Sat.May 02, 2020 - Fri.May 08, 2020

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4 Steps to Create Loyal Client Advocates

Anthony Cole Training

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

Clients 176
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Sensory Marketing for Intangibles

Neuromarketing

Sensory marketing is possible for intangible products, services, and ideas. Here are examples from Friction by Roger Dooley. The post Sensory Marketing for Intangibles appeared first on Neuromarketing.

Service 130
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Sell More by Losing Faster

Cerebral Selling

In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle. In fact, the relationship across dozens of sales reps in different geographies was clear: the more efficiently we moved a customer through the discovery phase, the greater our win rate.

Sell 130
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How to respond when buyers say “I need to think about it” (according to data).

Gong.io

What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . The deal had legs. The finish line was in sight. You were ready to hit “closed won.”. Aaaaaaaand it’s gone. Or is it…? To find out how this phrase truly impacts deal success, our Gong Labs team turned to the data.

Contract 128
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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THE 4 TYPES OF QUESTIONS TO CRUSH YOUR DISCOVERY

A Sales Guy

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale.

Pitch 128
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What’s Really Happening in Venture Capital, Right Now

SaaStr

Q: Are Silicon Valley VC firms suspending or significantly cutting down on startup investments during this pandemic given the vast economic uncertainties of this time, or is it business as usual? I’m glad you asked! First, come here from 20+ of the top VCs in SaaS and Cloud for FREE at our next big digital event, the next SaaStr Summit: The New New in Venture on May 27th.

Start-ups 122

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The Difference Between Effectiveness and Efficiency Explained

InsightSquared

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best? Efficiency and effectiveness are both buzzwords popularly used by CEOs and Sales VPs to chart the course of their organization.

B2B 118
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5 exceptional habits of effective sales leaders

Salesmate

As a sales leader, you are no different from a chess player. Like a chess player, even you have pieces (sales reps) with different capabilities. They all play an integral role in your victory. However, the victory depends on how strategically you move these pieces. Effective sales leaders are in full control of the sales game. They know how to formulate a plan to win the game and accordingly move the pieces to accomplish the plan.

Sales 117
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You Are Not a Media Company

SaaStr

In these Shelter-and-Beyond days, many of you are trying to dial-up the media and content side of your business. Which is good. IMHE, content marketing, done right, always works. Webinars almost always work. Corporate blogs almost always work. Podcast almost always work. Viurtal events can work. But you have to do them right. More on how here: Webinars Almost Always Work.

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6 Security Threats E-Commerce Businesses Frequently Face

G2

With worldwide retail e-commerce sales projected to increase, the industry is booming without plans to stop any time soon.

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5 Ways You Can Win Faster with Gen AI in Sales

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.

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An Unprecedented Opportunity

Partners in Excellence

The current pandemic and financial crises create an unprecedented opportunity to engage our customers in high value and impact ways. In normal times, helping the customer understand and committing to change is, often, the biggest challenge. It is human nature to resist change. Unless the pain of doing nothing is greater than the pain of change, the rational decision for many is to do nothing.

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Sales and customer service have more in common than you might think

Salesmate

Sales and customer service were once considered completely different areas of business – divided into two different departments, each having different goals, objectives, and strategies. Traditionally, sales teams would bring in new customers, while customer service teams were expected to take care of them. Though both contributed towards bringing profits to the company, they ultimately used different methods, often contrasting to each other.

Service 110
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Would You Rather Own 100% of a Company Worth $100 million or 10% of a Company Worth $1 Billion?

SaaStr

Q: Would you rather own 100% of a company worth 100 million or 10% of a company worth 1 billion? This is the greatest question for ambitious founders. I’ve thought about it a lot. I’ve lived it (a version of it). And I think about it every single day. I remember when Aaron Levie turned down a $600m+ acquisition for Box years ago, before SaaS went on a tear.

Up-sell 111
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Selling During COVID-19: You Must Be a Micro-Manager | Sales Strategies

Engage Selling

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micro-manage your metrics. You need to be on top of your business metrics like never before.

Sell 103
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Why You Need Empathy & Emotional Intelligence to Sell Now (+3 Tips)

Sales Hacker

It’s like a sudden punch to the gut, isn’t it? We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. The seismic impact of COVID-19 has blurred the lines of normal and introduced a new playing field.

Sell 102
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How To Write Meta Descriptions That Don't Suck

Hubspot

I'll be the first one to admit it: The first time I wrote a blog post, I had a lot of new terminology to learn. SEO, alt text, headers, all of it was new to me. Thankfully, learning how to use these acronyms to my advantage was a quick learning process. However, there was one function of a blog post that took some time getting used to, and that was a meta description.

Pitch 101
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7+ Tips On How To Build Your First Sales Team

SaaStr

Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales ??. At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep succeeds goes way, way down. OK assuming you know how to do it (you’ve closed 10+ customers yourself) … then you do you structure your first team?

Sales 108
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The Pros and Cons of Making Remote Work Permanent

Membrain

Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved.

Sales 101
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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Sales Enablement – Your Ultimate Guide

The 5% Institute

If you look at companies that perform very well with their sales teams versus those that perform averagely – the difference usually will be the better company has a sales enablement strategy in place. Sales enablement is crucial to your staff’s success, and in this guide, you’ll learn why. In this article, we’ll cover: What is sales enablement? Why is sales enablement important?

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How to Write the Perfect Page Title With SEO in Mind

Hubspot

In high school, the hardest part of writing an essay for me was coming up with the title. To be honest, titles are still a struggle for me to this day. However, writing titles for blog posts or page titles are a part of my day to day as a marketer. And now I have to think about SEO as well. If you're anything like me, it's helpful to learn best practices you can refer to when you're writing a title.

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8 Ideas On How To Do Better In the New Normal

SaaStr

So however rough it’s been lately, or at least different … it’s time. It’s time for the New Normal. A new plan, for real. A new strategy. One that builds on the learnings since March. Here are my top 8 things to challenge you, that might help as we transition from reactive to proactive … to a new normal, for real. Ok this is the first real week of May.

Finance 104
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How to sabotage your sales with bad assumptions

Membrain

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that they are the primary decision-maker.

Sales 100
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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How To Close A Deal – A Step By Step Guide

The 5% Institute

Knowing how to consistently close a deal is one of the most important things to learn in sales. Without consistent sales; it’s difficult to plan and forecast , because you’ll constantly be in feast and famine mode. The way in which we teach how to close a deal, is by using a consistent system; or framework. In this article, you’ll learn how to close a deal with ease, by using a framework we call The 5% Sales Blueprint.

Closing 98
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The Evolution of Content Marketing: How It's Changed and Where It's Going in the Next Decade

Hubspot

A sound content marketing strategy is one of the better ways a business can help shape its brand identity, garner interest from prospects, and retain an engaged audience. It lets you establish authority in your space, project legitimacy, and build trust between you and who you're trying to reach. As you can assume, it's well worth understanding. But that's easier said than done.

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12 Survival Tips for Remote Sales Teams (From Real Remote Workers)

Sales Hacker

If you’re an office-goer, the thought of managing or being part of a remote sales team might seem like a no-go. But my sales team has always worked this way. Exposure Ninja’s sales team is tight-knit. We have five people in total, all working from different parts of the UK to make big waves (and big sales, of course). The reason our sales team is so successful isn’t because of the practicalities of being remote.

Pitch 96
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How to Build a Business Case for Sales Enablement and Garner Executive Buy-In

SalesHood

Alignment between departments is essential for an effective sale enablement program. Companies with aligned sales and marketing teams can provide much more marketing-sourced revenue and significantly higher sales win rates. That number can also be further improved if operations, human resources, and product teams participate in the sales enablement process as well, [ ] The post How to Build a Business Case for Sales Enablement and Garner Executive Buy-In appeared first on SalesHood.

Sales 96
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10 Ways to Leverage Buyer Signals and Drive Revenue

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.

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How To Position Yourself As A Trusted Advisor

The 5% Institute

In sales, positioning yourself as a trusted advisor can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted advisor; and how do you position yourself in this way to your potential clients? In this article, you’ll learn: What is a trusted advisor? Behaviours that’ll break trust. The six traits you’ll need.

Trust 98
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15 of the Best Account-based Marketing Software for 2020

Hubspot

Are you in the market for your new account-based marketing software solution? If so, then you've come to the right place. Recall that account-based marketing is a marketing strategy that targets companies, rather than individual customers. Account-based marketing means catering your message to the top decision makers for target accounts with a blend of marketing of sales tactics.

GTM 101
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Gong’s topic detection technology is issued a patent

Gong.io

Today, the US Patent and Trademark Office issued patent #10,642,889 titled “Unsupervised automated topic detection, segmentation and labeling of conversations”, which protects our technology for understanding topics in customer conversations. I thought it would be useful to share the essence of the technology, and how it came about. The goal: understanding conversations beyond keywords.

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Flipping adversity into advantage: CMO Book Club insights from Laura Huang

Heinz Marketing

Laura Huang researched and wrote Edge: Turning Adversity into Advantage months ago, well before the current pandemic. Her lessons, however, are particularly valuable in this moment. Dealing with imposter syndrome? Addressing flaws and adversity head-on? Flipping stereotypes in our favor? If you sometimes feel you’re hitting the same wall over and over, you’re not alone.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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