A Sales Guy
JULY 22, 2020
Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible. Cold calling is about establishing credibility as quickly as possible. The post The Only Thing That Matters When Cold Calling appeared first on A Sales Guy.
SaaStr
JULY 21, 2020
We’ve crossed 6,000 posts and answers on SaaStr and we held off for a long time on writing one on How to Have a Great Board Meeting, and most other VC tropes. We might write that post, soon, however, just from a founder perspective. But I thought it might be useful to assemble a “Top 10” list of things that are relatively easy to do, now, that will make your investors and board happier.
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The 5% Institute
JULY 24, 2020
Do you want to be a sales closer? Meaning – do you want the framework to consistently close more sales, without being pushy or having to rely on outdated scripts? In this article, we’ll give you 8 x solid tips for selling more effectively, so that you can close more consistently and effectively. These tips for selling are centred around consultative selling.
Sales Hacker
JULY 20, 2020
Stop writing case studies the old way ! You know, the ones where you just show some before-and-after data, toss in a couple of quotes from your customers saying how great you are, and call it a day. Case studies like those can work. But they don’t get the “OMG this is exactly what we need. Let’s hire this person/company immediately” reaction that we are going for.
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.
Engage Selling
JULY 24, 2020
It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.
SaaStr
JULY 22, 2020
I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. I sold $6m our first year (man, that sounds good looking back on it). But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then at Adobe Sign / EchoSign I had some good — and painful — learnings.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
JULY 24, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Well, I think it’s safe to say that it doesn’t look like COVID is going away anytime soon. Our team has been working from home for just over four months now. It’s crazy to think about that, even as I type this. I think we all feel the transition to remote life has been two fold – great in some ways, not great in others.
Engage Selling
JULY 24, 2020
I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.
SaaStr
JULY 23, 2020
If you squint as you read TechCrunch, you’ll notice a pattern in a bunch of articles about Hot Startups. “Bob worked at Pinterest for 8 months before he …” or “after a stint as senior something engineer at Facebook [12 months], Bill joined …” etc. etc. It’s the one-year job culture. The rise of the engineer with highly portable job skills, and essentially zero percent unemployment for any top 20% developer, is in many ways a great thing.
The 5% Institute
JULY 21, 2020
Whether you work in retail, a showroom or generally just in product sales; you’ll most likely and regularly come across the I’m just looking sales objection. In this article, we’ll break down where the I’m just looking sales objection usually comes from, and how to handle it with ease using a step by step framework. The I’m Just Looking Sales Objection – Where Does It Come From?
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.
Membrain
JULY 19, 2020
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition.
Partners in Excellence
JULY 22, 2020
The second habit in Stephen Covey’s classic, The Seven Habit Of Highly Effective People, is “Begin with the end in mind.” It’s extraordinarily powerful in so many ways. Today, I was participating in a number of deal reviews. They weren’t remarkably different from the 1000’s of other deal reviews I participate in. The sales people, outlined the deal, where they were and the next steps.
SaaStr
JULY 24, 2020
Q: Why are tech-heavy companies shooting up in the stock market? There are some mysteries no doubt, but not in Cloud / SaaS. Cloud stocks are on fire since March 15 because since Covid-19, we are living in the Cloud: We don’t fly. We Zoom. We can’t get to the office. So we need RingCentral and Talkdesk and Five9 to talk to customers from home. We can’t meet up as a team anymore.
The 5% Institute
JULY 23, 2020
In this article, you’ll learn about our online sales training program ; which will be perfect for your mortgage loan officer sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based industries. That’s why we’ve created something to help new mortgage, loan officer and other related Sales Professionals thrive in sales, by focusing on the most important part of your sales toolkit
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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.
Heinz Marketing
JULY 20, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Salesmate
JULY 24, 2020
Personal selling is one of the most effective techniques used by various companies and brands to increase their product sales. Whether it is Apple, Nike, or BMW, everybody uses this impactful technique to offer a great buying experience. Before we delve deeper into what is personal selling, let us look at a fictional situation. You lost your phone, and so you need a new one.
SaaStr
JULY 19, 2020
Are you excited for SaaStr Enterprise on July 29? You should be! 5,200+ Cloud CEOs, CTOs, CXOs, VCs and execs focused on the Enterprise. 200+ Invite-only CTOs and CIOs from Global 2000 and Fortune 500 and Tech leaders. 100+ Roundtables. Incredible sessions with CEOs and CXOs of Box, Shopify, Intuit, Coupa, Pagerduty, Algolia, Adobe, nCino, Salesforce, Velocity, and more!!
Membrain
JULY 22, 2020
Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told “no” over and over. It takes guts to step in front of committees of decision-makers and tell them why they need to change and place their trust in your and your company to help them.
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.
Partners in Excellence
JULY 23, 2020
It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. We developed action plans to address them. But I started noticing a problem, 100% of the deals required a “discount.” “What’s the problem, why do we need to discount in each of these deals?
Salesmate
JULY 21, 2020
Whether it’s chocolate, cheese, wine, or anything else, people will flock to wherever you are to try the “free samples”. . But when money comes into the picture, they often repel. SaaS businesses manage to convince people to sign up for a free trial. However, converting them into paid customers is a different ball game. Just having a strong SaaS product isn’t enough, you need to have effective selling strategies as well.
SaaStr
JULY 19, 2020
Q: How stressful is it to run a venture-backed startup? Being a CEO in general is pretty stressful ??. Being venture-backed is really only more stressful than any other company for two reasons: You have to carefully manage to your Zero Cash Dat e. You need to know exactly when you run out of money. More here: Knowing — and Sharing — Your Zero Cash Date | SaaStr.
SalesProInsider
JULY 22, 2020
In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Because whether we’re sitting physically with somebody or if we’re virtual and remote, the information exchange drives the productivity of that sales effort and makes everything that follows easier.
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!
Heinz Marketing
JULY 19, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. When I sat down to think about the apps I’ve used the most the last few months, I kept coming back to those that have helped me stay connected with friends and family while also staying distanced. I’m sure you’ve used video calls and social media by now so I won’t go in to all that, but Zoom fatigue is a real thing, so how do you keep those meetings with friends engaging and fun?
Partners in Excellence
JULY 21, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our numbers–our performance, often our compensation is based on whether we are hitting our numbers. As a result, we and our managers are intensely focused. We measure ourselves based on quota attainment. We focus on getting the PO, getting the order so that we achieve our goals.
SaaStr
JULY 22, 2020
A discussion about venture capital and the effects Covid-19 has had on in the industry. Join Nicole Quinn, General Partner at Lightspeed Ventures, Ann Miura-Ko, Founding Partner at Floodgate, and Alex Konrad, Senior Editor at Forbes as they talk about what they have seen in the industry lately and how they are moving forward. Nicole Quinn | General Partner @ Lightspeed.
Sales Hacker
JULY 23, 2020
A lot of what sales trainers have told you is wrong. Although, “wrong” may not be the correct word. Their lessons don’t work like they once did. Obsolete is probably more appropriate. The fundamentals of Sales never change, but their application to a new technologically-driven market will cause change. Because of this, many established sales training practices don’t work like they used to, and in some cases, they can even hold you back.
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.
Understanding the Sales Force
JULY 22, 2020
Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn't good.
Partners in Excellence
JULY 20, 2020
It started with a pipeline review. The pipeline was anemic, despite having discussed this problem for some time, there was no change–at least for the positive. Some opportunities we had hoped for had fallen out or been deferred (Yet another time). No new opportunities had been qualified. Prospecting seemed to be sporadic and unfocused. If you have been on a pipeline review with me, you may be thinking I’m singling you out.
SaaStr
JULY 20, 2020
Are you managing an SDR team yourself, as CEO / founder? Even just 1 or 2 SDRs? It can be … overwhelming. SDRs need a lot of management support and overhead. Lots of questions, lots of velocity, lots of motions. You don’t have time to do this as CEO. You’ll almost certainly be a poor SDR manager. Even most VPs of Sales are poor SDR managers.
Hubspot
JULY 24, 2020
Every once in a while, I see a commercial that makes me think, " Well, who did they get to do that ?". As a marketer, it's something I can't really help. I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. When a video really impresses me, I research the advertising agency that conceptualized the campaign for its clients — like this one, from Sarto Restaurant: I loved how this commercial mixed funky music with action shots.
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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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