Anthony Cole Training
JANUARY 3, 2020
In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.
SaaStr
DECEMBER 29, 2019
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.
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Engage Selling
DECEMBER 30, 2019
Previously, we looked at how important it is to beware of talk traps.
Membrain
JANUARY 1, 2020
Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and they even know why they should do it… and they still don’t do it, at least not consistently.
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.
Hubspot
DECEMBER 30, 2019
Although Cyber Monday is described as the biggest online shopping event of the year, more than $7.4 billion in online purchases were made on Black Friday in 2019. While a majority of Black Friday purchases happened online, a Fiserv study found that brick-and-mortar store purchases rose by 4.2% compared to 2018. The same study found that a quarter of people traveled 25 miles or more to stores with Black Friday discounts.
SaaStr
DECEMBER 28, 2019
So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JANUARY 1, 2020
Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll teach your how to cold call correctly to help you with your sales efforts. In this article we’ll cover what cold calling is, how to structure your cold call, and various other handy tips regarding cold calling to help you ethically persuade your potential client and be more successful.
ConversionXL
JANUARY 2, 2020
Why create a custom attribution tool? Because with out-of-the-box tools, you’re limited by their functionality, data transformations, models, and heuristics. With raw data, you can build any attribution model that fits your business and domain area best. While few small companies collect raw data, most large businesses bring it into a data warehouse and visualize it using BI tools such as Google Data Studio , Tableau, Microsoft Power BI, Looker, etc.
SaaStr
JANUARY 2, 2020
Why If You Can Get to $10m ARR, You Can Get To $300m ARR. Woah. That may sound controversial, or even silly. VCs may mock this. But hold on. Let me prove it to you. If you can get to $10m ARR, with positive revenue retention, you can indeed get to $300m ARR. In fact, the odds might even be seen as high. How can that be? It’s just math. Three factors combining together: First, the overall market for SaaS continues to grow.
Partners in Excellence
JANUARY 2, 2020
Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year, we are now reset to zero. In reality, the concept of starting over in the New Year is more symbolic. The reality is most of what we are doing is a continuation of things that we have been working on for some months. We have or should have robust pipelines that we have been developing over the past months.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Hubspot
DECEMBER 31, 2019
CareerBuilder found that nearly half of American workers check email after they leave work, and 45% say they do work during non-business hours. Additionally, this phenomenon crosses global borders, prompting new laws in France and a campaign in Japan to limit working hours. Of course, we'd all love a little more balance in our lives. But it's more than that.
Force Management
JANUARY 2, 2020
If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.
SaaStr
JANUARY 2, 2020
Q: What are some no-no’s when it comes to funding a startup? Here’s my list: Never assume your existing investors will write you another check. They may, but it’s hard to predict if they will. Just assume any more money has to come from new investors. You’ll plan much better that way. This is my #1 no-no by far. Make sure the money lasts at least 18 months.
The 5% Institute
JANUARY 2, 2020
Just like there are laws that govern everything around us; from nature and science, to business and the workplace – there are also laws of selling and in sales that must be carefully adhered to. The laws of selling dictate fundamental rules that need to be followed, if a person wishes to be consistently successful in the world of sales. Laws are rules to be adhered to, so that there are standards which create positive results for everyone.
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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.
Hubspot
DECEMBER 30, 2019
My coworkers and I love personality tests. We share them with each other to have fun and get to know each other — an important task since half of our team is remote and sprinkled across the country. Personality tests have allowed us to gain insight into our lives outside of work. They’ve also helped us better understand our communication and collaboration styles, which has made projects, meetings, and feedback sessions much easier to navigate.
Outreach
JANUARY 1, 2020
Since we started producing The Sales Engagement Podcast in 2017, we’ve released more than 100 new episodes that have garnered 100,000+ unique downloads. Since then, our library of knowledge has exploded to cover sales development , career growth , diversity , and even pirates. We have so many favorites that it was hard for us go pick just a top few, so we looked at the numbers and rounded up the most listened-to episodes of the decade.
Membrain
DECEMBER 29, 2019
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
The 5% Institute
JANUARY 1, 2020
One of the best ways to improve your sales conversions, is by implementing a sales strategy based on question based selling. Question based selling is highly effective, because instead of assuming what your potential client may be interested in; you can ask questions and get the exact answer instead. In this article, we’ll be answering what question based selling is, why question based selling is an excellent strategy, and examples you can use throughout your sales process.
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.
Hubspot
DECEMBER 31, 2019
A client once asked me to help them increase their sales and industry presence in the U.K. market, specifically with the top 200 fashion and apparel brands and retailers in the region. Unlike in my home country of Brazil, I had only five business connections in the U.K. To succeed in this market, I would need to essentially grow my network from scratch.
SaaStr
DECEMBER 31, 2019
Q: When should I pay the commission for SaaS sales? All of our trial signups will get an automatic email from an account executive. How do we decide if the AE was responsible for the sale versus the sale just happened organically? Every company with a self-serve component and a sales-driven component frets a bit about paying sales reps on deals that close “automatically”, or close to it.
SalesLoft
JANUARY 2, 2020
Dave Munson, VP of Direct Sales at Axon — the law enforcement technology company known for its Taser brand — has closed many a quarter and knows just how intense of a time that can be. In this Hey Salespeople episode, you’ll find out why deals lost at the end of the quarter were actually doomed from the beginning, how effective inside sales teams are run, and what three characteristics make a job candidate extremely attractive.
Sales Gravy
DECEMBER 29, 2019
Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman. Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman.
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!
Hubspot
JANUARY 3, 2020
Did you know a customer relationship management system (CRM) is the fastest-growing software on the market today? And, by 2025, revenues in the industry are expected to reach more than $80 billion? A CRM is a central location where you can organize the details related to your customers, across all departments at your company. Anyone with access to the CRM can track and manage the journey of every lead and customer that interacts with your brand, website, or products.
Sandler Training
DECEMBER 31, 2019
As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020. The post Five Trends Sales Professionals Should Watch for in 2020 appeared first on Sandler Training.
Engage Selling
JANUARY 2, 2020
This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.
SaaStr
JANUARY 3, 2020
Q: What are your views on growth or valuation over profitability for startups? In the end, the trade-off between growth and profitability may sound like a balanced one. Both are great ways to build something enduring. But the question (and answer) is how will you make money from your equity : If you are going to make money from profits and “dividends”, like 99.9% of businesses do, then profitability at some point is better than marginal additional growth.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Hubspot
DECEMBER 31, 2019
CareerBuilder found that nearly half of American workers check email after they leave work, and 45% say they do work during non-business hours. Additionally, this phenomenon crosses global borders, prompting new laws in France and a campaign in Japan to limit working hours. Of course, we'd all love a little more balance in our lives. But it's more than that.
Richardson
DECEMBER 31, 2019
As the year draws to a close, sales leaders have an opportunity and an obligation to understand the impact of changes seen in 2019. The global economy evolved in 2019. The estimated global growth of 3 percent for the year was modest and characterized by what the International Monetary Fund called a “synchronized slowdown.” International trade tensions and a destabilized geopolitical picture were just some of the looming, long-term challenges.
Engage Selling
JANUARY 3, 2020
One of my clients chose “predictability” as their company’s 2020 theme.
Gong.io
DECEMBER 30, 2019
How can you use data to build and iterate your go-to-market strategy? What’s the number one mistake made at annual sales kickoffs? What are the top qualities of a great sales rep? On a recent episode of the Reveal podcast, we connected with SVP Global Sales at HackerOne, Marjorie Janiewicz, for answers to these and other questions that are top of mind for revenue leaders.
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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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