Anthony Cole Training
DECEMBER 30, 2020
Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?
Partners in Excellence
DECEMBER 30, 2020
We’ve always been taught to “call high.” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly, “The Decision-maker” has become a buying/decision-making group. The number of people, directly and indirectly, involved in the buying process has grown.
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SaaStr
DECEMBER 26, 2020
As we begin strategic planning season for next year, there one topic a lot that comes up a lot: Should We Just Let Our Smallest Customers Go? Even once you hit just $2m-$3m ARR — fairly early — the trade-offs start to become clear for startups with customers both Smaller and Larger: Small customers consume just as many sales, success, and marketing resources.
Heinz Marketing
DECEMBER 29, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. The Case for Interactive B2B Content. As humans, our attention spans are at their shortest ever, thanks to technology. If you don’t believe it, just watch The Social Dilemma on Netflix! Or simply think about how long it takes you to write a decent blog post without removing typical device and app distractions from your environment.
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.
Sales Hacker
DECEMBER 30, 2020
B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market.
Partners in Excellence
DECEMBER 30, 2020
As we come to the end of 2020, I want to reflect a moment. Yes, I know we are all supposed to write about New Year’s Resolutions—99% of which will be abandoned before the end of January. But given this year, I want to focus on something else. When I started this blog, about 13 years ago, I chose to call it “Making A Difference.” My hope has been to make a difference in the lives of people reading these posts.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
DECEMBER 28, 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.
Gong.io
JANUARY 1, 2021
If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal. They are well-versed in the skills necessary to close. .
Salesmate
JANUARY 1, 2021
“Email has an ability many channels don’t: creating valuable, personal touches – at scale.” – David Newman. Well, isn’t that the truth! We firmly believe that email, as a communication channel, can turn out highly beneficial if approached in the right way. If you’re tired of constantly putting effort into prospecting without getting any desired results, you might want to stick around till the end of this blog for helpful sales email tips and tricks.
SaaStr
DECEMBER 31, 2020
The most common objection you’ll get in SaaS sales, which will drive you nuts at first, is … Not Right Now. I Don’t Have Budget. It’s Great, But Not This Quarter. Let’s de-pack this for a minute. No one needs another piece of business software. No one. Every business is mostly running OK already with its tech stack, and it’s unlikely your little app, alone, is going to change the revenue/profits course of any customer.
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.
Heinz Marketing
DECEMBER 31, 2020
By Sheena McKinney , Executive Assistant to President Matt Heinz at Heinz Marketing. As the year comes to an end, it’s only fitting we stop to reflect. On the good, the bad and even the ugly we’d much rather deflect. They say it’s amazing what a difference a year can make. True, but maybe there’s another approach we should take. Ask ourselves instead, what difference did we impart.
Sales Hacker
DECEMBER 28, 2020
Many people falsely believe that the secret to success with cold email is to nail the initial email. They believe they just need to write a message that’s so interesting and so compelling that recipients have no choice but to click through or respond. And yes, if you nail your initial email, that’s great, but this is leaving you with a very small margin for error.
Salesmate
DECEMBER 28, 2020
You are your customer’s favorite advertising agency because you have original ideas, and you know the right ways to implement them. You are an agency driven by creativity and innovation; you customize your services for your clients according to their needs. But is this enough to retain your clients for long? It often happens that despite the best-in-class services and visible results, you are still not able to retain these customers and lose them after a project or two.
SaaStr
DECEMBER 27, 2020
New Relic is one of my favorite Cloud stories. CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. Today New Relic is worth more than 10x that, at $4.3B. And more than previous rivals such as AppDynamics, acquired by Cisco for $3.2B. Yet New Relic doesn’t get the same attention from everyone it did a few years back when it was everyone’s favorite devops app.
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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.
Gong.io
JANUARY 1, 2021
All sales organizations are masters of sales tactics. . We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.
Membrain
DECEMBER 30, 2020
There’s no question 2020 has been a year for the history books, and not necessarily in a good way. The impact of the pandemic + political uncertainty and upheaval has taken its toll.
Sales Gravy
DECEMBER 29, 2020
On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Kristie: How I Developed My Passion for Creating a Sales Accountability Culture I actually started in SaaS sales leadership back in 2000.
SaaStr
DECEMBER 26, 2020
Q: What was the biggest news in the venture capital world in 2020? The biggest news by far was the ability for founders to raise millions of dollars or more just over Zoom — without ever meeting face-to-face. Before Covid, it was required to meet investors face-to-face for any material sized investments. There have been some exceptions, but they were rare.
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.
RAIN Group
DECEMBER 29, 2020
2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.” Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.
Hubspot
JANUARY 1, 2021
Whether it’s an explainer on solar panels or the farm-to-cup process of making your favorite coffee, infographics compress a world of information into one simple, digestible format. But designing an infographic that successfully communicates a lot of information in a simple visual format requires more than a quick idea and a template. Fortunately, there's one design element that the best infographics all have in common, and it can help you build a professional infographic that gets your point ac
criteria for success
DECEMBER 29, 2020
Interested in learning how to deliver a 30-second introduction? This resource is for you. Imagine you are at a fancy ball, and you have started dancing with your partner. But instead of clasping hands and whisking off through the night, you turn your back and waltz off alone. Your partner is left staring at you, bored and rejected, and eventually wanders away.
SaaStr
DECEMBER 30, 2020
There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? Should you pay sales reps on upsells a long time down the road? Should you pay sales reps on … ? I am a huge proponent of paying sales professionals well. But for these sorts of questions, my answer is almost always: No. Pay closers on closing. Period.
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!
Membrain
DECEMBER 27, 2020
Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you.
Hubspot
JANUARY 1, 2021
Infographics are a great way to capture user attention and communicate key concepts. Why? Because they combine relevant information with graphic impact to increase retention and engagement. Data backs up this common-sense assertion: Research found that people retain 65% of the information they see — but only 10% of the information they hear — and spend 39% less time searching for the content they need when it’s displayed in infographic format.
Gong.io
DECEMBER 31, 2020
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Be gone. Farewell. We will NOT miss you, 2020. But we will hold onto some lessons learned as we head into 2021.
SaaStr
JANUARY 1, 2021
Q: Are there different types of angel investors that should be sold differently when trying to raise money to start a business? There are several key types. Let’s break them into several categories: Professional vs. non-professiona l. Professional angels generally have very specific criteria in terms of valuations, team make-up, check size, etc. You do need to ask and listen to what their sweet-spot is.
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.
Heinz Marketing
DECEMBER 26, 2020
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. How To Build A Customer-Centric Culture In Your Workplace. Building a customer-centric culture in your workplace can be difficult, but here are some steps you can take to get started.
Hubspot
DECEMBER 31, 2020
Digital transformation is more than just a buzzword — as noted by Forbes , 70% of companies have already deployed a strategy to improve digital service and solution uptake or are actively working on one. And, in 2019 alone, enterprises spent more than 2 trillion dollars worldwide to help drive digital adoption and improve overall organizational performance.
Force Management
DECEMBER 30, 2020
Each December episode can help your sales reps make an impact on current pipeline opportunities, no matter what stage of the sales process they're in. Share these episodes with your managers, account reps and even SDR/BDR organization to help them improve their ability to execute on critical deals and start the new year strong. Review our rundown of episodes below.
SaaStr
JANUARY 1, 2021
Frustrated with how long contracts take, all the redlines, and the drama in sales contracts? You shouldn't be. It's time to implement the 1 Page + 1 Turn Rule. More & how to do it here: pic.twitter.com/2nFuI5Nw7U. — Jason BeKind Lemkin (@jasonlk) May 2, 2019. There’s a little bit of death-by-a-hundred cuts that many SaaS companies box themselves into.
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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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