Iannarino
OCTOBER 28, 2023
You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause clients to disengage and look elsewhere for someone who can help them with their business.
Sales Pop!
NOVEMBER 2, 2023
Promoting the Best Salesperson: A Recipe for Disaster Have you ever witnessed the scenario where the best salesperson in your team. It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? It’s a situation that plays out in businesses all too often. Consequences can be detrimental to both the individual and the organization.
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Anthony Cole Training
NOVEMBER 3, 2023
We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.
Partners in Excellence
OCTOBER 31, 2023
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.
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
Iannarino
NOVEMBER 2, 2023
On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer because I didn’t believe I could publish from there. Outside of those 13 days, I have written and published every day, amassing over 5,100 articles and six books.
Sales Pop!
OCTOBER 31, 2023
Are you grappling with the challenge of finding the right prospects for your business? Do you often find yourself overwhelmed by the task of prioritizing and selecting accounts that truly merit pursuit? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
NOVEMBER 3, 2023
One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” If you aren’t watching it, you should. It’s huge fun–and every once in a while they get onto some really interesting issues. Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh!
Iannarino
OCTOBER 31, 2023
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
Understanding the Sales Force
OCTOBER 30, 2023
Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” While watching game 2 of the 2023 World Series, it occurred to me that while I still remember and can name every
SaaStr
NOVEMBER 1, 2023
So we’ve been fans of Bill.com for many years at SaaStr, and covered them from the very early days, as a niche product most hadn’t heard of. Well, fast forward to today and it’s truly an SMB powerhouse. At $1.2 Billion in ARR, it’s still growing 48% year-over-year. Yes, 48% at $1.2 Billion in ARR. How is SMB SaaS doing today?
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.
Partners in Excellence
NOVEMBER 2, 2023
I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” I ask to look at their calendars. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people.
Iannarino
NOVEMBER 1, 2023
While we have been distracted by technology , a pandemic, and the new business models sales organizations have adopted, every important KPI has fallen, and continues its decline. Win rates are down. Quota attainment is down. But instead of addressing the declining results, we have regressed to a more transactional approach to selling, though it fails to improve sales results.
Search Engine Land
NOVEMBER 2, 2023
Google’s November 2023 core update is now rolling out and may take up to two weeks to complete. This is the fourth broad core algorithm update of 2023. the first core update of 2023 was the March 2023 core update , which started rolling out on March 15 and was completed on March 28. The second core update of 2023 was the August 2023 core update, which started rolling out on August 22 and was completed on September 7.
Martech
NOVEMBER 1, 2023
I’m often asked whether we’re using ChatGPT in email marketing campaigns. (This question becomes more frequent as major ESPs rush to release their own version.) Despite genAI’s proliferation, I find the answer easy: we don’t use it for content, aside from maybe using it to generate ideas or as a rudimentary starting point. For final content generation, your team’s creative minds are far more refined and empathetic to the audience’s needs.
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Sales Pop!
NOVEMBER 1, 2023
Throughout the history of music, the piano has proven to be an instrument of great expressiveness and versatility. This has been made possible not only by the instrument itself, but also by the genius of numerous composers who have dedicated their lives to exploring its enormous potential. These remarkable individuals, who specialized in the piano, created intricate melodies and harmonies that stand the test of time, capturing the essence of their eras and touching the souls of countless listene
Iannarino
NOVEMBER 3, 2023
One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs that are false, outdated, or both. Attempting to argue with a decision maker to get them to forfeit their beliefs is a fool’s errand.
Salesforce
OCTOBER 30, 2023
Hi, I’m Kaelan! I’m a passionate Salesforce Certified Marketing Cloud Instructor and for the past few years I’ve taught people from all backgrounds, from complete novices to experienced Salesforce Admins, all about Marketing Cloud, how to become a Marketing Cloud Administrator, and even how to pass the Marketing Cloud Administrator Certification Exam.
Force Management
NOVEMBER 2, 2023
This month, our Revenue Builders guests shared some valuable breakdowns of key leadership skills. From hiring to reporting and developing innovative and effective processes — these guests have definitely been there, done that in the sales world, and we're proud to bring you their stories. These podcasts include insights from leaders of some of the top startups and tech companies of the past decade: Hubspot, Snowflake, MongoDB and more.
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.
Sales Pop!
OCTOBER 31, 2023
Let’s be honest, accounting isn’t exactly glamorous. As an entrepreneur, you want to pour your energy into your brilliant product and delighting customers. But skimping on financial management can sink promising young companies. Partnering with an expert accounting firm can help startups build a foundation for success. Experienced CPAs handle the necessities like taxes, cash flow projections, and exit planning, so you can focus elsewhere.
Iannarino
OCTOBER 30, 2023
One day, I was sitting on an airplane, waiting to take off. Before they closed the doors, a good friend called me to tell me that a person known to me was systematically tweeting something my friend believed would somehow harm me.
Martech
NOVEMBER 2, 2023
The European Data Protection Board (EDPB) is permanently banning Meta from using personal data for advertising across the EU and European Economic Area (EEA). As it stands, the ban cripples the company’s ability to sell personalized ads to the 258 million Europeans who use Facebook and Instagram each month. “Meta has been found … to not have demonstrated compliance with the orders imposed at the end of last year,” EDPB Chair Anu Talus said in a statement.
Salesforce
NOVEMBER 3, 2023
Generative AI chatbots are helping change the business landscape. But they also have a problem: They frequently present inaccurate information as if it’s correct. Known as “AI hallucinations,” these mistakes occur up to 20% of the time. “We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice.
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.
Search Engine Land
NOVEMBER 1, 2023
Ever wondered which search queries drive the most revenue for Google? It turns out that iPhone, insurance and cheap flight queries drove the most revenue for Google in the U.S., at least for one week in September 2018. The list of search terms appeared on a heavily redacted slide that was included in a PDF released this week as a trial exhibit during the ongoing U.S. vs.
Iannarino
OCTOBER 29, 2023
There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door insisting that you sell them your product or service, there is no demand. But don’t worry, you need not create demand, as humans already have desires, needs, and fears.
Martech
OCTOBER 30, 2023
We are grateful to Kath Pay and Ryan Phelan for their assistance with this guide. Email has long been one of the most reliable marketing channels for getting your messaging in front of your customers. Whether it’s content in the form of a weekly newsletter, a personalized promotion or an important account update, marketers need to trust that their message will be delivered and that they’ve optimized those messages to get maximum engagement.
Sales Hacker
OCTOBER 31, 2023
Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow – the media arm of the GTMfund brand – and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company.
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.
Search Engine Land
OCTOBER 30, 2023
Google Bard , the conversational AI tool by Google, can now respond to your questions in real-time. You can turn it off and tell Bard to only respond once the answer is complete, but now, by default, Bard writes out the response in real time. Default on. By default, Google has turned on real-time responses, so you can see Bard typing the answer as it figures out the response.
SaaStr
OCTOBER 29, 2023
Dear SaaStr: What does a US-Based SaaS company Need to Know Before Expanding into Europe? Let me simplify it all to 4 simple pieces of advice: For most U.S. companies: Start marketing, supporting and talking to European customers as a distinct segment once you have 10 of them. If you can get 10, you can (of course) get 100. It’s OK to let the first 10 find you, though.
Martech
NOVEMBER 2, 2023
There aren’t enough hours in a day. You spend eight hours working. If you’re lucky (or really disciplined), you get eight hours of sleep. What do you do with the remaining eight hours? Data says you likely spend much of it consuming digital media. As a marketer, you might think that the more time people spend online, the more opportunities we have to capture their interest through marketing.
Salesforce
NOVEMBER 2, 2023
Remember building your first email campaign? Painstakingly crafting emails, hoping the recipient wouldn’t see the telltale “Hello (name),” and adding contacts to your email workflow manually? That’s all a thing of the past. Today, automation is a game-changer and life-saver for email marketers — helping you save time, money, and stress. Automation doesn’t mean impersonal responses and a cookie-cutter approach to your email workflow.
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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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