Anthony Cole Training
MAY 12, 2020
In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
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Membrain
MAY 20, 2020
There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.
Partners in Excellence
MAY 18, 2020
I’m about 10 weeks into my own Covid 19 lockdown. I have to admit to some Zoom weariness, impatience with not jumping on a plane and meeting with clients face to face, even a nice dinner at a restaurant with friends. But we will continue with some version of the lockdown for some time. It’s been an interesting time. Many look forward to things getting back to normal, to the way they were Before Covid (BC) As I reflect on the past several months, there’s a lot I/we have learned
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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.
ConversionXL
MAY 27, 2020
There are only a few things I love as much as link building. . Owning a new pair of high-end shoes has to be one of those. Damn, I’ll admit—I even have a tradition of treating myself with a beautiful new pair after a successful business trip or client acquisition. As a result, my closet is full of shoes that I’ve bought and worn only once. Above, you can see one of my fav pairs of those red-soled shoes (you got the brand, right?
RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
Membrain
MAY 27, 2020
So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.
Force Management
MAY 18, 2020
When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.
Heinz Marketing
MAY 20, 2020
By Maria Geokezas , VP of Client Relations at Heinz Marketing. Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the midst of the pandemic, with the economy struggling and businesses feeling the pressure to keep selling, empathy has become the star of the s
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.
RAIN Group
MAY 20, 2020
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.
SaaStr
MAY 16, 2020
A very curious thing has happened during this very sad and stressful time: the Era of the SaaS Decacorn has firmly arrived.? @Wix ? market cap is now over $10 billion. Amazing! ? @BessemerVP ? pic.twitter.com/giUuRFJS5A. — Amit Karp (@amitkarp) May 15, 2020. When I started as a SaaS CEO, there was only one SaaS unicorn: Salesforce. Its market cap at the time was $2.6 billion.
A Sales Guy
MAY 3, 2020
A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale.
Membrain
MAY 13, 2020
When talking with one of our sales training partners recently, we were asked for content to help salespeople understand “what’s in it for them.”.
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!
G2
MAY 14, 2020
There's a lot of anticipation and expectation in business around the role of artificial intelligence (AI) and the cybersecurity benefits we can expect to gain from our diversified integrations.
Heinz Marketing
MAY 12, 2020
By Andrea Grodnitzky , CMO at Richardson. Recent global events have accelerated the use of video-conferencing technology to conduct virtual meetings with customers. Though global circumstances have precipitated this sweeping change, it is likely that virtual selling skills will become an established and ongoing practice, even when the normal economic cycle resumes.
Force Management
MAY 13, 2020
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
Salesmate
MAY 26, 2020
You might have heard the adage, “The fortune is in the follow-up.” This is definitely true in sales. For converting leads into sales, you need to follow-up consistently. Prospects have a lot on their plate, so they might not remember your product. They are like those busy neighbors who are lost in their world. You need to knock on their door and remind them that you exist.
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!
Understanding the Sales Force
MAY 13, 2020
Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc. But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff.
Membrain
MAY 24, 2020
According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.
G2
MAY 15, 2020
When you’re interested in learning something new, whether it be how to fix something that has broken around the house, use a new software, or master a new skill, where do you turn?
Sales Hacker
MAY 21, 2020
When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.
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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.
SaaStr
MAY 25, 2020
I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. I put together an excerpt video here of a few of my thoughts … but even better, we got great #1 top ideas from everyone from the GM of Shopify Plus to the CRO at Brex. I think it would be a tremendous exercise to share these ideas with your team and see what folks think they should change / implement at your startup.
ConversionXL
MAY 19, 2020
Every marketing team needs fresh content ideas. Maybe you’ve been producing content on the same subject for so long that your idea well has run dry. Or maybe it’s your keyword well that’s reaching its limits, leaving you with plenty of ideas, but no clear path forward about how to prioritize them or the distribution channels for which they’re best suited.
Understanding the Sales Force
MAY 20, 2020
You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.
Membrain
MAY 10, 2020
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
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
G2
MAY 13, 2020
When you hear the terms top line and bottom line, you probably think of a profit and loss (P&L) statement that’s scoured over every month by your company’s finance department with thoughts on how to decrease overhead, especially in these days of a tightened economy with limited bandwidth and resources.
Gong.io
MAY 6, 2020
What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . The deal had legs. The finish line was in sight. You were ready to hit “closed won.”. Aaaaaaaand it’s gone. Or is it…? To find out how this phrase truly impacts deal success, our Gong Labs team turned to the data.
SaaStr
MAY 20, 2020
Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Usually I personally have to do too much planning, moderating, etc. I learned a lot! ?? So I thought I’d share my learnings from the sessions as we put them up on YouTube. My next set of 10 Learnings is from Jeff Lawson, CEO of Twilio, and his investor and board member, Byron Deeter of Bessemer Venture Partners.
Miller Heiman Group
MAY 26, 2020
Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.
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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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