Membrain
NOVEMBER 22, 2020
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.
Partners in Excellence
NOVEMBER 22, 2020
On a recent post, someone commented, “This is not a new concept… ” He was absolutely right, I had traced an origin of an idea back to the 1950-60’s, so it is an idea that is at least 60-70 years old. I suspect if one read some philosophers or scientists, the idea might be traced back centuries (to satisfy your curiosity, it was my post on the 5 Why’s.).
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The 5% Institute
NOVEMBER 25, 2020
Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. But what exactly is sales professionalism? And what ingredients are needed to carry and present yourself as a true sales professional? In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients.
SaaStr
NOVEMBER 25, 2020
We’ve talked a lot on SaaStr about how to hire a Great VP of Sales. And we’ll keep talking about it — so long as 70% of first-time VPs of Sales don’t make it 1 year. I wanted to take a moment to explore the flip-side … a guide to why first-time VPs of Sales that finally get their shot — fail. I’ve seen so many fail, and almost always, for avoidable reasons.
Advertiser: ZoomInfo
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Membrain
NOVEMBER 25, 2020
If you’ve been following me this year, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.
Partners in Excellence
NOVEMBER 25, 2020
My life seems to be spent in one meeting after another. Reviews of all types, planning sessions, problem solving sessions, training—you name it, I go from meeting to meeting. In most of those meetings, we are trying to address some issue–how to win a deal, how to address performance issues, how to address organizational/structural issues, how to address new opportunities or problems.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
NOVEMBER 21, 2020
We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. What a great VP of marketing really does (tons on that here ). When to hire her (more here ). How to manage customer success. How to hire a great VP of product.
Heinz Marketing
NOVEMBER 22, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. If you’re running an account-based marketing initiative in your organization but not using an account engagement tool, you’re missing out. 6sense is one of the best in the biz—their Account Engagement platform has the power to elevate any sales team, showing them exactly which companies are in the consideration and decision phases of their buying cycle. .
RAIN Group
NOVEMBER 24, 2020
The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.
The 5% Institute
NOVEMBER 23, 2020
The alternate choice close is a popular sales closing technique , because put simply – when used correctly it works! It doesn’t matter if you’re working in retail selling low to medium priced products or selling high ticket consulting services ; the alternate choice close when learnt correctly can do you and your sales wonders. In this article, we’ll break down what the alternate choice close is, as well as share some examples of how to use it.
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
NOVEMBER 25, 2020
A few years back at SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here ) and Peter Gassner of Veeva (transcript here ). Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. Veeva sells eight figure deals to a very small number of very sophisticated customers, while Twilio has a huge long tail and starts at $0.0085 a minute.
Heinz Marketing
NOVEMBER 25, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. We’re going to taking a break from our regularly scheduled sales and marketing content…. It’s the day before Thanksgiving, one of my favorite holidays! If you’re working this week like me, I hope you’re signing off early today to spend time with loved ones or just taking some time for yourself!
Sales Hacker
NOVEMBER 23, 2020
It’s easy to get complacent at the end of the year. Teams are tired. Deadlines loom. Customers are distracted trying to close out their own year. And It can be tempting not to be quite as thorough in these final few months. How do you keep teams engaged and provide the support they need? Finish strong with deal reviews. Holding effective deal reviews is one way you can play an active role in helping your team achieve a strong finish to the year.
ConversionXL
NOVEMBER 25, 2020
YouTube continues to be one of the best places to see organic growth, and the barrier to entry can be an advantage for companies and brands willing to put in the work. Whereas a blog post needs just a computer to type, a video requires an understanding of lighting, audio, storytelling, editing, and community building. So, if you’re willing to fight through the learning curve and are patient enough to suffer through low viewership, you can generate significant exposure.
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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
NOVEMBER 25, 2020
Why would you not work in a VC fund? There may be times, maybe even many times, in the earlier days when you look at VCs and Venture Capital and think — that’s the easy way. They drop into a few board meetings, and take 10%, 15%, 20% or more of the start-up for seemingly relatively little work. They get to make multiple bets each year, and in each fund.
Heinz Marketing
NOVEMBER 21, 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. Your brand is probably missing out on the true value of influencers. Social media continues to be a powerful medium and has only grown over the years, but are you getting the best value out of your influencers?
Salesmate
NOVEMBER 25, 2020
Another quarter ends with the same disappointing sales results. It is undoubtedly disheartening when you fail to achieve your sales quota at the end of the month or quarter, isn’t it? To break out of this vicious cycle of failure, you’ll have to change your approach and try different things. When basketball players or soccer players fail, they do not give up.
Engage Selling
NOVEMBER 27, 2020
We’re approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.
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
NOVEMBER 21, 2020
At least 100% net negative churn (i.e., upsell/account growth + renewals – churn) for very small businesses. 130%+ in the enterprise, and for top B2D products. Let’s look at some of the top public SaaS companies: Shopify — very SMB: 100%. Hubspot — mostly SMB: 100%. Surverymonkey — fairly SMB, but going more enterprise: 100%. Zendesk — 116%, mix of SMB and enterprise.
Highspot
NOVEMBER 25, 2020
??Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. Though an in-person SKOs may no longer be possible, that doesn’t mean you can’t deliver a show-stopping virtual event. The key is to focus on educating and inspiring your team at three critical points – pre-, during-, and post-SKO – so they have the training and motivat
Force Management
NOVEMBER 24, 2020
The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.
Partners in Excellence
NOVEMBER 27, 2020
I have to apologize to Dave (not me). Dave’s a good sales person, we were doing a deal review on a hugely important opportunity for his company. He’s been working the deal pretty well, it’s very complex with several people from his company supporting him, a partner and at least the 11.7 buyers we are told are involved in complex B2B buying.
Advertiser: ZoomInfo
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SaaStr
NOVEMBER 23, 2020
A long-time reader wrote in to ask a question that pretty much everyone asks some variant of: If you had to force rank these items in terms of what we should primarily be looking for in these first sales reps, how would you rank them? – has sold SaaS before (as opposed to selling media/ads, or some other product). – has sold something of a similar size ticket/ACV (ours is high.$150k-350k ACV). – has sold something to the same kinds of companies we are going after. – has w
Salesmate
NOVEMBER 25, 2020
What do you do when a manager provides negative feedback about your sales performance? Do you give excuses, stay mum, and ignore their feedback or promise to work harder? Well, if you decide to work harder, how do you do it. Do you try to change your approach or just work a little extra? If you continue using your old sales approaches, you’ll keep getting the same disappointing results.
Sales Hacker
NOVEMBER 25, 2020
In an ideal world, your company has a truly close alignment between sales and marketing, and communication flows like a river between these teams. In reality, however, there are going to be gaps in communication and collaboration. Despite those potential gaps in alignment, content marketing can help boost sales when deployed appropriately. It can lead to stronger client relationships, more engaged prospects, and sometimes just gives you an excuse to reach out again.
G2
NOVEMBER 24, 2020
Are your leads sales-ready? Or are your conversion rates lacking?
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
NOVEMBER 22, 2020
Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. Competitive differentiation. Building a stage-specific team. #1 Product-Market Fit and Expansion.
Partners in Excellence
NOVEMBER 23, 2020
For the past decade, so many have sought to mechanize selling, creating predictable revenue. We developed methods and approaches, we’ve transactionalized the selling process, in spite of too many customers finding increased difficulty in navigating their buying processes. Even before the pandemic and collapse of the economy, how we sold became increasingly unpredictable.
Sales Hacker
NOVEMBER 24, 2020
If you missed episode 136, check it out here: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:04]. Who is Trish Bertuzzi and what is the Bridge Group? [3:00]. Team selling and why it’s making a comeback [7:43].
Heinz Marketing
NOVEMBER 24, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Due to the pandemic and new mandates in Washington, Thanksgiving looks a little different this year. But that doesn’t mean we have to sacrifice good food and drinks! In honor of staying at home this year, I wanted to compile some fun Thanksgiving cocktails to try out. Grab a mask and run to the store, or place an Amazon Fresh order for ingredients!
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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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