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.

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Represent Pitch Presentation Sell 130

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.

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Sell Commission Drivers/motivators Quota 136

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.”.

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Sales 143

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.

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Referrals Trust Clients Conversion 136

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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.

Sales

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.

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Contract Price Customers Sales 127

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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Networking Start-ups B2B Closing 130

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.

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Price Sell 113

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

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Pipeline Technique Negotiate Conversion 108

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.

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Meeting Closing 108

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.

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CRM Pipeline Objectives and Key Results Contact 116

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.

Product

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.

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Represent Pipeline Consult B2B 106

Sales Hacker

MARCH 31, 2020

As salespeople, we’re naturally resilient. Every day we recover quickly from the many rejections we receive from prospects, clients, and the market, only to hop on a call and get rejected again. It’s part of our DNA to keep going despite adversities. Our current situation is no different. No one saw the coronavirus crisis coming, but that doesn’t mean we have to let it beat us.

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E-commerce Hospitality B2B Up-sell 102

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?

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Price Growth Presentation Customers 104

Engage Selling

APRIL 3, 2020

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return.

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Negotiate Price Sales Conversion 94

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

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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Product 105

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.

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Pitch Meeting Quota Prospecting 98

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).

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Price Up-sell Start-ups Sell 100

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.

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Sell Presentation Clients Government 98

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!

Customers

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.

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Sell Prospecting Up-sell Territory 97

Predictable Revenue

MARCH 30, 2020

Anyone will tell you that grabbing buyer attention is key. But successful sales reps will likely tell you that keeping buyer attention is even more essential. But how do you maintain relatability in a high-tech world that feels increasingly impersonal? The post The Personal Touch: How to Enhance Your Relatability in Sales Pitches appeared first on Predictable Revenue.

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Pitch Sales 97

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.

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Customers Product 99

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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Cold Call Technique Consult Real Estate 98

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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

Sales

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.

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Government Non-Profits Finance Agriculture 101

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.

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Intrinsic Drivers/motivators Gaming Follow-up 94

SaaStr

MARCH 29, 2020

Things are rough out there, brutal in many cases. But there are pockets of SaaS that are growing, and in some cases, significantly faster than before. We put out a thread here you can click on for a deep dive on 100s of SaaS openings from SaaStr CEOs: Are you hiring? Respond with a link to your top hire to make, etc. — Jason ?InItTogether? Lemkin (@jasonlk) March 27, 2020.

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E-commerce Engineering Networking Closing 97

Force Management

APRIL 2, 2020

With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers. Your customers are facing the same difficult decisions. How are you keeping your sales reps focused?

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Product Sell Sales Meeting 78

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.

User Experience

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.

Real Estate 101

Real Estate Non-Profits Gambling Finance 101

RAIN Group

APRIL 1, 2020

As the global economy teeters on the edge of uncertainty, companies are already canceling engagements, dropping vendors, and tightening their purse strings. They’re looking for any way to make their dollar stretch, and there’s no better time to do that than in contract negotiations. For industries still in buying mode, negotiations pose a unique opportunity to take advantage of desperate sellers struggling to meet their numbers.

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Negotiate Contract Sales Meeting 90

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.

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Price Meeting Campaign Customers 96

Force Management

MARCH 30, 2020

We recently launched our new Audible-Ready podcast with four new episodes focused on how you can impact your numbers right now. Our focus is to provide short episodes that give you tangible tips you can use in your sales environments. Below is a rundown of our most recent episodes. Listen to a clip and launch your favorite podcast player to subscribe, listen or download and save for later.

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Launch Sales 78

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.

Sales