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 220

Objection handling Sales Construction Prospecting 220

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 97

Sales 97

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 261

Sales Clients Service Product 261

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 70

Sales 70

Advertisement

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

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 86

Process Customers Education B2B 86

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

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 132

Customers Entertainment Contact Service 132

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 254

Sell Cold Call B2B Prospecting 254

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

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

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 128

Objectives and Key Results Cold Call Sales Follow-up 128

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 132

Retail Networking Campaign Clients 132

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 251

Cold Call Technology Technology Prospecting 251

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

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 126

Profit margin Cross-sell Drivers/motivators Referrals 126

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

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 131

Campaign Technique Construction Drivers/motivators 131

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 252

Sales 252

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!

Customers

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 122

Technology Technology Start-ups Represent 122

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 121

Growth Follow-up Up-sell Sell 121

Martech

SEPTEMBER 30, 2022

Has content become a dirty word? Join Ed Breault, CMO of Aprimo, to talk about the ultimate necessity of content operations to deal with digital pollution both at the macro and the micro levels so your organizations can rethink how you plan, create, manage and deliver remarkable customer experiences that scale. Register today for “Has ‘Content’ Become a Dirty Word?

Presentation 129

Presentation Customers 129

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 250

Pitch B2B Contact Sales 250

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

Sales

Heinz Marketing

SEPTEMBER 28, 2022

By Carly Bauer , Marketing Consultant at Heinz Marketing. Having proper email etiquette at work can help set you up for success when communicating with other professionals. It sets the tone for your email and acknowledges the recipient in a polite, respectable manner and helps establish you as a credible person in your role. Email etiquette is a highly valued skill that every professional should have in their tool belt and know how to use effectively.

Clients 109

Clients Consult Contact Start-ups 109

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 119

Negotiate Drivers/motivators Closing Price 119

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 128

Gaming Launch Meeting Product 128

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

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.

User Experience

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

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 117

Growth Engineering Start-ups Product 117

Martech

SEPTEMBER 29, 2022

As the competition for consumers’ time and attention heats up, promoting true customer loyalty will be more difficult than ever. Staying ahead of the competition means staying in front of the latest trends in consumer loyalty. Join loyalty leaders from Merkle and Salesforce as they break down the latest trends in consumer loyalty – including findings from Merkle’s 2022 Loyalty Barometer Report – and share ways that companies can capitalize on these trends to create deeper, more profitable relati

Promote 128

Promote Presentation Customers 128

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

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.

Sales