Anthony Cole Training

NOVEMBER 19, 2020

Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo.

Sales 295

Sales 295

Engage Selling

NOVEMBER 20, 2020

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Sales 171

Sales Sell 171

Membrain

NOVEMBER 22, 2020

The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.

Sales 169

Sales 169

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Be sure to read that, to understand the thinking and rationale. Let’s first understand the basics of project management. Project management is basically a work plan/process that enables us to accomplish our objectives in a disciplined, effective, and efficient manner.

Manufacturing 165

Manufacturing Launch Sales Process 165

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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.

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Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.

Up-sell 153

Up-sell Sell Strategize B2B 153

Understanding the Sales Force

NOVEMBER 17, 2020

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today's article, we'll discuss the next set of steps you should take so that selling over video can be as effective as possible.

Sell 145

Sell Sales 145

SaaStr

NOVEMBER 19, 2020

IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link]. — Jason BeKind Lemkin (@jasonlk) July 21, 2019. The other day I was meeting with a great CEO who had raised a modest seed round. Enough to invest, but not enough to go crazy with. He’d found several good First VP candidates, in particular, a strong first head of marketing and a strong first head of product.

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Quota Engineering Growth Start-ups 145

Membrain

NOVEMBER 29, 2020

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.

B2B 165

B2B Sales Pipeline 165

The 5% Institute

NOVEMBER 25, 2020

Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. But what exactly is sales professionalism? And what ingredients are needed to carry and present yourself as a true sales professional? In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients.

Objectives and Key Results 145

Objectives and Key Results Repeat business Sales Clients 145

Force Management

NOVEMBER 19, 2020

The way you launch and implement a new sales methodology is critical to its success. In fact, it may be even more important than the methodology you choose to adopt in the first place. That’s the findings from the latest study from MetaCX. Researchers surveyed 400 revenue leaders within B2B SaaS companies on sales methodology trends. Not surprisingly, the research shows that application powers success.

B2B 140

B2B Launch Sales 140

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

ConversionXL

NOVEMBER 10, 2020

I recently faced a familiar scenario: My team wanted to buy a new SaaS tool, so my boss asked me how much budget to request. I had no idea about pricing, so I Googled around and asked for pricing tiers from several vendors in the space. Unfortunately, I received a handful of all too common, unhelpful responses. “Let’s jump on a call for a demo and maybe we can talk about pricing at the end.

Strategize 139

Strategize Teamwork Education Follow-up 139

Anthony Cole Training

NOVEMBER 12, 2020

H. Personal Goal Setting from Anthony Cole Training on Vimeo.

Sales 294

Sales 294

SaaStr

NOVEMBER 18, 2020

Second-timers know the playbook and can execute against it faster. But often times, they also have a bit of healthy skepticism, a bit of baggage, from the last time. First-timers often know very little, but are baggage free. That can be very powerful. I’ve had a chance to watch a whole cohort of SaaS first-time founders go from $1m to $10m ARR in 5 quarters or less (more on that here ) and just been awestruck by how much better than me they are as founders, and how much better they̵

Quota 145

Quota UX Price Inside sales 145

Membrain

NOVEMBER 11, 2020

When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.

CRM 164

CRM Education Launch Customers 164

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

The 5% Institute

NOVEMBER 24, 2020

Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is an intent statement – also known as a pre-frame. An intent statement is a game changer. It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections.

Objectives and Key Results 145

Objectives and Key Results Sales Trust Presentation 145

Partners in Excellence

NOVEMBER 25, 2020

My life seems to be spent in one meeting after another. Reviews of all types, planning sessions, problem solving sessions, training—you name it, I go from meeting to meeting. In most of those meetings, we are trying to address some issue–how to win a deal, how to address performance issues, how to address organizational/structural issues, how to address new opportunities or problems.

Construction 136

Construction Meeting Follow-up Customers 136

Heinz Marketing

NOVEMBER 3, 2020

By Maria Geokezas , VP of Client Services at Heinz Marketing. Managing a marketing team can be difficult. It can also be the most rewarding aspect of your job. When you search for marketing management you get all sorts of information about what marketers do – the theories, tools, and frameworks used that make up the field of marketing. It’s a lot more difficult to find information about leading a marketing team.

Promote 139

Promote Drivers/motivators Campaign Clients 139

RAIN Group

NOVEMBER 24, 2020

The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.

Sports 137

Sports Gaming Up-sell Meeting 137

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

SaaStr

NOVEMBER 21, 2020

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. What a great VP of marketing really does (tons on that here ). When to hire her (more here ). How to manage customer success. How to hire a great VP of product.

Engineering 140

Engineering Pipeline Inside sales Growth 140

Membrain

NOVEMBER 1, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 163

Sales Presentation 163

The 5% Institute

NOVEMBER 18, 2020

Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. What Is Warm Calling? So, what is warm calling exactly? Put simply; warm calling is a call to a prospective client when they already know you exist, and you’ve already made contact with them in some way.

Cold Call 145

Cold Call Objectives and Key Results Pitch Trust 145

Partners in Excellence

NOVEMBER 29, 2020

I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. We develop scripts and templates, that help us leverage those practices and experiences that have worked, minimizing those that don’t work.

Manufacturing 130

Manufacturing Finance Engineering Process 130

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Follow-up

Heinz Marketing

NOVEMBER 22, 2020

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. If you’re running an account-based marketing initiative in your organization but not using an account engagement tool, you’re missing out. 6sense is one of the best in the biz—their Account Engagement platform has the power to elevate any sales team, showing them exactly which companies are in the consideration and decision phases of their buying cycle. .

Follow-up 139

Follow-up CRM B2B Contact 139

Understanding the Sales Force

NOVEMBER 16, 2020

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely. I'm on a Mac so I open up the activity monitor to determine if a program or programs are using too much memory or utilizing too much CPU. If that's the case, I force quit those programs and if that doesn't work, I restart the device.

Sales 131

Sales Closing 131

SaaStr

NOVEMBER 25, 2020

A few years back at SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here ) and Peter Gassner of Veeva (transcript here ). Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. Veeva sells eight figure deals to a very small number of very sophisticated customers, while Twilio has a huge long tail and starts at $0.0085 a minute.

Product 140

Product Drivers/motivators CRM Launch 140

Membrain

NOVEMBER 18, 2020

Everybody knows that great customer service is key to retaining and growing accounts, right? As an industry, we believe this so strongly that we invest countless hours and boundless resources into developing customer success teams whose sole job is to ensure that clients are so happy that they continue to buy and increase spending.

Service 153

Service Growth Clients Customers 153

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

Retail

The 5% Institute

NOVEMBER 13, 2020

In this article, we’ll explore eight tips to help you on your way towards sales mastery; which are used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Sales 145

Sales Presentation Clients Follow-up 145

ConversionXL

NOVEMBER 25, 2020

YouTube continues to be one of the best places to see organic growth, and the barrier to entry can be an advantage for companies and brands willing to put in the work. Whereas a blog post needs just a computer to type, a video requires an understanding of lighting, audio, storytelling, editing, and community building. So, if you’re willing to fight through the learning curve and are patient enough to suffer through low viewership, you can generate significant exposure.

CTR 129

CTR Entertainment Click Through Rate Education 129

Heinz Marketing

NOVEMBER 10, 2020

Guest post by Caroline Tien-Spalding CMO at Aptology. As of this writing, there are over 211,000 jobs on Indeed in the category of “product marketing.” On the flip side, there are only 19,000 jobs under the “demand generation” category. How can it be that the need for marketing a product can be so much higher than pipeline creation and lead gen? . The answer is surprisingly (and sadly) simple: Companies are building products and trying to fit them into a marketplace that never asked for that sol

Product 139

Product Launch B2B Pipeline 139

Partners in Excellence

NOVEMBER 22, 2020

On a recent post, someone commented, “This is not a new concept… ” He was absolutely right, I had traced an origin of an idea back to the 1950-60’s, so it is an idea that is at least 60-70 years old. I suspect if one read some philosophers or scientists, the idea might be traced back centuries (to satisfy your curiosity, it was my post on the 5 Why’s.).

Technique 126

Technique Sports Consult Sell 126

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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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