Anthony Cole Training
APRIL 17, 2020
There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.
Understanding the Sales Force
APRIL 17, 2020
It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home.
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Partners in Excellence
APRIL 12, 2020
There’s a certain feeling of helplessness we each feel as we look at the current global health crisis, things happening in our companies, in our communities, even with our families. We are all facing things few of us, individually or organizationally, have ever faced. We each are struggling to find answers and to make sense of what’s happening.
SaaStr
APRIL 11, 2020
Times are tough for many of us now. What do you do, if half your customers have just gone out of business? If your growth has gone from 60% to 0% overnight? Well you can’t fix everything. And maybe — you can’t even grow your ARR. Some of you won’t be able to grow revenue at all for now. But that doesn’t mean you can’t still grow.
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
APRIL 14, 2020
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.
Heinz Marketing
APRIL 12, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Amid the COVID-19 pandemic, finances have been tight for lots of people and families around the country. I am thankful to still be working but, finances and budgeting have still been top of mind. For the past few months I’ve been using an app on my phone called NerdWallet and I love it.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
APRIL 12, 2020
Q: What sales tactics that are taught to new salespeople bother you enough that you refuse to use them? A few that I think really do you a disservice in SaaS, especially before you have a huge brand: “Be careful of prospects that waste your time.” Yes, your time is precious in sales. But this is backwards. Almost no one wants to waste a salesperson’s time.
Sales Hacker
APRIL 13, 2020
The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. In the tech sector alone, the direct losses from the cancellation of just 10 events are more than $1.1 billion. Many companies are canceling events or postponing them until after the crisis is over.
Heinz Marketing
APRIL 13, 2020
By Matt Heinz , Founder and President of Heinz Marketing. For three weeks, the idea of “selling with empathy” dominated discussions in sales management circles. That may have shifted late last week, as some sales executives in our new Sales Leader Cocktail Talks series started encouraging their prospects to organize, decide and act to save (even grow) their businesses amidst the current economic shutdown.
G2
APRIL 16, 2020
When presented with a task, our first thought is to explore options on the best way to approach it.
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
APRIL 13, 2020
Gartner recently did a survey of 317 CFOs and finance professionals, and found the vast majority plan to permanently shift to more remote work going forward. This doesn’t mean letting their loffice eases expire. It does mean cramming more folks into the same or even less space. The one exception seems to be sales teams. Only 8% of sales leadership planned to make related changes here.
Sales Hacker
APRIL 16, 2020
Facing the pandemic and related challenges all over the world, the need for change is huge. That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Buyers are in fear, postponing decisions and cutting budgets. As a result, all selling approaches that focus on selling a product or taking an order will fail.
Salesmate
APRIL 13, 2020
Real estate pipeline management is as important as for other businesses. Lest, there is one small yet crucial difference; real estate business is a single-deal model where you have to keep looking for new prospects. For a real estate agent, this is a challenge. You are always hunting the market for leads making the process a bit competitive. But we are not here to tell you the obvious, right?
Miller Heiman Group
APRIL 14, 2020
Online shopping makes it easier for consumers to shop more often, and throughout the day. According to research from the IBM Institute for Business Value and the National Retail Federation , 71% of consumers shop in “micromoments”—whenever the impulse strikes—and often while they are doing something else, such as taking a break from a work project, eating lunch or even running on a treadmill.
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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
APRIL 14, 2020
Everyone usually gets pretty good at segmenting customers by ACV. Large, Medium and Small. Or at least by splitting up sales-driven and self-service revenue. Or enterprise vs smaller customer. And later, we often start segmenting by vertical and industry. More of you right now should be putting that aside a bit and segmenting your customers into 3 new groups: Growing.
Sales Hacker
APRIL 14, 2020
Events are out the window — for now. Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. We’ve all seen talk of the “new normal” floating around rapid-fire tweets, deep-dive B2B podcasts, and earnest LinkedIn posts. If you know what this new normal is already, by all means, send me a connection request and fill me in.
Salesmate
APRIL 17, 2020
COVID-19 pandemic has turned the world upside down. Suddenly it stepped in like a monster and consumed many lives. It isn’t only a threat to our lives but also our businesses. This outbreak is posing challenges to many companies. The Coronavirus crisis is the worst nightmare for small businesses. 96% of small business have been impacted by the outbreak 75% of them say their business has been impacted by fewer sales 51% of small businesses say they will only be able to continue operating for 0-3
G2
APRIL 13, 2020
Private cloud is an essential element of a broader enterprise journey to cloud, including public and hybrid cloud.
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
APRIL 14, 2020
By PandaDoc Marketing Specialist Travis Tyler. Even before a global health crisis slammed into the world economy this year, global sales leaders were already pretty shakey about the current state of deals. We know this because hundreds of them told us so in a joint study PandaDoc did with G2 in January of 2020. The results culminated in a comprehensive research report titled: 2020 The State of Deals Report.
Sales Hacker
APRIL 15, 2020
It’s been six weeks since you gave your prospect a demo. You’ve sent your fourth follow-up email , and left them a few voicemails. You cringe as you enter your Monday-morning pipeline meeting knowing that, yet again, you’ll have to tell your team that the deal’s “ still in the works.”. The week drags on, and you keep refreshing Gmail or Outlook. You watch as the proverbial tumbleweeds roll across your inbox.
Membrain
APRIL 12, 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.
Engage Selling
APRIL 17, 2020
During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.
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
APRIL 16, 2020
Ok for many of you, everything since March 15 or so has been just crazy. Sometimes, terrible. Sometimes, rough. Sometimes, just crazy. But crazy. If your bookings dropped, if your churn went way up, then … it did. Things changed. Now you have the data. You know what your New Normal is like, mostly. From the past 30 days. Maybe you are only growing 20% now.
Miller Heiman Group
APRIL 13, 2020
Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails.
G2
APRIL 16, 2020
Whether you’re speaking to an audience of 10 or 10,000, there’s something about standing before a crowd of people that makes a lot of our knees shake with fear.
Sales Hacker
APRIL 17, 2020
Even when everything is going as planned, winning at sales is easier said than done. And if you add a curveball to the equation — such as the current health crisis that has forced tens of millions of people to work from home — it’s even more challenging to hit your goals. Whether you have experience doing remote work as a sales professional or were thrust into this position for the first time, there are a variety of sales tools you can use to stabilize your situation and continue to perform at a
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 14, 2020
Ok we are almost at our cap of 10,000+ attendees for the FREE SaaStrSummit on Bridging the Gap on April 22. Many of the sessions already have 5,000+ registrants or more already. Some of the newer additions you may not have seen: What It’s Really Like Selling to the Enterprise Now — With CEO of Zuora + CIOs of Zendesk and Nutanix. This should be an incredible deep-dive on the opportunities and challenges to selling into the enterprise right now.
Salesmate
APRIL 17, 2020
It took me 3 months to convince my friend (now my girlfriend) to go out on a date with me. Those 3 months hold four of my unsuccessful attempts, and one successful. You think that’s too much? . Listen to this: It takes almost 8 follow-up calls to just reach a prospect! Prospects, just like my girlfriend, have some valid reasons not to say “Yes” in the very first attempt: 1.
G2
APRIL 13, 2020
Programmatic is becoming a dominant form of media buying in digital advertising.
Hubspot
APRIL 17, 2020
Have you ever come across a post on LinkedIn or Instagram from your favorite celebrity or influencer, explaining how they use their own brand's services or products? You know what I'm talking about. Maybe your favorite Instagram influencer just posted a photo, with the caption explaining how the photo editing packs she curates have helped her become a better photographer.
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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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