Anthony Cole Training
DECEMBER 9, 2019
In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.
SaaStr
DECEMBER 9, 2019
(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.
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Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!
Gong.io
DECEMBER 9, 2019
Why is research on decision-making psychology critical to your sales messaging? How do you make the customer feel like the hero of the story? What’s the difference between prospect and customer messaging? On a recent episode of the Reveal podcast, we connected with Tim Riesterer for answers to these and other questions that are top of mind for revenue leaders.
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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.
Anthony Cole Training
DECEMBER 11, 2019
In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".
Highspot
DECEMBER 11, 2019
Hypergrowth means rapid change. Over the last 12 months, we raised our Series D , launched our EMEA operations, released industry-first SmartPage technology , doubled our revenue growth and customer base, leased a new Seattle headquarters (that we move into next week), and a whole lot more. But through this evolution, one thing has remained constant: our commitment to people — our customers, investors, partners, and each other.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
DECEMBER 9, 2019
We’re heads down for SaaStr Annual 2020 in March (and SaaStr Europa in Paris June, tracking to 3,000+). But you wanted us to come to Asia, so we are — finally! SaaStr East is a GO! We’ve booked the stunning Gardens-by-the-Bay in Singapore on October 21-22: 1000+ SaaS and Cloud founders, VCs, and execs. 200+ Mentoring sessions. 100+ VCs. 20+ Speakers. 2 Stages. 2 Nights of Parties. 1 Full Day (October 22) of content.
Gong.io
DECEMBER 10, 2019
At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. Now up: ‘strategy success’ based on a talk by Geoffrey Moore, author of “Crossing the Chasm” and investor at Wildcat Venture Partners. In the 20th century, the product was king, so executives had a product-first approach.
Hubspot
DECEMBER 11, 2019
In recent years, there's been a common misconception that Gen Z and millennials are essentially the same. When companies discuss reaching younger audiences, many often lump Gen Z and millennials into the same group and create one campaign strategy that they believe fits both groups. Sure, many millennials and Gen Zers are considered "young adults." Not to mention, both generations are highly connected to technology and the internet.
The 5% Institute
DECEMBER 10, 2019
Are you tired of missing sales opportunities? You may have an awesome product or service; but if your potential clients aren’t seeing the value in this, it ends up in frustration and of course – lost sales. In this article, we’ll explore five key factors to learn and implement if you want to close more sales consistently. If you’re tired of missing sales targets and opportunities, read on to learn how to win more sales.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Membrain
DECEMBER 8, 2019
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.
SaaStr
DECEMBER 7, 2019
A few years back, Aileen Lee and Cowboy Ventures put out 2 seminal posts on TechCrunch about Unicorns. The first one defined the Unicorn age in 2013, and the second one updated it in 2015. Many remember them just for data on Unicorns as they began to emerge from rare to seemingly everyday (100+ this year so far). But her and her team’s post also had tons of other amazing data, from what % of start-ups have solo founders to average age at inception.
Hubspot
DECEMBER 10, 2019
If I asked you what marketers identify as the number one most exciting business opportunity in 2019, I bet most of you would guess "social media", "mobile-first experiences", or even "video marketing". However, the Annual Digital Trends report by Econsultancy and Adobe revealed a surprising truth — marketers actually identified "optimizing the customer experience" as the most exciting business opportunity.
Sales Hacker
DECEMBER 9, 2019
Are you looking for B2B sales techniques that actually work? You’re not alone! Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. What I found was shocking!
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!
Gong.io
DECEMBER 10, 2019
You’re on a sales call that just feels…off. . Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step. . You can feel the tension on the line. . Any kind of pushback can be intimidating. And many times, sales reps will start to back away when they feel friction. . They get timid. . We get it. Friction is uncomfortable.
SaaStr
DECEMBER 10, 2019
Bill.com is a bit — OK, maybe a lot — more lower profile than many of the SaaS Unicorns to IPO lately, but it’s one of my personal favorites. Why? First, we run SaaStr on Bill.com. We wouldn’t be able to approve bills, get paid, and pay our vendors effectively without it. I love Bill.com as a product. Also, Bill.com got started about the same time as Adobe Sign / EchoSign and I got to know second-time CEO Rene Lacerte a bit over the years and always thought he was bo
Hubspot
DECEMBER 9, 2019
Before my blog writing days at HubSpot, I was working at a marketing agency where I was in charge of social media posts for our clients. One time, I was posting a blog on Facebook, but it kept aggregating the wrong image. Frustrated, I went to Google to find the answer: social media cards. I found out that on Twitter, businesses using Twitter cards get 89% more favorites, 18% more clicks, and 150% more retweets.
Membrain
DECEMBER 11, 2019
In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than $12,000 per salesperson and year in sales technology, not counting implementation costs and lost productivity.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Predictable Revenue
DECEMBER 11, 2019
Relevance is how your product or service can help your prospect, and trust is the degree to which they believe you. When these elements are working in unison, they become a powerful force – the aforementioned spear – in starting sales conversations. The post The Importance of Relevance and Trust in Outbound Sales appeared first on Predictable Revenue.
Sales Hacker
DECEMBER 13, 2019
In the digital era, customer rapport rules the day. People expect more communication and personal connection than ever before. . That being said, building rapport with clients in the digital era is also more complex than ever before. People are finding your company through a variety of methods and platforms , and yet they expect extreme personalization.
Hubspot
DECEMBER 12, 2019
In 2019, Google began rolling out what is arguably one of the most significant changes to its search engine since the introduction of dedicated video carousels in June 2018, or the introduction of featured snippets in October 2017: Google has begun to ad podcasts to search results. Every minor tweak to the search algorithm can have marketers scrambling to understand how they can take advantage of this shift — or, for the more pessimistic, how to avoid getting pushed to the dreaded page two of se
The 5% Institute
DECEMBER 12, 2019
Finding your potential clients pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy.
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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
ConversionXL
DECEMBER 10, 2019
Time flies when you’re having fun. We published almost 90 posts this year. Here are the articles that captured more eyeballs than any others. 10. 8 Keys to Value-Based SaaS Pricing Pages. As a SaaS company, both your product and service are unique solutions, and your pricing page should reflect that. Learn how to get value-based pricing right. 9.
Engage Selling
DECEMBER 13, 2019
As we approach the last few weeks of the year, salespeople often find themselves either coasting into the new year because they have accomplished their sales goals, or they find themselves pushing hard because they have struggled to reach their … Read More »
Hubspot
DECEMBER 13, 2019
Despite (and because of ) the many technologies marketers use, determining what drives a sale remains one of the messiest areas of marketing. Figuring out which channel or touchpoint convinces a customer to make a purchase is as much of an art as it is a science. To get to the bottom of it, marketers use attribution modeling. But attribution modeling comes in many forms. read on to find out how attribution marketing can help your business.
The 5% Institute
DECEMBER 11, 2019
Cold canvassing is a common phrase heard in business and sales circles; but what is it, and how does it work? In this guide, you’ll learn what cold canvassing is, how it works, its drawbacks, and whether cold canvassing would be useful for your business or not. Cold Canvassing – Your Ultimate Guide. What Is Cold Canvassing? Cold canvassing is the act of going into a particular area, and then asking business owners or home owners questions to see whether they qualify for your offer or not.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
InsightSquared
DECEMBER 13, 2019
It should come as no surprise that we have more information at our fingertips than ever before. Many of the prospects you are engaging with have researched you, your company, and the strengths and weaknesses before you have even exchanged your first “hellos”. . We have changed our selling methods over the years as our buyer has adapted, but one thing remains consistent throughout the sales process.
Partners in Excellence
DECEMBER 12, 2019
Can you answer the question, “How does you customer make money?” By that, I don’t mean at a superficial level, like, “Well, dugghh, Dave, they sell stuff……” I mean really understanding your customer’s business. It includes things like: Who are their customers/markets? What drives success with them? How are those markets growing?
Hubspot
DECEMBER 9, 2019
HubSpot CEO Brian Halligan has said it many times: More businesses die each day from overeating than from starvation. They spread themselves across so many different priorities that it becomes impossible to gain major traction with any of them. The same is true when it comes to managing customer reviews for your business. There are so many different places a business can be reviewed today that keeping them all in order can feel a bit like a game of Whac-a-mole.
The 5% Institute
DECEMBER 10, 2019
Learning topics surrounding the psychology of sales can have a massive impact on your closing rate, because quite frankly – you’re selling to people. Although many people read and learn about sales topics that are logical; the emotional is just as – if not more important. That’s where the emotional fundamentals and psychology of sales topics come in.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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