Iannarino
FEBRUARY 23, 2023
Selling today isn't easy. Buyers have greater needs and expect more of sales professionals, while decision-makers complain about the sales experience. All of this suggests that salespeople don't create enough value.
Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is King," they said. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.
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Membrain
FEBRUARY 22, 2023
“Eight out of ten companies are drastically overcharged by Salesforce.
Iannarino
FEBRUARY 19, 2023
We’ve all heard the saying, “trying to fit a square peg in a round hole.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Veloxy
FEBRUARY 22, 2023
Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States. Field sales representatives are responsible for building customer relationships, understanding needs, and persuading them to purchase, while managers oversee teams, implement
SaaStr
FEBRUARY 24, 2023
So few things were more coveted than unicorn status from about ‘16-‘19. It was a sign you were one of the elite, and it made recruiting and so much more easier. Stewart Butterfield noted that how important it was for Slack at the time to become a unicorn — period. Then things changed from mid-2020 to early 2022. It seemed like everyone become a unicorns.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
FEBRUARY 21, 2023
Most of the strategies related to sales and buyer psychology come from Robert Cialdini's work. Sales professionals are likely to use the reciprocity principle, social proof, and the other principles of sales psychology you find in Cialdini’s book Influence: The Psychology of Persuasion.
Search Engine Land
FEBRUARY 24, 2023
Google is sunsetting Universal Analytics (UA) on July 1st. Starting in March, Google will automatically create Google Analytics 4 (GA4) properties for any customer who does not set up a GA4 property with basic settings. If you do not opt-out of auto migration by February 28, 2023, Google will transition your UA account to GA4 without any custom strategy.
SaaStr
FEBRUARY 20, 2023
Vendor Viability. The question for bigger customers especially on if a vendor will actually stay around if they you buy. This remains a large risk with start-ups. But it’s been mitigated to some extent in the minds of customers. With 100+ public Cloud companies, it’s now a bit clearer that at least after a certain point in time, SaaS vendors have a lot of stability.
Martech
FEBRUARY 21, 2023
Artificial intelligence promises a bold new future but seems to be flailing in the present. Right now, Microsoft’s AI-powered Bing and Google’s Bard are more famous for their mistakes than their milestones. But AI is a lot more than those two. Its successes are all around us, we just haven’t been aware of them. Do you use Grammerly? That’s AI. When Gmail finishes sentences for you, that’s AI.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Iannarino
FEBRUARY 24, 2023
A flywheel is a mechanical device used to smooth out energy in combustion engines. It's also a heavy wheel used to oppose and moderate the fluctuation of speed through its inertia. Jim Collins, the author of several books about how companies grow or decline, added a monograph called Turning the Flywheel to accompany his book Good to Great. The monograph explains why some companies build momentum and others don't.
Search Engine Land
FEBRUARY 24, 2023
SEOs upset over Google dropping attribution in featured snippets In 2019, SEOs were not happy about a Google featured snippet format that didn’t immediately show the source of the content. For the Found on the web card, searchers had to click to expand the featured snippet and then scroll through various sources to see the publisher. Danny Sullivan, Google’s Search Liaison said Google’s support of the overall ecosystem (searchers, advertisers and publishers) is important. “We d
SaaStr
FEBRUARY 20, 2023
Underrated: How great of a business model SaaS is. You can literally do almost nothing but make your customers happy and usually you will still grow. Underestimated: Just how expensive the incremental customer gets beyond your core, highest velocity ICP. — Jason Be Kind Lemkin (@jasonlk) February 20, 2023 So in the Boom Times of late 2020 though early 2022, all we talked about was Unicorns. 1,000+ Unicorns bloomed, hundreds of them in SaaS.
Martech
FEBRUARY 21, 2023
B2B marketers use account-based marketing (ABM) strategies to engage the right decision makers within prospective organizations. These strategies can help marketers gain a competitive edge when they’re run with the right data. Leading with awareness The first thing to consider in their ABM strategy is the brand presence of their own organization. “I think this is really crucial because you really need to have a baseline level of awareness in the marketplace,” said Megan Creighton, head of digita
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Iannarino
FEBRUARY 20, 2023
It isn't easy to schedule a meeting with your dream client. If you are in an industry where you must practice competitive selling , you are not the only B2B salesperson asking for a contact’s time. Between you and the many other B2B sales teams calling on your potential customer, your contacts are overwhelmed and overrun by the immense cold outreach each day.
Search Engine Land
FEBRUARY 24, 2023
For weeks, marketers have been hearing about ChatGPT and its applications for content and SEO. Prompt engineer is even now a job: Wow – Anthropic (Google's latest $300M AI investment) is hiring a "Prompt Engineer" for $250k-$335k/yr + equity No CS degree required, just have "at least basic programming and QA skills" Wild times. pic.twitter.com/4i1sEWs5iZ — AI Breakfast (@AiBreakfast) February 14, 2023 I won’t pretend to know which SEO and digital marketing f
SaaStr
FEBRUARY 20, 2023
Dear SaaStr: When Is It “Too Early” To Hire Your First Marketer? In a perfect world, you’d learn something about marketing first before you hire someone to take it over. I.e., you’d experiment and at least make some progress in: Content Marketing. Can you get even 1 or 2 customers from blogging and writing? Growth Hacking. Can you get even a couple of customers by emailing to a small list you’ve built?
Martech
FEBRUARY 22, 2023
The rise of TikTok has been nothing short of revolutionary. Since its launch in 2016, the platform has multiplied and boasts over one billion monthly active users worldwide. With an engaged and diverse user base, it’s no wonder marketers are looking for ways to leverage TikTok to reach their target audiences. 53% of marketers expect TikTok to deliver the biggest growth in 2023, according to Reuters’ State of Marketing 2023 report.
Advertiser: ZoomInfo
When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.
Iannarino
FEBRUARY 18, 2023
Most of the time, sales organizations accept their reps’ low win percentages and the linear stages of the sales process. They also keep all of the old process’s stages, even when some of them do not apply to their business or industry. One of the reasons for this is that it allows sales leaders to use a weighted pipeline to produce an accurate sales forecast.
Search Engine Land
FEBRUARY 23, 2023
Everyone in SEO is buzzing about AI following announcements from Google and Microsoft about forthcoming AI-powered search functionality. It’s still early, but AI is already helping search professionals do their jobs faster and easier. The sky’s the limit for its future potential. For now, however, human input remains a vital component. But whether that continues to be the case remains to be seen.
SaaStr
FEBRUARY 23, 2023
Dear SaaStr: Should You Hire Someone That Seems Good … But Always Job Hops? I know there are a lot of views on this question, but I’ve reflected on many years of hiring here and for me at least, here’s what I’ve learned: #1. If they haven’t stayed anywhere even a year, they will leave you within a year, too. It just happens again and again. #2 If they never stay anywhere much more than about 20-24 months (pretty common), they think they know how to do it … but they really don’t.
Martech
FEBRUARY 24, 2023
Only 25% of marketers say they have all the data they need to execute on their personalization strategy , according to a new report from marketing researchers Ascend2. Further, only 19% strongly agreed that their technology is up to the job. The data on data isn’t all bad. Some 49% of marketers agreed “somewhat” they had enough data for personalization efforts.
Speaker: DeAnna McIntosh, Retail Growth Strategist
The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.
Iannarino
FEBRUARY 22, 2023
Think about the last time you bought a shiny new electronic gadget. Did you read the manual, or did you start tinkering around with it? Most of us go for the latter.
Membrain
FEBRUARY 19, 2023
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon , co-author of the JOLT Effect , to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.
SaaStr
FEBRUARY 22, 2023
Despite all the advancements in technology, creating a product with a great user experience remains challenging. Many companies believe excellent product design comes from hiring the best engineers and signing up for the latest software instead of building from the users’ perspectives. Stripe is one of the few who have unlocked the code to great product design by changing their approach to the product design process and constantly engaging with users.
Martech
FEBRUARY 22, 2023
Algorithms are at the heart of marketing and martech. They are used for data analysis, data collection, audience segmentation and much, much more. That’s because they are at the heart of the artificial intelligence which is built on them. Marketers rely on AI systems to provide neutral, reliable data. If it doesn’t, it can misdirect your marketing efforts.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Heinz Marketing
FEBRUARY 23, 2023
By Cameron Katoozi , Marketing Consultant at Heinz Marketing Marketing teams in the healthcare industry face a unique set of challenges. The industry is heavily regulated, making it difficult to market products and services in traditional formats that other industries follow. On the other hand, the healthcare industry is rapidly evolving, and marketing teams are facing increasing pressure to demonstrate their business impact in this dynamic space.
Search Engine Land
FEBRUARY 21, 2023
Google has released the February 2023 product reviews update, and it will take about two weeks to rollout. The update brings new languages to the product reviews update, including English, Spanish, German, French, Italian, Vietnamese, Indonesian, Russian, Dutch, Portuguese, and Polish. This is the sixth release of the product reviews update, this one is named the February 2023 product reviews update and was released on February 21 at about 5pm ET.
SaaStr
FEBRUARY 21, 2023
Dear SaaStr: How Many Hours Per Week Do VCs Expect Founders to Work? Most investors don’t care how many hours you work, per se … all they care about is that you get it done. Grow the company, hit the plan, etc. How you get it done — that’s your job. It’s up to you. None of my VCs ever asked me how many hours I worked. They asked about the plan, the numbers, the team, and the future.
Martech
FEBRUARY 24, 2023
Creating goals based on any property and a beta for including marketing email analytics in the custom report builder highlight HubSpot’s January releases. Here’s a list of the latest HubSpot updates: Create custom goals based on any property Build custom reports using marketing email analytics (beta) Use HubSpot Subscriptions with free trial offers Add a terms of service link to HubSpot Payments Schedule meetings faster using calendar view Get a more complete view of customer inter
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
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