Veloxy
APRIL 28, 2021
A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. We already know that AI technology can drive vehicles, but did you also know that it can drive sales? AI has been around for a while now, but its applications have been relatively low before the pandemic hit in 2020.
Anthony Cole Training
APRIL 29, 2021
Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.
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ConversionXL
APRIL 28, 2021
My co-founder and I consider his sister to be a trusted confidant. So when she told us that she’s uncomfortable providing her email address to companies—including ours!—and didn’t want more email clogging up her inbox, it made us stop in our tracks. Could this be true across the board? We dug into our data and quickly discovered that our users shared her sentiment.
Membrain
APRIL 25, 2021
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.
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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.
The 5% Institute
APRIL 30, 2021
In this article, we’ll explore 8 x consultative selling tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Consultative Selling Tips To Close More Sales.
SaaStr
APRIL 24, 2021
A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. So many startups these days are claiming they have “ARR” from revenue that … doesn’t recur. Doesn’t ARR stand for Annual Recurring Revenue? Well of course it does. But like “Cloud” and “SaaS”, its definitely has evolved.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 28, 2021
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.
Heinz Marketing
APRIL 29, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. I cannot overstate how vital sales and marketing alignment is to a successful ABM program sale. With a well-maintained sales-marketing partnership, prospects are participants in a seamless sales pipeline transition through to the end, with the right content and message served up to them at the right time.
G2
APRIL 30, 2021
Content audits are a valuable process to help you identify weaknesses and opportunities in your existing library of content assets and your overall content strategy.
SaaStr
APRIL 28, 2021
So many curious things have happened as Cloud and SaaS companies have exploded to $2T+ in market cap. One of them is a challenge to the rule that at some point, you have to go enterprise to really scale. Another is a related challenge to the idea that SMBs, since they don’t pay all that much, sort of “max out” These rules are still true in many cases.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
ConversionXL
APRIL 28, 2021
More than 60% of marketers use 20+ marketing tools on a regular basis according to Airtable. For email marketing alone, more than half of small businesses use two or more tools according to Litmus. And the number of sales and marketing tools each company uses is forecasted to continue to increase rapidly as the number of available tools and the amount of customer data grows.
Heinz Marketing
APRIL 26, 2021
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 on LinkedIn (also on demand) 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.
Sandler Training
APRIL 29, 2021
Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.
SaaStr
APRIL 25, 2021
Missed some of the top SaaStr content of the past few months? We got you. It’s on YouTube! Here are the most popular sessions that 1000s of you were watching this week: #1. “How to Build a Unicorn in 8 Simple Charts with SafeGraph CEO Auren Hoffman” Safegraph CEO Auren Hoffman (and past co-founder/CEO of $2B+ Liveramp) takes some of his super-popular charts from Twitter and does a live session on how to build a unicorn in 8 simple charts.
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!
Partners in Excellence
APRIL 26, 2021
We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdle
Heinz Marketing
APRIL 24, 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. How Well Does Content and Marketing Help Sales Teams? How do marketers develop sales content within their companies?
Capterra Sales & Marketing Software
APRIL 26, 2021
The post 3 Salesforce Alternatives for CRM appeared first on Capterra. Salesforce is everywhere, but it’s not the only option. We did the research to give you choices. One of the most popular ways to learn about your clients and improve their experience is by building a customer journey map , and one of the best ways to collect customer data to build one is customer relationship management (CRM) software.
SaaStr
APRIL 26, 2021
With all the SaaS companies raising big, later-stage rounds these days, seemingly every single day there’s a new unicorn and $100m+ round … you may wonder … why ? I mean, just because you can raise $100m or whatever epic number should you? Today, I think the answer is yes. Though perhaps not for the reasons you might think. There are a couple of standard reasons companies raise these huge later-stage rounds: First, in some cases, it can provide secondary liquidity, for founder
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Sandler Training
APRIL 30, 2021
The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.
Partners in Excellence
APRIL 28, 2021
I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other.
Sales Hacker
APRIL 29, 2021
Your sales org is fundamentally different today than it was a year or two ago. With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. Those who have, until now, only flirted with the idea of operationalizing their sales content will need to make a call: create a distinct supply chain for your sales content or run the r
SaaStr
APRIL 24, 2021
Q: Is venture capital really necessary to do a start-up? Maybe it isn’t. Squarespace’s solo CEO managed to go years without taking any investment at all. It will soon be worth $15B+. And he’ll be worth $5B+. More here. Atlassian never raised any primary capital and waited many years until raising money at all for secondary liquidity. Today, Atlassian is worth $56B and the two co-founders own 70%.
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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
G2
APRIL 26, 2021
If you’re running a small business, chances are you grapple with low productivity from time to time.
Partners in Excellence
APRIL 30, 2021
Let me share a “secret” from my consulting/coaching practice. I ask to look at people’s calendars. Looking at someone’s calendar tells me a lot. I understand their priorities because I see where/how they are spending their time. I look for things that should be on their calendar that aren’t. This tells me what they might be missing.
Sandler Training
APRIL 30, 2021
There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson? The post Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment appeared first on Sandler Training.
SaaStr
APRIL 30, 2021
Lately at SaaStr, we’ve become more and more buyers of SaaS software ourselves. Our own tiny little team and organization has grown, and we have to start putting the infrastructure in place for a $20m+ business. And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
The 5% Institute
APRIL 29, 2021
If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the key sales skills you’ll need to learn is how to negotiate price effectively. Discussing price and money is an important part of the sales process , and one that you do need to handle quite carefully. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you learn how to negotiate price effectively.
Predictable Revenue
APRIL 26, 2021
Speaking your customer’s language has always been an essential to successful sales. We conducted research with hundreds of B2B sales leaders to figure out what it’s going to take to speak your customer’s language in the new age of sales. It’s time to learn a new language! The post Lessons from the Frontlines: How to Sell When No-One’s Buying appeared first on Predictable Revenue.
Partners in Excellence
APRIL 29, 2021
There’s a lot written about what managers should expect of their people. In sales, it’s usually summarized as “Make your numbers and stay out or trouble!” (With the first being, by far, the most important).). But in reality, it’s a two way street. Our people have (and should have) expectations of us. Sadly, too often, we’re oblivious too those expectations, or simply lack the empathy to care.
SaaStr
APRIL 29, 2021
Ah, the age-old question of if you really need salespeople these days. Isn’t that kind of … old school? Can’t bots replace them? Well, there are probably at least 3 core true-isms with customer buying: For a product much more than $299 a month, most prospects want to talk to someone before they buy. For almost any product that requires real business process change, most prospects will want to talk to someone before they buy.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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