Anthony Cole Training

JULY 23, 2019

We've all been there before.I know that I have.

Closing 145

Closing Sales 145

G2

JULY 25, 2019

To quote Brooks Hatlen from the The Shawshank Redemption , “the world went and got himself in a big damn hurry.”.

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130

Partners in Excellence

JULY 23, 2019

I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?

Clients 125

Clients Growth Closing Prospecting 125

SaaStr

JULY 20, 2019

Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.

B2C 111

B2C Inside sales Growth Networking 111

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Anthony Cole Training

JULY 26, 2019

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

Sell 132

Sell Clients Prospecting Sales 132

G2

JULY 26, 2019

SaaS has become a widely used and recognized term in recent years.

Price 111

Price 111

SaaStr

JULY 22, 2019

There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers. Your pitch, your team, your metrics, your market position, your vision, your TAM, your everything, should honestly and transparently but aggressively and positively show how you can be an outlier. It is hard to make money as a VC, as odd as that may sound.

Pitch 109

Pitch Growth Meeting Product 109

Women Sales Pros

JULY 25, 2019

I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.

B2B 100

B2B Sales Sell 100

G2

JULY 26, 2019

Text marketing has been continually growing in popularity with businesses of all sizes, largely due to the ability to reach customers on the go as well as having an extremely high open rate.

Customers 101

Customers 101

Hubspot

JULY 25, 2019

Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively. This would make it pretty hard to succeed, don’t you think?

Pitch 100

Pitch Networking Cross-sell Prospecting 100

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.

Sales

SaaStr

JULY 23, 2019

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. Most of the rest of the terms are much lower drama than they used to be. Most VCs aren’t trying to control your board and your company in the early days anymore.

Negotiate 101

Negotiate Cross-sell Price Legal 101

Sales Hacker

JULY 26, 2019

We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them. Below are five common ways a qualified prospect can fall through the cracks (and what to do instead). 1.

Prospecting 99

Prospecting Pipeline Referrals Follow-up 99

Jill Konrath

JULY 22, 2019

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.

Sell 97

Sell 97

Hubspot

JULY 23, 2019

If you’re just measuring success against how many deals you close -- you’re doing it wrong. A quick Google search of “Most important sales metrics” will turn up a variety of answers, from customer acquisition cost (CAC) to win rate to average contract value (ACV). One voice and answer reigns supreme, however. You can’t open an article about lead velocity (including this one) without seeing SaaStr founder Jason Lemkin’s now-famous quote about how your lead velocity rate is the single most importa

Pipeline 97

Pipeline Contract Quota Growth 97

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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.

Sales

The Sales Hunter

JULY 23, 2019

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.” It simply means that you must make it happen day after day. Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.

Prospecting 96

Prospecting Pipeline Drivers/motivators Up-sell 96

Sales Hacker

JULY 24, 2019

Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. To many, this is an all too familiar problem — but not just for women.

Gaming 98

Gaming Networking Sales Education 98

Membrain

JULY 21, 2019

Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).

B2B 95

B2B Sales 95

Sandler Training

JULY 25, 2019

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

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91

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.

Product

Partners in Excellence

JULY 25, 2019

Imagine coaching a basketball player, “All you have to do is master your foul shots, they are the single most important thing to win games.” All of us, even those who don’t play basketball, would say this is ridiculous coaching. We would argue you have to master everything—dribbling, passing, inside and outside shots, defense, playmaking, and on and on.

Pipeline 91

Pipeline Negotiate Quota Gaming 91

Sales Hacker

JULY 25, 2019

As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.

Cold Call 93

Cold Call Process Appointment Manufacturing 93

ConversionXL

JULY 20, 2019

As an ecommerce site, you likely send emails regularly. Black Friday emails, Valentine’s Day emails, BOGO emails, confirmation emails , thank you emails, reminder emails…the list is endless. Are you getting real results or simply opens and clicks ? Are you promoting the right products to the right people at the right time? Generating revenue via email marketing requires strategy.

Conversion 90

Conversion Promote X-functional Start-ups 90

Membrain

JULY 24, 2019

“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.

Process 85

Process Sales 85

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GTM

SaaStr

JULY 25, 2019

For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.

Price 85

Price CRM Closing Start-ups 85

Partners in Excellence

JULY 22, 2019

It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why would we ever want to talk about what could go wrong? Particularly when we are in the middle of the customer buying process? But it’s an important discussion with our customers, primarily because it helps them think differently and more completely.

CRM 85

CRM Presentation Up-sell Sell 85

Openview

JULY 24, 2019

The post Balena Raises $14.4 Million to Simplify IoT Device Management appeared first on OpenView.

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Engage Selling

JULY 26, 2019

??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.

Customers 82

Customers Represent Sales Clients 82

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.

Sales

SaaStr

JULY 22, 2019

SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With about a month left to go, here is who you can expect! The Playbook To… Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. We’ve gathered some of our most tactical speakers with real-time actionable content that will help you get your company up and running (and maybe even into hype

Growth 83

Growth Clients Prospecting Customers 83

Partners in Excellence

JULY 24, 2019

In the “old days,” networking seemed to be about meeting people, learning about them, building a bit of a relationship. There was value in networking. Often, our networking may have been a passing meeting, a chance to get to know someone for a few moments, have an interesting conversation, only to move on in our separate directions. Sometimes, it led to something more substantive, perhaps some follow up conversations, perhaps a deeper relationship.

Networking 82

Networking Pitch Meeting Up-sell 82

Force Management

JULY 24, 2019

One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.

Sales 79

Sales 79

Heinz Marketing

JULY 20, 2019

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. Can brands automate emotional intelligence? A look at the importance of emotional intelligence when it comes to business.

B2B 78

B2B A/B testing Campaign Sales 78

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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