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We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.
Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Too much planning, moderating, etc. I thought I’d share my learnings from the sessions as we put them up on YouTube. My first set of 10 Learnings is from Mark Suster of Upfront Ventures. The presentation is not only very good, but very compellingly narrated and put together.
Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good.
Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.
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.
My second boss everywhere came from a very big, very old tech company. He inherited one of their firm rules: “When you leave, if you leave … you can’t ever come back!” I didn’t get that rule. If someone great left, wouldn’t you want them back later? Things change. Life changes. In fact, right after that we hired a roundtrip employee as our CTO in my first start-up and it was amazing.
Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.
Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.
Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.
Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very often “accountability” is a code word for “perform or else” where “or else” is a threat.
Q: What are the next big trends in SaaS? I think the new trend, which is brand new — is that “Innovation” as a reason to buy SaaS is dead. For now. And maybe for 18+ months. But … this will be combined with a rapid acceleration of Digital Transformation. What do I mean? Well, the IT spend into SaaS has grown far faster than IT budgets overall in the past 5+ years: A big chunk of that is because the CIO’s role has become over the past half decade, in large part, the Chief Innovation Officer.
What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. There are drawbacks, though. While you can teach people about your product, you can’t teach them how to sell.
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.
And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.
After we had 16,000+ register for our first SaaStr Summit on Bridging the Gap, we’re spinning up the second one on the next thing founders ask every day: What’s Really Going on in Venture Capital? May 27th. Free. Learning from the Best of the Best in venture. We’ll have a full-day event on May 27, together with VC mentorship sessions and more.
Post by Jeremey Donovan. By day, Jeremey is head of sales strategy and GM NYC at SalesLoft. In his spare time, he has written five books, including How to Deliver a TED Talk and Predictable Prospecting. Always looking to get better at the craft of leadership, I recently posed the following question on LinkedIn: “As a sales leader, what time management tricks and tips do you rely on?
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.
By Pei-Ming Tokuda , Marketing Intern at Heinz Marketing. Many of us are home staying safe and protecting the public from COVID-19, but it has still been a demanding time. It is hard to stay focused and positive through it all when there is still so much unknown about when this will come to an end. Instead of speculating on the “end” focus on what can be done now because when it is all over, your customers will remember who stayed connected with them through it all.
Receiving a sales call completely out of the blue creates stress and uncertainty for your prospect as soon as they answer the phone. They start to ask themselves, Is this someone I know? What do they want? Can I trust this person? How do you overcome that and put your prospects at ease? We’re going to look at three phone sales tips to build rapport and be less of a surprise to prospects when you call them: Leverage LinkedIn.
Two decades ago, customer interactions were all business. Providing good service was sufficient to keep customers loyal and maintain buying relationships. Businesses all but ignored the occasional upset customer. But today, we know that offering customers an optimal experience is the linchpin to growing sales in a competitive market. Organizations strive for a branded, differentiating experience that revolves around customer experience best practices.
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.
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Josh’s latest Heinz Marketing blog post on the 10 Tips to Quarantine with Your Partner inspired me to write a post of my own based on my situation. His tips are so great, don’t get me wrong, but if you have kids like me, you might be thinking “Surrreeeeee, there is SO much time to pick up a new hobby or binge watch 15 seasons of Survivor!”.
Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. I hear you. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Sales enablement strategy. Sales enablement execution. Sales enablement governance.
Digital selling platforms are quickly replacing phone-based and in-person selling today. Though B2C industries may be leading this change, B2B sales are not far behind. Consumerization of customer expectations is a natural outcome of this shift. Therefore having a customer-centric mindset and providing a great customer experience is becoming more critical in the B2B space as well. 90% of B2B executives say that customer experience (CX) plays a key role in helping them achieve their organization’
In the past year or so, live video has quickly become one of the most popular types of online content, especially on social media. Not only is Facebook Live thriving, with one in five videos being live streams , but other major platforms like Instagram , Twitter , YouTube , and -- most recently -- LinkedIn , have embraced similar features. Aside from the older social media platforms allowing live streams, some emerging platforms, like Twitch.tv , now cater specifically to live stream viewers.
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!
Hunkering down is over. Sure, many of us might still be working from home for awhile longer. But our businesses are re-emerging with pivots big and small to drive resurgence and growth into the rest of 2020. What may have started as day-to-day decisions four weeks ago has now coalesced into a company-wide strategy. For example, we have several clients in board meetings this week discussing and confirming their path forward – with broad product, customer, marketing and sales implications.
You know that feeling in the pit of your stomach when you get a calendar invite for an all-hands meeting—with no warning or context? I got one of those in 2018, mere months after I started at data.world as their first growth marketing and demand generation hire. My initial role was to grow the user base for our free, open-data catalog. But I soon found out our real challenge was monetization.
We have a bunch of the SaaStr Summit: Bridging the Gap up on You Tube now. You can start watching them here. We have an incredible line up of speakers and sessions to watch already (and more will dribble out in the coming weeks): Taking Care of Your Team and Customers with CEO of Slack , Stewart Butterfield. Starting Up in a Downturn, COO of Cloudflare , Michelle Zatyln.
I know I've talked about this before (if you've read some of my other blog posts , you might know this already), but I love Taco Bell's marketing. The quick-wit on Twitter, the upheaval in their branding a few years ago … I love it all. The main reason I admire their corporate marketing is because it has a real brand story that I can relate to as a customer.
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.
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. Content Marketing Can Do More Than Survive in the New World. Content marketing will likely be the shining star in this new world we’re living in.
Without steady cash flow, survival in the construction industry could be a little difficult. Enough revenue needs to be generated for paying salaries, keeping the machines working, and making profits for reaching the construction business goals. Without getting projects, you can’t expect revenue growth in a construction business. Failure in getting projects can kill your chances of survival.
Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated. We love to share quotes on social media, so we’ve also made them shareable. Click on the Twitter logo next to the text to share any quote via Twitter.
The economic impact of COVID-19 is undeniable. Businesses all across the globe are learning how to adapt to these new circumstances and we're all learning how to operate in a "new normal" that's constantly changing. That's why we'll be publishing week-over-week trend data for core business metrics like website traffic, email send and open rates, sales engagements, close rates and more.
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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