Cerebral Selling

DECEMBER 2, 2022

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. The role of culture is especially critical as leaders try to navigate adverse and uncertain times like those we’ve experienced in the past few years. What do you think we should do, David?”, I could see his internal conflict.

Growth 130

Growth Teamwork Sales Meeting 130

ClickFunnels

JANUARY 31, 2022

If you are an entrepreneur, a small business owner, or an influencer, you know the struggle of managing your business through your page, blog, channel, or any other platform. But the question is, who can you trust when it comes to sustaining your business? So, who will you trust when it comes to that?

Trust 246

Trust Follow-up Presentation Service 246

ClickFunnels

DECEMBER 25, 2022

You know how to talk to your target market, build trust, and convince the right people to work with you. The one where people are visiting your website or landing page to learn about who you are, what you do, and whether or not they should even get on a call with you? But what about the step before that? For instance… Why you?

Niche 130

Niche Clients Up-sell Follow-up 130

Search Engine Land

FEBRUARY 6, 2024

When you can get the clientele you want through marketing, great service and a great product, you can market, create demand and control the volume with pricing. Our single-minded focus is what has allowed us to become the industry leaders. Be the clearest message out there for people looking for you. Imagine a radio signal.

Clients 123

Clients Strategic planning Trust Niche 123

Martech

APRIL 10, 2024

It’s a scene from a bygone era when companies could woo clients with flashy presentations and empty promises. I’ve sat through countless demos, each promising the moon and the stars, only to feel underwhelmed when it’s over. But those days are over. I’ve been there, in the trenches of corporate procurement.

Pitch 105

Pitch Product Electricity Healthcare 105

Cerebral Selling

OCTOBER 30, 2022

I was thirty-six years old when I got the news, which, similar to many people, came out of nowhere. One of the hardest parts of my cancer journey was telling people. The people closest to me knew and everyone was supportive. However, despite my secrecy, there were people I opened up to immediately about my experience.

Quota 213

Quota Intrinsic Sales Negotiate 213

Partners in Excellence

JUNE 29, 2023

He and I had to stop today’s conversation at two and a half hours–not because we were finished, but because we both had to run to other meetings. We shared different projects we each were working on, discussed management and leadership issues. Some I remember only because they were horrible. So thank you, Lahat!

Start-ups 68

Start-ups Conversion Meeting Growth 68

Partners in Excellence

JULY 21, 2023

Do we leverage thought leaders and influencers? I may have my numbers wrong, but I think the initial numbers were somewhere in the 40% range. Customers struggle with buying and need help! If they can get it done working with sales people, they will do it. Is in webcasts? Do we personalize or not?

Prospecting 75

Prospecting Customers Cold Call Commission 75

Martech

MARCH 28, 2024

Where available, we’ve linked vendor mentions in this article to video examples of the AI capabilities built into their tools. Is your marketing team tired of hearing about AI? To some extent, we all are. It’s part of the hype cycle of any new technology. Marketing teams now find themselves surrounded by AI. It’s coming from every direction.

CRM 124

CRM Technology Technology Campaign 124

SaaStr

DECEMBER 27, 2023

A Lesson Learned: Focus On Messaging When You Have Multiple Use Cases One of the hardest things Docebo had to figure out over time and still struggles with today is being efficient and good at marketing an Enterprise platform with multiple use cases and buyer personas. The image above is a glance at Docebo today.

Real Estate 77

Real Estate Contract Start-ups Growth 77

Martech

DECEMBER 28, 2023

With an AI-here and an AI-there, where is my AI, here is my AI, everywhere is AI. A common refrain from thought leaders is that marketers need to get up to speed on AI as quickly as possible and that it’s not going to be a differentiator for your marketing department, but instead, table stakes. And in that job, is a CEO, AI-AI-O.

Government 101

Government Technology Technology Start-ups 101

Veloxy

AUGUST 11, 2022

As a sales leader, you need more than a Top 50 sales software to improve user adoption of Salesforce. When your executives are excited about the promises of Salesforce, they’ll take personal responsibility to improve morale and enthusiasm around the platform. Why it works: We live in a society that balances leaders and followers.

Contact 189

Contact Quota Engineering Follow-up 189

SaaStr

JANUARY 5, 2024

For Sam, when he was originally building outbound sales at Brex, they were focused on not purchasing a sequencing tool or system that provides contact information and then blasting that ICP. They put up a bunch of billboards throughout San Francisco and targeted people in those areas.

Quota 95

Quota Commission Networking Drivers/motivators 95

Sales Hacker

OCTOBER 4, 2022

Why business leaders need to do more than “try hard enough” [19:15]. Revenue leaders trust Mindtickle to identify and drive winning sales rep behaviors so you can beat quota every quarter. Join us for an eye-opening conversation about delivering high-quality employee experiences. What You’ll Learn. Show Agenda and Timestamps.

Clients 82

Clients Hospitality Entertainment GTM 82

Martech

OCTOBER 5, 2022

This four-part series presents a framework that describes the roles and responsibilities of marketing operations leaders. This part discusses MOps leaders as psychologists, in addition to their roles as modernizers (see part 1 ) and orchestrators (see part 2 ). We were dependent on aggregated data.

Healthcare 95

Healthcare Legal Retail Engineering 95

Martech

MAY 5, 2023

Marketing leaders must think about how to future-proof their teams and keep up with whatever comes their way. It originated in World War II when the British government used it as a motivational message to help citizens survive horrific situations. Most airlines started to lay off people left and right. Marketing is never dull.

Electricity 104

Electricity Government Entertainment Technology 104

Hubspot

SEPTEMBER 6, 2023

Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." As their agency started to grow, they struggled to keep up with the project management side of things. In the early stages, our founders were doing it all. What’s the backstory?

Teamwork 72

Teamwork Up-sell Sales Strategize 72

Martech

OCTOBER 28, 2022

Tasked with a new campaign, the digital marketing lead faces questions on how to create, target and execute digital advertising: When do you launch a digital campaign? Consumer behaviors and demands for privacy are forcing brands to adapt how they reach and best serve people’s needs. Employees can help define the company vision.

E-commerce 137

E-commerce Campaign Launch Advertising/ Marketing 137

Martech

AUGUST 30, 2023

We didn’t resolve all the issues but started to make tangible progress on all the decisions bugging leaders when they could no longer see the staff physically working in front of them. Many leaders feel like they are in an old cowboy movie, stuck in a standoff with their team. Does remote actually work?

Strategize 94

Strategize Meeting Start-ups Contact 94

SaaStr

JUNE 30, 2023

When change is happening, even “negative” change, there’s always opportunity in it, says Bill Magnuson, Co-Founder and CEO of Braze. But how do you find that opportunity when there’s a lot of pressure from venture and the market? Those companies will have a headstart on the competition when the market arrives.

Objectives and Key Results 75

Objectives and Key Results Finance Gaming Growth 75

Hubspot

NOVEMBER 28, 2023

Read on and learn from people already in the field. Some people won’t easily part with their hard-earned cash for your product or service. When there’s more budget, perhaps the prospect will return. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Real Estate 70

Real Estate Negotiate Price Territory 70

Partners in Excellence

JANUARY 28, 2023

It is specific to issues that companies in your industry face, it is specific to the issues people in your role (in your industry) face. And the email started with: Two years ago, the issues most critical to people like you in [name an industry] were these…… And the letter went on to talk about how the sender could help.

Manufacturing 62

Manufacturing Hospitality Retail Technology 62

Heinz Marketing

APRIL 25, 2023

By Tom Swanson , Engagement Manager at Heinz Marketing Across every client, every company, and every team, there is a constant struggle between complexity and simplicity. It burns out your people, turns your tools into expensive paperweights, and is a torpedo for otherwise great strategy. This is all easy cause-and-effect.

X-functional 104

X-functional Strategize Growth Clients 104

Outreach

JULY 13, 2020

Who knew when I wrote my first article about selling in a COVID-19 world that we’d still be struggling to settle into the rules and routines of social distancing? Without getting into politics, we don’t know how or when this all will end. Until, unfortunately, March 2020, when outside sales conversations came to an abrupt halt.

Sales 95

Sales Up-sell Strategize Outside Sales 95

SaaStr

AUGUST 12, 2022

What will you do differently to succeed, if you were to start again? I’ve done this, and it worked out OK, but not even close to as well as when we were all on the same page. The “Desperation VP” is a key position you have to fill, but have struggled for months and months and don’t have any more strong candidates.

Gaming 99

Gaming Start-ups Up-sell Growth 99

Partners in Excellence

JUNE 11, 2020

I’m always stunned by the number of sales people and leaders that don’t know their numbers. Sadly, most managers just pay attention to those numbers and when they aren’t being achieved their universal strategy for addressing that problem is to “do more.” But what are the things that drive results?

Pipeline 111

Pipeline Start-ups Quota Prospecting 111

Salesforce

OCTOBER 6, 2021

At the SMB Main Show at Dreamforce this year , I had the pleasure of hearing how leaders at high-growth companies Canva, Headspace, and Torani transformed their operations and strategies to find success in an all-digital world. See these business leaders share their high-growth tactics at Dreamforce and get actionable takeaways today!

Growth 98

Growth Niche Manufacturing Retail 98

Martech

MARCH 31, 2022

You finished your best singing-in-the-shower rendition of Ed Sheeran’s “Shivers” when BAM! Where your technology expenditures top marketing budgets, ensuring your marketing ops is a fulfiller of dreams has never been more important. You just applied a dose of shampoo to your hair. Temper the reality distortion field.

Appointment 107

Appointment Government Strategize Engineering 107

SaaStr

APRIL 2, 2023

While I struggled to produce 10 things I got right in a decade, the list of mistakes flowed much easier. hits, in no particular order: Mistake: Not holding my leaders to the highest standard One of our company values is the Golden Rule—treat people the way you’d want to be treated. I walk them through this when I hire them.

X-functional 102

X-functional Clients Growth Start-ups 102

Spiro Technologies

JANUARY 3, 2024

Transcript Adam Honig: I think it’s a challenge that a lot of companies face, especially when you do a really good job in one thing. People just don’t think of you because they’re in that kind of mental space that’s blocked out. You get identified as, oh, you’re the best maker of this. Excited to be here.

Process 59

Process Hospitality Manufacturing Sales 59

Sales Hacker

JUNE 24, 2022

Instead, they de-prioritize the people who aren’t helping them get their job done in that moment. Instead, they de-prioritize the people who aren’t helping them get their job done in that moment. Instead, they de-prioritize the people who aren’t helping them get their job done in that moment. ” bumps.

Follow-up 90

Follow-up Strategize Pipeline Contract 90

Salesforce

JANUARY 14, 2022

is one of the most recognized and celebrated civil rights leaders. Yet, despite King’s trailblazing work, many will choose to honor him with a romanticized version of the leader — doing a disservice to his legacy and to our world, which is still in need of much change. Commit yourself to the noble struggle for equal rights.

Education 98

Education Promote Conversion Presentation 98

Search Engine Land

OCTOBER 28, 2022

Tasked with a new campaign, the digital marketing lead faces questions on how to create, target and execute digital advertising: When do you launch a digital campaign? Consumer behaviors and demands for privacy are forcing brands to adapt how they reach and best serve people’s needs. Employees can help define the company vision.

E-commerce 102

E-commerce Campaign Launch Advertising/ Marketing 102

Salesforce

AUGUST 17, 2022

As Covid moves squarely into an endemic phase and people continue to quit their jobs in record numbers, the conversation around working from home persists. When employees work in a culture that prioritizes human connection and empowers them to integrate life and work in a way that is meaningful for them, the outcome is enhanced wellbeing.”.

Real Estate 98

Real Estate Appointment Start-ups Price 98

Martech

AUGUST 23, 2021

As Apoorv Durga from The Real Story tells us, in a sweeping feature about personalization (some of which you’ll find below): “Personalization works best when you have ready access to authoritative customer data.” Where should personalization reside in your stack? Good morning, Marketers, does your data have a destination?

Engineering 115

Engineering Represent CRM Launch 115

Hubspot

MARCH 7, 2023

But identifying individual tech solutions doesn't enable you to look at the full picture of your business processes, so instead, she urges teams to look at all business capabilities across the go-to-market lifecycle, and then try to plug-in where there are strengths and weaknesses. Instead, we need to understand the full process.

SQL 66

SQL GTM Pipeline Technology 66

SalesLoft

AUGUST 22, 2022

We all know that we’re only as good as the people we have and how our teams perform. Too often what could be a powerful, individualized conversation ends up being generic training or a discussion about how many calls were made. As a result, it’s no surprise that managers struggle to retain the best sales talent and book more revenue.

Cross-sell 97

Cross-sell Construction Trust Sales 97