Closing Bigger
JUNE 7, 2022
Building effective an effective Sales Playbook for your organization is vital to your ability to scale and sustain your sales success. It’s your franchise success manual for your sales team. There are many comprehensive and highly detailed guides out there on how to build a sales playbook, but I wanted to focus on a format that can get you started quickly.
Iannarino
JUNE 6, 2022
Selling isn't easy, even when you have experience. Eventually, those who treat selling as their craft instead of their job figure out how to sell effectively—winning deals and enjoying their work. But there are a number of mistakes many salespeople make as they gain the confidence and competence that comes from subtle feedback from their prospective clients.
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SaaStr
JUNE 4, 2022
Dear SaaStr: What’s the Harder Part About SaaS Companies, At Each Stage? The hardest part changes every 12–24 months, and the whole company changes every 30-36 months or so. But a few thoughts on “the hardest part” for the first few stages: From $1-$100k in ARR, the hardest part is often how little revenue you get from each customer. Most SaaS products are inexpensive.
Anthony Cole Training
JUNE 9, 2022
In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities. That response is: “I need to think it over”. There are three major areas that "think it over" typically appear- the initial phone call, the first appointment, and the presentation.
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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.
Veloxy
JUNE 8, 2022
Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline.
Iannarino
JUNE 9, 2022
A decision maker is defined by their title. A person who is charged with making a decision, especially one with the potential of negative consequences, has an obligation to make the best possible decision for their company and the better future results they need. Throughout human history, leaders charged with making decisions have relied on advisors who could provide a perspective that would inform their decisions, increasing their ability to better understand the decision and the potential outc
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JUNE 6, 2022
I recently read an article about the coming Great Customer Resignation. The title was actually more interesting than the content of the article, but if you want to read it, there’s a link at the end of this post. Over the past year or so, we are constantly reminded about the Great Resignation. Many attribute this to experiences through the pandemic, whether it’s WFH or WFA, or rethinking of individual priorities about work and life.
Veloxy
JUNE 6, 2022
Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. Field reps pivoted to remote or inside selling. Business travel went on lockdown. Customer budgets were drastically reduced. It was hard times for all.
Iannarino
JUNE 7, 2022
A post on LinkedIn suggested that it is important to have a physical presence—specifically, a face-to-face meeting—with your prospective clients. Salespeople who read the post agreed, and a number suggested they were very excited to have real meetings, the kind where you are in the same room.
Martech
JUNE 6, 2022
The main purpose of a customer data platform is to merge all your customer data into one place, where you can orchestrate online and offline campaigns based on customer attributes, transactions, or behavior. As a very simple example, you can find the people who frequent your pages about skiing and send them an email when you get a new ski-related product in stock. .
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.
Partners in Excellence
JUNE 6, 2022
Too often, we think we are innovating, when all we are doing is copying. We look at our competitors, seeing what drives their success and we copy them. We try to do the very same things that makes them successful. Whether it’s the same tools, programs, methods, content, we think we innovate by copying. Or we may look at other successful organizations, assessing what they do, copying it with the hope of being as successful or better than they are.
SalesProInsider
JUNE 9, 2022
Meet the Achiever Buying Tribe: How soon? What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. And an introduction to this Achiever Tribe is the focus for this installment of the series: Convert Consistently with Customs and Connections. Introducing the Achiever Buying Tribal Type.
Iannarino
JUNE 10, 2022
A coin holds a specific amount of value. The benefit of a coin is that you can give it to another party, allowing them to possess the value that once belonged to you. The ability to transfer the value allows you to trade your coin for something you find more valuable. You would not trade your coin for something you don't believe is more valuable to you, as another party would not trade something for your coin if they didn't find the coin more valuable to them.
SaaStr
JUNE 8, 2022
So few companies have changed as fast, and as quickly, as Zoom did between $1B and $3.5B ARR … which it did in just 1 year (!!) during peak pandemic… and $3.5B and $4B ARR, when Zoom radically changed again. At $3.5B ARR, Zoom was an SMB powerhouse, with Enterprise growing. At $4B, everything’s been flipped around. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever.
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!
Partners in Excellence
JUNE 8, 2022
The other day, I read a great post from David Masover , comparing sales with great cooking. It’s really an outstanding analogy and way to think about selling. I’ve been fortunate to hang around some of the best professional chefs. My wife, after a career in technology sales, decided to pursue her dream. She attended the Culinary Institute of America (CIA) to learn–even though she was already an outstanding cook.
Martech
JUNE 9, 2022
B2B firms saw their revenue from digital channels skyrocket in the past two years. These companies say 40% of their revenue now comes from digital channels compared to 28% two years ago, according to Salesforce’s State of Commerce report. That’s a reflection of increased digital order growth as B2B global same-site sales grew 95% over that period. .
Iannarino
JUNE 5, 2022
No matter how you slice it, sales prospecting is challenging. You may have heard the troubling stats about sales prospecting emails, that sales emails only have an open rate of 9%.
Engage Selling
JUNE 10, 2022
??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More. The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
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!
SaaStr
JUNE 8, 2022
When you work in B2B marketing, you don’t often get a great reason to show off your work to your friends and family. Can you imagine? “Honey, check out this new webinar on support workflows! We had 800 attendees.” Or, “Hey mom, I’ve gotta tell you about our new gated ebook we launched on LinkedIn — you won’t believe the conversion rate.”. These things are fascinating to me, and probably to other marketers, but they just don’t have the “wow” factor of Doritos’ latest Super Bowl ad, or whatever ne
Martech
JUNE 7, 2022
I run a MarTech company and everyone on our team clearly understands the importance and value of MarTech and yet, when I or someone else makes a pitch for a new addition to our stack, the first question my co-founder asks is “what’s the return on investment (ROI) if we buy that product?” It seems we’ve been discussing ROI a lot lately and because we’re a relatively small team a discussion usually suffices.
Iannarino
JUNE 8, 2022
Are your sales leaders armed with all the tools they need to succeed in the role?
Force Management
JUNE 8, 2022
Your most important asset is your people. How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Recently, a Microsoft survey stated that 52% of young people polled say they are likely to consider changing employers this year.
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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
SaaStr
JUNE 6, 2022
To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. Up today: Plaid co-founder and CEO, Zach Perret. This interview with CNBC’s Ari Levy took place in February 2019, shortly after Plaid raised a Series C round at a $2.7B valuation. In 2021, Plaid raised $425 million in Series D funding that boosted the company to decacorn status at a $13.4 billion valuation.
Martech
JUNE 7, 2022
Today, Samsung US launched its server on digital gaming community platform Discord. The server is a connected group of Discord users who will be able to join up and chat about all things Samsung. This is by no means Samsung’s first foray into the metaverse. The electronics maker established an experience, called 837X, on 3D virtual platform Decentraland.
Iannarino
JUNE 4, 2022
The fastest way to ruin a business is to grow revenue without also growing profit. No matter how much net new revenue you create, your company will not exist for long without profit.
Spiro Technologies
JUNE 9, 2022
With a few exceptions, sales is one of the most competitive professions in the world. Salespeople compete against other businesses, against their coworkers, and against their own previous numbers, all while juggling a myriad of other responsibilities along the way. Whether we want to admit it or not, competition is at the heart of selling. So how can salespeople get an edge in such a highly-competitive profession?
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.
SaaStr
JUNE 5, 2022
A little while back we did a post on the Top 20 SaaStr surveys, and the results were pretty interested. I wanted to follow up with another 20 of the top surveys and learnings: #21. Most of you segment your NRR by segment. You gotta do this if you have customers of different sizes. Otherwise, you won’t see the different trends. And you won’t be able to set different goals per segment. #22.
Martech
JUNE 7, 2022
Wix, the website design, creation and management platform, has announced the relaunch of its solution for the hotel sector, Wix Hotels. For this new iteration, it has partnered with HotelRunner, an online sales and management platform for hotels. Wix Hotels by HotelRunner will launch first in English and then in other languages. What it does. Combining the Wix platform with HotelRunner’s technology will enable hotels to design and manage websites, as well as their properties, guests, booki
Partners in Excellence
JUNE 9, 2022
Sellers tend to be selfish and greedy. They keep asking for “More!” The need for more pretty much permeates everything sellers and managers do. More pretty much runs the gamut of topics—more leads, more opportunities, more scripts, more content, more support, more tools, more deals, more pipeline, more calls, more meetings, more proposals, more discounts. more product to sell, more territory, more pipeline, more commission, more people, more funding, more, more, more… And
Sales Hacker
JUNE 8, 2022
We obsess over deal velocity. How quickly can I find deals, close them, and move onto the next one? It infects the rest of our work: BDRs batch and blast outreach to book more meetings. Reps fill out their calendars only half-prepared for the meetings. Managers ask weekly, “When’s this deal coming in?”. This cycle puts pressure on front-line sellers to go out and hustle opportunities into existence.
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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