Cerebral Selling

SEPTEMBER 27, 2022

Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down. With heavy talk of inflation and a looming recession (or a recession that’s already started) buyers are anxiously shifting their budgets, headcount, and growth plans, leaving salespeople to hear objections like: now isn’t the right time. my CFO is asking me to put together a “recession plan”. call me back when the storm passes. we’re only moving forward with

Objection handling 221

Objection handling Sales Construction Prospecting 221

Force Management

SEPTEMBER 29, 2022

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

Sales 96

Sales 96

Iannarino

SEPTEMBER 29, 2022

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Nor is the contest between their solution and their competition's product or service. Instead, it's a contest between the salespeople trying to win the client's business. A salesperson with greater sales effectiveness will beat a salesperson with a lower level of effectiveness.

Sales 235

Sales Clients Service Product 235

Membrain

SEPTEMBER 29, 2022

My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff. Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space. This kind of exercise is really rewarding, as you get rid of things that no longer serve a purpose and free up space for things that you value.

Sales 71

Sales 71

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

Sales Hacker

SEPTEMBER 28, 2022

Customers are coming into the sales process more and more educated, but many organizations are stuck running the same play for everyone. Join Jake Dunlap (Founder & CEO of Skaled) to learn how companies are adapting their B2B processes to this new world—where people are coming in with very different expectations and levels of education. Guest: Jake Dunlap – Founder + CEO of Skaled.

Process 90

Process Customers Education B2B 90

Veloxy

SEPTEMBER 29, 2022

Getting and keeping your prospect’s attention on a cold call can be done in four ways. You can either: Make the call about them. Respect their time. Offer value without strings. Build intrigue. The cold call opening lines below all help you do one or all of those things. ( Yes, these are actual opening lines, unlike other blog posts that give you mere tips. ). 1.

Cold Call 147

Cold Call Sales Clients Promote 147

ConversionXL

SEPTEMBER 26, 2022

Your website design is more important for conversions than you think. You can implement every conversion-boosting tactic in the world , but if your web design looks like crap, it won’t do you much good. Design is not just something designers do. Design is marketing. Design is your product and how it works. The more I’ve learned about the principles of web design, the better results I’ve gotten.

Objectives and Key Results 28

Objectives and Key Results Follow-up Up-sell User Experience 28

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 133

Meeting High impact Up-sell Start-ups 133

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh.

Objectives and Key Results 130

Objectives and Key Results Cold Call Sales Follow-up 130

Iannarino

SEPTEMBER 28, 2022

You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply hanging out on social channels and connecting with their prospects. But the loud voices that once shouted, " Cold calling is dead! " have been silent for many years.

Sell 225

Sell Cold Call B2B Prospecting 225

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

SaaStr

SEPTEMBER 30, 2022

Let’s all be clear, 2021 was insane: * SPACs worth billions with no revenue * Multiples magically tripled * Fintechs with 10% GMs worth same as 80% GMs * #5 in market got same premium as #1 * Growth stage seen as free money * Seed VCs bought in $3B-10B rounds vs sell. — Jason Happy Lemkin (@jasonlk) September 28, 2022. So as we’ve talked about before, these are Strange Days in SaaS.

Growth 129

Growth Follow-up Up-sell Sell 129

Martech

SEPTEMBER 29, 2022

Our ability to collect and use data about our customers is skyrocketing, but consumer expectations can seem contradictory. So how can we craft a data strategy that’s beneficial to our brands and to our customers? On the one hand, many consumers don’t want websites to collect their data. On the other, they want us to show things that are relevant to them and not show ads for the boot they just purchased.

Customers 124

Customers Entertainment Contact Service 124

Heinz Marketing

SEPTEMBER 29, 2022

By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Most of us marketers are focused on a traditional revenue funnel – cone-shaped with awareness at the top and purchase at the bottom. At the top stage of the funnel, you have prospects who are aware of your brand. This stage is the widest part of the funnel with a large number of leads.

Profit margin 119

Profit margin Cross-sell Drivers/motivators Referrals 119

Iannarino

SEPTEMBER 27, 2022

When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with a sales leadership title, like Vice President of Sales, is not a sales leader. A person with the title of Sales Manager may be a sales leader, but this is not always the case. Sometimes a sales manager is nothing more than a sales manager.

Sales 224

Sales 224

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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

SaaStr

SEPTEMBER 28, 2022

Dear SaaStr: What do you look for when hiring a VP of Product for a B2B SaaS? In particular, the dilemma I’m facing is hiring between a SaaS expert or a target market expert. First, I’d go for a SaaS expert over a domain/target market expert in just about any senior hire — VP Product, VP Sales, VP Marketing. The general reason is this: we overvalue domain expertise.

Product 128

Product B2C B2B Engineering 128

Martech

SEPTEMBER 30, 2022

As customers, we’re all bombarded with marketing messages everywhere we turn. And, if a company’s message is not relevant to us or our interests, we tune it out completely. That is why businesses need to adopt disruptive marketing strategies to stay competitive. Disruptive marketing is about more than just creating a buzz. It’s about rethinking the way you do marketing and breaking the rules you’ve been playing by.

Campaign 123

Campaign Technique Construction Drivers/motivators 123

Heinz Marketing

SEPTEMBER 30, 2022

By Lisa Heay , Director of Business Operations at Heinz Marketing. According to Scott Brinker’s most recent Marketing Technology Landscape , there are 9932 (and counting) solutions in the marketing technology space. Needless to say, it’s easy to get excited about all the new tools available, be distracted by the newest shiny object in marketing technology, or think a new tool will automatically solve a marketing problem. .

Technology 113

Technology Technology Start-ups Represent 113

Iannarino

SEPTEMBER 30, 2022

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are those who believe Friday is the best day to do it. A technology company recorded the outcomes of 40 million calls, and their data revealed something quite simple and, perhaps, expected. The best time to make cold calls is between 9:00 AM and 5:00 PM on weekdays.

Cold Call 224

Cold Call Technology Technology Prospecting 224

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.

Product

SaaStr

SEPTEMBER 28, 2022

It’s not just you. SaaS is getting more expensive, for a variety of reasons. HubSpot for example, which has been very judicious on holding the line on pricing and ACVs, raised prices 12% for the first time since 2018 — albeit only on new customers: Slack also similarly did its first pricing increase in history recently, of about 10%: Prices are going up in SaaS.

Price 125

Price Represent Growth Customers 125

Martech

SEPTEMBER 30, 2022

DoubleVerify has announced new measurement tools for retail media networks. They are currently being used by the company’s new partner Best Buy Ads and the ad networks for Amazon, Walmart, Target, Macy’s and Kroger’s. Advertisers using these retail media networks will have access to third-party measurement tools provided by DoubleVerify. Additionally, as part of the partnership with Best Buy, DoubleVerify provides these tools for Best Buy’s use in their own brand campaigns.

Retail 120

Retail Networking Campaign Clients 120

Understanding the Sales Force

SEPTEMBER 27, 2022

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information! Isn't it fascinating when you thought you knew what a product was all about but you were wrong?

Technique 109

Technique Pipeline Sales Follow-up 109

Iannarino

SEPTEMBER 25, 2022

You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to build consensus. Now, the deal you are working on finds you standing in front of a group of people who expect you to propose a course of action to improve their results.

Pitch 222

Pitch B2B Contact Sales 222

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

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? A few thoughts on retention compensation when you are acquired. First, understand that the acquirer almost certainly already has a strong sense of what they want to do (right or wrong). Even if they haven’t told you yet. Second, understand there are both carrots and sticks that acquirers can employ, and that the retention may involve a combination of both.

Negotiate 117

Negotiate Drivers/motivators Closing Price 117

Martech

SEPTEMBER 24, 2022

Consumers engaging with metaverse-style virtual environments are interested in a number of industries and activities. Topping the list of interests is music, according to a new study by Reach 3 Insights, which polled 401 consumers over the summer. The findings explain some of the live events and tie-ins that brands are launching in the metaverse, on platforms like Decentraland and Roblox.

Gaming 119

Gaming Launch Meeting Product 119

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier. And 70% want to continue working remotely half or most of the time in the future.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Spiro Technologies

SEPTEMBER 29, 2022

Everybody takes a different road before starting a career in sales. Some people jump right in after college, while others spend years doing something completely different before making the switch. Since the barrier to entry in sales varies so widely across industries, it’s not uncommon to see people with all sorts of backgrounds end up in the profession.

Negotiate 105

Negotiate Outside Sales Quota Sales 105

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

SaaStr

SEPTEMBER 29, 2022

So lots of folks talk about GitLab as a leading in software development and devops, but GitLab also has sort of a quieter cousin that also IPO’d: JFrog. JFrog started off as the #1 binary repository and has expanded from there as a multi-product suite for software development. Fast forward to today, it’s at $270m ARR, growing an impressive 39% a year, and generating positive cash flow.

Growth 116

Growth Engineering Start-ups Product 116

Martech

SEPTEMBER 28, 2022

It was supposed to be a public service announcement, promoting an app to discourage binge drinking on campus. It helped college students who drank too much to cut back. It also encouraged a subset of college students to drink more. So what went wrong? To Dr. Brian Cugelman, a senior behavioral scientist at the Toronto-based Behavioral Design Academy, “what went wrong” here is a good example of a “backfire” — an ad campaign that delivers an unintended consequence, sometimes bad.

Campaign 117

Campaign Promote Sports Pitch 117

Partners in Excellence

SEPTEMBER 28, 2022

Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or at a large event and you start talking to a stranger next to you. It doesn’t matter who starts the conversation. But how does it start? Perhaps both of you just shared a common experience–you saw something happen near you. “What did you think about that speaker?

Conversion 102

Conversion Sales Pitch Sell 102

Salesforce

SEPTEMBER 30, 2022

A labor shortage , inflation , and ongoing supply chain challenges are set to make the holiday season less festive for retailers and consumers alike. How can your business stand out when shoppers are buying fewer gifts? By providing customer service they can rely on — fast returns, an easy help center, and questions answered with one phone call. “Customer service can be a revenue booster when done right,” says Kathy Kimple, retail executive director, OSF Digital Strategy.

Service 98

Service Retail Customer Relationship Management Repeat business 98

Advertisement

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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