Partners in Excellence
APRIL 2, 2020
One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house.
SaaStr
APRIL 3, 2020
Things are so crazy right now, and beyond that, the pace of change is almost incomprehensible. Zoom has grown 20x in usage in a little more than a month. But at the same time, we added 6,000,000 new to the unemployment rolls. SaaS for some industries is being decimated in just a week or two. In other cases, unexpected upgrades and leads seem to come out of nowhere.
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A Sales Guy
MARCH 31, 2020
Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.
Membrain
APRIL 1, 2020
Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a few weeks now, and most of us are settling into a new sense of “normal.”.
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.
Cerebral Selling
MARCH 30, 2020
What if I told you I had a vaccine for a potentially deadly virus. Would you take it? Before you respond, what if I told you the vaccine carried a risk that 0.001% of people who took it will suffer a permanent disability. . How would you feel about getting vaccinated? Setting those feelings aside for a moment, suppose I told you that one out of every 100,000 people like you who get the vaccine will suffer a permanent disability.
SaaStr
MARCH 29, 2020
What has a higher chance of making you money, being a venture capitalist or a startup founder? VCs have a much higher chance of making good money. There own investors (“LPs” or Limited Partners) pay them for a decade more than fairly to manage their investments, no matter how well or poorly they perform. But — truly great founders make the most by far.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesmate
MARCH 31, 2020
Besides fear and anxiety, we’ve experienced a massive hit on sales in these last few weeks due to COVID-19. Along with our lives, even our businesses are at risk. Almost all the industries have begun to feel the heat of the Coronavirus crisis. 75% of US small-business owners say their businesses have been impacted by fewer sales. So, yes, it’s not you alone; it’s a tough time for everyone in the business community.
SalesProInsider
APRIL 2, 2020
Have you heard the saying, “People don’t care how much you know until they know how much you care?”. Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for business in the future, whether that’s short term or long term.
SaaStr
APRIL 1, 2020
Many of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there are at least big pockets of customers under severe stress. Should you let folks easily downgrade? Should you let them even pause their account, and pick it up later when their business picks up?
Heinz Marketing
APRIL 3, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Remember the movie Groundhog Day ? Life right now feels like we are all stuck in our very own movie, just trying to find a way out of this situation. Unfortunately, it sounds like this is our new normal for a few more weeks or more, so it may be a good time to pivot your marketing focus to refine your current programs and to tackle those housekeeping items you’ve been putting off.
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.
G2
APRIL 3, 2020
The first page of the marketing bible reads: “measure your KPIs”.
Salesmate
APRIL 3, 2020
The days are not far when your sci-fi movie or novels will become reality, especially the pace at which the technological revolution is going. In the last decade, we have witnessed rapid growth in startups and small businesses, yet they still struggle with streamlining their business operations. With technological advancements, businesses are trying to stay ahead of their competitors.
SaaStr
APRIL 2, 2020
If you’re feeling the weight of being cloistered in your homes for several weeks now, have no fear Team SaaStr has compiled a list of five great tools that you can use for free to get you through this time! We’ll be releasing several upcoming posts featuring great tools and discounts that our community members are offering right now. 1. SurveyMonkey’s Free Templates.
Heinz Marketing
MARCH 31, 2020
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. We live in strange times. With many of us under quarantine and working from home it is important we make sure to take care of not only our physical health but, our mental health as well. Taking care of our mental wellbeing will help us get through the isolation of social distancing and quarantine as well as help our productivity when we work from home.
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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.
Membrain
MARCH 29, 2020
Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.
Gong.io
APRIL 3, 2020
COVID-19 has shaken up every aspect of our lives over the past few weeks. . And sales conversations are not immune. . The Corona Virus has been mentioned in 34% of Gong’s own sales calls in the past four weeks: . * Includes sales development, new business, and post-sales teams. As a result, there’s been an increase in the uncertain language on those calls (7.1%) : Sellers everywhere are hearing uneasiness in the form of a few specific phrases: current circumstances, turbulent times, uncertaint
SaaStr
MARCH 31, 2020
In today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. What should you do? The simple answer “of course” in that yearly contracts can’t be canceled — per se. That’s the whole point of whatever explicit or implicit discount you give for doing a yearly contract (vs. monthly or quarterly).
Heinz Marketing
APRIL 2, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. A few months ago (pre-COVID), the thought of extra time and especially time at home would have conjured up a whole host of ideas and projects I could tackle. You know the kind. When you’re at work you think of things you need to do at home. When you’re at home you think of things you need to do at work.
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.
Score More Sales
MARCH 29, 2020
You suddenly have an all-remote, WFH sales team(s). Now what? Learn from others who have been selling remotely already. Success leaves clues, remember?
Hubspot
APRIL 3, 2020
With the recent passing of a $2 trillion U.S. stimulus package, small business owners impacted by COVID-19 have been given options for low-interest loans, financial assistance, and other aid that can help them in this uncertain economic time. Aside from this stimulus package, a number of private, state and local institutions have also stepped up to provide aid, assistance, and loans to small business owners suddenly facing unforeseen challenges.
SaaStr
MARCH 30, 2020
One long-term theme at SaaStr is Getting on Jets. Something I never really enjoyed, the travel part of visiting customers. But over time I learned two things. First, you learn so much more when you visit customers in person. They tell you things about the product, about what they need, about what they are thinking, that you never get over email or a quick phone call.
G2
MARCH 31, 2020
When a SaaS startup moves to the scale-up phase, a shift often happens.
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!
Highspot
MARCH 31, 2020
Events are canceled around the globe. In-person renewal meetings are no longer scheduled. And even handshakes are on hold. The world is going digital like it never has before, and yet quarterly quotas still remain. Now is the time to rise to the occasion to give your sales team the support they need, ensuring that your training and content land internally and drive engagement externally.
Hubspot
APRIL 3, 2020
To aid small businesses and individuals impacted by the COVID-19 pandemic, the United States government recently passed three landmark acts, including the largest economic stimulus package in history. The Coronavirus Aid, Relief, and Economic Security Act (or CARES Act) , passed March 27, directs more than $2 trillion to the U.S. economy. The history-making stimulus package allocates funds to citizens, relief-oriented aid, government departments, and businesses of all sizes.
SaaStr
MARCH 30, 2020
What are some signs that an “angel investor” is really a “devil investor”? Some top signs trouble may come later from an “angel” investor: The terms are way, way, way too complicated. To me, this is flag #01 by far. Angel investing should be simple. What matters is price, check size, and maybe, pro rata rights in the next round (if you have a significant amount of capital to invest later).
The 5% Institute
MARCH 30, 2020
You’ve probably heard of the term selling a solution – but what does it actually mean, and how do you do it correctly? And finally – is selling a solution enough in today’s competitive marketplace? In this article, we’ll look at what selling a solution means, whether it is enough of a fool proof strategy to use when selling, and what you can do to win more clients, and serve more people.
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.
criteria for success
APRIL 1, 2020
When speaking to salespeople, leaders, and executives in the past weeks, I've noticed an overarching sense of uncertainty related to the COVID-19 pandemic and its impacts. How long will regional lockdowns last? What’s the potential economic fallout? How will specific businesses and industries cope? In last week's post, I shared best practices for leaders as they guide their teams through uncertainty.
Hubspot
MARCH 31, 2020
There are so many rules and guidelines and so much planning and preparation involved. A contest could be the best tactic you’ve ever introduced to grow your reach, drive site traffic, and generate leads, but you want to ensure you're doing it right. Here's how you can set yourself up for success with contests on Facebook, Twitter, Pinterest, and Instagram.
SaaStr
APRIL 2, 2020
Q: Based on what is going on in the world right now (coronavirus), is this the right time to ask businesses to outsource? Should I keep my cold calling team? What will be the best marketing strategy? There are no easy answers, but we do know one thing: When things come back, you will need everyone great. Marc Benioff said one of his top mistakes was not hiring enough salespeople in 2009, during the peak of the last downturn.
The 5% Institute
MARCH 29, 2020
So, you want to be a high ticket closer? High ticket closing is becoming very popular in the world of sales, and for good reason. Being a high ticket closer can have some pretty awesome benefits. In this article, we’ll explore what a high ticket closer is, the benefits of being a high ticket closer, and what your sales process should look like if you’re selling high ticket products or services.
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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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