and medium-sized business (SMB) owner, you have to manage multiple jobs. That’s why it’s so important to keep learning, so your business can keep growing. And, the good news is that you can get free online courses (for small business owners) on demand, whenever you carve out time to learn.
Martech
DECEMBER 5, 2024
Most deliverability advice looks only at email list issues and how to design, send and manage your email campaigns. However, not all deliverability problems are solved by removing inactive subscribers and spam complainers, or tunin up your email coding to avoid triggering a spam filter. Instead, seemingly unrelated business decisions can affect the wider application of your email program and undermine its deliverability.
Partners in Excellence
DECEMBER 4, 2024
This question was posed in an email I received recently. It struck me, for a number of reasons. People who know me well, sometimes ask, “Dave, why do your work so hard! You certainly don’t need the money, but you continue to be one of the busiest people I know. What causes you to keep it up? Why don’t you take more time off?” The response has been the same over all the years people have asked that question.
SaaStr
DECEMBER 5, 2024
So it’s interesting how folks craft headlines from data. Carta release its latest funding data the other data for 2024 Year-To-Date here : What you can see is that large, hot AI later stage deals overall are indeed driving venture capital deployments up ~ +17% the year. But that’s for late-stage capital. Most of it AI driven. For early stage VC, it’s actually down -9% in 2024 over 2023.
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.
Sales Gravy
DECEMBER 2, 2024
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year.
Martech
DECEMBER 3, 2024
Ecommerce is experiencing the best holiday season ever, keeping pace with a record-breaking forecast from Adobe Analytics. Cyber Week, the period just concluded from Thanksgiving to Monday, brought in $41.1 billion in U.S. online sales, up 8.2% year-over-year. Last year, the five-day period saw a 7.8% YoY increase , with $38 billion in U.S. ecommerce sales, according to Adobe.
Partners in Excellence
DECEMBER 2, 2024
This is a bit of a tough post for many readers who are leaders. It forces them to reflect on your own capabilities and those of the management teams they lead. A key question, “When reflecting on your own capabilities, and those of the managers on your team, are you ‘A Players?'” Be honest with yourself, if you aren’t you can develop, more later.
Sales Hacker
DECEMBER 3, 2024
Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode: The fallacy of “what got you here won’t get you there” in revenue leadership.
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Iannarino
DECEMBER 3, 2024
Are you ready to break free from stagnation and embrace the habits that will lead to lasting success and meaningful leadership?
Martech
DECEMBER 4, 2024
Almost 90% of B2B buyers prefer content from trusted B2B influencers over sales messages from B2B brands. That’s a statistic from a recent survey by LinkedIn and it echoes what Demandbase CMO Kelly Hopping recently told us : “They’re going to trust hearing from that guy, versus the Demandbase brand.” But just who is “that guy”?
Salesforce
DECEMBER 4, 2024
Disclaimer: All statistics mentioned in this article are sourced from the 6th edition of Salesforce’s Small and Medium Business Trends Report. Every year, lots of small and medium businesses (SMBs) start with high hopes of making it in a tough market, despite facing many challenges. And, every year, we are here at Salesforce helping them stay up to date with the latest trends.
SaaStr
DECEMBER 1, 2024
Dear SaaStr: What is the shortest time it took for a company to go from concept/launch to their IPO? I think Lotus Software (of 1-2-3 fame) must be close. It shipped Lotus 1-2-3 in January ’83 and sold $50m in software in its first year on the market — that must be $100m+ in today’s $$$. Versus, apparently, a plan for $1m in revenues the first year acc. to Wikipedia.
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
DECEMBER 4, 2024
Navigating the modern world of B2B sales feels like solving an ever-evolving puzzle. The challenges we face are shaping how we succeed in sales leadership and productivity.
Martech
DECEMBER 3, 2024
The hype around artificial intelligence may be heading into the “trough of disillusionment,” as Gartner calls it, but the technology continues to progress in big, disruptive ways — especially for martech. That is the nutshell version of the “Martech for 2025” report from Scott Brinker, editor of chiefmartec.com, and marketing technologist Frans Riemersma , released today. “AI is reshaping marketing and martech,” they write.
Hubspot
DECEMBER 2, 2024
Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential.
Salesforce
DECEMBER 3, 2024
Navigating the AI landscape can be daunting, given the sheer number of choices available. But despite all this choice, no single platform can meet everyone’s needs. That’s why we’re committed to an open model ecosystem that lets you tailor your artificial intelligence (AI) solutions precisely to your business requirements. Building on the success of our bring-your-own-model ( BYOM ) approach, which gives customers greater flexibility when choosing a predictive AI model, we’re offering some
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.
Iannarino
DECEMBER 2, 2024
No one wants to buy what you sell. This is true, no matter what it is that you sell. Like all good salespeople, you will see the truth in this big idea and understand the better strategies to use in B2B sales. The best salespeople know that their clients buy something more than their solution. If you’re unsure of what I’m saying, it will become clear as you work through this article.
Martech
DECEMBER 6, 2024
Many marketers are familiar with using generative AI for its content-creation capabilities, but AI presents opportunities to help marketers natively within applications they use in their martech stack every day. Beyond generative AI, opportunities await marketers with machine learning and other forms of AI. What keeps many organizations from moving forward with these initiatives are obstacles around team training and data governance.
Hubspot
DECEMBER 4, 2024
I think that we’ve all faced the music: AI is (whether we want it to or not) changing the way that we do business. And, in my humble opinion, I’m not mad at it. Its offerings have been pretty beneficial thus far. But even if you’ve accepted this fate (or maybe you’re cautiously on the fence), you’re likely part of a select group of people who are still wondering what AI is really doing to empower both small and large-scale businesses.
Salesforce
DECEMBER 2, 2024
Most B2B marketers have used account-based marketing (ABM) for years. But today’s ecosystem demands an even more targeted approach to buying committees. A strong opportunity-based marketing strategy will help you achieve that. Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. I challenge marketers to rethink how they align with the sales team.
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.
Membrain
DECEMBER 4, 2024
Every sale, in the end, is a decision. To make more sales, salespeople need to understand how their customers make decisions. In order to understand how they make them, they need to understand the context in which they are making them.
Martech
DECEMBER 2, 2024
Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.
Highspot
DECEMBER 5, 2024
The most successful enablement teams prove to be resilient and innovative. While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. Theyre willing to make mistakes, test new angles, learn, and evolve. They dare to go beyond whats historically been possible.
Salesforce
DECEMBER 5, 2024
Let’s be honest, traditional small businesses may be hesitant to dip their toe into new technology. But for 5P Consulting , a small consulting firm founded in San Diego, technology is the very business of their business. 5P Consulting’s mission is to optimize organizations and drive them to improve business productivity through process and advanced technology.
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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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