Anthony Cole Training
OCTOBER 1, 2020
Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments. A myriad of basic business tenets demonstrated in the leadership of many influential historical figures have the potential to help us plan our next expansion, create or grow with exploding demand or navigate unprecedented times of change.
Membrain
SEPTEMBER 30, 2020
Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
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Partners in Excellence
OCTOBER 2, 2020
I was talking to Amy. “Dave,” she said, “Your posts aren’t optimized. For the LinkedIn algorithm” “You could get 10 times more likes and comments. If you just write for the algorithm” I appreciated Amy’s idea, she’s a rockstar. But I wondered, Is that the point? Do I write for LinkedIn’s algorithm?
Understanding the Sales Force
SEPTEMBER 27, 2020
Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis. The software for my Apple watch was updated twice in the past month.
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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.
The 5% Institute
SEPTEMBER 27, 2020
Smart selling; or selling smart, can have different meanings depending on who you speak to. In this article, we’ll explain what smart selling means to us, as well as the eight step process we recommend using so that you can consistently close more potential clients. Smart Selling – Your Ultimate Guide. What Is Smart Selling? Smart selling is the process in which you can help your potential clients sell themselves , rather than you do all the hard work and all the selling.
SaaStr
OCTOBER 2, 2020
So it’s Q4. And the run up to the holidays and the end of the year is sometimes a time we quietly ask ourselves, after a few (or more) years in … Could Someone Do a Better Job as CEO? I did. I still do sometimes. It may seem as the years go by that the answer must be Yes, especially for first-time CEOs. After all, you haven’t done it before.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
SEPTEMBER 29, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. As we continue delving into the foundations of a modern B2B demand generation engine, the next thing we need to think about is the B2B buyer’s journey. (And if you missed the other blogs in this series, be sure to read those too: one on the ideal customer profile and another on addressing the buying committee.).
Sales Hacker
OCTOBER 2, 2020
What’s the difference between sales enablement and Sales Engagement? No, that’s not the setup for some obscure go-to-market joke. It’s the question that will help companies stand out as we put 2020 behind us. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.
SaaStr
SEPTEMBER 30, 2020
A bit of Mary Poppins, when her work is done the wind will shift and she'll be off to the next place that needs her ??. Appreciate the moments you have with folks; especially if they or the combination of them together are truly special. It's never forever. [link]. — stacie frederick (@staciefrederick) September 29, 2020. Especially now that dozens of next-generation SaaS companies have IPO’d, you can start to see the turnover more viscerally than you can observe at quieter,
Membrain
SEPTEMBER 27, 2020
Sales quotas are set, but is there alignment, buy-in, commitment and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, messaging, fearless attitude, self-accountability, time management strategy, and structure to thrive? An are they excited about what they can achieve this year?
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.
Heinz Marketing
SEPTEMBER 28, 2020
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 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.
Sales Hacker
SEPTEMBER 28, 2020
Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.
Sandler Training
SEPTEMBER 29, 2020
Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.
SaaStr
OCTOBER 1, 2020
Q: In SaaS B2B, how do you handle the situation where an enterprise customer wants to buy an unlimited use, site license? This can seem like a tough one in the early-ish days. A BigCo wants to write you a six-figure check, for a site-license. Sounds great in the early days. Then, in Year 2, you see it was a so-so deal as the usage exceeds expectations.
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!
Heinz Marketing
SEPTEMBER 30, 2020
By Win Salyards , Marketing Coordinator at Heinz Marketing. Within the Predictable Pipeline framework, we think about Messaging and Content in the Buyer’s Journey with respect to w hat Key Target Personas need, w hat they are challenged by, a nd how they make decisions. Y ou’ve built a comprehensive buying committee profile, buyer personas and their pain points, and you understand your buyer’s journey.
Sales Hacker
OCTOBER 1, 2020
Webinars are one of the most lucrative sales and marketing strategies there is. In fact, they’re especially effective with high-ticket B2B sales. Teaching your audience something useful creates authority and trust , and if you’re willing to give upfront value by teaching something practical, the rewards can be massive for you. Even hosts running their first-ever webinar have generated over $2,100 in sales for a 1-hour webinar.
SalesProInsider
SEPTEMBER 30, 2020
The following quote by Roy T Bennett from The Light in the Heart captures the main message for successful virtual sales follow up in this episode of Virtual Selling, Concreate Results. Roy says: “Do not fear failure but rather fear not trying.”. Why does that capture the key to successful follow up? Because too many sales opportunities are lost because they are abandoned by the seller too quickly.
SaaStr
OCTOBER 1, 2020
SaaStr speaker favorite Dave Kellogg recently shared with us his thoughts on why churn is dead, and what’s driving many companies to turn to net dollar retention. In today’s B2B world, one thing so many companies struggle with time and time again is understanding how to grow their SaaS business — for real. Why is this? Understanding a SaaS Business: The usual suspects for confusion include….
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!
Predictable Revenue
OCTOBER 1, 2020
Deep dive into the mistake that turned into a business model that gets George McGehrin's clients to pay him to market to them, and building a model that is recession-proof. The post How George McGehrin gets his clients to pay HIM to market to them appeared first on Predictable Revenue.
Sales Hacker
SEPTEMBER 29, 2020
Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you’ve signed and what agreements your company has made. They sell that product to general councils, operations teams, and deal desks. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process.
Heinz Marketing
SEPTEMBER 26, 2020
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. Buyers Leave Your Clients. Find Them and Sell to Them Again. Companies obsess over cold outreach, but what marketers really want is warm leads.
SaaStr
SEPTEMBER 30, 2020
Q: Could you talk about your experience with the downside of entrepreneurship or startups? The “downside” of entrepreneurship is that it changes you. Not immediately, but some time around 24 months in: You will think about your start-up close to 24×7. You might only work 40 hours a week. You can’t work constantly. But in your quiet moments, on a run, in the shower … you’ll be thinking about your start-up.
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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
Sandler Training
SEPTEMBER 29, 2020
The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals. The post Six Big Myths about Virtual Selling appeared first on Sandler Training.
RAIN Group
OCTOBER 1, 2020
Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared. There aren't any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together.
G2
SEPTEMBER 30, 2020
Enterprise legal management is the strategic administration of operations within a corporate legal department.
SaaStr
SEPTEMBER 28, 2020
Love him or hate him, Nick Saban is the most successful college football coach of the current generation. Winner of 3 out of 4 straight national championships. And how often is he recruiting? Every. Single. Day. In fact, every single day he and his team go into their Recruiting War Room, and analyze every single possible recruit coming up the next four years.
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.
The 5% Institute
OCTOBER 2, 2020
A common question Sales Professionals and Business Owners ask, is what is the difference between sales vs revenue? In this article, we’ll be breaking down the sales vs revenue question, as well as what key indicators you should be focusing on to grow your business or sales income. Sales Vs Revenue – What’s The Difference? Generally speaking; sales is a component of revenue.
Sales Hacker
SEPTEMBER 30, 2020
It’s amazing how quickly things change. At the beginning of this year, the U.S. unemployment rate was under 4%. Companies were growing their sales organizations and bringing in more revenue. The biggest obstacle to hiring was that there simply weren’t too many great candidates on the job market. All of that has since been turned on its head. Companies everywhere have frozen their hiring and laid off workers — with sales reps often among the first to go.
Engage Selling
OCTOBER 2, 2020
A popular topic we’ve been examining with our clients recently is hybrid selling. What is hybrid selling?
SaaStr
OCTOBER 1, 2020
It’s Q4 now … how are you doing on year-end stuff? Did you do all the performance reviews, I mean for real? I know you didn’t. At least, not for real. Did you get your routine salary adjustments done? I hope so. But I doubt you did this yet. Did you remember to really thank the folks on the team that just killed it this year? Of course you did.
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.
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