Anthony Cole Training
SEPTEMBER 19, 2024
Creating a winning sales pitch is a presentation that ends with a decision being made. That is our definition. When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time.
Iannarino
SEPTEMBER 17, 2024
Discover the 10 key leadership qualities that differentiate average leaders from highly effective ones and learn how to inspire your team toward greater success.
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Force Management
SEPTEMBER 19, 2024
This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives.
Martech
SEPTEMBER 19, 2024
Somebody in B2B needs to hear this today: AI isn’t a one-size-fits-all solution. A new core skill every marketer needs to develop moving forward is the ability to discern where AI enhances our efforts and where human expertise remains irreplaceable. Significant gaps exist in AI’s capabilities, particularly in industries where human expertise is essential to achieving meaningful outcomes.
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!
Partners in Excellence
SEPTEMBER 17, 2024
Win rates are critical to driving performance and achieving our goals. Win rates are critical to our understanding of our pipelines. We leverage them to help us understand whether we are working a sufficient volume high quality opportunities to achieve our goals. The higher our win rates, the more we shift the pipeline numbers in our favor. As a simple example, today, we settle for 15-20% win rates.
Iannarino
SEPTEMBER 19, 2024
One of the biggest mistakes that salespeople make is leading with their product. To understand why, you need to be aware of the four levels of value.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
SEPTEMBER 20, 2024
I’ve just returned from MAICON 2024, one of the best, if not the best, conferences focused on AI and marketing. MAICON didn’t disappoint: I’m full of ideas to help our clients improve their marketing by applying AI. At the same time, it became evident to me that many organizations are far from being able to maximize AI’s impact on marketing. Let me explain.
Partners in Excellence
SEPTEMBER 19, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems our organizations have, problems in our industries and markets, problems in…… It’s overwhelming and exhausting. We can’t possibly address all of them, and too often, when we do, new challenges pop up. Too often, we push the problems to the side, just ignoring them, accepting the consequences.
Iannarino
SEPTEMBER 16, 2024
If you're the kind of person who hates Mondays , I've done some math for you. The average life expectancy in the United States is about 78-years-old, meaning you have 4,056 weeks to be alive in total. That's it, 4,056. And if you're reading this post, you have less than 4,056 because you're not a newborn. Let's look at the math and see what you've got left.
SaaStr
SEPTEMBER 19, 2024
There are 3 types of hires you may be tempted to make now, but you just can’t: The Jaded, The Broken, and The Done They’ve always existed, it’s just there are so many more folks with great LinkedIns and experiences in these categories in SaaS. We’re 20+ years into SaaS, and especially the past 4 years have taken their toll on many of us.
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Search Engine Land
SEPTEMBER 20, 2024
Throughout my career, I’ve noticed SEO and PPC teams rarely sync and share data and strategies to support each other. This is a major missed opportunity that limits each channel’s full potential. This article highlights seven practical synergies both your PPC and SEO teams can implement to drive even more revenue for your business. Ultimately, both are focused on increasing conversions from Google and other search engines, so it makes sense to bring these teams together for greater success
Salesforce
SEPTEMBER 16, 2024
We’re witnessing a pivotal shift in artificial intelligence, where the sweeping scale of huge, all-purpose AI is giving way to the precision and finesse of purpose-built autonomous agents. This is not just a technical advancement. It’s a reimagining of how machines can augment a worker’s potential. Whether that’s helping sales reps nurture leads, brainstorming campaign ideas for product marketers, or deflecting customer service calls, these purpose-built agents are focused on one specific
Iannarino
SEPTEMBER 18, 2024
If you're in sales you're part of a meritocracy. What that means is that you're going to succeed or fail based on your abilities, your attributes, your work ethic, and your traits. Those are the things that are going to determine whether you go up or down in a stacked ranking.
SaaStr
SEPTEMBER 19, 2024
So you may have noticed there are now a ton of events in September. This year SaaStr Annual was the week before both Dreamforce and HubSpot’s Inbound, as well as Oracle’s big event. As well as many other super cool events, from The All In Conference to Acquired podcast’s cool SF event. There are a lot of reasons to do an event in September. The #1 reason is it’s the best reason to help influence and close pipeline So most B2B vendor events will stay around that time.
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.
Search Engine Land
SEPTEMBER 18, 2024
Google will launch campaign-level negative keywords in Performance Max (PMax) later this year. This will help brands better fine-tune ad targeting on Search. In addition, Demand Gen campaigns are getting omnichannel bidding and increased flexibility. Why we care. It’s finally here! Instead of having to go through a form or ask your Google account manager, you will have more control over negative keyword exclusions and how your ads appear, ensuring better alignment with brand and audience p
Partners in Excellence
SEPTEMBER 20, 2024
If you are a manager, sit down, swallow hard, ask yourself this question: “Do your people actually look forward to meeting with you?” Perhaps ask yourself, “Do you look forward to meeting with your manager?” Alternatively, “Do they look forward to taking you on a customer call?” If you and your people are like 70% of the sellers I meet, the answer to this question is usually an eyeroll.
Iannarino
SEPTEMBER 20, 2024
Unlock the secrets to acquiring large clients and transforming your sales performance.
Martech
SEPTEMBER 18, 2024
As CMOs, we’re constantly trying to balance driving growth with the fact that marketing is often seen as a cost center. But what if we could change the narrative? What if marketing were viewed as a revenue driver instead of a budget drain? One of the most effective ways to shift this perception is by using customer experience. Below, I’ll share strategic insights on how customer experience can transform your marketing department into a profit center.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
SaaStr
SEPTEMBER 16, 2024
So the past 24 months have been such an odd time in SaaS and Cloud. Some parts of it are on fire, fueled by unprecedented AI spend. Other parts, more connected to the end-consumer economy, are seeing strong growth, from Shopify to Toast to Canva. And the parts that sell “classic” B2B2B into tech are often struggling the most. Many have seen NRR plunge well below 100%, net new customer count slow to close to zero, and growth fall to the teens or lower.
Search Engine Land
SEPTEMBER 19, 2024
404, 301, 500… No, these aren’t just random digits. They indicate how your website performs and how search engines like Google view and rank your website. Below, I’ll break down the most common HTTP status codes for SEO , including which status codes are crucial, why they matter and how to stay on top of them. In this article: Understanding HTTP status codes.
G2
SEPTEMBER 18, 2024
Content marketing expert Andy Crestodina shares what works in the AI age and the pillars of an organic strategy. Know how thought leadership can drive sales.
Martech
SEPTEMBER 20, 2024
Jason, director of product marketing at a global cybersecurity company, celebrates a big win. His product ranks as the third-fastest growing in the company. But there’s a problem — the company operates in silos, treating all products as separate cost centers. Vanessa, his no-nonsense VP, demands change. “We need a scalable platform. Get this right, and we’re set for success.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-m
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
SaaStr
SEPTEMBER 15, 2024
Trevor Lee, founder CEO at Myko, put together his list of his favorite SaaStr podcasts of the year , and they really are some of the best ones. I’m all in on these Top 5. Listen / watch them to really learn. If you want to catch up, these are 5 great ones: #1. 9 Easy Sales Concepts People Get Wrong with Sam Blond A classic. You’re probably making these mistakes.
Search Engine Land
SEPTEMBER 17, 2024
There seems to be a consensus in SEO that AI Overviews ( AIO ) and other AI-driven content will reduce traffic to external websites. Even Google is open about AIO’s goal of keeping users on the SERP longer, which means more time with Google and less time with your business. No matter how good your SEO strategy is, you’re likely heading toward (or already experiencing) erosion of traffic beyond your control.
The Advantexe Advisor
SEPTEMBER 17, 2024
Advantexe delivers many business acumen training programs for our clients in the automobile industry including clients who manufacture cars, clients who manufacture tires, and clients who supply the paint to new and refurbished cars. Overall, the automotive industry has been volatile as it is still recovering from the pandemic and all the issues surrounding it.
Martech
SEPTEMBER 17, 2024
Google is on trial for allegedly abusing its dominance of the $200 billion digital advertising industry. The U.S. Department of Justice claimed that through acquisitions and anticompetitive conduct, Google seized control of the full advertising technology (“adtech”) stack: the tools advertisers and publishers buy and sell ads and the exchange that connects them.
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Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A
SaaStr
SEPTEMBER 18, 2024
Dear SaaStr: We’ve Gotten a Good But Not Great Acquisition Offer. Should I Take It? Should you sell your startup if you get a good M&A offer? For years, while I pretended to be neutral on this question, I’d still quietly root for founders not to sell if growth was strong: Why sell at $10m growing 100%, if in 12 months, you’ll be worth twice as much?
Search Engine Land
SEPTEMBER 18, 2024
Are your SEO efforts not delivering the results you expect, and you can’t figure out why? Traditional SEO tactics are becoming less effective by the day. While you’re focusing on keywords and backlinks, Google’s AI is evolving rapidly, fundamentally changing how search results are ranked. This shift is happening behind the scenes, making it increasingly difficult to understand why your content isn’t performing as well as it should.
Sales Hacker
SEPTEMBER 17, 2024
Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.
Martech
SEPTEMBER 20, 2024
One of your vendors will suffer a data breach. It is a when, not an if. They may have already, but not yet know it. Because marketing handles so much customer data, it’s essential to know what to do when a breach happens. There will be a breach in 2023, 61% of companies reported a third-party breach , according to a study by Prevalent, a third-party risk management provider.
Speaker: Jamie Bernard
Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.
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