Engage Selling
SEPTEMBER 11, 2020
Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.
Partners in Excellence
SEPTEMBER 8, 2020
Today, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?” This is one area of coaching where I tend to be pretty hard-nosed, but I believe the following: If a person is uncoachable, it is not a question of IF that individual is terminated, only When!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SaaStr
SEPTEMBER 11, 2020
My Top 10 take-aways from talk with @benchestnut this morning: 1/ Yes, bootstrapping can take 3-4 years longer. 2/ You may not need a moat. Maybe let them go if they aren't happy. Happiness is a moat. 3/ Phase 2 might take 12 years to get to. It's OK. Talk to more customers. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 2, 2020. So the recent SaaStr Annual 2020 at Home was a smashing success. 3 days, 100s of roundtables and sessions, and 1000s of 1-on-1s.
Salesmate
SEPTEMBER 11, 2020
80% of all sales are made by 20% of salespeople. The winners sell to prospects that losers gave up on. . You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win. Entering a new workplace is like free-falling out of an airplane. The experience can be deadly if you do not know what you are doing.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Engage Selling
SEPTEMBER 11, 2020
It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.
SalesHood
SEPTEMBER 9, 2020
As sellers we aim to exceed our hopes and dreams and make each year the best year ever in our careers. How are your sales goals for 2020 working out so far? What about for next year - do you have clarity on 2021 sales goals? Are you focused? The SalesHood [ ] The post Sales Goals: 35 Tips for Setting & Achieving Sales Performance Goals in 2021 appeared first on SalesHood.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
SEPTEMBER 9, 2020
As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform.
Understanding the Sales Force
SEPTEMBER 10, 2020
Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months. It would make total sense for you to say, "Let's wait a few months until you've stopped growing so fast.". An employee asks for a new car, believing that an SUV crossover (not the Maserati in the picture!
Partners in Excellence
SEPTEMBER 9, 2020
I was speaking with a niece who’s a school teacher. She is entering the school year with a challenge she hasn’t faced. Her school district will, through at least several months, be teaching virtually. We talked about her biggest concerns: “Last year, when we shut down classrooms in March, I had been working with my students for the entire school year.
SaaStr
SEPTEMBER 7, 2020
Q: What factors that make it difficult for a salesperson to sell a new product to a customer who has been buying a competing product for many years? You can steal a customer from a competitor. But unless they are so fed up with you, that they’d inbounded to switch — you have to go further. And most vendors are too lazy to go far enough to get folks to switch to them.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Membrain
SEPTEMBER 6, 2020
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.
Sandler Training
SEPTEMBER 10, 2020
Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.
ConversionXL
SEPTEMBER 9, 2020
Server response time is often overlooked when it comes to improving page speed. It can, however, improve your site’s ranking. Users like fast sites, so Google likes fast sites. In this article, I show you how to reduce your server response time. I also provide a few other ways to improve your page speed. How much does server response time matter? Server Response Time (SRT) is the amount of time between when a web client makes a request (e.g., clicking on a link or entering a URL into the address
SaaStr
SEPTEMBER 5, 2020
Q: What’s the best way to develop inbound leads when creating a new market/product category? The answer is you do All of It. Just more of it. Category creation is hard because you have to build awareness of both a new vendor AND a new category. But … the problem you are solving isn’t new. That’s the key. So go everywhere that problem is: Content marketing.
Advertisement
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.
Hubspot
SEPTEMBER 10, 2020
When it comes to Facebook ads, you might feel like you've won the lottery if your ads perform well. However, you couldn't be further from the truth. In fact, I've spent more than $900K on Facebook ads in over 4 years. Facebook ads are a complex and nuanced form of marketing. Spending close to a million on ecommerce, real estate, festivals, mobile apps, and much more, I can say that I've learned a thing or two about running successful Facebook ads. 1.
Predictable Revenue
SEPTEMBER 9, 2020
Keeping your existing users is much more cost effective that finding and converting new leads. Despite this, the average business mailing list loses 25% of its subscribers every year. Reactivating your lapsed customers is key to preventing them from becoming lost customers. The post 6 Most Effective Reactivation Strategies for Lapsed Customers appeared first on Predictable Revenue.
G2
SEPTEMBER 11, 2020
Whether you realize it or not, you and your team are constantly engaging in process.
SaaStr
SEPTEMBER 8, 2020
The CMO and team at Algolia did a session with me a while back on the top mistakes founders make in the early days. While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with li
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.
Hubspot
SEPTEMBER 9, 2020
Each day, millions of brands launch ads, create business pages, and test out lead-generating marketing strategies on Facebook. While Facebook offers a robust selection of marketing tools, one big marketing staple they've never really explored is email marketing. That might be about to change. This summer, a small number of Facebook Business users were given access to a new email marketing tool , which Facebook later confirmed it was experimenting with.
Eliminate Your Competition
SEPTEMBER 7, 2020
Brian Burns interviewed me for his podcast, The Brutal Truth , which can be found at [link]. This version of the video doesn’t have the automatic transcription of the original podcast. I have created a better transcription below. I encourage you to read it here. Brian’s podcast was titled The Top 3 Things You Need To Do To Close Large Enterprise Deals.
ConversionXL
SEPTEMBER 9, 2020
Some 85% of leaders and executives identify in-person events as critical for their company’s success. In most places for most of this year, that’s been impossible. Not unlike their in-person counterparts, virtual summits have similar goals: Bring people in your target market together. Spread industry knowledge. Raise awareness and grow your brand. Increase your company’s bottom line.
SaaStr
SEPTEMBER 8, 2020
Q: Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.? I remember not long ago I was at a SaaS event. A SaaS CEO running a $20b+ SaaS company bumped into a great SaaS CEO that had just sold for $2b, and said to him: “You sold too early.”. The SaaS CEO that had sold seemed almost defensive, and responded, “It was the right call in our space.”.
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!
Hubspot
SEPTEMBER 10, 2020
As you're probably well-familiar at this point, 2020 has brought with it plenty of disruption and change. Consider, for instance, the fact that I'm writing this post from my living room, which has slowly morphed into my full-time office (as well as a workout studio, movie theatre, and popular after-work happy hour spot). Along with a personal change in routine, the pandemic has severely altered how companies conduct nearly every aspect of business.
KO Advantage Group
SEPTEMBER 11, 2020
The client still says "no" even though "logically, it makes sense". Why? Because people buy with emotions and justify with logic. Even in business-to-business settings. If you're a premium service-based company, and you're not bringing the emotional charge, and power into the conversation, you've increased the chances of a delayed sales cycle. Learn how to naturally bring emotions into the sales conversation in order to Sell More.
Heinz Marketing
SEPTEMBER 10, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. We’re in month 8 of the pandemic and there’s one thing we know for sure: we miss having fun and being close to our loved ones! We miss the hugs, the laughs, and the shoulders to lean on. But hopefully by now, we’ve also learned to cope. My way of getting through this is playing games, either with my fiancé in our apartment, or virtually with our friends and family.
SaaStr
SEPTEMBER 11, 2020
Tom Taulli. Klue , which operates an AI-based competitive analysis platform, announced a $15 million Series A investment this week. Craft Ventures led the round and there was participation from HWVP, OMERS Ventures, Rhino Ventures, and BDC Ventures. The round also saw investments from angels like Frederic Kerrest, who is the co-founder of Okta. .
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Hubspot
SEPTEMBER 7, 2020
83% of Instagram users say they find new products or services by browsing the platform. So, how can you ensure your brand attracts new audiences on Instagram? One way is with Instagram Live. The live feature is part of Instagram Stories and allows you to stream video and engage with followers in real-time. When a user goes live, Instagram notifies their followers and highlights their profile picture in the Stories section, making it appear first in line on their followers’ feeds.
Salesmate
SEPTEMBER 8, 2020
Often there comes the point in sales when you feel emotionally drained and stuck at a single place with no hopes to move ahead. You feel engulfed with negativity. Even simple sales tasks feel like a dramatic undertaking. You aren’t able to focus. You don’t have enough energy to be consistently productive. Suddenly the sales quota that you were able to achieve earlier now seems like an albatross around the neck.
Heinz Marketing
SEPTEMBER 5, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople.
SaaStr
SEPTEMBER 10, 2020
We’ve talked a lot on SaaStr recently on Covid Beneficiaries, the ones given a boost by the crazy times of this year. And I’ve seen it across my little investment portfolio too, from startups like Gorgias tripling on the back of the acceleration of eCommerce, to Talkdesk booming as call centers have to move to running distributed in weeks, to RevenueCat and others benefitting from an explosion in app development.
Advertisement
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
Expert insights. Personalized for you.
156 
Let's personalize your content