Anthony Cole Training
APRIL 1, 2021
Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.
Veloxy
MARCH 29, 2021
When budgets are tight, online marketing is usually the first expense businesses look to cut. I’ll stop you right there. Traditional advertising methods are hard to measure and incredibly costly. But thing is, small business have never had greater access to cost effective and highly trackable marketing tools. So even with a shoestring budget, the best way to market your business might be a lot more accessible than you think.
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A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book
ConversionXL
MARCH 31, 2021
We’re told time and time again, producing high quality content is one of the highest value activities you can do for your business. Yet, the question remains, what does high quality content actually mean and how do you measure it? With content marketing, it can be easy to get lost in the noise and miss what matters. For this article, let’s consider just two metrics—an engagement metric—social shares and an SEO metric—keyword rank.
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.
Partners in Excellence
MARCH 29, 2021
Symptoms are the indicators that something is wrong, something is not functioning/performing as it should. When we have symptoms of a cold, we already have the cold. We can’t do anything to prevent it, perhaps, we can just make things a little easier to manage through it. And, we may miss the opportunity to prevent the cold from recurring. In business and sales, we see similar things.
Membrain
MARCH 31, 2021
Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with corporations, orchestras, actors, and world-class athletes in golf, tennis, skiing, horseback riding, and hockey.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
MARCH 30, 2021
One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals and dreams to reality. In this article, we’ll explore how to build a sales team, how to hire, and the various other ingredients you’ll need to ensure they perform at a high and effective level.
Partners in Excellence
MARCH 30, 2021
We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.
SaaStr
MARCH 31, 2021
UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software. It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. Even ten years on, in 2015, it still had just 10 full-time employees.
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.
Heinz Marketing
MARCH 27, 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. Should Midsize Companies Play Offense or Defense in a Downturn? Recessions are hard on midsize companies, who tend to play defense by implementing across-the-board cuts during tough times.
The 5% Institute
APRIL 1, 2021
In this article, we’ll detail the sales pipeline stages that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales pipeline will give you consistency and will give you a simple to use framework to guide your potential clients towards the sale.
SaaStr
APRIL 2, 2021
We’ve hit some of these points before, but what are the Top 10 things I’d tell myself to do better, if I could go back in time? My top list: Slow down big decisions — when you aren’t sure. You have to move fast and break things, but if the pit in your stomach says “maybe don’t do that” — slow that decision down. My biggest mistakes have been where I quickly said “roll the dice”, but my gut wasn’t sure the downside risk was worth it.
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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.
Heinz Marketing
MARCH 31, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. Your ad copy has been finalized, the ads set up, targeting defined and the campaign set to run, and you’re getting positive results to the spend. But, when you check your conversion rate on the landing page, you’re met with subpar results. Where’s the disconnect? The ads are working, but nothing is converting in the end.
Sales Gravy
MARCH 28, 2021
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine.
ConversionXL
MARCH 31, 2021
Agencies looking to grow have traditionally relied on fostering strategic relationships to land deals and increase sales. Cold email and referrals have often been quite effective. But through my work with dozens of agencies, it’s clear outbound alone is no longer enough. The most successful agencies are beginning to invest more time and money in content marketing to establish expertise in their industry and, more importantly, generate inbound appointments.
SaaStr
APRIL 2, 2021
Jamin Bell of Altimeter Capital has a great Substack looking a lot of SaaS and Cloud metrics. I thought I’d pull out one set of data and focus on what it means for startup valuations. First, what are public SaaS companies worth today (after a modest pull back?). Since these are all public companies, they are all by definition Great SaaS Companies.
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.
Heinz Marketing
MARCH 29, 2021
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 on LinkedIn (also on demand) 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.
Sales Hacker
MARCH 31, 2021
Account-based marketing (ABM) is a wonderful approach with a terrible name. Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs. It can be a wonderful thing when sales and marketing are totally aligned , working in lockstep to fill pipelines, move funnels, and drive revenue.
Gong.io
APRIL 2, 2021
Sales prospecting is dead. *Dramatic pause*. Kidding (obviously). Deals don’t just fall into your lap – if they do, tell me how. Sales prospecting is an essential part of your process. . Without it, you’re stuck waiting for things to happen. And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros.
SaaStr
MARCH 27, 2021
There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. You’d talked to that customer yourself, they were basically already sold (in your mind, at least), they were gonna buy without a doubt … why the heck did we leave $75k on the table?
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!
Partners in Excellence
APRIL 1, 2021
As leaders, our jobs are to maximize the performance of each individual and the organization. But, too often, we don’t take the time to really understand performance and what drives good/bad performance. Instead, we manage by the numbers or dashboards. If the numbers aren’t measuring up, we take action. It may be going to people saying things to the effect of, “You aren’t making your numbers, do more!
Sales Hacker
APRIL 1, 2021
“What is RevOps?”. Ask 10 people and you’ll get 13.5 different answers. We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. They’re sick and tired of it, frankly. Sick. And. Tired. Because we’re Sales Hacker (and it’s literally our job), we decided to take matters into our own hands: we talked to the experts.
Sandler Training
MARCH 29, 2021
Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training.
SaaStr
MARCH 29, 2021
Salesforce’s biggest source of new revenue isn’t CRM or even support. It’s partners and platform. And it has been since 2017 or so! Wow. But that took time. It took more than a decade after Salesforce was founded: Shopify’s partner ecosystem is also huge, comprising 20% of its revenue in 2020. But it was only 8% in 2018.
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.
Engage Selling
APRIL 2, 2021
Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This … Read More » The post Building a Buyer-Verified Pipeline (Part 2 of 2) first appeared on The Sales Leader.
Sales Hacker
MARCH 30, 2021
This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They’ve built a new process of guided selling, which Neil discusses during the show.
Partners in Excellence
APRIL 1, 2021
I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting. A lot of what Dave says makes sense.
SaaStr
MARCH 30, 2021
A very high close rate sounds great. But really, it means you aren't doing any effective marketing. — Jason BeKind Lemkin (@jasonlk) March 25, 2021. Few things will demotivate your sales team more than a very low win rate. Especially one getting even lower. Going into battle every day, and almost always losing … few things are tougher.
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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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