Iannarino
NOVEMBER 2, 2022
Much objection-handling training is old and outdated. It was created and developed long ago for the way people used to buy and sell. The strategies and tactics were designed to "handle" or "overcome" a contact’s objections. These legacy strategies and training were not created for our current ACDC environment (one of accelerating, constant, disruptive change).
Membrain
OCTOBER 30, 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!
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Sales Gravy
NOVEMBER 1, 2022
In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronge
Anthony Cole Training
NOVEMBER 3, 2022
Get out of the cold-calling business! Share this video with your people who might struggle with getting introductions. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into Commandment #3!
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Partners in Excellence
NOVEMBER 3, 2022
Recently, I had a fascinating conversation with a client. We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer? How can we enable them to contribute at higher levels?
Iannarino
NOVEMBER 1, 2022
The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate for outside sales professionals is commonly identified as 40 percent. Other statistics suggest all salespeople combined have a close rate of less than 20 percent. I am unaware of any international governing body requiring all sales organizations to upload a file with their wins and losses to include in their annual “State of Sales” report.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
NOVEMBER 3, 2022
SMA stands for Severe Mental Anguish. Is this something that your salespeople are uncovering in their prospects? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #4 now!
Partners in Excellence
NOVEMBER 4, 2022
Everyday I read articles about how to conduct sales conversations. They get into topics like, “do you start with ‘How are you…,'” They extend into the exact sentence structure, use these words, don’t use these, counter with this, use these pattern interrupts, here are the sequences. There is discussion about authenticity, which often seems to be faux authenticity; sometimes accompanied by recommendations on mirroring, facial expressions, and so forth.
Iannarino
OCTOBER 31, 2022
You often hear people talk about creating value for their clients. Much of the time, this refers to a salesperson’s solution and the better results it provides. Better results create value. That value, however, is unavailable to the prospective client until after they buy whatever the salesperson sells.
SaaStr
NOVEMBER 3, 2022
My summary of Venture Markets in Nov 2022: Series B and later even worse than looks in data: 85%+ of investing here has simply ceased. Seed and Early Series A: Deals take longer but off about 40%. Some have slowed down but most vets don't care too much about today's macros. — Jason Be Kind Lemkin (@jasonlk) November 2, 2022. So we’ve talked about it often here at SaaStr, but things are just so … odd right now in SaaS.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Search Engine Land
NOVEMBER 2, 2022
Google Search Console is an amazing tool that provides invaluable search data by real users directly from Google. While the charts and tables are friendly to work with, a large part of the data is not accessible from the UI. The only way to get to this hidden data is to use the API and extract all that valuable search data that is available to you – if you know how.
Sales Pop!
NOVEMBER 2, 2022
Small businesses have to be very careful with their spending. To stay afloat, they need to keep track of every penny that goes out the door. That’s why it’s important to have a streamlined system for paying vendors. Cost Effective Ways to Streamline Payments to Vendors. There are a few different ways to streamline payments to vendors. The following are a few of the most cost-effective methods: Automate Invoice Payments.
Iannarino
NOVEMBER 4, 2022
In a recent post on LinkedIn, I noted that accounting managers rarely ask people for advice on motivating their accounts payable people. Several readers responded that accounts payable clerks need not deal with the rejection encountered by salespeople. One person piled on and said salespeople face rejection 75 percent of the time.
SaaStr
NOVEMBER 4, 2022
Dear SaaStr: As a VC, if you could go back to your operational experience (as part of a hyper-growth startup), then what would you remind yourself to take note of? My top list: Slow down big decisions — when you aren’t sure. You have to move fast and break things, but if the pit in your stomach says, “Maybe don’t do that,” — slow that decision down.
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Force Management
NOVEMBER 2, 2022
Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success. This month, the podcast welcomed four guests with wisdom only experience can make. Tune in as they describe their journeys, sharing lessons they've learned about life, people and themselves - and how each has made them a better leader.
Sales Pop!
NOVEMBER 2, 2022
Everyone engages in sales to some extent. You are marketing your skills when applying for a position in a sales firm. Even individuals who tend to place a high value on their skills, such as authors, painters, and artists, must find a way to persuade investors, critics, and their target audience to embrace the fundamental aesthetics of their work. Careers in sales have never been more intriguing than they are right now.
Iannarino
OCTOBER 29, 2022
Ask a salesperson if they are consultative, and you will find most answer in the affirmative. After nodding in agreement, ask that salesperson what makes them consultative, and you will hear many ideas, none close to correct.
SaaStr
NOVEMBER 4, 2022
The budgets are >still< there, but they're harder to access, so sales needs to understand what your buyer's true goals are for next year and align with it. pic.twitter.com/a6BKk61LQR. — Jason Be Kind Lemkin (@jasonlk) October 27, 2022. So with the latest batch of earnings out, we can get a sense of where the leaders are in SaaS.
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.
Membrain
NOVEMBER 2, 2022
Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework for improving the way your sales system performs each year, using your win/loss analysis.
Sales Pop!
OCTOBER 30, 2022
If you run a business from your home, you may assume that your home insurance will cover everything, any catastrophic issues your property could encounter. Unfortunately, making an assumption won’t protect you from the realities of life. Getting the right insurance for your home-based business will help you stay in business and continue making sales if the unexpected happens.
Iannarino
OCTOBER 30, 2022
Are you hitting your targets? If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas.
SaaStr
NOVEMBER 2, 2022
Duolingo has dominated online language learning, rocketing to $360m in ARR and a $3.25 Billion market cap after launching back in 2012. And in today’s market, that’s strong performance. While the average Cloud stock has fallen almost 50% in 2022, Duolingo’s has stayed up, and is down just 10% in the past 6 months. So it’s doing what Wall Street wants today.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Martech
NOVEMBER 4, 2022
How incredible would it be if every marketing activity you pursued and invested in, delivered exactly the results you hoped for and more? Nothing in marketing is certain — and it constantly changes — which can make it hard to project and predict the outcomes of our efforts. Fortunately, there’s a simple process you can use to dramatically increase the odds that your marketing is successful.
Sales Pop!
OCTOBER 29, 2022
Do not write off your chances of landing your dream career simply because you lack conventional work experience or skills directly applicable to the position. Just because you’re applying for your first job, don’t assume you can’t put together a solid resume. You might wonder how to write a resume if you are currently enrolled in high school or college but have no work experience.
Iannarino
NOVEMBER 3, 2022
Some people believe that selling is a job or a profession, while others believe it is a set of skills one can acquire. Neither belief is wrong, but there is another way to think about sales and selling: that it is an art.
SaaStr
OCTOBER 30, 2022
Dear SaaStr: What Are the Advantages and Disadvantages That a Founder CEO Has Over a Normal CEO? A founder-CEO has 4 big advantages: She/he can make big bets. Mark Zuckerberg spent 10% of Facebook’s shares to buy WhatsApp. Without even allowing much board-level discussion. $20b at the time — far more now. And $1b to buy Instagram when it had a handful of employees.
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.
Martech
NOVEMBER 2, 2022
A customer data platform (CDP) can be a great tool — but if you’re not careful, it can be a disaster. Whether you’re just starting or still contemplating a relationship with a CDP provider, you’ll regret it if you don’t take some common implementation issues into account. Read through these common mistakes carefully, and have an honest — and skeptical — conversation about each one.
Understanding the Sales Force
OCTOBER 31, 2022
My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%. This was driving me crazy so I did some digging and found that the default battery setting is "Optimized" where it says the following: "To reduce battery aging, your Mac learns from your daily charging routine so it can wait to finish charging past 80% until you need to use it on battery.".
Highspot
NOVEMBER 4, 2022
Salesforce, Salesloft, and Corporate Visions Inc. recognized for paving the road for success in partnership with Highspot. SEATTLE, Nov. 4, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced the winners of the inaugural Partner Ecosystem Awards, recognizing partners who have paved the road for success with the Highspot platform for joint customers.
SaaStr
OCTOBER 31, 2022
Dear SaaStr: What are some benefits you can add to get people to buy a product besides discounts and add-ons? You can help them actually deploy your app. To actually, truly get the value out of it. Not just buy it. Buying a product is just Step 1, at best. Mediocre sales reps focus way too much on the buying, and not enough on the deploying. That’s what customers care about.
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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
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