Anthony Cole Training
JANUARY 14, 2021
In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.
SaaStr
JANUARY 13, 2021
Burnout is a real risk in SaaS. Not usually in the early days. But as time marches on — It’s a huge risk. . One piece of “evidence” — a lot of fairly successful SaaS startups all sell at about the same point in time … about 5 years in.
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Partners in Excellence
JANUARY 12, 2021
We are all busy. Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. Inevitably, things slip, delay, priorities change—not because they need to change, but people’s attention is diverted to something else. Dealing with the reality of people being too busy and constantly shifting focus, requires us to do things differently, to engage our customers differently.
Heinz Marketing
JANUARY 14, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. A new year has begun and while 2020 wasn’t a great year (to say the least), it’s time to move on and take a look at helpful marketing trends for 2021. Majority of businesses experienced changes due to the pandemic including working remote, cancellation of in-person events, change in business/services provided, and more.
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.
The 5% Institute
JANUARY 15, 2021
One of the greatest things you can ever invest in, is investing in yourself by learning high income skills. High income skills are great because you generally don’t have to go to college to learn them, they don’t cost an arm and leg to invest in, and thirdly – they’re skills that can pay you time and time again. In this article, you’ll learn what high income skills are, as well as the ten recommended skills you should look at to potentially increase your income.
SaaStr
JANUARY 12, 2021
One of the most tiring things for founders can be always being compared to Unicorns and now Decacorns. Certainly sometimes it’s inspirational. I loved it when many of the founders come out of each SaaStrAnnual saying they needed to grow faster: But the reality is as a founder there are different ways to make real money and build something meaningful.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
JANUARY 15, 2021
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. When was the last time you read a sales prospecting email? I’m sales’ worst nightmare, I rarely ever open and read sales emails; like many, they are sent directly to my delete box. On occasion, when a prospecting email catches my eye, it’s because the sender personalized it.
The 5% Institute
JANUARY 15, 2021
Sales training for Small Business Owners is crucial for your small business success, because nothing happens until a sale is made. Small Business Owners require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
SaaStr
JANUARY 15, 2021
25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. — Jason BeKind Lemkin (@jasonlk) January 15, 2021. If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema.
Gong.io
JANUARY 12, 2021
How do Gongsters use Gong? We get asked that question a lot. . And it’s a fair question. As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. The people want to know: How do YOU (Gong) use YOUR PRODUCT (Gong)? Spoiler Alert: We drink our own champagne. We eat our own dog food (don’t worry we save some for Bruno).
Advertiser: ZoomInfo
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.
Heinz Marketing
JANUARY 9, 2021
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. Should You Join a Startup During the Pandemic? A look at some of the appeal and risks of joining a startup during COVID.
Partners in Excellence
JANUARY 15, 2021
The other day, I had a conversation with a salesperson. She wanted some coaching on her career and how she might advance and develop. She said, “Dave, it seems the only way to advance in my sales career is to be a manager. But I love selling, I love working accounts and doing deals. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to.
SaaStr
JANUARY 14, 2021
It seems every day there’s not just a new SaaS unicorn, but 2 or 3! How can this be? How can there now be 100s of SaaS Unicorns (startups worth $1B or more) … vs just a handful 5-6 years ago? The technical reasons are two-fold: SaaS markets have exploded, so there are more and more that get to $100m+ ARR. And hence a unicorn. SaaS “multiples” are at an all-time high, so a fast-growing SaaS company can be worth $1B earlier than a few years ago.
Understanding the Sales Force
JANUARY 14, 2021
Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here. The data in that November article was for the last 10 years.
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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.
RAIN Group
JANUARY 13, 2021
As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them. But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.
G2
JANUARY 11, 2021
You were banking on your sales team to increase business growth, and it fell short. You can’t seem to figure out why.
SaaStr
JANUARY 15, 2021
Qualtrics is one of our favorite SaaS stories at SaaStr. Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. Founder and Chairman Ryan Smith is also one of the most engaging and transparent CEOs out there, and we’ve had 3 amazing SaaStr sessions with him: And most interestingly … they’ve gotten a second chance to IPO.
Membrain
JANUARY 10, 2021
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
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.
Hubspot
JANUARY 15, 2021
Ever wake up on the wrong side of the bed? Of course you have. We all have. Ever wake up on the wrong side of the bed, and then have to be cheery? Like, interact in social media? Write an engaging blog post? Put together a lovable email marketing campaign? Ugh. Those are the times you wish you could shut out the world, or at least channel a little of your inner snark.
Sandler Training
JANUARY 15, 2021
Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss. The post How to Succeed at Finding Bliss [PODCAST] appeared first on Sandler Training.
SaaStr
JANUARY 13, 2021
We’ve done so much great content with Atlassian over the years, with CEO Michael-Cannon Brooks to Trello Founder and CEO Michael Pryor to ex-President Jay Simons, and the learnings are always amazing. Atlassian is a fascinating case study because it showed so many of us that developer-focused SaaS products can be huge, and not just huge, but huge even in competitive markets.
Partners in Excellence
JANUARY 14, 2021
I’m sure you are victim of the kind of email and social outreach I get. What spurred this post was an InMail I received this morning. It was a prospecting post, the same one, word for word, this individual sends me every month. Each time, my response is the same, “Thank you, but I’m not interested in learning more. I wish you the best.” Then I reflect on much of the email prospecting I get.
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!
Hubspot
JANUARY 14, 2021
Meetings suck. They're time for people to avoid doing actual work, stare blankly at each other, throw in generic comments to look like they're paying attention, and if you're lucky, maybe come out with some wicked notebook doodles. Is that how people perceive your marketing meetings? I hope not, because they don't actually have to be that way. Turn your marketing meetings into something useful by — you guessed it — creating compelling content !
G2
JANUARY 15, 2021
You can’t run a successful startup on gut instinct alone.
SaaStr
JANUARY 11, 2021
The moment comes when it’s time to hire your first VP Sales. We’ve talked in the past about the 48 Different Types of VP Sales , What a VP Sales Really Does , and even given you a Script to Use When Interviewing a VP Sales. So then that time comes. Probably, unless you have a ton of funding, the time to hire your VP Sales will come after you have Initial Traction but well before you are at Initial Scale.
The 5% Institute
JANUARY 11, 2021
Objection handling as a part of your sales conversations is a very important part of the sales process , and something you’re most likely to come across from time to time. So how should you go about overcoming objections in sales? In this article, you’ll learn the exact five-step approach we teach Sales Professionals and Business Owners for non-pushy objection handling, Prior to exploring this though; first we’ll cover where objections come from.
Advertiser: ZoomInfo
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.
Hubspot
JANUARY 13, 2021
In college, I always made it a point to listen intently to presentations. I knew how stressful and nerve-wracking it was to present in a room of peers and authority figures. I would nod feverishly to let presenters know I was invested in their presentation. And they knew it too. They often zeroed in on me as I became their focus point and silent motivator.
Partners in Excellence
JANUARY 13, 2021
We set ourselves up for failure, we set our customers up for failure when we focus on the price–even the costs of our products and services. Sadly, most selling and much buying focuses on the wrong thing, “What’s the price?” We train our customers to focus on price, by the way we sell. Early in their buying process, we bring up our price, “We are cheaper than the competition… ” “We are willing to discount… ” “If you buy by the end
SaaStr
JANUARY 12, 2021
We last checked in at Xero when it crossed $650m in ARR. Xero is a very interesting SaaS case study with (x) the majority of its revenue outside the U.S., and (y) a complex sales process with sales reps selling to very small businesses not paying all that much. A tough way to build a decacorn — sales-driven very small-business sales — but they’ve done it, so there’s a lot to learn here.
SalesProInsider
JANUARY 14, 2021
Have you heard of Nik Wallenda the famous high-wire artist? He is a seventh-generation member of the famous “Flying Wallendas,” who perform high-wire feats of excellence. Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s amazing how he slowly and surefootedly crosses the gaps.
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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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