Anthony Cole Training
MARCH 18, 2021
Making a job offer that a candidate can’t refuse, needs to think over, or can use to get a better deal from their current employer can be a difficult task. In the 8th blog of our series No Assembly Required Hiring , we discuss how to properly set up the offer meeting to help improve the probability of getting a yes from your sales candidate.
Membrain
MARCH 14, 2021
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ConversionXL
MARCH 17, 2021
From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. So what does it take? I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.
SalesProInsider
MARCH 17, 2021
We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. And in the last 20 of these Sales Strategy Conversations that I’ve had, 13 of them have focused on how to help prospects get the value of what the seller is offering and how to help that prospect make a more confident and quick buying decision. 13 out of 20 – so obviously this is a very important topic!
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.
Engage Selling
MARCH 19, 2021
In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.
Membrain
MARCH 17, 2021
Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
MARCH 13, 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. 6 Virtual Selling Best Practices For Remote Teams. Sales reps will need to lean on both tried and true methods and shape new virtual techniques to tackle the world of virtual selling that we’re currently in.
Understanding the Sales Force
MARCH 18, 2021
It's short article Friday. According to NetShopISP, there are about 305 million total startups created globally each year and around 1.35 million of those startups are tech related. Did you have any idea the number was that huge? Typically, founders of start ups put it all on the line - everything - their house, savings, loans from friends and family and perhaps bank loans, angel investments and more.
Force Management
MARCH 18, 2021
Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results. When done right , a well-thought-out strategic initiative creates organizational transformation in a way that accelerates growth and powers valuable exits for growing companies. Successful transformation is an outcome of a concerted effort to reinforce behavior change within the sales organization.
SaaStr
MARCH 19, 2021
Recently, I met with a great SaaS founder doing about $1.5m in ARR. She was telling me about her VP of Marketing who, in the Bay Area, she was paying $95,000. I was a bit skeptical. Because that’s rather low for a true VP out here in the Bay Area (see typical VP Marketing comp packages here ). Something sounded off. I asked how about this VPM’s lead commit.
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.
Gong.io
MARCH 17, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. The conference room door shut. . Samantha and our sales manager sat down and dialed into the call. . My team and I lined up around the glass wall of the conference room to watch it go down. .
Salesmate
MARCH 19, 2021
We all have been progressing towards a digitized environment, and the onset of pandemic gave it a much-needed boost. When a consumer visits the website, they want all the queries answered without any delay. E-commerce has evolved in a way that a company isn’t just about selling products or services; in order to build a brand, you need to connect with your visitors, and quickly.
Sandler Training
MARCH 19, 2021
“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). It compiles and analyses data from a global collection of hundreds of sales leaders and managers. The post Sandler Research Center Survey: “Leading from the Front in Challenging Times” appeared first on Sandler Training.
SaaStr
MARCH 16, 2021
We’ve used various bits of the BVP Nasdaq Index and metrics since they launched a few years ago to highlight trends in SaaS and Cloud. This week even after a pullback, public SaaS and Cloud companies are up an eve 1000% (!) since 2013. 1000%. Yes, the markets have retreated a bit from their all-time highs. But does it even matter? Cloud has been on an incredible tear since 2012 or so, and then even more since about 2016, and then as you can see above, went into hyperdive in about 2018 &
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 Hacker
MARCH 15, 2021
How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? More importantly, how many times has that actually converted to a deal? Have you ever wanted to actually follow through with a cold pitch you got on LinkedIn? Probably not. But plenty of sales reps continue down this road.
Predictable Revenue
MARCH 18, 2021
The standard SaaS startup model for a sales team is deeply ingrained in US business culture. But Billy’s sales team has been subverting this structure since the very beginning. The team itself is separated by 8,070 miles of land, water, and (sometimes spotty) internet connection. The post How to Manage a Sales Org Spanning Two Continents and Two Cultures appeared first on Predictable Revenue.
Engage Selling
MARCH 19, 2021
Have you considered the power behind being ubiquitous in your industry? In other words, how often does your name come up in conversation when your industry is mentioned? There are those whose name never comes up, or perhaps seldomly, and … Read More » The post Being Ubiquitous in Your Industry first appeared on The Sales Leader.
SaaStr
MARCH 19, 2021
We’ve done a lot of fun sessions together with Smartsheet over the years at SaaStr but haven’t taken a deep dive into its business. It’s an interesting one, with a very broad base of SMBs and a slow-and-steady path to going upmarket. They are now growing a stunning 42% year-over-year at over $400,000,000 in ARR!! Founded way back in 2006, adoption was slow as first, but they kept at it and Smartsheet is now growing faster than ever 15+ years later.
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!
Highspot
MARCH 18, 2021
As our Vice President of Engineering Operations & Reliability, I had the opportunity to address the incredible audience at AdieCon , the annual conference for alums and allies of Ada Developers Academy, and one of our favorite events to sponsor and attend. My talk surveyed ways that early- and mid-career software engineers can level-up their conversations with three important leadership roles: Mentors , Managers , and Senior Leaders.
Sales Hacker
MARCH 19, 2021
Getting your team excited and motivated isn’t easy in the best of times. It’s even harder when your team can turn off their video and scroll through Twitter during stand ups. In this session, Scott Barker asks some of the top minds in the business share what has and hasn’t worked for them so you can go into 2021 confidently. They cover: — What programs work and don’t work in a remote environment. — What a successful remote SKO might look like. — How to effectively communicate and keep your team
Heinz Marketing
MARCH 18, 2021
By Maria Geokezas , VP of Client Services. It has been a strange year. Last year at this time, we were commuting into our office daily. Then, in an afternoon, it changed. We grabbed our laptops and extra screens from the office and began our WFH lives. We didn’t know how long it would last or how to manage through this transition. There was so much uncertainty and fear.
SaaStr
MARCH 18, 2021
We’ve talked a lot about hiring a VP of Sales at SaaStr , and if you hire a stretch VP of Sales (as most of you will) … how much you can stretch. A related question is — just how quickly can you gain the requisite experience to be a true first time VP of Sales? I think best case — it’s 5-6 years until you are ready. Let’s walk through the career path of one of the best folks on my team: Month 0: Joined as entry-level, most junior SDR.
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
RAIN Group
MARCH 17, 2021
Sales is about change. It’s about getting people to go from where they are—their current state—to a new and better place—their future state—or what we call the New Reality. In our decades of work with clients globally and our proprietary research, we’ve identified 11 ways sellers can influence buyers throughout the sales process to guide them to their New Reality.
Partners in Excellence
MARCH 16, 2021
As sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and priorities in our chosen markets. We develop, or should be developing, “go to customer strategies” to achieve our goals. We assess things like our ICP. We look at how to we reach and engage the customers in our ICP effectively and efficiently.
Heinz Marketing
MARCH 15, 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.
SaaStr
MARCH 17, 2021
The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. This VP had gotten him from $0 to $1.5m in ARR in pretty short order, recruiting a great small team of reps under her, and had really nailed the formula. But she hadn’t been a true VP before. I completely get the intellectual side of the move.
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.
Closing Bigger
MARCH 18, 2021
Today’s Podcast is about daily social selling disciplines. Social selling success isn’t about going viral or adding thousands of LinkedIn connections. Social selling success boils down to key daily disciplines or KPI’s (Key Performance Indicators). One of the first pieces of advice I can give on using social media and social networks to attract, sell and grow new accounts is… DON’T QUIT.
Partners in Excellence
MARCH 19, 2021
One of the most important things a sales person can do with her customer is to “understand.” One of the most important things great leaders do is to try to “understand.” Instead, we tend to focus, selfishly, on being “understood.” That is, focusing on our own priorities, self interests, agendas and what we seek to achieve.
SalesPop
MARCH 19, 2021
An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses as a whole, though, over 60 percent do not even engage in account planning.
SaaStr
MARCH 13, 2021
MongoDB is one of the most interesting “commercial open source” success stories, taking a disruptive but open source database technology and building into an incredible business approaching $1B in ARR … notwithstanding Amazon and others directly competing. Amazon didn’t kill Mongo or Snowflake — both are racing to $1B ARR in almost record time.
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.
Expert insights. Personalized for you.
270 
Let's personalize your content