Anthony Cole Training
APRIL 15, 2021
In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.
Veloxy
APRIL 15, 2021
“It’s not working, usage is declining. No, it’s the user interface which is not intuitive. I think people just find it hard to use these new IT solutions!” “Well, have you tried turning it on and off again?” This is just a sample of a conversation that happens in thousands of organizations every day. As technology and innovation advance at near light speed, the demands on IT leaders are more intense than ever.
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STAR Results
APRIL 15, 2021
Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process.
Adaptive Business Services
APRIL 14, 2021
When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.
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
APRIL 14, 2021
Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.
SaaStr
APRIL 10, 2021
Your API. If you are a B2D company, it’s your product itself, your API. But for most B2B companies, your API, your partner programs, and the like are extensions. Not your core product, but an important layer for improving customer experience. But how much effort should you put into your partner programs and external APIs — and when? Personally, I’m highly biased to as early as possible.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
APRIL 15, 2021
Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. I happened to think I was pretty good, despite not having played in forever.
ConversionXL
APRIL 14, 2021
Like everything in the digital world, traditional prospecting is undergoing a big transformation. Picking up a phone and cold calling (or emailing) is just not as effective as it once was—you need to be smarter both when it comes to which users you’re engaging and what kinds of messages you’re using. This second point is especially interesting: the types of messages you send can have a big effect on your outreach results.
SaaStr
APRIL 15, 2021
For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospects’ and customers’ problems.
The 5% Institute
APRIL 13, 2021
One of the most effective things you can do with your sales team, is to introduce activities to practice sales conversations and other sales tasks to improve their effectiveness. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities.
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.
Partners in Excellence
APRIL 16, 2021
Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.
ConversionXL
APRIL 14, 2021
As digital marketers, content is a critical part of everything we do. And while analyzing and refreshing content may take a lot of time and effort, the results for generating more traffic and improving SEO are clear. . With the many things that go into creating content, such as competitor research, outreach and technical aspects of content, improving older content frequently takes a back seat—which in most cases, is a costly mistake. .
Heinz Marketing
APRIL 15, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is Sales and Marketing Alignment? As Matt Heinz says – there is No Sale without Marketing and No Marketing without Sales. A successful, predictable, and scalable organization doesn’t exist entirely with sales or entirely with marketing. For a greater marketing conversion, you need an efficient sales program.
The 5% Institute
APRIL 13, 2021
A famous example of an ‘old-school sales closing’ method , is something in the sales world known as a puppy dog close. So; what is a puppy dog close, and how do you use it? And does the puppy dog close still work? In this article, we’ll detail where it got its name from, and how you can use the technique in a modern setting. What Is The Puppy Dog Close?
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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
APRIL 11, 2021
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
Sales Hacker
APRIL 12, 2021
Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.
SaaStr
APRIL 12, 2021
The biggest mistake folks make when they go to hire a VP of Sales is hiring a top AE that's never really built a team. Being the top rep at a SaaS company, as an IC, is a great and even necessary start. But it does not remotely prepare you to be a VP of Sales on its own. — Jason BeKind Lemkin (@jasonlk) December 4, 2020. Over the past years at SaaStr, we’ve summarized a lot of VP-level hiring decisions down to one strategic choice: do you (x) pick a Stretch VP, one that hasn’t quite do
The 5% Institute
APRIL 14, 2021
Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. Executives require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
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.
Understanding the Sales Force
APRIL 13, 2021
You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? I'll give you fourteen really good reasons. You see, the book is much less about baseball and much more about the following thirteen integral competencies of sales success: Relationships.
Heinz Marketing
APRIL 10, 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. How to Get Your Ideas Across to Listeners More Powerfully. Can you overdo it, focusing on delivery skills so much that your performance actually suffers?
SaaStr
APRIL 16, 2021
The best CMOs are very good at promotions. That's part of the job, after all. Just make sure at least 50% of their energy goes into promoting the company, and not just their personal brand. — Jason BeKind Lemkin (@jasonlk) April 15, 2021. CMO is a tough job. The half-life is short. The pressure is high. And the job often is so multi-facteted.
The 5% Institute
APRIL 15, 2021
In this article, we’ll explore 8 x recommended real estate sales advice tips to help you sell more homes, consistently. Selling real estate when done correctly , can be an excellent and lucrative career. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too.
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!
Salesmate
APRIL 14, 2021
80% of sales are achieved by just 8% of the sales reps. What about the rest? Well, they are busy making excuses. It seems enticing to take the path of ‘excuses’ to escape after a poor performance. But how far can you go by making various sales excuses? One day you will reach the dead end, and you’ll have to stop. We all make mistakes. It is human nature to make mistakes and fail.
Gong.io
APRIL 14, 2021
If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. Since our debut, we’ve had conversations with 49 revenue thought leaders across all industries and have explored how they use revenue intelligence – a new way of operating based on data instead of opinions – to win the market.
SaaStr
APRIL 13, 2021
Thank you @jasonlk for giving me the @saastr stage +4 yrs ago to share both my story & build @pagerduty 's brand … the Sunny Delight, solution to problem fit talk. We were <$50m ARR, & the audience was full of potential, now much larger @Saas customers! #startups [link]. — Jennifer Tejada (@jenntejada) January 8, 2021. When we last checked in with PagerDuty, they were IPO’ing at $125m in ARR.
The 5% Institute
APRIL 12, 2021
One of the most common sales objections you’ll come across, is the I need to talk to my spouse objection. So how do you handle the I need to talk to my spouse objection in a way that’s not pushy or in a way that lacks empathy? In this article, we’ll explore how to handle the I need to talk to my spouse objection, as well as how to proactively prevent it from coming up in the first place.
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.
Sales Hacker
APRIL 14, 2021
Have a side hustle? Thinking of starting one? Struggling with where to start or how to scale? This is for you. Both Taylor and Marcus have built successful side hustles while remaining top performers at Fortune 500 companies. In this panel discussion, they breakdown some of the most important elements to building a sustainable side hustle: How to choose the building blocks for a 5-year plan.
G2
APRIL 14, 2021
The price of a product or service is the major factor in a potential customer’s purchase decision.
SaaStr
APRIL 14, 2021
Q: Do salespeople add to the value received by customers? They do in the enterprise. At least the good ones do. That’s what a lot of founders miss. Let’s break sales down into 2 types: transactional and solution sales. In transactional sales, which are often low-priced solutions … it can be hard to provide a ton of value: Absolute cost is fairly low.
The 5% Institute
APRIL 13, 2021
Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our online sales course. The 5% Sales Blueprint ; our online sales course, is a 100% online delivered sales training program, completely designed with the end user in mind. Find out below if our online sales course may be the right fit for you or your business.
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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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