Anthony Cole Training
FEBRUARY 18, 2021
Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in. In the 5th installment of our blog series, No Assembly Required Hiring , we discuss the importance of recruiting salespeople who not only fit your selling requirements but also match the specific criteria of your organization.
Cerebral Selling
FEBRUARY 16, 2021
One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for. In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase.
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Membrain
FEBRUARY 14, 2021
It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help.
Partners in Excellence
FEBRUARY 17, 2021
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!
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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.
ConversionXL
FEBRUARY 17, 2021
There’s no shortage of SEO advice on how to rank higher for key terms. Create high-quality content. Have an effective distribution strategy. Optimize your on-page SEO. Yet, even today, acquiring high-quality backlinks is still one of the most effective components of a successful SEO strategy. But what does it take to do it right? In this article, we’ll look at what the link gap is, how to effectively close it, and the keys to outrank your competition through your link building effort
The Lost Book of Sales
FEBRUARY 14, 2021
The book is exciting and the story is funny. In fact, I'm learning something new. So much so, that I keep writing down my ideas and shuffling their implications. And suddenly, I realize something. In the past 15-minutes, I've only managed to cover three pages and I'm already thinking about next things I'm supposed to do. Cleaning, picking-up the groceries, doing my excercises, writing a couple of lines of code, watching a movie.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
FEBRUARY 17, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Would you marry someone on your first date? I’m guessing that 99% of you would say NO. Then why would you expect your prospect to make a purchasing decision at the first interaction? Most of your leads are not purchase-ready when they first raise their hand. In B2B marketing, it requires multiple touches (at least 7) for a prospect to convert.
ConversionXL
FEBRUARY 17, 2021
Third-party cookies are the new Flash. Safari and Firefox have already started to wean advertisers from them. Now, reluctantly, Google is, too. Google plans to end Chrome’s support of third-party cookies by 2022, and they created a Privacy Sandbox to test new ideas and solicit feedback. Decisions that affect Chrome—with a nearly two-thirds market share —are decisions that affect the Internet, especially paid advertising.
SaaStr
FEBRUARY 15, 2021
There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. And 8 others? 10%-40%. What’s happening here? Are 2 of the first 10 reps really so much better as the rest? Well yes, probably. You’ll continue to see that over time to some extent. The top reps will way outperform the average reps.
Engage Selling
FEBRUARY 19, 2021
All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to … Read More » The post Mastering Value-Based Selling: Personal vs. Operational first appeared on The Sales Leader.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Sales Hacker
FEBRUARY 17, 2021
A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.
Heinz Marketing
FEBRUARY 16, 2021
By Josh Baez , Client Engagement Manager at Heinz Marketing. We live in a decade of digital disruption and transformation. Remote workspaces, digital self-service channels, personalized online experiences, and volumes of information available with a few mouse clicks – all that makes up just a small fraction of the much greater whole. And from the tech we use to the ways we live and work, it’s clear that our world has undergone massive foundational changes.
SaaStr
FEBRUARY 16, 2021
We’ve talked a lot on SaaStr about the challenges in getting from nothing to that first $1m-$1.5m in ARR, “Initial Traction” That it takes longer than you think. That if you get 10 customers, you can get another 10, 100 , and so on. There’s a particular moment in time I want to focus on here on the path to Initial Traction.
Partners in Excellence
FEBRUARY 17, 2021
You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues, WTF is happening to him?” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we use them enough. There are a lot of tools that offer alternatives to role plays.
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!
Predictable Revenue
FEBRUARY 15, 2021
The better, more refined your sales process is, the more regularly you will sell. This is why supporting and training your sales team is so important. The post 7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy appeared first on Predictable Revenue.
Engage Selling
FEBRUARY 19, 2021
Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. The question is “why?” Sure, it sounds simple. But, let’s not underestimate the hidden power behind simplicity. When you ask this simple, … Read More » The post My Favorite Sales Question first appeared on The Sales Leader.
SaaStr
FEBRUARY 13, 2021
So is GoDaddy a SaaS company? Probably, or at least, close enough. Its Business Applications segment is now its fastest growing of its 3 product segments, at a $650m+ run-rate and growing 20% year-over-year, vs 12% overall for the business as a whole. Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale.
Sales Hacker
FEBRUARY 18, 2021
Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. Now that we’re well into 2021, we’re starting to get more value out of those 2×2 Zoom boxes.
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!
Partners in Excellence
FEBRUARY 18, 2021
Dear Outlook, Gmail, and developers of all email systems. I have a feature request. Actually, it’s a feature removal request. I think it will improve the productivity of all email users, and how they value your tools. Please remove the “Reply All,” feature. I’m just about to join a meeting of more than 300 people. But many of them have have lost the meeting link.
RAIN Group
FEBRUARY 17, 2021
“Luck is where preparation meets opportunity.” – Seneca. If you want to generate the best opportunities and set yourself up for success in 2021, you need to prepare. And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades.
SaaStr
FEBRUARY 18, 2021
Freemium is back. Atlassian has recently added Freemium editions for the first time to several of its core products — and saw a tripling of sign-ups! New Relic has gone back to adding Freemium , and saw 10x the sign-ups than before. Zoom and Slack have built empires on top of Free and Freemium. Calendly hit a $3B valuation and 60m in ARR almost all on top of freemium.
Sales Hacker
FEBRUARY 16, 2021
If you missed episode 147, check it out here: Fred Mather’s Top Advice for Rising Leaders. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. About Kristin Twining and FireMon [2:03]. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. How to succeed both at home and at work [26:32].
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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
Salesmate
FEBRUARY 16, 2021
“She believed that she could, so she did!”. Sales have been a male dominant industry for a long time now. And so, it’s no wonder we don’t get to see many women in here. Our previous blog on Sales influencers proves this dominance, with almost 85% names being men. However, it’s a new era, and women are getting more exposure than ever before! Today, women are making their mark on the world, be it any industry, any stream; we now know at least one feminine name that defines success in each of those
Predictable Revenue
FEBRUARY 18, 2021
Get ready to learn all about mapping competencies necessary in sales roles, scoring SDRs and AEs, and the business impact of having a robust coaching program in place with Aaron Evans. The post Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles appeared first on Predictable Revenue.
SaaStr
FEBRUARY 19, 2021
In this SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin catches up with Brian Halligan, CEO and Co-founder of HubSpot. Together they discuss: why partners are a moat, why HubSpot avoided going more enterprise, building vs. buying, and building an eco-system. Here are some of our top learnings from the discussion: ? ? ? ? ? ?. Why Partners Are a Moat. 50% of Hubspot’s 100,000 customers want to deploy the product themselves, while the other half buy through an agency partner or
Xant
FEBRUARY 16, 2021
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default strategy for business development and sales teams to get better results is more often than not just an exercise in “doing more”—because more activity is easy to measure.
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.
Heinz Marketing
FEBRUARY 13, 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. The Real Amazon Question: Can Amazon Retain A Day One Culture When The Only Person From Day One Departs?
Hubspot
FEBRUARY 17, 2021
In 2020, you might have heard your favorite influencers talking about a mysterious new social media app called Clubhouse. But, unless you had a huge online following of your own, you might just be getting access to the app now. Until a few months ago, Clubhouse was a platform where big-name celebrities, company leaders, Silicon Valley investors, and some of the web's top global influencers could have uncensored audio group chats about their lives, hobbies, work, or industries.
SaaStr
FEBRUARY 17, 2021
Ah, who should Customer Success report to? It’s not super simple. There are generally 3 options in the early and middle days: CEO. VP of Sales (once you have one). VP of Something Else. Finance sometimes. Product on occasion. Other “business” co-founder. There are clear Pros and Cons to reporting to a VP of Sales. The Pros are: Usually, a VP of Sales is your best manager.
Force Management
FEBRUARY 17, 2021
If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort. This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.
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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