AI FYI: How the Technology Is Impacting B2B Sales and Marketing If you’ve got a handle on how to incorporate artificial intelligence into your sales and marketing efforts, you’re doing better than most. Many of those who have poked extensively under the hood of the emerging technology say that incorporating it into B2B practices will be a process that could take years. That doesn’t mean you shouldn’t pay attention now and even begin to introduce AI-driven tools into your go-to-market strategies. Our latest Focus Report explores how to maximize the capabilities of AI in marketing and sales while remaining conscious of potential problems AI can create. How is AI impacting hiring decisions? Why do six out of 10 marketers using AI confess to experiencing minimal impact on their marketing efficiency and effectiveness thus far? Is there a roadmap for incorporating AI into B2B sales and marketing processes?

It’s 2024 - Are You Comfortable with Your Technology Prowess? CRM, CMS, AI… The acronyms alone that are attached to the technology tools used in B2B sales and marketing are enough to make your head spin. The latest Focus Report from Sales & Marketing Management looks at developments in key areas of tech usage, including marketing technology (martech) trends, technology for training and cloud-based content management solutions (CMS). Staying on top of sales and marketing technology trends is essential to remain competitive in today’s B2B sales environment. We stay connected with the experts whose job it is to monitor these trends. Our Focus Report, "Tuning In and Turning On: Maximizing Technology in an Ever-Changing B2B Sales World," is part of this ongoing effort.

Google, Microsoft, and Yahoo forced marketers and business owners to change their B2B email strategies on February 1. On that date, new guidelines went into effect that directly impact content and deliverability.   

But wait .... can we talk about this tomorrow? We've all done it, waited until the last minute, and then we are stressed. The deadline looms, and it's all we can think about - how this issue (that we set up) will ruin our day or week.

In a world brimming with data, are you truly leveraging its full potential? This webinar peels back layers of the data landscape of companies, examining how today's trends in customer analysis may be just the tip of the iceberg for what is possible.  

30-year management coach, Ryan Dohrn, will explore what "truly" motivates your team. These insights will guide and inspire your thoughts on everything from fixing those that are underperforming to compensation to leading the unleadable.  

In 1965, the Beatles released a hit song, "Try to See It My Way... Think of what you're saying… Think of what I’m saying… We can work it out," an overnight sensation with an optimistic message. But on the job, "working it out" requires more than optimism. It demands time, effort, and know-how. That’s why books like Bullies at Work, Difficult People 101, and How to Work with Jerks are so popular. As a matter of fact, employees in the U.S. spend almost three hours per week involved in conflict, and all told, conflict can consume up to 40% of a manager’s time. And contrary to what you might expect, working in remote and hybrid environments doesn’t help at all.   

Do you sell virtually? Do you have challenges? Do you want to sell 20% more?

The pundits predict a slowing economy in 2024. What does that mean for you and your sales team? Are you concerned about how to lead your team to success?  

Facing economic challenges and a potential global recession, the traditional sales approach has been disrupted by the long tail of the pandemic-induced shift to virtual interactions. The widespread acceptance of ‘modern sales" has diminished face-to-face contact, lowering barriers for competitors. This poses a threat to strategic key accounts, making them more vulnerable to competition.  

You know the old saying - great leaders are made, not born. But not all leaders are the same. Our research has found that leaders typically fall into one of three types. The first leader, known as the Pleaser wants consensus. The second type, known as the General values compliance. But the 3rd leader, known as the Creator, is different. They create clarity around what matters most. What type of leader is your organization developing? Meet the 3rd Leader. Learn more in this white paper.

Download this special report loaded with additional findings from the study. Plus, you'll get insider tips for executive leaders and middle managers.  

Immerse yourself in an empowering session with Dale Carnegie’s CEO, Joe Hart. Drawing from the pivotal lessons of his Wall Street Journal Bestselling book, Take Command, Joe shares how you can confidently step up to lead, elevate your career, and master your life. Dive into time-proven principles, invaluable leadership tenets, and transformative narratives from leaders around the globe. Uncover a blueprint to accelerate your career trajectory and be more fulfilled.  

How are YOU handling the 'new normal'? No, not your employees.  No, not your organization.  HOW ARE YOU DOING?  

Achieving your 2024 revenue goals won’t be easy. Business owners grew reluctant to spend money in late 2023. That hesitancy will carry over into 2024, especially if any economic indicators worsen.  

Click below to download this workbook for Bob Kelleher's  60-minute interactive webinar, 7 Tools to Unlock The Engagement of Your Team" where you'll learn the secrets to becoming a more engaged, motivated, and productive person, employee, and if applicable, manager, in this captivating and self-reflective session of self-discovery.  Bob will help managers, execs and leaders learn: How to coach employees to booster their personal engagement How to use polling exercises to get at the ‘undiscussables’ with your team  How to get your employees to go ‘above and beyond’ If you missed the live session, use this workbook in tandem with the On Demand webinar, available after 1/25/24.  Better yet, click here to register and join us for the live session on 1/25.

Are You Part of the 74% of Team Leaders Struggling to Motivate Their Team? Credibility is the linchpin of trust, both within and beyond your organization. Yet a mere 26% of Americans perceive CEOs as credible in their words and actions. According to SalesFuel's 2023 State of Credibility in America study, there is a compelling link between leadership credibility and workforce motivation.

Have you ever noticed a gap between what people say they will do and what they actually do after you talk to them? Lack of action and follow-through have negative consequences for the customer journey and business outcomes.  

Sales kickoffs are a great opportunity to inspire teams, build connections, and align on business objectives. SKOs are basically one big learning event: they’re about equipping your sales people with the tools and knowledge they need to be successful and deliver their targets for the coming year.  

Sales reps and teams can achieve their highest level of success if they learn to sell like Rock Stars. Rock Stars succeed because they dream big, set high goals, leverage talents, promote continuously and more.  

Direct 1-on-1 outreach for customers works but it’s very time consuming and not everyone is ready to buy now. What about the people that would make great customers but aren’t ready? If you don’t create an ongoing relationship, you’ll lose them.  

Cold call anxiety stops your reps from prospecting. It’s a real fear that no bonus or commission will overcome. You need to rethink your prospecting strategy. How? Email marketing sequences. Integrating marketing email campaigns into your prospecting process helps novice and seasoned sales reps get more appointments. Cold call anxiety disappears, and new business opportunities arise. Join us live for this SMM webinar where Revenue Generation Authority and author, Kendra Lee will show you how to leverage the power email marketing campaigns as a sales strategy.

"The person doing the talking is often the person doing the learning." - Jen York-Barr In today's rapidly evolving world of remote learning and virtual training, engaging participants and ensuring they actively absorb the material can be overwhelming. In this workshop we’ll discover the immense potential of participant interaction in virtual training sessions, and how encouraging active engagement can significantly enhance the learning experience.

Sales coaching has to be in alignment with your sales approach or your sales delivery model. Often the two can be exclusive from one another and therein lies a wonderful opportunity.