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.
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.
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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.
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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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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!
SaaStr
SEPTEMBER 10, 2020
Perhaps the single most important thing you can ever do in SaaS, at least after $1m in ARR or so, is hire the best VPs you can. We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. But there’s a related, larger issue for basically all your first VPs of Every Area.
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!
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
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.
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.
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.
SalesProInsider
SEPTEMBER 10, 2020
In this installment of Virtual Selling; Concrete Results episode – I’ll share an easy-to-implement strategy for increasing your probability of securing a decision or commitment at the end of your virtual sales conversation. Stalled Opportunities and Ghosting. One of the most challenging outcomes for sales conversations that I hear about are stalled opportunities and ghosting.
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!
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.
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. .
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.
Force Management
SEPTEMBER 9, 2020
A great qualification approach matters in today’s changing environment. Every buyer is dealing with something they haven’t dealt with before. Because of this, their buying processes are changing. It's likely that new budget cuts, executive-level sign off requirements and solution requirements have caused customer buying processes to evolve. Elite companies are moving quickly to adapt their qualification methods and ensure their sales teams can effectively qualify the right opportunities and move
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!
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 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.
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.
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.
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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
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.
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.
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.
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: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
Eliminate Your Competition
SEPTEMBER 9, 2020
I am always amazed that so many VPs of Sales do not interrogate their teams on the “needs gap” during pipeline review meetings. A prospect’s “needs gap” is the difference between where the prospect wants to be (their goal) and where they are. The more significant that difference, the more likely the deal will get funded. If a team cannot identify five reasons why the prospect has a gap between where s/he is and where s/he wants to be, there is a high likelihood that there will not be an order.
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.
Heinz Marketing
SEPTEMBER 9, 2020
By Kayla Beard , Marketing Intern at Heinz Marketing. Over the past four months, there has been so much change to everyone’s lives. Unfortunately, change is not something new that’s come out of the coronavirus pandemic. Change is inevitable and is a constant whether we recognize it or not. While some people don’t like change, leading the change in business organizations is essential to maintaining success in your industry. .
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.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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