Anthony Cole Training
FEBRUARY 18, 2020
In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.
SaaStr
FEBRUARY 17, 2020
We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them. And if you are sick, have been sick, or have been to China in the past 60 days, do not come to SaaStr Annual 2020.
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G2
FEBRUARY 21, 2020
Nonprofit web design isn’t something your organization should overlook.
Membrain
FEBRUARY 19, 2020
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
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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.
Anthony Cole Training
FEBRUARY 21, 2020
Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.
SaaStr
FEBRUARY 15, 2020
We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful. So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesmate
FEBRUARY 18, 2020
In our 7 tried and tested sales methodologies, we highlighted the importance of each for your sales process. In this article, we will share insights on SNAP sales methodology. In case you haven’t checked out our in-depth blog on sales methodologies, you can check out from here. Now talking about SNAP sales methodology, it aims at helping your sales team understand the decision-making process of your customers.
Membrain
FEBRUARY 16, 2020
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.
SaaStr
FEBRUARY 19, 2020
By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends. One of those trends is the movement towards remote work and distributed teams, which is significantly changing how we communicate and collaborate in the modern workplace. .
Partners in Excellence
FEBRUARY 17, 2020
One of my favorite podcasts is the Lessons For Sales Leadership , hosted by Brent Adamson. Both Brent’s skill as an interviewer and his “heavy hitter” guests make this one of my favorites, and one where I learn from great sales leaders. Part of the reason I like the podcast is that Brent interviews some of the most experienced practitioners in the world.
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.
ConversionXL
FEBRUARY 19, 2020
As the marketing industry developed, researchers dove deeper into buying behavior and buyers’ minds. One early researcher was Edward Bernays—Sigmund Freud’s nephew—who coined the term “public relations.”. Bernays believed that people could be influenced via crowd psychology and psychoanalysis. His “Torches of Freedom” campaign in the 1920s promoted smoking among women as a symbol of liberation, opening a new market to cigarette companies.
Sales Hacker
FEBRUARY 19, 2020
Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.
SaaStr
FEBRUARY 20, 2020
Q: How do you motivate your sales team after a disastrous month? It’s definitely a challenge to keep the sales team in the game once things … slow down a lot. Because everyone in sales knows. They know if the competition is getting stronger. If the new VP of Sales isn’t good enough. If the outages are getting worse. Still, a few thoughts on what to do to get the team through a rough patch: Deliver a killer feature to sales.
Hubspot
FEBRUARY 20, 2020
Back in the late '90s (way back when), SEO was in its infancy. It was almost like the Wild West -- anything goes. Since the rules were loose, both white hat and black hat SEO tactics began to develop. While white hat tactics are an ethical way of improving your organic traffic and search rankings, black hat tactics go against guidelines set by search engines in an unethical way.
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!
Miller Heiman Group
FEBRUARY 18, 2020
Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved. Where’s the disconnect? Lack of seller adoption of the sales technology stack. Even if your organization has all the latest and greatest sales tools, technology that isn’t used effectively can’t help move deals forward.
Heinz Marketing
FEBRUARY 18, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Spam. We all get it. We all hate it. While some emails might feel like spam, they aren’t usually classified that way, technically. . In order to be considered “email spam”, the message has to be unsolicited. Most of us willingly sign up for promotional emails when we subscribe to a mailing list in exchange for a coupon, or check that box in the online shopping cart during checkout.
SaaStr
FEBRUARY 18, 2020
Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. In this Best of Times in Cloud and Saas, learn the questions to ask to hire the CMO expert and create a strong CEO and CMO partnership. Want to see more content like this? Join us at SaaStr Annual 2020. Maria Pergolino | frmr.
Hubspot
FEBRUARY 18, 2020
Marketers, welcome to 2020. This year begins the next decade of our profession. We can't predict everything that will change in the next ten years, but we can take a look at what's happening today and use it to better understand the change that is ahead of us. Since 2010, the marketing world has changed. a lot. In the early 2010s, social networks were only starting to gain traction.
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!
SalesLoft
FEBRUARY 20, 2020
From workshops and career tracks to the keynote (looking at you, Spike Lee!) and SalesLoft certifications, REV2020 attendees will leave with insight and tools to change your career, new contacts and networks, and much more. But what else can you expect from your time at REV2020 ? An awesome experience. . Here are the top 4 experiences you can’t afford to miss at REV2020 this year: .
Salesmate
FEBRUARY 21, 2020
B2B sales is undoubtedly a tough nut to crack. Here you are selling to a business, so the level of difficulty and risks are too high. Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. Businesses are well informed and abreast of the market as well as its changing trends.
Heinz Marketing
FEBRUARY 20, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. It’s no secret that buyers’ personas are a key element to marketing and sales. If you don’t understand the people you are targeting, how are you going to sell them your product or service? Personas should be developed and socialized to the organization, with feedback from sales and other departments that interact with prospects and customers.
Hubspot
FEBRUARY 20, 2020
How much do you know about website indexation? If it's next to nothing, you're not alone. Website indexation is not something you do as a marketer, but a process the search engine carries out when you publish new content online. What marketers need to know is how to ensure you’re set up correctly for indexation. An indexed website helps a site or page actually appear in search engine results — which is typically the first step to ranking and generating traffic.
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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
The 5% Institute
FEBRUARY 19, 2020
Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students – and hopefully for you too. 5 x Account Management Best Practices To Succeed.
SaaStr
FEBRUARY 20, 2020
Q: Where should a new product owner (PO) focus in their first 30 days? My strong advice is speak with data. And that may mean at first — not speaking too much! ??. Here’s my suggestion for the first 30 days: Visit as many customers as you can. Try to visit at least 10 in person. Talk to as many customers as you can. Zoom with another 10–20. Listen in on as many sales calls as you can.
Heinz Marketing
FEBRUARY 15, 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. How to Make a Webinar Your Audience Will Love. A look at some webinar best practices for your business.
Hubspot
FEBRUARY 18, 2020
Picture the scene from the film The Social Network where a fast-talking Sean Parker (played by Justin Timberlake) glides into a lunch meeting with Mark Zuckerberg, Christy Lee, and Eduardo Saverin. Sean confidently expresses how he envisions the company's thrilling growth, impressing two out of the three start-up enthusiasts. And then, right before his sudden departure, Sean offers a piece of advice to the crew, a recommendation that Eduardo passive-aggressively states was Sean's biggest contrib
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.
The 5% Institute
FEBRUARY 18, 2020
Sales call reluctance is something that everyone will most probably feel from time to time; especially if one of your prospecting activities includes cold calling. There are various reasons as to why you may be feeling sales call reluctance; from not knowing what to say, to the possibility of feeling worn down from the constant rejection. Whatever it may be, making sales calls can be an important part of your sales process, so in this guide – we’ll teach you what to do to overcome sales call rel
SaaStr
FEBRUARY 19, 2020
We’re just 20 days away from 2020 SaaStrAnnual.com and there are so many new things in store! Take a look at 20 of them here: One of the biggest is our-first ever CXO Summit at Annual on March 12. We’ll bring together 350 of the top CIOs, CDOs, CTOs and CXOs together with top CEOs at $15m+ ARR. The CIOs, CDOs, CTOs and CXOs from Zendesk, Google Cloud, Dropbox, Samsung, Adobe, Intuit, Nutanix, Webex, COBC, Oracle, AWS, Ciena, Cloudera, HP, West, Morgan Stanley, GE, Steelcase, Unisys
Outreach
FEBRUARY 17, 2020
Think of a software company you admire, and one you engage with regularly. You may be a customer, a content consumer, an email subscriber, or simply enjoy its brand. Now, look at the bottom right-hand corner of that company’s homepage. There’s a good chance you’ll see a live chat agent, commonly known as a chatbot. The Outreach team has written extensively about how the digital world is changing sales (and how your sales team should adapt—did you read the ebook, Transforming Your Sales Teams For
Hubspot
FEBRUARY 20, 2020
Here's a reality check for 2020 — only one-third of businesses make it to the 10 year mark. No market demand, running out of cash, and getting out-competed are among the leading reasons businesses fail. The good news? You don't have to figure it all out on your own, because I've done a lot of the legwork for you. When I served as the VP of Marketing at Sales Hacker (a publication and community for B2B salespeople), I uncovered strategies and processes that exploded our growth.
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.
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