Force Management
NOVEMBER 10, 2022
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
Iannarino
NOVEMBER 14, 2022
First impressions are everything.
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Anthony Cole Training
NOVEMBER 22, 2022
Thou shalt always remember to ask questions and listen. This commandment is critical if you truly want to be a great salesperson. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #7 now!
Membrain
NOVEMBER 9, 2022
Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data and how to supercharge your sales strategy.
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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.
Spiro Technologies
NOVEMBER 17, 2022
Sales is, at its core, about making people happy. A happy prospect is more likely to buy from you, and a happy customer is more likely to refer you to friends and family. But far too often, salespeople focus so much on convincing people to buy, that they forget they should also aim to make people happy. While human interactions are complex, you shouldn’t necessarily overthink the seller – prospect relationship.
ClickFunnels
NOVEMBER 22, 2022
The post ClickFunnels 2.0 Against The World: Feature Comparisons appeared first on ClickFunnels. ClickFunnels 2.0 is robust, far-reaching software. Where other software offers niche-specific services — email marketing, CRMs, website builders, etc. — ClickFunnels now includes everything an entrepreneur needs to build an online business…. … all for a single monthly subscription.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
NOVEMBER 2, 2022
Much objection-handling training is old and outdated. It was created and developed long ago for the way people used to buy and sell. The strategies and tactics were designed to "handle" or "overcome" a contact’s objections. These legacy strategies and training were not created for our current ACDC environment (one of accelerating, constant, disruptive change).
Anthony Cole Training
NOVEMBER 11, 2022
Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!
Partners in Excellence
NOVEMBER 14, 2022
For the past several years, news gets tougher and tougher. First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges.
SaaStr
NOVEMBER 1, 2022
Bessemer Venture Partners had added a nice newsletter, Parting the Clouds , that’s very metrics dense. A few stuck out this week as helpful ways to summarize just what’s happening with SaaS public companies. Two big take-aways from this week: 53% of the BVP Cloud Index is trading under 6x ARR , representing 40 companies. The top tier of public Cloud companies is trading at 12x ARR, but they are growing 50%+ at $500m+ in ARR, with importantly, 15%+ Free Cash Flow margins.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
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.
RAIN Group
NOVEMBER 9, 2022
Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.
Veloxy
NOVEMBER 29, 2022
Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. It’s a fundamental process in field sales because customers are looking for face-to-face consultations and conversations with their vendors. This is especially true after a hiatus of sorts during Covid. Thankfully, we found that 62% of field sales reps are optimistic about an increase in field engagement and the recovery of business travel in 2023.
Iannarino
NOVEMBER 1, 2022
The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate for outside sales professionals is commonly identified as 40 percent. Other statistics suggest all salespeople combined have a close rate of less than 20 percent. I am unaware of any international governing body requiring all sales organizations to upload a file with their wins and losses to include in their annual “State of Sales” report.
Anthony Cole Training
NOVEMBER 17, 2022
Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!
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!
Partners in Excellence
NOVEMBER 18, 2022
Selling is about creating value… Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers need… To most sellers, it’s fitting the customer’s budget and winning because we might have a few more features than the alternatives, or are cheaper. The customer is very knowledgeable, they know what they need and want, our goal is to get them to choose us.
SaaStr
NOVEMBER 15, 2022
“So we're seeing some slowdown in certain sectors and, frankly, acceleration in others, things like low-code, no-code environments, productivity, cybersecurity to protect the enterprise …. So am I seeing a broad slowdown across our platform? No. Are we seeing some pockets? Yes.”. — Jason Be Kind Lemkin ? (@jasonlk) November 8, 2022. So those of us who know Vista Equity Partners (and many of you may not) think of it as one of the largest Private Equity firms buying SaaS companies.
Membrain
NOVEMBER 30, 2022
Every year, sales technology usage (and spend) goes up. And every year, sales performance heads the other direction.
Veloxy
NOVEMBER 16, 2022
How do you instantly tell the difference between a good cold email template and a bad one? Look at who wrote the cold email and their average response rates. Depending on your company, cold email writing is commonly shared between sales reps and marketing. According to Campaign Monitor, a good response rate should be 10%. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 million cold emails.
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!
Iannarino
NOVEMBER 6, 2022
Can you really conduct valuable sales training virtually?
Anthony Cole Training
NOVEMBER 3, 2022
Get out of the cold-calling business! Share this video with your people who might struggle with getting introductions. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into Commandment #3!
Partners in Excellence
NOVEMBER 28, 2022
We spend lots of time and money focusing on onboarding new sellers. We provide training, tools, content to reduce their ramp time. Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!
SaaStr
NOVEMBER 3, 2022
My summary of Venture Markets in Nov 2022: Series B and later even worse than looks in data: 85%+ of investing here has simply ceased. Seed and Early Series A: Deals take longer but off about 40%. Some have slowed down but most vets don't care too much about today's macros. — Jason Be Kind Lemkin (@jasonlk) November 2, 2022. So we’ve talked about it often here at SaaStr, but things are just so … odd right now in SaaS.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
The 5% Institute
NOVEMBER 13, 2022
Qualifying a lead in sales conversations is one of the most important tasks of the sales process. The reason qualifying a lead in sales conversations is so crucial, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying a lead in sales conversations, how to do so, as well as a list of qualifying sales leads questions to help you with the task.
Veloxy
NOVEMBER 15, 2022
Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. It doesn’t have to. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. However, just 17% of marketers have mature ABM strategies in place, thus presenting your business with a wonderful opportunity to gain an advantage over the competit
Iannarino
NOVEMBER 28, 2022
There are people who believe management and leadership are the same, but this is not true.
Anthony Cole Training
NOVEMBER 3, 2022
SMA stands for Severe Mental Anguish. Is this something that your salespeople are uncovering in their prospects? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #4 now!
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Partners in Excellence
NOVEMBER 3, 2022
Recently, I had a fascinating conversation with a client. We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer? How can we enable them to contribute at higher levels?
SaaStr
NOVEMBER 5, 2022
Dear SaaStr: What Are Some Signs a StartUp Team is Going to Underperform or Overperform? Let me take a stab at signs a team will be underperforming. Outperforming is both seemingly obvious (strong team, strong market, proven ability to create products people want to use/buy) and also nebulous. But here are 5 factors in my experience that clearly demonstrate future underperformance even in seemly strong teams: All “Start-up Folks” This one may seem counterintuitive, but especially in
Martech
NOVEMBER 17, 2022
We’re wrapping up our series on getting started with Google Analytics 4, with a Q&A with Russ Ketchum, director of Google Analytics. Here he talks about migrating from Universal Analytics and shares some GA4 power user moves. MarTech: What is the most important thing to know about migrating from UA to GA4? Russ Ketchum: GA4 is truly different from Universal Analytics at its core — and that’s intentional.
The 5% Institute
NOVEMBER 8, 2022
Sales as a beginner can be daunting at times, which is why we’ve created this list of selling tips for beginners. In this article, we’ll be looking at eight selling tips for beginners to help you win more sales and serve more people, in a consultative and non-pushy way. Selling Tips For Beginners – 8 x To Win More Sales. Selling Tips For Beginners #1 – Have A Road Map.
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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
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