SaaStr
JULY 5, 2022
I was recently catching up with a great CEO who put the free edition of a popular product on hold. Usage was there, but revenue wasn’t tracking the usage growth. And it worked. By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. He got into conversations with top prospects, and got them to buy bigger, better editions.
Iannarino
JULY 5, 2022
A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win deals, while others struggled. No one knows for certain who reverse-engineered the successful salespeople’s process and taught it to the rest of their sales team. It was believed that if all salespeople followed that sales process, they would improve their results, and sales leaders would ensure their success.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Membrain
JULY 3, 2022
If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change to their existing approach or environment, it is close-to-inevitable that they will be seeking clear answers to 4 key questions (and a clear consensus across all key members of their decision-making and approval stakeholder groups) before they will be prepared to make a commitment:
Anthony Cole Training
JULY 7, 2022
Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’. Well, before you do something rash, dig this- everybody plays the fool!”.
Sales Pop!
JULY 2, 2022
Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job. It was certainly not always this way. Up until the mid-twentieth century, salespeople were competent, and remained stable on the job (some even stayed with one company their whole career).
Iannarino
JULY 6, 2022
The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been mostly positive, with many readers suggesting that the concept of being One-Up is helpful. The complaints about the book are that I have removed much of the legacy approach to sales. Even so, I have no power to stop a salesperson from selling from a One-Down position, nor can I force them to abandon their crutches.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JULY 5, 2022
In this article, you’ll learn 8 x sales hacks for closing easily, so that you can win more sales consistently and effectively. These sales hacks for closing easily are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front. Read on to learn how these eight tips to improve your closing rate will help you win more sales.
Gong.io
JULY 5, 2022
It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical about the steps that lead from initial interest through to getting the dotted line signed.
Iannarino
JULY 8, 2022
The "cult of efficiency" believes deeply that the most important initiative is to generate more activity. More still, they believe that improving performance requires activity without any human effort. Much of what is touted as efficiency is really just more activity , even if it doesn't generate the desired outcome. The result is a deluge of asynchronous communication, which is about as efficient as the United States Postal Service.
Partners in Excellence
JULY 5, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and polarized. Whether socially, politically, or in our businesses, we struggle with disagreement. But there are a lot of problems with disagreement–or at least our ability to understand and manage disagreements, productively. If we learned how to deal with disagreement, productively, disagreement provides huge opportunities to learn, improve, grow, and achieve.
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.
The 5% Institute
JULY 7, 2022
In this article, we’ll detail how to succeed as an inbound closer; by following a simple yet highly effective step by step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Martech
JULY 8, 2022
Every week, we feature fresh job listings for martech-ers, so make sure to bookmark this page and check back every Friday. If you’re looking to hire, please submit your listing here — please note that we will not post listings without a salary range. July 8. Growth Product Manager @ Quorum (U.S. remote). Salary: $110,000 – $150,000 Conduct user and market research to build out business cases for new products and then turn those business opportunities into clearly defined product roadmaps a
Iannarino
JULY 4, 2022
My version of the modern sales approach isn't very much like that described in The Challenger Sale , with the exception of the use of insights, and even there we use them in different ways. I am writing this because I am often asked about the differences. While I don't have access to Dixon and Adamson’s content beyond the book, I have had enough salespeople share with me what they learned so that I can explain some of where our approaches are at odds.
Partners in Excellence
JULY 5, 2022
We encounter them all the time. The customer has a point of view that differs from that we wish they would have. Perhaps, they aren’t as interested in the things we want them to be interested in. Perhaps they don’t respond in the way we hope they respond. Perhaps they are asking questions we prefer they don’t. Perhaps they seem to favor something other than what we would like.
Advertisement
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
JULY 5, 2022
Talk tracks – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do talk tracks work? And if not, what should you be doing instead? In this article, you’ll learn whether to use talk tracks when speaking with your potential clients, and a framework we recommend you use to effectively close more sales.
Sales Pop!
JULY 7, 2022
As an executive, you’re likely concerned with transitioning your employees back into office life. But don’t forget to take care of your own transition, which will help your staff since you’ll lead by example. If you live and work in one of the best cities for walking , preparing to return to the office can be as simple as planning your walking route.
Iannarino
JULY 7, 2022
Frequent readers know that the primary focus of my work is sales effectiveness and sales leadership. My work is focused on human beings, and I avoid a lot of topics, leaving those to others who care deeply about the areas where I have little to offer.
Membrain
JULY 6, 2022
Here in Sweden, we’re just past our annual holiday of Midsommar (Midsummer), which we celebrated on June 25. This is one of our biggest holidays, and we usually celebrate with family and friends, often in the countryside.
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.
SalesProInsider
JULY 6, 2022
As you guide sales conversations with prospects, your job is to help them work through their decision-making process. The conversation is an information exchange that relies on THEM getting what they need, in the way they need it, so they are confident in you and the value they receive. That’s why this series Convert Consistently with Customs and Connections is so important to you.
Sales Pop!
JULY 7, 2022
At first glance, the idea of long-form content seems pretty counterintuitive, considering the ever-shrinking attention spans of today’s web audience. In a world where you only have a handful of seconds to capture your readers’ attention, who is going to read a 2,000-word article? Well, it turns out that most people will, as it is getting more and more difficult to find detailed, actionable content out there on any subject.
Iannarino
JULY 2, 2022
A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. Even though the salesperson's base pay was exceptional, he had done nothing since beginning his employment. The senior leader said the salesperson would not make cold calls.
SaaStr
JULY 6, 2022
So we’ve done a lot with Workday over the years at SaaStr but haven’t done a deep 5 Interesting Learnings dive. But we should have. Workday is one of the iconic enterprise SaaS leaders. It’s scaling efficiently and impressively. At a $6 Billion revenue run ($4.5B in SaaS revenue), it’s growing an impressive 22% with fairly epic operating cash flows of 30% (more on that below). #1. 9,500 customers at $6B in ARR, so about $600,000 ACV per customer.
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
JULY 8, 2022
Old-timers (like me!) in web content & experience management (WCM) will remember an early entrant called RedDot. Founded in Germany during the mid-1990’s, the platform originally had the somewhat prosaic label of “InfoOffice CMS.” Yet the plucky upstart boasted an important innovation: an in-context editorial interface showing the published page with the editable blocks marked off by a red dot that you would click to get a pop-up editorial window.
Heinz Marketing
JULY 8, 2022
By Dan Baron, Marketing Consultant at Heinz Marketing. It is an undeniable truth is that the way we do business has changed. And with it, the way we onboard. Maybe you’re happy about the shift to remote work, or maybe it’s causing you grief. For some, it takes the form of fully remote staff. For others, that may mean the team only gathers for 2 or 3 days a week.
Iannarino
JULY 3, 2022
When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time. But it's also true that when a contact says yes to a meeting, they do so with the expectation that your conversation is going to benefit them, or why else would they agree to the meeting.
SaaStr
JULY 4, 2022
Dear SaaStr: What’s It Like to Have Your Company Acquired by One of the Tech Giants? It’s a lot of change. 2018’s Top 50 Acquisitions in SaaS. The pressure is off. Unless there is a huge earn-out or retention payment tied to performance, the pressure is off. Not all of it. But the insane founder-CEO pressure you had … is off. It is replaced with the basic Big Company Pressure of doing the best you can.
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
JULY 5, 2022
As email marketers, we know we need to personalize the messages we send to subscribers and customers. I can’t think of a single statistic, case study or survey claiming an email program of one-to-everyone campaigns outperforms personalization. Instead, you’ll find statistics like these: 72% of customers will engage only with personalized messages (Wunderkind Audiences, formerly SmarterHQ ) 70% of consumers say that how well a company understands their individual needs affects their l
Gong.io
JULY 7, 2022
Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. Modern tips, tricks, and software certainly have their place, but they help you maximize an effective sales methodology — they don’t replace it. The Sandler selling system has been around since the ‘60s and is still going strong. In fact, given the tendency for technology to make sales even more of a number’s game, Sandler’s method may be even more effective now than it was when it was first created.
Heinz Marketing
JULY 7, 2022
By Win Salyards , Marketing Consultant at Heinz Marketing. B2B marketers targeting tech personas know well at this point that they make attribution frustratingly tricky. We know where to reach them, but they’re notoriously skeptical and private. So, how do we make attributions or capture leads when a potential tech contact is moving through your content like a ghost?
SaaStr
JULY 7, 2022
Q: Dear SaaStr: When Should The CEO Step Away From Sales? Never. It’s just, as you scale, what you do in the sales process as CEO evolves and changes. I remember when we closed Groupon as one of our Ten (or so) Largest customers, back in the day. This was probably 2009 or so. They’d brought us on shortly after they’d deployed Salesforce all across the company.
Advertisement
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
Expert insights. Personalized for you.
131 
Let's personalize your content