Iannarino

NOVEMBER 14, 2024

Sales professionals realize that staying ahead in this fast-paced business world is about continuous grooming. The difference between hitting the target and missing it is Sales Training. The B2B selling landscape has changed, and with it, everything related to methods and strategies to drive results. Let's take this opportunity to discuss how sales professionals can elevate performance and why sales training, particularly in B2B sales, is more important than ever today.

B2B 254

B2B Sales Sell Inside sales 254

Anthony Cole Training

NOVEMBER 14, 2024

There are few responsibilities in life more important than being a coach, whether for a sports team, teaching mastery of a musical instrument, or serving as a sales coach. Consider the impact a coach has on their students: helping them uncover problems, discover opportunities, enhance their approach, improve their skills, and achieve success. This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrat

Sports 246

Sports Sales Drivers/motivators 246

Force Management

NOVEMBER 14, 2024

Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter. Without a process to attract, hire and retain top sales talent you will waste money on mis-hires, lose talent to the competition and have no way to build a bench strength for growth.

Sales 137

Sales Growth Process 137

Understanding the Sales Force

NOVEMBER 10, 2024

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected

Consult 136

Consult Cold Call B2C Sales 136

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

Iannarino

NOVEMBER 14, 2024

Sales is all about movement—movement through stages, movement toward a goal, movement from opportunity to revenue. The sales pipeline is the framework that drives this movement. Managing it well can turn chaos into a predictable, repeatable system. I’ve been in sales long enough to see that great salespeople and successful sales teams don’t rely on luck.

Pipeline 223

Pipeline Engineering Sales Process 223

Salesforce

NOVEMBER 15, 2024

It was Sept. 12, a week before Dreamforce, our biggest event of the year. I was Slacking at work as usual (no pun intended), when I received a ping from my manager, Claire Cheng, vice president, software engineering: “Hi, Robert. We’d like your help on something.” “Sure,” I replied. “Don’t tell me this is for the Dreamforce keynote, please. That might be a bit rushed.

Minimum Viable Product 119

Minimum Viable Product Engineering Pipeline Trust 119

Martech

NOVEMBER 13, 2024

The decline of marketing as an influential business function is well documented. Among C-suite roles, chief marketing officers (CMOs) are the least likely to advance to the CEO spot and the most likely to be dismissed. This unsettling trend is supported by the Fall 2023 CMO Survey, where most CMOs reported limited involvement in executive-level decisions.

Drivers/motivators 117

Drivers/motivators Growth Objectives and Key Results Strategize 117

Iannarino

NOVEMBER 11, 2024

Sales managers and reps face immense pressure to deliver results—understanding how to operate within your Overton window could be the key to career survival.

Pipeline 246

Pipeline Sales Prospecting 246

Salesforce

NOVEMBER 15, 2024

In just one year, enterprise adoption of generative AI has nearly doubled , from 33% to 65%. And it’s not being used only as a side experiment: According to a recent McKinsey study, the majority of the 1,400 businesses surveyed have adopted artificial intelligence (AI) in at least one business function, and are regularly using generative AI in at least one function.

CRM 115

CRM Trust Customer Relationship Management Launch 115

Partners in Excellence

NOVEMBER 14, 2024

Brandon Fluharty made a brilliant observation: Activities Don’t Drive Strategy! While no leader sets out to have activities drive strategy (at least I hope they don’t), too often we get distracted and activities take center stage. Stated differently, we stop seeing the forest and focus on the trees. Activities are the things we do to execute our strategies.

Territory 109

Territory Growth Customers Product 109

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

Martech

NOVEMBER 15, 2024

Do you know why some visitors engage deeply with every page on your website while others barely make it past the homepage? For marketers, understanding these patterns is key. It’s about creating an engaging site experience — a user-centered journey that drives organic growth. Behavioral analytics provides a clear view of how users interact with your site: where they click, what grabs their attention and what makes them leave.

A/B testing 110

A/B testing Growth UX User Experience 110

Iannarino

NOVEMBER 14, 2024

If you want to retain more of your revenue, profit, and commissions while still taking care of your clients, you need to negotiate effectively.

Negotiate 205

Negotiate Commission B2B Clients 205

SaaStr

NOVEMBER 12, 2024

A lot of SaaS companies have been experimenting with generative AI and LLMs over the last 12-18 months. And increasingly they’re asking, how are companies doing this in production at scale? Are they seeing the kind of ROI that we all feel could be there? As the leader of the Applied AI team at Google Cloud, Duncan Lennox sets out to answer these questions and shares six ways businesses are currently transforming their businesses at scale and with real ROI.

Engineering 113

Engineering Follow-up Networking Price 113

Partners in Excellence

NOVEMBER 12, 2024

When deals stall it’s a sign that something has to change! All of us have experienced stalled deals. It’s frustrating, we’re anxious for the customer to move forward in their buying process. We’re anxious to close the deal! Deals can stall for all sorts of reasons. Customers may lose their sense of urgency. Their attention may have been diverted to other priorities.

Pipeline 110

Pipeline Gaming Closing Meeting 110

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!

Sales

Martech

NOVEMBER 15, 2024

A lot is going on this month. The U.S. elections are finally over, you’re knee-deep in organizing your Thanks/Friendsgiving and you’re executing on your holiday strategy. How you have time to read this is beyond me, but yay you for taking a few minutes to expand your horizons. If you’re feeling overwhelmed with everything, I get it.

Retail 109

Retail Campaign Meeting Start-ups 109

Iannarino

NOVEMBER 12, 2024

In the competitive world of B2B sales, the difference between winning and losing a deal often hinges on the effectiveness of your sales conversation.

Conversion 185

Conversion Consult B2B Sales 185

G2

NOVEMBER 15, 2024

Google AI Overview is revolutionizing search. Discover how to refresh your strategy with promising AI Overview SEO approaches to stay competitive in SERP.

Networking 115

Networking 115

SaaStr

NOVEMBER 12, 2024

So Battery Ventures has a new detailed report on The Open Cloud you can dig into here. There’s a lot of great data in the report, but one analysis helped answered a question I’ve been wondering the past 12-18 months: Are start-up actually more overvalued today than at the peak of Cloud mania in 2021? The answer in my experience is actually Yes.

Start-ups 107

Start-ups Growth B2B Service 107

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!

Customers

Martech

NOVEMBER 13, 2024

Last month, I took my first ride in a Waymo — a fully autonomous trip through the streets of San Francisco. As I stepped out, two other people who had just completed their first ride exchanged amazed looks with me. We shared a mix of awe and disbelief, marveling that a car could navigate city streets entirely on its own. One day, I imagine I’ll feel the same amazement watching a fully autonomous marketing campaign unfold — from inception to optimization — without human intervention.

Pipeline 106

Pipeline Campaign Objectives and Key Results Legal 106

Iannarino

NOVEMBER 13, 2024

Unlock the secrets to consistently winning more deals, earning client trust, and becoming a top-performing sales professional in today’s competitive market.

Clients 147

Clients Closing B2B Trust 147

Salesforce

NOVEMBER 15, 2024

TLDR; We are thrilled to announce that Agentforce for Developers, formerly known as Einstein for Developers , is now generally available! Agentforce for Developers uses the power of Salesforce AI Research’ s proprietary large language models (LLMs), including CodeGen2.5 and our new xGen-Code model. Imagine having an AI assistant embedded right in your IDE, simplifying coding tasks and effortlessly boosting productivity.

X-functional 101

X-functional Launch Trust Represent 101

SaaStr

NOVEMBER 10, 2024

Top SaaStr Posts of the Week: #1. “A Lot of Great Sales Leaders — Just Aren’t Great at Selling Anymore. And Why You Really Need a VP of Sales, and Not a CRO.” #2. The Cloud Bubble Lasted About 18 Months. How Long Will the AI Bubble Last? #3. The Top Marketing Strategies for 2025 Growth with the CMOs of Snowflake, LinkedIn, and Carta #4. 83% Percent of You Haven’t Gotten AI SDRs to Work … Yet #5.

Pitch 109

Pitch Growth Sell Sales 109

Advertisement

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Martech

NOVEMBER 13, 2024

The merger of DemandScience and Terminus, announced on Tuesday, is the latest act of consolidation in the B2B media and lead generation landscape and emphasizes, once again, the importance of data to identifying and engaging B2B buyers. DemandScience, which was founded in 2012, is a data aggregator that helps B2B companies identify and engage with potential buyers.

B2B 106

B2B B2C Lead generation Prospecting 106

Iannarino

NOVEMBER 15, 2024

Navigating client relationships is an art—especially when things go off-course.

Contract 184

Contract Contact Clients Sales 184

Salesforce

NOVEMBER 11, 2024

Owning a small or medium-sized business (SMB) is no small feat. But the right technology, like an artificial intelligence (AI) assistant, or agent, for small business, can make a world of difference. Imagine having a digital partner that keeps your tasks on track, boosts your customer service, and makes daily operations smoother. Over 58% of SMBs already use AI to streamline their operations and deliver more personalized customer experiences.

Real Estate 105

Real Estate CRM Hospitality Retail 105

SaaStr

NOVEMBER 13, 2024

So who’s doing well in SaaS today? Well, one of those hero companies is Samsara. Few companies have achieved the level of impact and growth as Samsara. Powered by the overall strength of the U.S. economy, by shipping, by trucking, by industrial applications, and more … there’s no downturn at Samsara. It’s currently at $1.26B in ARR and growing 36%!

Drivers/motivators 106

Drivers/motivators Electricity Growth Engineering 106

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.

User Experience

Martech

NOVEMBER 14, 2024

Remember when your martech stack was manageable — maybe just one CRM platform paired with an email automation tool? Fast forward to today and your SaaS expenses ballooned. What began as a focused investment in digital efficiency expanded into a maze of overlapping tools and monthly charges that are difficult to track and justify. This trend mirrors what happened in consumer markets.

Customers 105

Customers Commission Trust Promote 105

G2

NOVEMBER 13, 2024

Learn about Google Knowledge Panel, how to set it up, and optimize it to boost brand visibility. Follow our step-by-step guide to claim yours on Google.

Follow-up 111

Follow-up 111

Sales Hacker

NOVEMBER 15, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

GTM 97

GTM Cold Call Strategic partnership Follow-up 97

SaaStr

NOVEMBER 13, 2024

So the latest SaaS leader to cross $1B ARR is Klaviyo. Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. It was the only SaaS IPO on 2023. The only one! And at almost $1B ARR, it’s still growing a stunning 34% (!). In the words of founder CEO Andrew Bialecki: “There’s no downturn at Klaviyo.” 5 Interesting Learnings: #1. 110% NRR from 157,000 SMBs Yes, it can be done, 110% NRR from SMBs.

Cross-sell 105

Cross-sell Growth Price Up-sell 105

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.

Sales