Partners in Excellence
APRIL 8, 2020
Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks. Some people have been asking me for hints/tricks about working from home, knowing that I have had a home office for the past 20+ years.
Understanding the Sales Force
APRIL 6, 2020
What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners,
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Engage Selling
APRIL 10, 2020
A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.
Membrain
APRIL 8, 2020
Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.
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
APRIL 8, 2020
In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Such is the way as you grow. And one thing I’ve been shocked about is how few sales processes have kept up. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well.
Understanding the Sales Force
APRIL 9, 2020
Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
APRIL 8, 2020
The sales pitch is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering your sales pitch can mean the difference between closing the sale – and breaking rapport and starting all over again. In this article, we’ll explore why so many Sales Professionals and Business Owners make mistakes when delivering their sales pitch, and what steps you need to include prior to delivering yours.
SaaStr
APRIL 6, 2020
I wrote an early SaaStr post way back in 2013 on my “Year of Hell” as a SaaS CEO in 2008. In 2013, we were just 2 years removed from the real recovery from ’08-’09. And the one thing that was clear to me was that as hard as it was to see at the time, once we got out of our Year from Hell at Adobe Sign / EchoSign … things roared back.
Partners in Excellence
APRIL 6, 2020
Creating value with our customers has never been more important than it is now. Our customers face issues they have, probably, never had to deal with in the past. The safety of their people, restrictions on how they operate, profound shifts in their markets and with their customers, possible supply chain management issues, and the list goes on. Some customers are in areas critical to our current health and economic crises, they are struggling to respond to critical needs from their customers.
Heinz Marketing
APRIL 8, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Taking a break from COVID-19 content to share with you what I’ve recently learned about campaign hierarchies in Salesforce. I’m not sure how I didn’t know about this before but at least I know now! I am by no means a Salesforce expert but, I’ve spent my fair share of time in the platform.
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.
Salesmate
APRIL 7, 2020
So, you too gave a nod to the work from home policy! I mean yes, under the circumstances of the Covid-19 outbreak, a lockdown is in place and you as a business owner want to ensure a safe working culture for your workforce. To showcase a noble gesture in such trying times, you need to show complete trust in your employees that they won’t misuse this facility.
SaaStr
APRIL 10, 2020
(Note: I wrote a version of this in 2017 when times were good. It’s just as relevant today, more so really, but thought it could use some updates. So here’s the 2020+ version). __. Hopefully, you are one of the 15% or so of SaaS companies getting a boost from these crazy times. Hopefully, things are great. Or maybe the impacts are mixed for now, but things still seem OK.
Partners in Excellence
APRIL 10, 2020
Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Just to be clear, for the purposes of this post, I’m talking about the application of AI/ML tools to analyze sales conversations, providing guidance to improve the quality of those conversations. We are in the early days of using conversational intelligence tools and understanding how to leverage them.
Sales Hacker
APRIL 8, 2020
Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility. Credibility helps you stand out and build trust with prospects who are complete strangers to you.
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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.
SalesLoft
APRIL 6, 2020
The REVCommunity is kind, generous, and thoughtful. They’ve proven themselves over and over through the years. It turns out that they’re not here just for the good times, they’re here for the hard times, too. They know that the market is uncertain and scary right now, and they’ve been graciously sharing their findings for job seekers with the REVCommunity over recent days and weeks.
SaaStr
APRIL 7, 2020
In the early days of SaaStr, we wrote a bunch of posts that were controversial at the time, but later, most sales leaders eventually agreed with. That you know early. That you know even in 1 sales cycle if a VP of Sales is going to work out. Yet, in some ways, this breaks down a bit in really tough times. If sales cycles are much longer and getting even longer, how can you know if it’s your VP of Sales … or just the economy?
Sandler Training
APRIL 10, 2020
Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option. The post Six Common Mistakes Salespeople Make When Using Videoconference Technology appeared first on Sandler Training.
Heinz Marketing
APRIL 9, 2020
The proliferation of virtual events right now is staggering. There has always been a glut of webinars out there, but with field events and trade shows off the table for awhile, many companies are going online only in an attempt to replicate the magic, engagement and impact of being there in person. This is, of course, tricky. Your attendees didn’t take the time and money to attend your event only to watch keynotes on a big screen from the back of a ballroom.
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.
Score More Sales
APRIL 8, 2020
People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following.
SaaStr
APRIL 8, 2020
Q: Why Would Microsoft Buy Wunderlist and Later Just Shut it Down? Because it was just a bet. And maybe even almost an experiment. Buying Wunderlist for $150m sure sounds like a lot to me and you. But the reality is, it’s 0.1% of Microsoft’s market cap. For a Really Big Tech Company, any acquisition of less than about $1b is somewhere between an experiment and a bet.
G2
APRIL 7, 2020
Among many industries that have dramatically changed thanks to the rapid technological development over the last few decades, the retail industry is one of those that have benefited the most.
Predictable Revenue
APRIL 8, 2020
No sales team, or no sales process, is perfect. Even the most successful ones – there’s always something to fix, refine, or scrap altogether. Belal Betraway talks about measuring performance the right way and working smart to peak productivity. The post Measuring performance the right way and working smart to peak productivity appeared first on Predictable Revenue.
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!
Sales Hacker
APRIL 6, 2020
Is it wrong to “sell” in times of uncertainty or turbulence? What is the appropriate or preferred way of reaching out to a customer or prospect during a global crisis? In the face of COVID-19, these types of questions are popping up all over social media. Maybe you’re second-guessing yourself without any provocation or experiencing “sales shaming” from someone on Linkedin.
SaaStr
APRIL 10, 2020
A quick note here we’ll update over the coming weeks and months, but we’ve learned a lot in the past weeks from our incredible partners and sponsors. The support has been tremendous and the connection the vast majority of our partners and sponsors have to our SaaStr community and to SaaStr has been heart warming in these crazy times. We’re also learned as part of this is that going forward, it makes sense to partner more deeply with roughly the same number of total sponsors, r
Hubspot
APRIL 9, 2020
What do a Hand Forged 1060 High Carbon Black Steel Blade Full Tang Samurai Katana Sword and a 7,541-Piece Lego Millennium Falcon™ Replica have in common? Well, first and foremost, they're both awesome. Second, if you have kids under the age of three, you probably don't want them playing with either — one is a choking hazard and one is a katana. And third, you can buy both through the magic of something called ecommerce — the sale of products or services online.
Partners in Excellence
APRIL 9, 2020
In these difficult times, there is the very real need to reduce discretionary spending as much as possible. Every dollar we save in discretionary spending can be diverted to saving jobs. I’ve discovered a solution–a huge source of discretionary spending, that is virtually wasted. If we stop spending in this area, millions can be saved and much of that can be diverted to retaining jobs.
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.
Heinz Marketing
APRIL 7, 2020
By Maria Geokezas , VP of Client Services at Heinz Marketing. For most business leaders, navigating through a global health crisis which then turns into a global economic crisis is a skill that is rarely, if ever, used. I was lucky enough to have a front row seat of the train wreck that was WAMU during the Great Recession of 2007-2009. That crisis caused much anxiety for me and many of my coworkers.
SaaStr
APRIL 5, 2020
Everyone’s gone into War Mode of some sort. If you are one of the SaaS companies that is “benefitting” from the current crazy environment, you’re overloaded. If you are one of the SaaS companies that is in one of the hardest-hit categories (travel, events, housing, etc.) you’ve already been through gut-wrenching change.
Hubspot
APRIL 8, 2020
Why do people really quit their jobs? Before you say "salary," "benefits," or "workload," take a second to think about the worst boss you've ever had. Were they bad at giving feedback, not helpful, or just plain mean? Did they have you feeling unmotivated, too nervous to offer ideas, or fearing that you'd lose your job with the slightest miss-step? Once you let those memories sink in, you probably won't second guess the statement: "People quit their managers, not their jobs.".
Partners in Excellence
APRIL 8, 2020
We are still in the midst of the global health and economic crisis, yet many of the conversations I’m hearing are focused on “what’s next.” Some people talk refer to what’s next as, “when things get back to normal.” Implicitly thinking what we are going through is a momentary interruption, and, at some point, we are back to doing business and interacting socially in the same ways we were doing as little as a few months ago.
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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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