Veloxy
JUNE 7, 2021
Email marketing might be an effective way to promote your business. But according to The Radicati Group, the average business person gets 115 emails a day, and that number is growing. In other words, if you want to make an impact, you’ve got to craft an email that stands out from everything else in your customer’s inbox. One way to do that is to use a subject line guaranteed to get a great open rate.
Anthony Cole Training
JUNE 10, 2021
Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.
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Tibor Shanto
JUNE 8, 2021
By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.
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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.
Partners in Excellence
JUNE 9, 2021
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls.
Membrain
JUNE 6, 2021
I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
JUNE 7, 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.
Partners in Excellence
JUNE 8, 2021
It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The way customers learned about new things and how they might solve problems or addressed new opportunities was largely interactions with sales people.
Membrain
JUNE 9, 2021
Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.
SaaStr
JUNE 7, 2021
As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Today, Veeva is at $45B Cloud juggernaut dominating pharma and life science Cloud applications. But back in 2017, CEO and co-founder Peter Gassner joined us after Veeva had recently IPO’d with a market cap less than a tenth of that size.
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
JUNE 10, 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.
Partners in Excellence
JUNE 5, 2021
We are focused on our own success. Striving for success is key to how we grow, learn, develop and learn. Sometimes we fail. But our failures are important to our success. They help us learn, change, improve. As human beings we are driven to achieve. There’s a funny thing about success, we can’t be successful on our own. We are reliant on others in order to achieve success.
Force Management
JUNE 9, 2021
Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. Maybe you know what’s working well and what isn't, but you’re unsure how to move forward. Maybe you’re looking for strategic ways to course-correct existing challenges, while in the flurry to hit your number this quarter. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.
SaaStr
JUNE 8, 2021
The other day I met with a great founder doing about $40k in MRR that wanted to raise some extra money to “make sales more repeatable.” Sounds good. I started to dig in a bit to understand what this founder really meant though. At this rough stage ($20k-$80k or so MRR), usually most SaaS startups finally have a regular stream of leads — just not that many. 10 a month, 20, 100, whatever it is.
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 Hacker
JUNE 7, 2021
We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. But what are these insights that will transform the conversations salespeople have? Sales customer insights. Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good targe
Predictable Revenue
JUNE 7, 2021
Email marketing has enormous potential when it comes to promoting your products and services and increasing sales. When done properly, email marketing can turn leads into customers and boost your sales rates significantly. But, not everyone knows how to write professional and effective emails. Businesses and even marketing professionals tend to make some basic email writing mistakes that are killing their sales.
Gong.io
JUNE 11, 2021
Rapidly evolved into a strategic, go-to-market function. That’s how Gartner describes the importance of sales enablement. . They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine).
SaaStr
JUNE 9, 2021
At SaaStr we’ve partnered with PlatoHQ since its inception and we love the parallel efforts it does for mentorship and community in engineering. Tomorrow they have an incredible and FREE event with truly some of the best engineering leaders in Cloud. T he line-up and topics are simply incredible. They have sessions and roundtables with the VPEs and CTOs of Atlassian, Datadog, Gusto, Box, Coda, Safegraph, Headspace, Flatiron, Lyft, Superhuman, Netflix, PayPal and so much more!
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!
Sales Hacker
JUNE 10, 2021
There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. Why? Here are just a few reasons: It isn’t an attractive job. The required skills aren’t taught in school. The demand for sales reps is one of the highest of any job. But you can train your HR team to overcome these hurdles.
Engage Selling
JUNE 11, 2021
“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment! … Read More » The post They Want to Renegotiate…Now What? (Part 3 of 3) first appeared on The Sales Leader.
Hubspot
JUNE 11, 2021
Last week, HubSpot's 2021 State of Marketing Report reveals that video is the top content marketing strategy used by brands while social media is ranked as the top marketing channel. With data like that above -- and all the growing social media video platforms out there -- it's become obvious that social media marketing and video content go hand in hand.
SaaStr
JUNE 9, 2021
Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep dive from SaaStr Annual 2017 here not long after they’d IPO’d: One of many remarkable things about Veeva: it burned about $3m on the way to IPO.
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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
Sales Hacker
JUNE 9, 2021
Marketing and sales funnels take complex lead generation systems and simplify them into visual strategies that show where our leads come from, how they progress through content and sales processes, and which ones turn into paying customers. But is there a difference in how they work? Depends on who you ask. Marketing Funnel. A marketing funnel looks at your market potential from a high level.
Concentrix Catalyst
JUNE 10, 2021
How do your customers currently perceive their interactions with your organization? And, once you’ve obtained this knowledge—how can you use it to improve your customer experience? I recently hosted a […]. The post Find your enterprise CX North Star appeared first on PK.
Hubspot
JUNE 9, 2021
If you have been in SEO for a while, you may remember the days of working hard to increase the PageRank of websites — it was the metric every SEO cared about and wanted to improve. Improving PageRank meant improving your authority (usually with backlinks), which in turn could result in higher rankings and more traffic. But what happened to PageRank?
SaaStr
JUNE 6, 2021
Q: Why are so many companies leaving Silicon Valley? It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewhere warm. Many tech employees have moved somewhere warmer than the SF Bay Area.
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.
David Meerman Scott
JUNE 9, 2021
If you are working in a so-called business-to-business marketing and sales environment, it’s essential that you always remember that you are not marketing or selling to IBM or a hospital or a restaurant chain. You are always marketing and selling to people.
G2
JUNE 7, 2021
Our digital world has made it easier to do business across borders and around the globe.
Hubspot
JUNE 11, 2021
Successful marketers make informed decisions quickly using a combination of gut instincts and data analysis. They know the end goal, and figure out what it takes to get there. One way to fill in those gaps is by using Goal Seek in Excel. The function is helpful when you know your desired result, but you're not sure how to reach it. Maybe you want to improve your conversion rate to get more qualified leads but don't know how many people you need to attract.
SaaStr
JUNE 11, 2021
There’s a basic set of criteria most buyers look for. And breaking them down also shows us where the openings are for new entrants: Most trusted brand. In the end, 80%+ of buyers are going to pick the most trusted or one of the most trusted brands in the space. This is not irrational. Most of us don’t have the time or often the skills to truly decided which vendor is best.
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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