Iannarino
APRIL 4, 2023
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into stages. Each stage of an opportunity requires you to achieve a corresponding outcome for you and your potential customers.
Membrain
APRIL 5, 2023
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
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SaaStr
APRIL 4, 2023
Most startup founders create companies to grow them. While all organizations are different, one core truth remains — Everything changes. This is true in life and business. If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time.
Partners in Excellence
APRIL 4, 2023
We spend a huge amount of time getting customers to accept a request for a meeting. Customers are busy. They have an aversion, even a preference, not to talk to sellers. They worry about wasting their time. On our side, we are incredibly busy. We are juggling all sorts of balls, prospecting, managing qualified opportunities in our pipelines, making sure our current customers are happy, doing the endless amount of internal reporting our managers seem to want us to do.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Iannarino
APRIL 2, 2023
Sales operations is the business function responsible for supporting the sales force by improving efficiency and effectiveness. Sales organizations may assign different tasks and outcomes to sales operations. Some of these responsibilities include sales strategy , sales planning , managing technology, sales training , or optimizing the sales process.
Engage Selling
APRIL 4, 2023
Are you just targeting the buyer? This is a huge mistake sellers make! Here’s what you should do instead. The post Do Not Target the Buyer first appeared on Colleen Francis - The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
APRIL 7, 2023
Sales skills are crucial in any business. It enables a company to attract customers, increase revenue, expand into new markets, and build a loyal client base. Every outstanding salesperson is a company’s asset and an indispensable one. With the rise of e-commerce, the shift to the online platform from brick-and-mortar stores has transformed selling styles.
Iannarino
APRIL 5, 2023
Reaching prospective clients will be more challenging in the future. I know, you think it’s difficult enough now, but the regulatory environment is going to become more restrictive. You should expect something like the EU’s GDPR (General Data Protection Regulations) in the United States. Other regulations being considered would make it more difficult to make robocalls or share contact information without permission.
Engage Selling
APRIL 6, 2023
What’s your follow-up schedule? Unsure whether you’re perceived as persistent or stalking? Here’s my follow-up cadence for prospects who I can’t get a hold of. The post Follow-Up: My Schedule for Success first appeared on Colleen Francis - The Sales Leader.
Force Management
APRIL 6, 2023
As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Martech
APRIL 6, 2023
Love it or hate it, the artificial intelligence revolution is here. People can’t stop talking about ChatGPT, OpenAI and how AI will fundamentally change the world. Marketers everywhere are obsessing over the newly discovered power of AI. Amid the jaw-dropping realizations of what AI is capable of, marketers are faced with an existential question that’s a bit daunting to consider: Is this the end of marketing as we know it?
Iannarino
APRIL 7, 2023
A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales approaches their work using a pipeline, marketing uses B2B sales funnel strategies. As a salesperson, it is important to understand your organization’s funnel.
SaaStr
APRIL 7, 2023
Dear SaaStr: How Much Of My Startup Do I Need to Sell In Each Venture Round? It definitely can vary based on what type of investor. But for venture-backed start-ups raising from more traditional funds (the ones you’ve heard of), here are some rough rules: Seed VCs would like to buy 10%, sometimes 15%, if they can. They often “settle” for a bit less.
Partners in Excellence
APRIL 5, 2023
As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.
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
Martech
APRIL 3, 2023
Did you know that 91% of business buyers and 86% of consumers consider the company’s experience as important as its products and services? If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.
Iannarino
APRIL 3, 2023
As a writer, I care deeply about words. Words and phrases have meanings. When used incorrectly, words can confuse others or obscure the meaning. The terms "creating value," "building value," and "adding value" are often used interchangeably. This makes it difficult to distinguish them.
SaaStr
APRIL 2, 2023
“I never make the same mistake twice. I make it 5 or 6 times, just to be sure.” -Random quote I found on the Internet If that doesn’t describe the CEO experience, I don’t know what does. In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. After receiving my gold watch and Silicon Valley AARP card, I had a chance to reflect on a decade of community-building, cheesy music videos, and #CustomerSuccess.
Search Engine Land
APRIL 6, 2023
This article was co-authored by Andrew Ansley. Things, not strings. If you haven’t heard this before, it comes from a famous Google blog post that announced the Knowledge Graph. The announcement’s 11th anniversary is only a month away, yet many still struggle to understand what “things, not strings” really means for SEO. The quote is an attempt to convey that Google understands things and is no longer a simple keyword detection algorithm.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Martech
APRIL 5, 2023
Are we in a recession or not? It doesn’t matter whether the national economy meets the classic definition (i.e., when a country’s gross domestic product falls in two consecutive business quarters). What our customers think matters more — and right now, they’re pretty pessimistic. Up to 91% of consumers are changing their shopping habits in response to bleak economic news, according to a new SheerID study.
Iannarino
APRIL 6, 2023
Supply chain issues and wage growth have been pushing the Fed to raise rates faster than ever, but despite these strong headwinds, there is no reason to give up on your sales goals. Interest rates are high, and it looks as if they will stay that way through the rest of 2023. We may avoid a recession, but the business environment has been affected by the rising costs following the pandemic.
Sales Pop!
APRIL 5, 2023
From the shoes you wear to the cereal you eat, almost everything you enjoy as a consumer comes from a brand. Brands are everywhere. Even now, you’re probably thinking of logos, slogans, and signature colors. And while imagery is an important aspect of brands, branding as a whole is actually a lot more complex. Branding contains the identity of a company, organization, or individual and establishes a relationship with its target audience—their customers.
Search Engine Land
APRIL 4, 2023
Google Analytics 4 now supports creating and/or modifying events using regular expressions, regex. This can help you migrate destinations and event goals from Universal Analytics to Google Analytics 4 in a more programmatic fashion. More details. Google said the new feature and options enable you to define conversions using regular expressions (regex) for web data streams.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
Martech
APRIL 7, 2023
Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. Historically, the status quo — doing nothing — was the ultimate competitor. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue. That’s a whole bundle of opportunities stuck in your funnel, clogging your pipeline and baffling your stakeholders.
Iannarino
APRIL 1, 2023
As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue teams. These teams comprise sales, marketing, sales operations, sales enablement, and customer success (once called customer service). The full-cycle B2B salespeople who used to walk into the client's office alone are now accompanied by a phalanx of team members.
SaaStr
APRIL 1, 2023
So everyone is now paying the price for lowering the bar in the Boom Times of mid ‘20 to early ‘22. On the hiring side, it often seemed like you just couldn’t hire anyone. While layoffs are all across the news today, looking back, July 2021 was the nadir for layoffs. Everyone was hiring everyone, anyone, back in mid-2021. This data from Carta helps illustrate it: So we cut corners.
Partners in Excellence
APRIL 3, 2023
We want to achieve our goals—make quota, get the bonus, get the promotion, get the recognition. We want people to act/behave in a certain way. We want to work for a certain company or in a certain role. We want customers to respond to our outreach, to buy our products. The problem with getting what we want is that we are usually dependent on those we work with getting what they want/need.
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.
Martech
APRIL 4, 2023
Every content provider wants more engagement with their online content. Effective content recommendations are one way to achieve this. but there’s no one-size-fits-all approach. Here’s how to develop the best recommendation strategy for your site, content and audience. Most off-the-shelf content recommendation engines will not have all the capabilities discussed here, but knowing what’s possible will help you find the best solution for your business.
David Meerman Scott
APRIL 3, 2023
This morning, I signed an Open Letter , putting my name together with academics, researchers, and business people calling on all Artificial Intelligence labs to immediately pause for at least 6 months the training of AI systems more powerful than GPT-4.
SaaStr
APRIL 3, 2023
Dear SaaStr: What’s The Best Way to Retain Control of Our Startup Once We Start to Raise Outside Capital? Sell less of the company. And in particular, raise fewer venture rounds. Let me give you my learnings on the SaaS side. At Adobe Sign / EchoSign my answer was only to raise $8m, get to cash-flow positive with much of the money still left in the bank, and sell for an exponential multiple.
Search Engine Land
APRIL 7, 2023
I’ve been excited about ChatGPT , its API , and its SEO applications – everything from local SEO to title tags and content editing. And like many (including OpenAI’s founder ), I’ve also seen its limitations. While ChatGPT is remarkable, once you’ve used it long enough, you likely know the following: It frequently “hallucinates” answers, acting as if it knows the correct answer when in reality, the platform is “confident but wrong.” There are areas
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