Veloxy
MARCH 1, 2021
As the most important part of any business, it’s vital to have a good relationship with your customers to reduce attrition. This is why plenty of companies focus on Customer Relationship Management. In this segment, we’ll be looking at all the examples of great CRM implementation by big companies all over the world. But first, let’s try to define what CRM is.
Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
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Anthony Cole Training
MARCH 4, 2021
How important is it that your new salespeople be great on the phone? Assuming the answer is "very important" then your candidate screening process must begin with the 5-minute interview.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
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.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Partners in Excellence
MARCH 2, 2021
Sadly, the trend in developing sales people skills is toward a higher level of prescription. We provide email sequences, we script conversations and talking points. We try to formularize all the activities our sales people do with customers. But the world is complex, what our customers face is complex, what our people face is complex. Things change constantly, each customer situation is unique–to them, at a moment in time.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 28, 2021
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.
SaaStr
MARCH 5, 2021
When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t. Or sometimes, you’ll be in the middle, where you want to raise venture capital and can, but don’t need to. You’ll also have options in that scenario.
STAR Results
MARCH 4, 2021
Is a Lack of Business Acumen Impacting Your Sales? Expectations on salespeople have undergone enormous change. The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers.
Gong.io
MARCH 3, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Only a small number of sales pros become truly effective negotiators. . That’s because most of us aren’t trained to handle these high-stakes conversations.
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.
Heinz Marketing
MARCH 4, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. My goal with the Quick Start Guide series is to provide you a quick synopsis of a martech solution category. For each category I’ll highlight a few platforms/tools, the pros and cons of each, benchmarks and additional resources.
SaaStr
MARCH 4, 2021
Apologies to all those to whom this is already well known. But, I know many of you have never hired a head of marketing before. And as soon as you get your MSP (Minimum Sellable Product) out the door, and you’ve got your first 10 customers under your belt — you’re probably going to want to hire a VP or Head of Marketing to help you get more leads in, manage the process, and help get the word out.
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
Sales Hacker
MARCH 1, 2021
There’s no question that email is still one of the best ways to get in touch with potential sales prospects. Need proof? Consider these email usage statistics : There are four billion people using email today. This is more than the 3.8 billion people using social media. 127 business emails are sent and received every day. This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. 82% of workers check their email outside of office hours.
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Heinz Marketing
MARCH 1, 2021
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
SaaStr
MARCH 3, 2021
Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse pic.twitter.com/rUyeUzMKC6. — Jason BeKind Lemkin (@jasonlk) December 22, 2020. In SaaS, usually one of 5 things enable a new vendor to break-out in a crowded space: 10x better at One Important Thing. In the early days, you will be buggy and feature-poor.
Sandler Training
MARCH 5, 2021
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist. The post What We’re Missing While Our Prospect is Talking appeared first on Sandler Training.
Sales Hacker
MARCH 5, 2021
Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. The COVID-19 pandemic has practically pressured all businesses to go digital, or at least expand their virtual footprint. Companies that were unable to make the switch have suffered. And those that have adapted, now grapple with stronger competition and shifting buyer behavior.
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.
Salesmate
MARCH 2, 2021
Realtors or real estate agencies already have their plate full – they need to meet clients, be on the field, manage clients – all with different requirements. They are juggling between managing existing clients and exploring new areas for businesses. Real estate is a tough business and that’s why the need to have a real estate CRM becomes so important.
SaaStr
MARCH 3, 2021
So the last time we caught up with Zoom on the 5 Interesting Learnings series, it had just IPO’d. Boy a lot had changed. Especially Covid. It wasn’t that long ago folks thought Zoom might IPO at a $4 Billion valuation. Now, just a few years later, it’s doing that much in ARR. Woah. Double woah. And Zoom has seen growth in SaaS like we’ve never seen before.
Sandler Training
MARCH 5, 2021
In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different. The post The Gift of Desperation appeared first on Sandler Training.
Heinz Marketing
FEBRUARY 27, 2021
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. Addressing Mental Health in the Workplace in 2021: Three Ways to Give Support.
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!
Predictable Revenue
MARCH 4, 2021
Dave Kennett, CEO at Replayz, joined us to chat about what often goes wrong at each opportunity stage, and how to replicate the behaviors of top performers instead. The post The 5 Reasons Why You’re Not Closing Deals appeared first on Predictable Revenue.
SaaStr
FEBRUARY 27, 2021
There’s a lot to talk about in customer success about churn, and about upsells. Together, they are one of the most critical topics in recurring revenue business models. To all that, I wanted to add one very tactical insight: of the 1000s of customers we closed when I was running Adobe Sign / EchoSign … while we lost a few over time for many reasons, indeed we lost some great customers … we never lost a single one I actually visited.
Richardson
MARCH 1, 2021
Needs based selling, sometimes called consultative selling , is the act of understanding the customer’s goals and challenges and then positioning the product or service in a way that addresses those specific needs. Therefore, needs based selling means asking questions that surface the customer’s objectives. This approach is in contrast to transactional selling in which the sales professional merely connects the customer to the solution.
Adaptive Business Services
MARCH 3, 2021
Social selling leverages social tools, tactics, and strategies to complement, not replace , traditional selling methodologies. Nimble CRM is likely the most social CRM that there is! First let’s talk about where social selling excels …. Increasing your reach – Your connections on LinkedIn and their connections are literally the stepping stones to millions more.
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.
ConversionXL
MARCH 3, 2021
As a marketer, knowing who to follow and learn from can be incredibly challenging. With a seemingly endless amount of content and marketing experts to sort through, it’s not always easy knowing whether someone has demonstrated the ability to ‘walk the walk.’ Having a large social media following doesn’t necessarily mean you’re a great marketer. And if you Google “top marketers,” and you’ll often find the same lists of the same names, you probably already know. .
SaaStr
FEBRUARY 27, 2021
We last checked in with Salesforce after $10B in ARR and a $100B market cap and it’s just cruised past that since. Salesforce has now crossed $24B in ARR, a $200B market cap, and is buying Slack! Wow. Its growth is 20% Year-over-Year, an incredible growth rate at $24B ARR … and faster than anyone has ever grown in software at $20B+ ARR … but at the edge of what it takes to be a “fast-growing” SaaS company.
SalesLoft
MARCH 1, 2021
The first step to closing a deal is getting a lead to engage. Even for inbound leads, if the first communication isn’t perceived well (or read at all), you’ll have virtually no shot of closing that deal. . Jeremey Donovan, SVP of Sales Strategy at SalesLoft, looked at more than 3,000,000 emails sent from the SalesLoft platform in the first half of 2020.
Sandler Training
MARCH 5, 2021
George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training. The post Consider the Context Before Using a Technique from Training appeared first on Sandler Training.
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