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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
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.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
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
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?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
DECEMBER 5, 2024
This month's Revenue Builders Podcast episodes shared a central theme of delivering value. In sales we often think about value as something we deliver to our customers, which is true - but value is also something delivered to teams by their leaders, to reps by their organization and to sales organizations by their customers. In the below episodes, we were joined by some highly accomplished guests who shared new ways of thinking about value and how we can become the most valuable leaders, service
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.
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 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.
Advertisement
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.
G2
DECEMBER 6, 2024
Looking for the best AI chatbots? I tested the top ones, from ChatGPT to Gemini, to help you find the best free AI chatbots for smarter conversations.
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.
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 5, 2024
“You’re damned if you do and damned if you don’t.” This expression applies when trying to create and execute personalized campaigns. If you go too deep into understanding prospects’ or customers’ needs and preferences, you can’t scale the campaign. If you go too shallow, then the message lacks relevance and connection to buyers. It’s a challenge we’ve faced while working with clients over the years.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
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.
G2
DECEMBER 4, 2024
B2B marketing and selling have not been able to keep up with changes in buyer preferences. Despite the change in how buyers make decisions, marketing teams still focus on generating leads, and sales teams hound those leads for meetings in the belief that this is the path to revenue.
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.
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.
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!
G2
DECEMBER 6, 2024
Master the 16 key advertising metrics that matter most for ad network success.
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.
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.
Martech
DECEMBER 2, 2024
Marketing teams are leading the adoption of generative AI, but are they using the right tools to drive real outcomes? Predictive analytics helps CEOs and CFOs allocate credit through multi-touch attribution (MTA), while data scientists use it to forecast patterns. However, for marketers, success lies in understanding the interrelationships within programs that drive outcomes.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SaaStr
DECEMBER 6, 2024
Found out over the weekend another 2 CEOs Ive known for a long time that raised $50m+ recently just quit their start-ups I guess this is fine now — Jason ????SaaStr 2025 is May 13-15 Lemkin (@jasonlk) November 11, 2024 So theres a quiet trend Ive observed for a while but didnt want to call a trend. Didnt want to see it as a new thing. But I think it is.
Sales Pop!
NOVEMBER 30, 2024
As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. Potential territory realignments and new account assignments present both new and foregone opportunities as we proceed laser-focused on our pursuits and clients, those current and those likely to become ours on Jan. 1.
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.
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.
Advertisement
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
SaaStr
DECEMBER 3, 2024
Who is Peter Gassner CEO and Founder of SaaS Leader Veeva Systems Peter Gassner has established himself as a significant figure in enterprise software, particularly through his leadership at Veeva Systems. His journey into technology leadership emerged from a strong technical background – he began his career as a software developer and gradually moved into executive roles.
Membrain
DECEMBER 1, 2024
Ever wondered how to master the balance between automation and personal touch in sales? Join us in this episode with our guest, Anthony Nicks , Founder, CEOat Transformative Sales Systems.
G2
DECEMBER 4, 2024
Focus on all parts of the marketing funnel to shape the market, advises Grammarly CMO. Learn why communication is a strategic imperative today. Read more.
Martech
DECEMBER 4, 2024
The boom in ecommerce has transformed how we shop, but it’s also brought a pressing challenge: managing product returns. Retailers must find the right balance between keeping customers satisfied and protecting their bottom line, making returns a key factor for building customer loyalty. Ecommerce returns: The challenge of keeping customers happy and profitable The global ecommerce market is rapidly growing, projected to rise from $6.3 trillion in 2024 to $8 trillion by 2027.
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.
Expert insights. Personalized for you.
271 
Let's personalize your content