Veloxy
MARCH 8, 2021
As the saying goes, not all leads are created equal. A sales rep going through their regular day will need to prioritize their efforts so they’re utilizing their time and resources efficiently. This is where the BANT framework comes in. It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. Now, what exactly does BANT stand for?
Anthony Cole Training
MARCH 11, 2021
In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing process.
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A Sales Guy
MARCH 9, 2021
We’re almost at 50K books sold. We have less than 1,000 to go as of today March 9th. I’m blown away that I’m writing this. The idea that Gap Selling would have ever reached 50K books would have been inconceivable. In spite of years of social media exposure, an internationally acclaimed, award-winning blog, a large and growing social following every published turned me down.
Engage Selling
MARCH 12, 2021
Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Membrain
MARCH 10, 2021
Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways.
ConversionXL
MARCH 10, 2021
There’s this misconception that businesses must get to a certain level before they’re ready for press. As if they need to be some big-shot executive or Fortune 500 company before anyone in press looks their way. Nope! As someone who’s been on both sides of the publishing table for over a decade and has had her fair share of features in Business Insider, Lifehacker , and The New York Times , I can tell you that it’s never too early—or too late to get press.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
MARCH 7, 2021
If you take nothing else away from this A+ post, take away this: The CEO only needs to speak for the first 30 minutes. That's it. Max. Then it's time for the rest of your team, folks [link]. — Jason BeKind Lemkin (@jasonlk) March 6, 2021. David Sacks recently put together a great primer on how to have a SaaS Board meeting. I agree with it 100%.
Membrain
MARCH 7, 2021
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”.
ConversionXL
MARCH 10, 2021
SaaS applications can be deployed in a variety of ways to help grow your business and and build processes at scale. However, even with these tools, identity management, authorization, and user management can still remain a challenge. In this article we’ll take a look at how you can use Active Directory with your favorite SaaS applications to improve your processes and workflow as well as the pros and cons of different solutions.
Heinz Marketing
MARCH 10, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. I came across this recently published video by Wall Street Journal about Costco’s Treasure-Hunt Shopping Strategy. As we all know, Costco is one of the largest and most successful retailers in the country. I am a regular shopper at Costco, and I can’t help but notice that even during the pandemic, Costco has managed to keep shoppers coming in to their stores.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SaaStr
MARCH 6, 2021
One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. The reality is, most start-ups are better off with a Stretch VP than a Never Did It But Has a Great LinkedIn VP. More on that here. And as part of that, I see a lot of ambitious, driven first-time managers screw it up I thought I’d share 7 actionable tips to help you if you’re getting your first big shot now … Make a firm rule: No Excuses.
Topline Leadership
MARCH 9, 2021
This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance. For example, the primary (and sometimes only) metric most companies use to [.].
Sales Hacker
MARCH 10, 2021
We’ve been trained since we were children to believe that 100% is the goal. Got a 100% on that math exam? High five! Sold 100% of your Girl Scout Cookies? Gold star for you! Even as adults, we strive for 100%. Who wants to buy shampoo that claims 80% of its ingredients are organic vs. those whose ingredients are 100% organic? As a sales leader, you want your sales reps to be the best they can be.
Heinz Marketing
MARCH 9, 2021
Guest Post, Thomas Ousterhout , Ph.D, Operations Analyst – MeetinVR. Sales practices are constantly evolving. There are always new ways to serve the buyer’s increasing expectations and demands. The key to a good sales enablement strategy is knowing how to use the same people, products, and services, and aiding them to customize their selling approach to a targeted audience.
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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.
SaaStr
MARCH 6, 2021
Recently I spent some time with two seemingly similar SaaS start-ups. Both are at about $100k in MRR (congratulations!). Both have happy, enthusiastic customers. Both have really great products and are organically growing. Both have great founder CEOs. But even though both are now at $1m ARR … one is just so much better positioned than the other for success getting to $5m and $10m in ARR quickly.
Salesmate
MARCH 9, 2021
Real estate industry comes with its own set of perks and challenges, especially for realtors. Purchasing homes is everyone’s goal; people need securing in the place they’re residing. Therefore, real estate agencies always remain in the spotlight. When it comes to securing life and career, Millenials and Gen Z are leading the way; at 37%, Millenials are the biggest home buyers in the market.
Sales Hacker
MARCH 12, 2021
Every sales professional has a unique way of approaching the sales process. But you’ll find that the stages of their sales processes are strikingly similar. Your sales pipeline consists of every stage of the sales process. Its primary goal? To close the deal in the final stage. Even if you’ve never thought about it in a formal way, you probably follow the same basic pipeline with every prospect.
Heinz Marketing
MARCH 6, 2021
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. 11 Webinar Etiquette Tips for Presenters & Attendees. With how much time we’ve spent in webinars over the past year, it might be time to brush up on some etiquette.
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.
SaaStr
MARCH 12, 2021
Q: Which are some lesser known [SaaS/B2B] companies from the dotcom boom and subsequent crash of 1999-2000 that are still doing very well today? A few: eLance was founded in 1998 as an early freelancing website. It merged with a competitor (oDesk) and became the leader we know today as Upwork and is worth $6B today! More here : GoDaddy was founded in 1997 remains a leader in domain names but expanded into web sites, ecommerce and more — and is worth $13B today !
KO Advantage Group
MARCH 8, 2021
Today is International Women's Day, and here at KO Advantage Group we #ChooseToChallenge inequality and gender bias everyday. Being led by a female boss like Kim Orlesky in a male-dominated industry is inspiration for us (and everyone in the sales industry) to challenge the long held beliefs regarding gender bias, because the truth is that women can make an impact too!
Sandler Training
MARCH 12, 2021
Every year, in early January, the local gym is packed full of New Year’s fitness converts. And every year, In February, at that same gym, only the dedicated remain. What makes the difference? What do the people in the second group have that most of the people in the first mindset do not have? The post The Mindset of a Winner appeared first on Sandler Training.
Heinz Marketing
MARCH 8, 2021
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
MARCH 8, 2021
I had my first mentor a couple of yrs ago when I was SVP. Really helped me work through things and see all the things I was missing. I extended the coaching to two of my VP’s then two Sr Dir. who were looking to move to VP. Can totally recommend it. Way better than nerd certs! — Ben Haines (@bhaines0) September 10, 2020. One thing all of us that have been doing SaaS for a while have learned is that, back in the day, we didn’t do a good enough job of specialization, especially in sale
The 5% Institute
MARCH 9, 2021
One of the defining factors that can dramatically increase your closing rate when speaking to your potential clients, is your sales IQ. So – what does having a good sales IQ mean? And what can you do to boost your sales IQ? Read on to learn more about what it is, and what you can do to close more sales, consistently. What Does Good Sales IQ Mean? Sales IQ is short for sales intelligence quotient.
Salesmate
MARCH 6, 2021
Live chat on website is useful for your business and you know it. It helps you drive sales by getting new customers to contact you. But Live Chat is more than just chatting. And when integrated inside a CRM, it does wonders you can only imagine! Why do you need Live Chat feature in you CRM software? A CRM software allows you to store all the customer data into one place, and integrating it with Live Chat helps you manage data of the customers that you’ve been chatting with on your website.
Sandler Training
MARCH 10, 2021
Mike Montague interviews Dave Mattson on How to Succeed at Scaling Sales Success. The post How to Succeed at Scaling Sales Success [PODCAST] appeared first on Sandler Training.
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.
SaaStr
MARCH 9, 2021
Q: What are the pros and cons of working in the venture capital space, and why? I’ll list the pros and cons, but before we get there, it’s important to note a few things: Venture Capital is a tiny industry. Tiny. It’s a tiny asset class, and most VC firms have just a handful of partners and a handful of additional investors. There are very limited promotion paths in venture.
RAIN Group
MARCH 10, 2021
For many, the transition to virtual selling went something like this: one minute you were a basketball superstar with pretty good moves and a decent field goal percentage. Then you were thrust into a baseball game, handed a glove, and told to win. On a completely different field. Requiring a completely different skillset.
Lead Fuze
MARCH 9, 2021
Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. Close more deals. You need ideas for sales role play that upgrades your sales reps’ skills? You’re at the right place. In this article, you’ll learn: What is a sales role play. 5 reasons why you and your team need to role play.
Outreach
MARCH 8, 2021
With a bit more than a week behind me, since I finished my second act at Forrester, I am thrilled to announce that I have joined Outreach as its first-ever Global Innovation Evangelist. In my new role, I look forward to helping our existing and prospective clients better understand the complex sales technology landscape and the critical role key sales technologies play in enabling the modern B2B selling organization.
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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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