Cerebral Selling
JUNE 28, 2022
It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually.
SaaStr
JUNE 26, 2022
In many segments, competition-to-the-almost-death seems the norm in SaaS. Just look at Larry Ellison or Marc Benioff. While both seemed to have mellowed a bit recently, you can still see it in their eyes, their press releases, their ads in the Wall Street Journal. Ellison and Benioff clearly want to kill their competitors. And each other. Every day.
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SaaStr
JUNE 27, 2022
Dear SaaStr: How Many Sales Reps Do I Need? More than you probably would think. You can back into how many sales reps you’ll need in SaaS. First, figure out how much revenue you need to close in the next twelve months. Because that’s more than now. Second, calculate a reasonable attainable quota for your closers, your Account Executives. This is generally derivate of your deal size.
Iannarino
JUNE 29, 2022
One way to describe our current environment is AC/DC, an acronym for the A ccelerating, C onstant, D isruptive C hange we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium. Even though the Earth is still spinning its way around the sun, the people predicting the end of the world were right, even if their predictions were too literal.
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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
JUNE 30, 2022
Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.
Force Management
JUNE 29, 2022
Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
JUNE 28, 2022
Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent sales.
SaaStr
JUNE 27, 2022
So two big PE $10B deals happened in SaaS this week, one agreed, the other closed. And the difference are so stark, they highlight all the changes in SaaS in just a few months: Zendesk agreed to be acquired a PE syndicate for $10.2 Billion , going private. Anaplan’s deal to be acquired by PE firm Thoma Bravo for $10.4 Billion closed. Not only were the prices basically identical, but so were a few other facts: Both had a nice, roughly similar premium price (usually necessary to get a deal done t
SalesProInsider
JUNE 29, 2022
Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections.
Partners in Excellence
JUNE 26, 2022
One of the fundamentals in any kind of solution or value based selling is the ROI produced by the solution. Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. And they must do this, both to get approval to move forward, as well as to evaluate alternatives.
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.
Iannarino
JUNE 30, 2022
Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something from their prospective clients. The second is a salesperson who knows something that is valuable to their clients.
Martech
JUNE 27, 2022
Now that consumers expect speed and hyper-personalization in all things, marketers have to find innovative ways to meet demands and maximize their budgets. To do this, marketers are turning to artificial intelligence and machine learning. In fact, there is a new term just for this – “AI Marketing.” Customer expectations have never been higher.
Engage Selling
JULY 1, 2022
Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and leaders in businesses today. I’m … Read More. The post Selling to New Leaders in Uncertain Times first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
JUNE 26, 2022
This weekend, in celebration of the beginning of summer, I was invited to a dinner with friends. At the end of dinner, the host brought out one of my favorite desserts, key lime pie. I feigned politeness, letting everyone take their pieces before I served myself. Truthfully, it was pure selfishness, I wanted to get a bigger piece of the pie. For many of us, I’m one of those, there’s always the tendency to go after a bigger piece of the pie.
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!
Iannarino
JULY 1, 2022
One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, in fact, there may be more of them than there are people who believe that strong leadership is critical to high performance.
SaaStr
JUNE 30, 2022
With all the doom and gloom on Twitter, you could be forgiven for thinking SaaS customers have somehow evaporated. And perhaps they will. But not today. Not today. Kyle Porter, CEO of Salesloft, was kind enough to share that well into nine-figures of ARR, they are not only growing 53%, but hit the plan early for this quarter — and are seeing no signs of any slowdown, at least not yet.
Spiro Technologies
JUNE 30, 2022
In one of the early scenes from Martin Scorsese’s movie The Departed, Martin Sheen, playing a police captain, tells a young police recruit played by Leonardo DeCaprio that, “We deal in deception here. What we do not deal with is self-deception.” It’s a poignant line, and a reminder that many of us have stories we tell ourselves — stories that aren’t always true.
Sales Hacker
JUNE 30, 2022
Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. That’s why the most important factor for ABM success is sustained change management. Learn: Why is sales and marketing alignment important to ABM?
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!
Martech
JUNE 28, 2022
It’s no comfort knowing you’re not the only one having trouble finding tech talent. Demand is high, supply is low. And everyone has teams and projects stuck in limbo. What would be comforting is a solution. Well, here you go. I’ve helped many marketing teams close the gap in their technical capabilities without writing a single job description. The reality is you have many more options than you can envision right now.
SaaStr
JUNE 29, 2022
So we’ve done so many great things with Zendesk over the years, and now it’s the end of one era for Zendesk — and the beginning of a new one. It’s now “going private” for $10.2 Billion. It may well IPO again in just a few years, we’ll see. But this will be one of the last chances we get to see its financials and metrics as a public company.
Heinz Marketing
JUNE 25, 2022
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. Employees vs. customers: Who is more important? The age-old question — Who is more important: customers or employees?
Partners in Excellence
JUNE 28, 2022
Innovation is critical for all of us. It enables us to… well, innovate. Innovation underlies change. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention.
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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
Martech
JUNE 29, 2022
The B2B customer journey can be a long one, especially when the purchase of expensive software subscriptions is under consideration. “The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” But the report also indicates that this journey can be significantly sped up — by as much as 63% — if accounts be
Sales Hacker
JUNE 27, 2022
Every closed deal requires two parts: the right buyer and the right seller. The right buyer is one who’s the ideal fit for your solutions. The right seller is one who has what it takes to guide the deal through the sales cycle and eventually, across the finish line. If one side of the equation isn’t quite right, there’s no deal. The vast majority of organizations have the first half of the equation down pat.
Heinz Marketing
JUNE 29, 2022
By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. In partnership with Bigtincan , we surveyed 206 professionals across multiple experience levels, company sizes, and industries to discover how teams are communicating the value of their solution in a way that addresses buyers’ wants, needs, and expectations, while simultaneously meeting the goals of their business.
Closing Bigger
JUNE 29, 2022
This sales podcast episode is focused on shifting our mindset one that drives sales success. Sales process only works as well as the mindset of the person using it. Unproductive mindsets are often what is holding back expectational people from reaching their true potential. Developing an empowered mindset can you produce greater results, consistently.
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.
Martech
JUNE 28, 2022
Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations.
Salesforce
JUNE 29, 2022
Imagine how much more productive and efficient you could be if you could take all of the repetitive, routine, manual work out of your day. Imagine if that kind of work were simply done for you, freeing you up for the value-added work that drives success for you, your business, and your customers. A growing number of companies are going beyond simply imagining it.
SaaStr
JUNE 25, 2022
One of the few you can see a clear path to $100B ARR for. — Jason BeKind Lemkin #???????????? (@jasonlk) June 23, 2022. There are a lot of “VC-ism”, and one you hear a bit is The Clear Path. What’s that? It’s a way of summarizing the combination of current growth, TAM and future prospects into where things are going. E.g., “Yes, it’s early, but there’s a clear path to $10m-$20m ARR just doing what they are doing today.”. ”There are challenges, but with that level of growth, there’s a cle
Closing Bigger
JUNE 28, 2022
I have heard many sales experts, gurus and influencers promoting the idea that “old school” concepts like closing the sale are outdated and no longer relevant. While “old school” techniques have become outdated, closing skills are still vital for sales success. Closing is still a required skill but today b2b buyers and consumers are much more sophisticated and sensitive to “salesy” approaches.
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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