Anthony Cole Training
APRIL 12, 2024
There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.
Iannarino
APRIL 9, 2024
As your win rates increase, and your team’s ability to win deals also increases, you can add additional opportunities without the cost of the waste of using your team’s time and energy that produces only wasted opportunities.
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Partners in Excellence
APRIL 11, 2024
It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? For example, we see percent of people achieving goals declining—today roughly 40% of sellers are achieving or exceeding quota?
Martech
APRIL 11, 2024
In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. B2B marketing is suffering from an effectiveness crisis, having chased efficiency gains for years. Effectiveness should be mastered and constantly invested in ahead of efficiency.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
Sales Pop!
APRIL 11, 2024
Client Satisfaction. It’s a goal we strive for in selling. Without it, of course, the chances of account expansion are highly unlikely. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. Delivery excellence is critical but it’s simply one element of client satisfaction, albeit the one that receives the most attention.
Iannarino
APRIL 12, 2024
Discover how context locking can revolutionize your sales strategy and outperform the competition in the ever-evolving B2B landscape.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
APRIL 8, 2024
Email has come a long way from its early days as a blunt instrument for blasting information to a wide audience. Today, it’s more like a Swiss army knife, with a use case for almost every situation across the customer journey. From the moment someone first encounters your brand to the ongoing relationship that follows a purchase, email is the connective tissue that binds these interactions together — if you’re using it correctly.
Sales Pop!
APRIL 8, 2024
Chatting with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM, alongside John Nieuwenburg , a seasoned business coach since 2004, I ventured into the world of small businesses. Our dialogue uncovered the real struggles and bright spots for small enterprises today. Time, team, and cash: the big three challenges small businesses can’t seem to shake.
Iannarino
APRIL 7, 2024
Discover how to elevate your B2B sales strategy and turn challenges into opportunities, ensuring clients see you as an irreplaceable asset, not just another commodity.
Partners in Excellence
APRIL 8, 2024
Preface : Shari Levitin is one of the most well know thought leaders and speakers in sales and marketing. Shari and I first met at a meeting of “sales thought leaders.” While all of us are fairly high energy people, Shari brought an energy level and passion beyond all of us–causing us to raise the level of our discussion. One can’t help getting energized, excited, and driven when Shari is part of the discussion.
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 11, 2024
“What marketing technologies should a (fill in the industry) company have in their martech stack?” That’s a question I’m asked regularly, likely because all companies are curious about their competitors. So I thought I’d use it to test Google Gemini, OpenAI ChatGPT and Perplexity AI. Gemini (formerly Bard) and ChatGPT returned similar content in a similar format to my query, “What marketing technologies should a luxury retailer have in their martech stack?
Sales Pop!
APRIL 6, 2024
Hey, everyone! I’m here to share some insights from a fascinating chat I had with Jones Loflin , an expert in the art of juggling life’s endless tasks. Our conversation, full of light-hearted moments and profound advice, ventured into the realm of time management and productivity in today’s whirlwind of distractions. Battling Distractions Head-On Jones and I dove into tackling distractions , the beasts of our modern, connected lives.
Iannarino
APRIL 11, 2024
Robin Dunbar is a British biological anthropologist, evolutionary psychologist, and a specialist in primate behavior. He is known for Dunbar’s number, a measurement of the cognitive limit to the number of individuals with whom any one person can maintain stable relationships. The number is 148, often rounded up to 150, but can vary from person to person, ranging from 100 to 250.
Partners in Excellence
APRIL 11, 2024
Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. More importantly, at least to me, Jill is an important mentor to me. She has been a very willing coach, helping me think and execute at higher levels. Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in ou
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Search Engine Land
APRIL 9, 2024
The world’s biggest advertising group announced a major collaboration with Google that will see it utilize Gemini AI to help produce its ads, including: Ad narration. Voiceover script generation. Product image creation. The landmark partnership with WPP means that Google’s robots could potentially end up creating ads for some of the biggest brands in the world, such as the Coca-Cola Company, L’Oréal and Nestlé.
SaaStr
APRIL 8, 2024
So as growth decelerated rapidly for many in SaaS in 2022-2023, one of the first things cut was marketing. It’s not always ideal, but I get it. It’s a variable cost. Cut marketing, you’re often cutting future growth. But it’s a “simple” place to cut to at least stabilize the ship and survive to fight another day.
Iannarino
APRIL 8, 2024
Discover the key attributes that separate dream clients from nightmares in the sales world, and transform your client portfolio today.
Partners in Excellence
APRIL 10, 2024
Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. For those of you scratching your heads, let me describe the tolerance tack up error. When we are designing a machine, we specify the dimensions and performance characteristics of each part in the assembly.
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Search Engine Land
APRIL 10, 2024
Meta advertisers claim the cost of running campaigns across it platforms has surged due to ongoing issues with its algorithm. Brands report that sales and return-on-ad-spend have both plummeted, while cost-per-click and cost per 1,000 impressions are up by a factor of three in recent months – with no explanation from Meta as to why. Why we care. If the reported ongoing algorithm issues continue to impact ad performance, marketers will need to take action to reduce costs by exploring rival platfo
Sales Hacker
APRIL 8, 2024
In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. But let’s be real – with the myriad of options out there, finding and adopting the right prospecting toolkit can feel like valuable time spent away from the act of prospecting itself.
Iannarino
APRIL 10, 2024
Discover the delicate balance of professional relationships and strategic client management through real-life business scenarios.
SaaStr
APRIL 7, 2024
So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. It ended up being super popular, and a fresh take on a lot of topic we talk about a lot on SaaStr. I still regularly get emails about it, and the full deep dive is above.
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.
Martech
APRIL 9, 2024
Effective search is the foundation of a successful digital asset management (DAM) system. However, search relies on the power of metadata. Metadata unlocks your digital content’s true potential, enabling efficient search, improved findability and trusted content governance. This article explores the essential role of metadata in driving successful DAM practices.
Search Engine Land
APRIL 10, 2024
Google’s product data specification requirements guarantee that all product data submitted to the Merchant Center is formatted correctly to optimize success for both Shopping ads and organic Shopping listings. Each year, the search giant updates these specifications in a bid to try and improve shopping on its platform. The updates for 2024 have now been announced – and below is a summary of all the changes you should be aware of.
Iannarino
APRIL 6, 2024
If you are a salesperson, you must do the work to be an expert and an authority in your industry, using your experience to guide your client to the better results they need.
SaaStr
APRIL 11, 2024
So it may surprise some of you to learn that it’s not >that< hard to raise venture capital after a rough patch. In fact, it’s pretty common. VCs know the vast majority of startups have a tougher time or two. But … but … VCs need some proof you are back to growth. They need at least 3 months of continuous, strong growth.
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.
Martech
APRIL 8, 2024
Nicole Greene is a VP, analyst at Gartner and an expert on AI, content and digital experience. We had a long conversation about how AI is rapidly changing how people get content and how chatbots are becoming the next frontier in advertising. As she mentions, Google’s Search Generative Experience (SGE) — which is still being tested — is very popular with users.
The Advantexe Advisor
APRIL 9, 2024
It is a familiar story around the world every day as business leaders grapple with finding the tools they need to lead effectively so they, their teams, and their companies can achieve their goals and objectives. In the post-COVID reality of the remote workforce where still more than 50% of the workforce works remotely, the rules have changed, and it is more challenging for leaders to find the right approaches and tools to get their direct and indirect reports to “own it.
Salesforce
APRIL 9, 2024
Way back in 1914, engineer and data visualization pioneer Willard Brinton observed that while companies went to considerable effort to analyze and catalog their information, most failed to draw useful conclusions from it. “Known facts cannot be marshaled and presented in such [a] manner as to be effective,” he wrote more than 100 years ago. Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyze
SaaStr
APRIL 10, 2024
So I’ve been doing SaaS long enough to remember when Dropbox was a super hot SaaS startup. Fast forward to today, it’s settled into a very mature leader, with slow growth but impressive efficiency … at a stunning $2.4 Billion in ARR. Operating Margins are a wildly impressive 33%, but revenue growth has slowed to a very mature 6%, and paid customer count actually dropped last quarter.
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