Sat.Apr 08, 2023 - Fri.Apr 14, 2023

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How Much Does Sales Training Cost? (+4 Factors that Increase Price)

Iannarino

Do you want to be 57% more effective at sales than your competitors?

Price 282
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The Future of Sales: The Rise of AI-Powered Sales Assistants

Veloxy

Who doesn’t talk about artificial intelligence nowadays? Some find it fascinating; some use it for daily activities, and others fear losing their jobs to AI. Yet, almost everyone will engage in the conversation if you ask their opinion on AI. You may have already tried some AI tools like ChatGPT or Midjourney. Whether you like them or not, you may have noticed how they can speed up various tasks, from content generation to planning and researching.

Pipeline 130
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How to Analyze and Improve Sales Performance

RAIN Group

People often ask us, “What should we do to drive sales success?” It’s a complicated question.

Sales 111
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How is Sales Prospecting Different for Complex B2B Sales?

Membrain

Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Setting Up a Sales Career Development Process with Matthew Roberts

Predictable Revenue

Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process and understanding employee motivation. The post Setting Up a Sales Career Development Process with Matthew Roberts appeared first on Predictable Revenue.

Process 52
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B2B Sales Manager 101 - Tips for Success

Iannarino

It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way to describe the slow reaction of sales organizations who don’t recognize how buyers have changed. Those who still practice a traditional sales approach lose opportunities that require a modern sales approach.

B2B 284

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In What World Is This Considered Great Prospecting?!??!!!

Partners in Excellence

I know, I know. I shouldn’t get so wound up about the stupidity I see in LinkedIn, Twitter, and other social media. I’ve tried not to get wound up. I scan my feeds about 3 times a day, and even that my be a waste of time. I’ve had to pause scanning my feeds, and start closing my eyes, doing deep breathing and meditation during those periods.

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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores , Founder and CEO of Floriss Group.

Sales 131
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Eight Rapport Building Mistakes That Cost You Deals

Iannarino

Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of these guru-types will focus on not needing to “be liked” if you can help your potential clients solve their problems and pain points. Others will suggest the industry is a contest between relationship selling versus consultative selling.

B2B 290
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LinkedIn SEO guide: Optimizing your profile for more connections, better leads

Search Engine Land

LinkedIn is a powerful search engine capable of generating targeted, substantial traffic to your profile. Moreover, this traffic can develop into valuable professional connections and new clients. In this guide, you’ll learn how to optimize your profile to tap into that power and make LinkedIn work for you – driving more connections and better clients.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Obsessing About What Our Customers Think Of Us

Partners in Excellence

One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee With Brent Adamson and Matt Heinz. (For regular listeners of the show, you will know my tongue is deeply planted in my cheek). Not quoting Brent directly, he raised an issue of: Why are we so obsessed about what customers think of us and our products? It’s a fascinating question.

Customers 124
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Why we care about marketing attribution modeling

Martech

Attribution modeling is what many marketers use to help determine the comparative value of a marketing or advertising channel. Understanding the value of these channels and the type of benefit they bring to a campaign helps determine budget spends, traffic sources and how to optimize campaigns. Below, we will introduce the basic concepts around attribution modeling and ways to get the most out of it.

Campaign 122
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Enterprise Sales Training: Tips, Tools, and Top Trainers

Iannarino

Imagine this: One of your star reps has spent months communicating with a prospective customer. You’ve helped your rep counter every objection. Your rep has worked with half a dozen stakeholders and muscled through a sales cycle spanning nearly half a year. Then, just when you believe you’re at the finish line… a previously unmentioned stakeholder swoops in and dashes the whole deal, leaving you and your team empty-handed and out many months of hard work.

Sales 282
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Google Bard adds more search topics to “Google it” button

Search Engine Land

Google Bard is making it easier for people to explore more topics within Google Search by using the “Google it” button. Now when you ask Bard for help, clicking on the “Google it” button will give you a section named “search related topics” with one, two, three or more search phrases that you can click on to explore more in Google Search.

Campaign 120
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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We Miss The Point In Asking About “The Future Of Selling!”

Partners in Excellence

Every week, I am asked to participate in a number of interviews/webcast/discussions about the “Future of Selling.” My feed is filled with prognostications about the future of selling–and a surprising number of “gurus” with death wishes proclaiming selling is dead. There are phenomenal changes–new technologies, shifts in global economies, social changes that have a profound impact on sellers.

Sell 123
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SaaStr Deep Dives With 100+ of the Top CROs in SaaS! From Atlassian to Zoom to Cloudflare to Bill and More!

SaaStr

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS! Here’s a list of some of the most popular to dig into: Atlassian’s CRO Cameron Deatsch: “How The Biggest Product-Led Enterprise Company In The World Did It” Skilljar’s CRO: “An Inside View on Hiring Your First CRO” Rippling’s CRO: “Entering a Hyper-Competitive Market” DigitalOcean’s CRO: &#

Growth 109
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How Your Sales Meeting Agenda Is Killing Your Deals

Iannarino

My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me. He also mentioned that getting the questions right would end up with him signing my contract. With that, I was forced into the world of conversational sales.

Meeting 281
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Meta will debut its generative AI this year

Search Engine Land

Meta plans to monetize its proprietary generative AI technology by December, joining Google in exploring practical applications. The company has been investing in AI for over a decade and recently created a new generative AI team to focus on commercialization. Generative AI technology, which can instantly create sentences and graphics, has been commercialized by ChatGPT creator OpenAI.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Our Customers Are Changing Faster Than We Are!

Partners in Excellence

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. We have a fascination with exploring the latest, greatest tricks we can leverage. What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell.

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DTC marketers planning to up CTV/OTT spend this year

Martech

Direct-to-consumer (DTC) marketers are flooding into connected TV (CTV) and over-the-top (OTT) digital TV advertising, according to a new survey from digital performance media company Digital Remedy and research firm Dynata. Over two-thirds of DTC brands use these channels, and 57% plan to increase spending in CTV/OTT in the first half of 2023. This is a significant jump in interest from the first half of 2022, when 43% of DTC expected to up their spend.

Retail 112
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First Meeting Frenzy - B2B Sales Firms Turning to Cash Incentives for Prospects

Iannarino

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. Less expensive companies offered me a $50 gift card to Amazon or Starbucks. This offer is attractive for someone who buys many books. Still, I reject the offer by clicking delete. This is one more example of how sales is broken.

Meeting 280
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10 minute TikTok videos are gone

Search Engine Land

A little over a year ago, TikTok allowed users to upload videos up to 10 minutes long. Now, users have noticed that option is gone. Interesting… TikTok has removed the 10 minute video duration option pic.twitter.com/lHerFEvdeY — Matt Navarra (@MattNavarra) April 11, 2023 User reactions. Several TikTok users have posted videos speculating on why the change happened, asking TikTok to bring back the longer format, and venting about TikTok releasing the update seemingly out of nowhere without

Trust 120
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Dreamforce, Arse-Kissing, and Behavioral vs. Attitudinal Loyalty

SaaStr

A long ways back, I was meeting with one of our largest customers, one of our first $1m TCV deals. As I was coming, someone else was leaving – Marc Benioff. He’d come (flying private I assume, and possibly straight from Hawaii) to … kiss the customer’s arse, as near as I could tell. The customer already had thousands and thousands of seats of Salesforce.

Up-sell 105
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Scanning the faces that scan the mobile screens

Martech

There they stare, heads bowed, but not in prayer. This is the profile of your typical smart phone user, surfing the net, looking for the next thing. As they flip from page to page and scroll up and down, they may experience one of six basic emotions: fear, anger, joy, sadness, disgust and surprise. If the page view sparks the right emotion, then that viewer could be turned into a lead.

Follow-up 112
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Unlock B2B Sales Success - A Guide to Sales Manager Scenarios

Iannarino

A good sales manager drives their company’s success by leading their sales team and leading growth. Success is scarce in a period of strong obstacles. One problem in today’s current environment is that buyers are shunning salespeople and attempting to research their own way to success, a process that often leads to buyer’s remorse. The second difficulty is the high level of uncertainty and unpredictability in the business world.

B2B 265
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Google: Video must be main content to appear as thumbnail

Search Engine Land

Video thumbnails will only be shown in Google’s search results when a video is the main content of a page, Google announced today. The announcement. “Today, we’re making a change so that video thumbnails only appear next to Google search results when the video is the main content of a page. This will make it easier for users to understand what to expect when they visit a page.” What’s changing.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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5 Interesting Learnings from Asana at $600,000,000 in ARR

SaaStr

So one of my favorite categories to track and analyze in SaaS is project management. Why? Diversity of vendors and customers. There are so many leaders that have IPO’d (Asana, Monday, Atlassian, Smartsheet , etc) and so many that will (Notion, Clickup, Airtable, etc.). And so many different strategies, from more enterprise to more SMB, from more tech focused (Asana) to less tech focused (Monday).

Growth 103
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Connected TV’s results transcend the TV screen by MNTN

Martech

The tides of paid search and other performance channels seem to be shifting rapidly these days. Companies are changing hands, algorithms are updating and transparency is diminishing. With marketers looking for ad channels that they can consider both reliable and effective, this is where connected TV can enter the scene and support an already successful search strategy.

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The First Rule of Relationship Selling? Don’t Sell

Salesforce

Eighty-seven percent of business buyers expect sales reps to act as trusted advisors, according to the 2023 State of Sales report. Build trust; close the deal. That’s how relationship selling works. Trust leads to loyalty, and loyal customers spread the word, keep buying over time, and spend more money when they do. The problem: During my time at Dale Carnegie , I’ve seen too many reps fumble relationships — or not even think about them — because they’re so focused on making a quick sale.

Sell 98
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7 proven methods to explain the value of SEO

Search Engine Land

SEO is the most undervalued marketing channel. It gets a shoestring budget compared to PPC or TV ads. And then it has to fight to justify its existence. Not anymore. In this article, you’ll learn seven proven ways to explain the value of SEO. Why most SEO reporting needs ripping up Resource-strapped search marketers rarely do themselves any favors.

Clients 102
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.