Understanding the Sales Force

APRIL 27, 2020

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.

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SaaStr

APRIL 26, 2020

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.

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E-commerce Pitch Price Start-ups 138

A Sales Guy

APRIL 28, 2020

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.

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Sell Price Pipeline Gaming 131

Engage Selling

APRIL 29, 2020

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.

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Relationship building Networking Sell Sales 125

Advertisement

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.

Sales

Sales Hacker

APRIL 28, 2020

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.

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Cold Call Sales Trust Prospecting 125

Jill Konrath

APRIL 28, 2020

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.

Prospecting 125

Prospecting 125

SaaStr

APRIL 28, 2020

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.

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Start-ups Promote Product Growth 113

Sales Hacker

MAY 1, 2020

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.

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Pitch Presentation Sales Legal 113

Sandler Training

APRIL 25, 2020

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.

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Sales Process 113

Membrain

APRIL 26, 2020

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron.

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Conversion Sales 116

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.

Product

SalesLoft

APRIL 28, 2020

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?

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Sales Technique Drivers/motivators Meeting 111

SaaStr

APRIL 29, 2020

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.

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Product Sales 105

G2

APRIL 30, 2020

The gap between the glitzy film producer and the humble marketer isn’t as wide as you might think.

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Miller Heiman Group

APRIL 28, 2020

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.

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Customers Cross-sell Service Technique 103

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

Cience

APRIL 30, 2020

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’

Gaming 102

Gaming B2B UX B2C 102

SaaStr

APRIL 27, 2020

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.

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Hubspot

MAY 1, 2020

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.

Drivers/motivators 101

Drivers/motivators Entertainment Represent Growth 101

ConversionXL

APRIL 28, 2020

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.

SQL 101

SQL B2C B2B Closing 101

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!

Customers

Sales Hacker

APRIL 30, 2020

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.

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Sales Up-sell Represent Clients 100

Heinz Marketing

APRIL 28, 2020

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.

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Customers Contact Strategize Service 99

Hubspot

MAY 1, 2020

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.

Education 101

Education Trust Campaign Service 101

Salesmate

APRIL 28, 2020

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.

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Construction CRM Pipeline Follow-up 99

Advertisement

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

Sales

criteria for success

APRIL 28, 2020

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.

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Drivers/motivators Sales Contact 98

Heinz Marketing

APRIL 30, 2020

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.

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Teamwork Presentation Drivers/motivators Launch 98

Hubspot

APRIL 30, 2020

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.

Territory 101

Territory Inside sales Sales Outside Sales 101

The 5% Institute

APRIL 28, 2020

Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following way: Leadership. Experience. Their drive. Miscellaneous. Read on to learn what they are, and why they make our list of best interview questions for sales hiring.

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Intrinsic Drivers/motivators Sales Government 98

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.

User Experience

Richardson

APRIL 30, 2020

In just two months, the selling industry has experienced sweeping change. The common characteristic of these changes has been the need to engage customers in a virtual setting. While this change was likely on the horizon, global events have forced businesses and individuals to fully embrace a virtual model practically overnight. This kind of wholesale change is demanding because it requires adaptation at all levels.

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Sell Technology Technology Customers 96

Engage Selling

APRIL 30, 2020

What are you doing to prepare for reopenings?

Closing 96

Closing Sales 96

Hubspot

APRIL 28, 2020

When I was in college, I had a mentor during my summer internship. When we were talking about my career goals, I explained to her that I wanted to be someone who creates, distributes, strategizes, and promotes content. "It sounds like you want to be a content manager," she said. I had no idea what she meant by that — I'd never heard of a content manager.

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Strategize Campaign Start-ups Promote 101

Heinz Marketing

APRIL 28, 2020

As we continue into week 74 of work-from-home quarantine, checking the mail and getting packages has become an anticipated event in our house. It’s a lifeline to the outside world. And if you’re someone who leaves packages alone in the garage for a couple days, it’s like Christmas! That box could be anything, but you don’t get to unwrap it until Thursday morning!

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Campaign Gaming B2B Prospecting 96

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.

Sales