Anthony Cole Training

AUGUST 28, 2020

Everyday, there are things that can be learned that can impact our personal and professional lives.

Sales 312

Sales Growth Process 312

A Sales Guy

AUGUST 27, 2020

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

Entertainment 168

Entertainment Sales Gaming Sell 168

Membrain

AUGUST 26, 2020

Choosing a CRM is a major decision that will impact every aspect of your sales performance. Choose the right CRM, and your team will be enabled to perform more efficiently and more effectively. Choose the wrong CRM, and not only will you sink a lot of investment into an inappropriate tool, you may actually make it harder for your team to do their jobs.

CRM 165

CRM B2B Sales 165

Sales Hacker

AUGUST 26, 2020

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent. Mary Shea, Principal Analyst at Forrester, addressed this in a recent Sales Hacker webinar. “ Many, if not most of these trends were already in play before COVID hit … I thought these trends were going to play out over the next 2

Outside Sales 138

Outside Sales Referrals Sales Trust 138

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.

Sales

Understanding the Sales Force

AUGUST 25, 2020

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Consult 137

Consult Closing Prospecting Sell 137

Engage Selling

AUGUST 28, 2020

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

Quota 135

Quota Sales Growth 135

Heinz Marketing

AUGUST 26, 2020

By Win Salyards , Marketing Coordinator at Heinz Marketing. So you have an understanding of your buying committee and how to market to them , now it’s time to build out your buyer personas. Creating an accurate and actionable B2B buyer persona means asking the right questions about your targets, the outcome of an effective buyer persona isn’t a grouping of stereotypes or uninformed assumptions.

B2B 135

B2B Campaign Represent Education 135

SaaStr

AUGUST 28, 2020

I know we’ve hit a number of these points individually before on SaaStr, but after getting asked about the top mistakes hiring your first sales team so many times over the years, I thought it would be worthwhile to assemble a Top 10 List. Because it seems like so many of us just make these mistakes again, and again. And again. Make fewer of them and you’ll scale faster with less stress.

Quota 133

Quota Sales Price Up-sell 133

Partners in Excellence

AUGUST 22, 2020

This is one of those posts that starts with an apology or a disclaimer. I hesitated writing it, because what I am writing can be so easily misinterpreted, or I may be very naive/poorly informed. (I’m less worried about the latter, I know I need to learn). Diversity is important–it’s critical for our organizations. We need to have diverse organizations across all dimensions: Gender, Race, Orientation, Religion, Nationality, Age and so forth.

Education 128

Education Start-ups Customers Trust 128

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? A: They show up early and leave late. B: They are veterans with years and years of sales experience. C: They are the hardest workers. Yes. Yes. Yes. All of these ring true for the best salespeople. . Turns out, time spent on your craft, experience, and hard work all contribute to success, regardless of industry or job type. .

Gaming 122

Gaming Trust Up-sell Retail 122

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.

Up-sell

Heinz Marketing

AUGUST 28, 2020

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. One could argue ABM is no longer considered a “buzzword.” What seemed revolutionary and maybe borderline controversial at first has become widely accepted in the world of marketing today. Account-based marketing (commonly referred to as ABM) is “a focused growth strategy in which marketing and sales collaborate to create personalized buying experiences for a mutually-identified set of high-value accounts” (source: H

Cold Call 128

Cold Call Pipeline Lead generation Consult 128

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. Maybe you can wait longer, sometimes a lot longer. But you see growth start to decline in new bookings, that's a sign. A sign to hire a real sales leader. — Jason ?BeKind? Lemkin ?? (@jasonlk) August 26, 2020. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle.

Sales 130

Sales Growth Closing Process 130

Understanding the Sales Force

AUGUST 28, 2020

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less? Would you walk from Boston to Miami - a 3-hour plus plane flight?

Process 115

Process Sales 115

Partners in Excellence

AUGUST 27, 2020

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the difference between good and bad revenue? Good revenue has the following characteristics: It generates strong profitability because it is from deals that we know how to support well.

Strategize 112

Strategize Prospecting Growth Sell 112

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

Heinz Marketing

AUGUST 27, 2020

By Shannan Seely. “Gallup research shows that fewer than three in 10 customers (29%) across B2B industries are “fully engaged,” meaning they are emotionally and psychologically attached to the B2B companies they do business with.” Gallup. In a post about declining account engagement , Maria Geokezas writes “an overwhelming amount of content and messages” is a contributing factor. .

B2B 116

B2B Healthcare Service Price 116

SaaStr

AUGUST 25, 2020

Q: What is more important, getting new customers or customer retention? It’s a trick question, of course — the crazy high net negative churn of top SaaS companies means that of course retention matters more than new customers. If you have 140% net revenue retention at, say, $100m ARR and want to grow 50% that year … well, 80% of that growth will come from your base and existing customers!

Customers 125

Customers Growth Engineering 125

Force Management

AUGUST 28, 2020

First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative.

Launch 112

Launch Sales 112

ConversionXL

AUGUST 23, 2020

According to a study of 3,000 mobile searchers by Google & IPOS, nearly half indicated that they are more likely to convert elsewhere if they can’t call a business directly from the search result. That’s kind of a big deal. That same study shows that phone calls are a powerful measure of purchase intent and are most likely to happen when a prospect is ready to convert (see the full study here ).

Drivers/motivators 112

Drivers/motivators Campaign Conversion Pitch 112

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

Salesmate

AUGUST 28, 2020

“Cold calling” is one of the sales tasks that most salespeople wish to skip. Why? Well, because it is the first contact with a prospect who has no prior knowledge about the call. Most sales professionals dread that first interaction with the prospect as they have no clue how the prospect would react to the cold call. They fear that the call will end in rejection, or they might infuriate the prospects by disturbing them. 48% of sales are afraid to make cold calls.

Cold Call 111

Cold Call CRM Prospecting Start-ups 111

SaaStr

AUGUST 28, 2020

We’re off to the races for registration for 2020 SaaStr Annual at Home on Sep 2-3. 1000s of folks haven’t chosen their sessions yet. And also note a handful of super-popular sessions like the COO of Github and SVP Product at Zendesk have just kicked off reg, so those likely will soon be in the Top 10, just give it a day or two. But for now what’s the most popular — so far?

Price 120

Price Growth Service Product 120

G2

AUGUST 26, 2020

Details matter. Especially in legal agreements.

Contract 111

Contract Legal Sales 111

Predictable Revenue

AUGUST 27, 2020

Learn how, in the middle of Covid-19, Michael’s team had their best month ever, Michael’s philosophy on cadences, writing the first email, how to find the right messaging for your company, and much more! The post The 2 personalized touches that generate 80% of Chili Piper’s opportunities appeared first on Predictable Revenue.

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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

Engage Selling

AUGUST 28, 2020

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.

Sales 103

Sales Meeting Sell 103

SaaStr

AUGUST 25, 2020

Ok, time to have some fun in the run-up to 2020 SaaStrAnnual.com Sep 2-3!! We’ve set aside 500 SaaStr T-Shirts, Socks, and Water Bottles for the SaaStr Scavenger Hunt!! It only takes about 100 seconds to sign up to start!! Sign up now here and get scavenging! You’ll also get to attend amazing sessions with the CEOs of YCombinator, ZoomInfo, StackOverflow and more!!

Start-ups 106

Start-ups 106

Heinz Marketing

AUGUST 25, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. Last month, I talked about how to create an ideal customer profile. Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted li

B2B 103

B2B Sell E-commerce Cross-sell 103

Sales Gravy

AUGUST 28, 2020

On this episode of the Sales Gravy podcast, Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills.

Cold Call 102

Cold Call Sell Up-sell Technique 102

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.

Price

Hubspot

AUGUST 28, 2020

When I first learned how to ride a bike, I remember being scared. It was a daunting process because I'd never done it before and was terrified of falling. I actually remember feeling similarly when I first started getting into paid advertising campaigns at the marketing agency I worked at. The first time doing anything can be an intimidating process.

Campaign 101

Campaign Lead generation Price Conversion 101

Partners in Excellence

AUGUST 26, 2020

We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you are a Simon Sinek fan, by now you have internalized his principles of “Start with why.” We don’t talk much about these principles in selling or as managers in leading our people/organizations.

Start-ups 100

Start-ups High impact Technique Follow-up 100

SaaStr

AUGUST 27, 2020

OK Session Reg is FINALLY live for real for 2020 SaaStr Annual at home next week !! While VIP networking and more is reserved for VIP ticketholder, a ton of amazing sessions are FREE and open to Keynote pass holders! Including: CEO Y Combinator. CEO Mailchimp. CEO StackOverflow. CEO ZoomInfo. CMO Twilio. CPO Zendesk. CPO Asana. Bessemer’s State of the Cloud: Covid Edition.

Networking 98

Networking 98

Sales Hacker

AUGUST 27, 2020

The post The Magic of a Buyer vs Seller Sales Process appeared first on Sales Hacker.

Process 97

Process Sales 97

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

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