Sat.Dec 21, 2019 - Fri.Dec 27, 2019

article thumbnail

The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales 208
article thumbnail

How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot. Or anywhere in between. Because it costs next to nothing to deliver.

Price 135
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

What Is Sales Enablement?

SalesHood

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?

Sales 117
article thumbnail

Full cycle sales 201: using the lead bucketing technique to source and close more deals

PandaDoc

If you have to open and close your own sales, you’re going to prefer one over the other, and that’s usually closing. Why? Because the frequency of rejection is way lower, and the likelihood of success is way higher. But let’s face it — no deals get closed without getting opened first. This guide will give you a path to maximizing the little prospecting time you have so you aren’t left with an empty pipeline every month.

article thumbnail

AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

article thumbnail

Gap Selling Delivers BIG Results

A Sales Guy

I love the success stories I get from people who’ve read Gap Selling. They are a blast to read, as people share their own personal success stories about how Gap Selling has changed their career, how it’s earned them the top spot in the company or how it’s helped the reach Presidents Club or how it’s helped them make more money.

Sell 88
article thumbnail

Will VCs who invested in my startup be happy to exit with a 4-5x return after 4.5 years?

SaaStr

Q: Will VCs who invested in my startup be happy to exit with a 4-5x return after 4.5 years? It’s hard to say. On average, VCs are looking for the entire portfolio to do about 2.5x “gross” (before fees). They want to do much better, of course. But 2.5x is usually enough to raise another fund, make some money, and fight another day. So why isn’t 4x-5x good enough on any individual investment?

Closing 113

More Trending

article thumbnail

How HubSpot Service, Support, and Sales Reps Stay Productive on a Noisy Floor

Hubspot

As a customer-facing representative — whether you work in sales, service, or support — you’re probably used to working in a busy, noisy office space. Maybe you work on a loud sales floor surrounded by reps chatting on the phone with leads. Perhaps you work in an office space with customer service and support reps working to assist customers over the phone or video chat throughout the day.

Service 80
article thumbnail

Sell like a Psycho(Therapist): 3 Counseling Techniques to Crush Your Quota

Sales Hacker

Top salespeople do a LOT of listening ? so much, in fact, that sometimes it can start to feel like a therapy session. We poured over the American Psychological Association’s 14 qualities of an effective therapist and found something kinda crazy (pun intended). Each trait that defined a great therapist also described the makings of an effective salesperson.

article thumbnail

Quick Tip 10: 7 Keys to Effective Listening [Podcast]

Sales Gravy

For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening. For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening.

Sales 76
article thumbnail

3 Ways to Come to 2020 SaaStr Annual — For Free!

SaaStr

2020 Annual. Day(s). : Hour(s). : Minute(s). : Second(s). We’re less than 90 days out to 2020 SaaStrAnnual.com ! We’ll bring together 15,000+ total Cloud executives, including 3,000+ CEOs and 1,000+ VCs together March 10-11-12 in Silicon Valley. We work hard to make tickets as inexpensive as possible for an event of this scale and type.

article thumbnail

5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

article thumbnail

The Guide to Successful Silent Videos for Facebook Video Ads (+ Examples)

Hubspot

In recent years, Facebook has become a powerful platform for posting, sharing, and watching videos. In fact, nowadays, people watch more than 100 million hours of Facebook videos on a daily basis. However, unlike traditional viewing on television and even YouTube, a large percentage of people watch Facebook videos from their smartphones, and play them silently from their news feed.

article thumbnail

The Harder the Questions; The Easier the Sale

Membrain

Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?

article thumbnail

7 Rules of Sales Negotiation [Podcast]

Sales Gravy

In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations. In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.

article thumbnail

How to Build your Marketing Stack with Gorgias and OpenClassrooms (Video + Transcript)

SaaStr

There is no shortage of options when it comes to building your marketing technology stack. But with the seemingly endless options, how do companies navigate what to handle in-house and what to outsource? This session weighs the options to create the right combination for your martech strategy. Want to see more content like this? Join us at SaaStr Annual 2020.

B2C 69
article thumbnail

AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

article thumbnail

10 Fast Tips to Winning More Consulting Clients

Hubspot

You decided to launch your own consulting gig to put your expertise to good use — congratulations! The job outlook for consultants is expected to increase by 14% through 2028 , proving there is plenty of opportunity in this growing field. While there are increasing opportunities for consultants, you’ll need a steady stream of clients to sustain a consulting business.

Consult 72
article thumbnail

Take a Step Back at the End of the Year | Sales Strategies

Engage Selling

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

Sales 64
article thumbnail

3 Choices With Time [Podcast]

Sales Gravy

Each moment of the day there are three choices you make about how to invest your time. You can do trivial things, important activities, or make an impact. Each moment of the day there are three choices you make about how to invest your time. You can do trivial things, important activities, or make an impact.

Product 72
article thumbnail

Developers and Engineers! Here’s everything you CAN’T miss at this year’s Annual.

SaaStr

Are you a developer coming to SaaStr Annual 2020 but afraid there might be not quite enough content for you? Have no fear, we have got you covered. From large scale mainstage sessions to intimate workshops and even a dedicated lounge, we are carving out some of SaaStr Annual just for developers and engineers. If you can’t make it through this post before checking out the landing page and buying tickets – click here now !

article thumbnail

Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

article thumbnail

Are we calling our customers by the wrong words?

Membrain

Every sales professional knows better than to make the cringe-worthy mistake of calling a customer by the wrong name. But it occurred to me recently that entire sales organizations may be making the mistake of calling their customers by the wrong words, and it may be limiting their effectiveness.

article thumbnail

Provide Coaching Or Feedback?

Partners in Excellence

We live in worlds of ever increasing complexity. Somehow, in our attempts to deal with complexity, we seem to seek simplistic answers (There is a huge difference between simplifying and simplistic). The most recent example I’ve run across ans an article posing the issue as Coaching or Feedback, seeking to show which approach was most effective.

Growth 62
article thumbnail

The Art of Ballpark Pricing

Adaptive Business Services

If you mention the term “ballparking” , most sales managers will first turn a fiery red and then they will melt down completely. Why? Because, if not used correctly, it is an extremely dangerous sales tactic that can often be interpreted by the customer as being some sort of a verbal quote. Always remember that, unless you are very very specific, most people have highly developed selective hearing.

Price 62
article thumbnail

A Holiday Message

SalesProInsider

Wishing you peace and joy this holiday season. It’s a perfect time to pause, breathe, and spend time with those you love. -Nancy Bleeke and the Sales Pro Insider Team. The post A Holiday Message appeared first on Sales Pro Insider.

Sales 62
article thumbnail

Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

article thumbnail

Increase Team Accountability With These 4 Simple Hacks

Sales Hacker

Do you ever wonder if your reps are on track to hit their quota ? How many times a week do you ask your reps: . “Where are we?” . “How’s your call number?” . “What’s entered the pipe ?” . “Are you on track to hit your quota?”. Holding your team accountable is one of the toughest jobs in frontline sales management. Staying on top of each individual sales rep to make sure they’re hitting their numbers can be taxing, and doing it day in and day out gives us grey hairs, anxiety, and sleepless nights

Quota 62
article thumbnail

Quick Tip 5: Life is Too Short to Spend it Doing Something You Hate [Podcast]

Sales Gravy

On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life. On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life.

Sales 59
article thumbnail

Accountability Isn’t Dirty or Demotivating with Mike Weinberg {Hey Salespeople Podcast}

SalesLoft

If sales is an art, Mike Weinberg is a true artist. Mike is a selling expert who has written multiple books on the art of sales. He has walked the walk throughout his career in roles such as VP of Sales, Director of Sales, and Regional Sales Manager. Known for his bluntness, Mike covers a lot in this Hey Salespeople episode, including what constitutes sales management malpractice, the thing he’s constantly reminding sales leaders of, and why Gary Vee’s message in content may not be applicable to

article thumbnail

SaaStr Podcast 294 with Egnyte CCO Rajesh Ram — December 27, 2019

SaaStr

Ep. 294: The SaaS business model has risen to popularity for many reasons – it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it works sustaining success over time is not as easy as some make it look. Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and

Gaming 58
article thumbnail

10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

article thumbnail

B2B Reads: Back to the Future, Sales Pet Peeves, and 2020

Heinz Marketing

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. 20 Ways To Create An Amazing Customer Experience In 2020. Some easy little things you can do to improve your customer experience this next year.

B2B 54
article thumbnail

PART FIVE: Sales Differentiation – Prospecting Strategies [Podcast]

Sales Gravy

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects. On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.

article thumbnail

PODCAST 89: How do Revenue Operations and CDP Relate to Each Other w/ Pat O’Brien

Sales Hacker

This week on the Sales Hacker podcast, we speak with Pat O’Brien , the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He’s been through two successful exits with LinkedIn and Dun and Bradstreet. Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups.

article thumbnail

The Most Popular Cloud Daily! Stories of 2019

SaaStr

In the past year, we’ve added 300,000+ followers to our Cloud Daily from SaaStr! news and story feed on Quora. And from that, we get data, at least some. We get to know what stories are the most popular in Cloud, at least. Here are the stories you read and upvoted the most in 2019: 1. Google’s Hope and Dreams in India. 105,000 views and 399 upvotes on where the Cloud is going for Google in India. 2.

Launch 58
article thumbnail

How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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