Membrain
OCTOBER 21, 2020
Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?
Partners in Excellence
OCTOBER 23, 2020
The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked the alternatives we were considering. Then things went south, really quickly. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.
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Understanding the Sales Force
OCTOBER 20, 2020
You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.
Openview
OCTOBER 19, 2020
The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.
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.
Anthony Cole Training
OCTOBER 21, 2020
In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.
Partners in Excellence
OCTOBER 20, 2020
We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
OCTOBER 19, 2020
We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together. The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy.
The 5% Institute
OCTOBER 19, 2020
A common phrase you may have heard in sales and business, is sell the sizzle, not the steak. So, what does sell the sizzle, not the steak mean? In this article, we’ll break down what sell the sizzle, not the steak means, and what you can do to increase your overall sales and win more customers and clients. Sell The Sizzle, Not The Steak – It’s Meaning.
Partners in Excellence
OCTOBER 22, 2020
When you look at the job of the sales person or that of the manager, at it’s core, it’s really about removing obstacles. For sales people, it’s about removing obstacles to our customers’ success. It’s helping them achieve their goals–business and personal. It’s helping them recognize there are things that may be blocking them from realizing their goals or dreams.
RAIN Group
OCTOBER 21, 2020
To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.
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.
SaaStr
OCTOBER 23, 2020
"Secondary liquidity", where you can sell some of your shares in a round, is more and more common now. Should you sell if you can? The answer to me is simple: Are you OK if it turns out you never get another chance to sell? If the answer is Yes, don't sell. Otherwise, sell. — Jason BeKind Lemkin (@jasonlk) October 23, 2020. These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some fou
Heinz Marketing
OCTOBER 21, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Even with Halloween approaching, few things are scarier than realizing that marketing email you sent just went out with a huge mistake in it. Maybe it was a spelling error. Or a broken link. Or maybe it had the wrong subject line (yikes!). Whatever it may be, these things happen. They happen because we’re human.
Jill Konrath
OCTOBER 21, 2020
Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now.
The 5% Institute
OCTOBER 22, 2020
You’ve probably heard the phrase – ‘sell ice to an eskimo’; but what does this actually mean ? And what do you need to know, and more importantly – do, to close sales both easily and consistently? In this article, you’ll learn for the lack of a better phrase, how to sell ice to an eskimo, it’s meaning, and how to become an excellent closer. Sell Ice To An Eskimo – What’s Its Meaning?
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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.
SaaStr
OCTOBER 21, 2020
A little while back, we did a great digital event, The New New in Venture. We explored how venture has changed since Covid with many of the best, and many I look up to, from Aileen Lee of Cowboy Ventures to Satya Patel of Homebrew to Keith Rabois of Founders Fund and so much more. I took advantage of the format to ask every VC I interviewed one question: Do You Open Cold Email?
Heinz Marketing
OCTOBER 19, 2020
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 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.
Engage Selling
OCTOBER 23, 2020
It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.
Sales Hacker
OCTOBER 19, 2020
Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. But is this really true? Is it just a numbers game? My data science team decided to put this thinking to the test. This is the first in a series of data science-oriented posts from the data science team at Outreach. They spend their time digging through complex data sets to help sales professionals perform at a higher level.
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.
SaaStr
OCTOBER 20, 2020
Who should you hire, with limited budget? A VP of Sales? A Director of Demand Gen? Or A Head of Product? The answer is Yes. A truly great hire is >always< accretive. At least within just a few months. Hire anyone truly great you can find. Find a way. — Jason BeKind Lemkin (@jasonlk) October 20, 2020. Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.
Heinz Marketing
OCTOBER 17, 2020
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. How to Use Video on Websites the Right Way. Video can make your website more engaging, but only if you do it right.
Partners in Excellence
OCTOBER 21, 2020
My good friend, George Bronten, posted a survey on LinkedIn. He posed the question, “Which of the following workflow is more important, Prospecting, Opportunity Management, Account Development, Partners.” My immediate reaction to this is, “This is a false choice, we have to do all of this!” The reality is that we have to do the complete job–as individuals and organizations.
Sales Hacker
OCTOBER 21, 2020
The pandemic has unearthed new markets for almost every industry that are just waiting to be tapped. But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. This is where fracking comes in. If you’re wondering what fracking has to do with increasing your mid-pandemic sales , don’t worry, we’ll (hydraulically) break it down for you in three easy steps, so you can mine your sales pipeline for all it’s worth.
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!
SaaStr
OCTOBER 22, 2020
I’ve had several near-death experiences in my life, one being my own company. By all accounts, we were almost screwed. Imagine entering the most crowded software market in the world. Why, for god’s sake, would anyone choose to build another productivity app? It was a dumb decision. Until it wasn’t. Source: G2. We defied all market odds and became one of the fastest growing software companies ever, bootstrapping our way to $20M ARR.
Sandler Training
OCTOBER 21, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #41 – There Are No Bad Prospects, Only Bad Salespeople [PODCAST] appeared first on Sandler Training
Partners in Excellence
OCTOBER 17, 2020
I have to confess, this article was provoked reading the newspaper about the upcoming elections. Many “leaders,” political and otherwise, are making statements. Some are choosing not to vote, one feels that a write in vote for “Ronald Reagan” demonstrates his leadership and thoughtfulness. While it’s been those incidents that got me thinking about the issue, I reflected on so many situations I see in business.
Sales Hacker
OCTOBER 23, 2020
In sales, we have three enemies. Sure, we’ve got competitors, but the other two are self-generated enemies that we bring to the party… Having an Expert Mindset (I know my s*#t). Mistaking an early conclusion with the right conclusion. These may not sound like big problems, but they are. They lead to you missing valuable information and failing to create trust with your prospect.
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.
SaaStr
OCTOBER 23, 2020
Q: What are the challenges that a SaaS business owner must overcome to be successful? My list: Finding a truly great co-founder. Yes, some can do it on their own. Eric Yuan, CEO of Zoom did. But he also did it before as SVP of Engineering at WebEx. Almost all of us don’t need just a co-founder, but a truly great one. Are you sure you have this? A bit more here: What are the qualities of a good co-founder?
Sales Gravy
OCTOBER 23, 2020
Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.” The Sell Yourself Cliche This philosophy is prevalent in business culture.
Heinz Marketing
OCTOBER 23, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. One morning back in March I arrived at the Heinz Marketing office like any other normal day. The news had been talking about COVID-19 for a couple of weeks by that point, and we were growing more and more skeptical we should be showing up to our shared workspace each day. The first U.S. coronavirus death had happened one town over, after all.
Sales Hacker
OCTOBER 20, 2020
Hint: click the blue text for a deeper dive on the topic. . ?. The post SDR Cheat Sheet: Google Edition appeared first on Sales Hacker.
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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
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