Anthony Cole Training

NOVEMBER 12, 2020

H. Personal Goal Setting from Anthony Cole Training on Vimeo.

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Sales 294

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Be sure to read that, to understand the thinking and rationale. Let’s first understand the basics of project management. Project management is basically a work plan/process that enables us to accomplish our objectives in a disciplined, effective, and efficient manner.

Manufacturing 165

Manufacturing Launch Sales Process 165

Membrain

NOVEMBER 11, 2020

When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.

CRM 164

CRM Education Launch Customers 164

The 5% Institute

NOVEMBER 13, 2020

In this article, we’ll explore eight tips to help you on your way towards sales mastery; which are 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.

Sales 145

Sales Presentation Clients Follow-up 145

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

ConversionXL

NOVEMBER 10, 2020

I recently faced a familiar scenario: My team wanted to buy a new SaaS tool, so my boss asked me how much budget to request. I had no idea about pricing, so I Googled around and asked for pricing tiers from several vendors in the space. Unfortunately, I received a handful of all too common, unhelpful responses. “Let’s jump on a call for a demo and maybe we can talk about pricing at the end.

Strategize 139

Strategize Teamwork Education Follow-up 139

Heinz Marketing

NOVEMBER 10, 2020

Guest post by Caroline Tien-Spalding CMO at Aptology. As of this writing, there are over 211,000 jobs on Indeed in the category of “product marketing.” On the flip side, there are only 19,000 jobs under the “demand generation” category. How can it be that the need for marketing a product can be so much higher than pipeline creation and lead gen? . The answer is surprisingly (and sadly) simple: Companies are building products and trying to fit them into a marketplace that never asked for that sol

Product 139

Product Launch B2B Pipeline 139

The 5% Institute

NOVEMBER 11, 2020

In this article, we’ll detail exactly how to be successful at sales, by following an eight step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale. Read on to learn how to be successful at sales, by following a proven and simple step by step framework.

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Consult Technique Sales Clients 145

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. But with the rapid advancement of tech and so many options on the market, choosing the right technology for your sales team can seem like a tall mountain to climb.

Contract 123

Contract Sales Consult Represent 123

Heinz Marketing

NOVEMBER 11, 2020

By Payal Parikh , Director of Client Engagement at Heinz Marketing. With technological advances we’ve seen over the last two decades on data visualization and integrating data from various sources, there are still gaps in how we process that data, how we present it, and how we tell the story behind it. In my early career days I had been guilty of presenting all the data I could find into ‘pretty’ charts and would scroll through my slides in a room full of executives.

Presentation 138

Presentation Start-ups Clients Technology 138

SaaStr

NOVEMBER 9, 2020

Things are still going to get worse. But a 90% effective vaccine is a reminder that things snap back faster than we realize. E.g., trade shows are already full in China. Maybe: – Go grab that office lease at half off – Hire Bay Area VPs now while they'll work anywhere. — Jason BeKind Lemkin (@jasonlk) November 9, 2020. So while Covid rages across the U.S. and Europe, news comes that we may have a 90% effective vaccine coming.

Tradeshows 130

Tradeshows Retail Promote Strategize 130

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.

Product

The 5% Institute

NOVEMBER 12, 2020

In this guide, you’ll learn exactly how to sell high ticket consulting services, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.

Consult 143

Consult Service Sell Clients 143

Gong.io

NOVEMBER 9, 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. My grandfather was a field sales rep for 3M in the ‘90s. . He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment.

Trust 118

Trust Commission Territory Sports 118

Understanding the Sales Force

NOVEMBER 11, 2020

The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front panel for $125. While I was researching this stupid, preventable issue, I found that many LG owners have the same problem.

Sales 118

Sales Product 118

SaaStr

NOVEMBER 10, 2020

Let’s take a look at 3 recent transactions and valuations in SaaS around $1.5 billion – $2 billion: Coupa acquired Llamasoft for $1.5 billion, 18 years after founding, at $100m ARR. Adobe acquires Workfront for $1.5 billion, 19 years after founding, at $200m ARR. and. Hopin raises $175m at a $2 billion valuation, less than 12 months after founding, at “just” $20m ARR.

Growth 129

Growth Strategize Price 129

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

The 5% Institute

NOVEMBER 9, 2020

In this article, we’ll detail the step by step system you’ll need to become successful at personal selling. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A personal selling process will give you consistency as well as a simple to use framework to guide your potential clients towards the sale without being pushy.

Sell 142

Sell Consult Technique Clients 142

Heinz Marketing

NOVEMBER 13, 2020

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Advertising in the month of November and December is worth it for B2C companies and some B2B companies with short purchasing cycles. Take advantage of the 50% increase in ad impressions, 100% increases in click-through rates, and 60% increase in conversions. Many companies will see an average order value go up by 30%, making the ad spend worth the investment.

Click Through Rate 125

Click Through Rate B2C B2B Consult 125

Highspot

NOVEMBER 12, 2020

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. McKinsey found that more than 75% of buyers now prefer digital self-serve and remote human engagement over face-to-face interactions. Moreover, only 20% of B2B buyers say that they hope to return to in-person sales.

Sell 119

Sell Up-sell Technology Technology 119

SaaStr

NOVEMBER 13, 2020

The other day I checked in with Bernadette Nixon, the new CEO of search-as-service leader Algolia. Aloglia’s been a part of SaaStr content and events since the beginning, and I invested at $12k in MRR, and wrote about that here. Now with Bernadette now joining to power the company to $1B ARR and beyond, I thought it would be great to check-in and see and learn what she’s seeing: A few interesting learnings from the convo above: 1.

E-commerce 124

E-commerce Niche Up-sell Start-ups 124

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!

Customers

The 5% Institute

NOVEMBER 12, 2020

In this guide, you’ll learn exactly how to sell high ticket items, by using a proven step by step formula we teach Sales Professionals and Business Owners around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.

Sell 137

Sell Clients Closing Presentation 137

G2

NOVEMBER 9, 2020

VoIP traffic comprises of a variety of codecs and protocols leading to mismatches affecting communications, areas superbly handled by the session border controller’s ability to transcode codecs and translate protocols.

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119

Sales Hacker

NOVEMBER 13, 2020

Let me guess. You started your career in sales because someone said you’d be good at it. You’re outgoing and competitive, so you should be great at sales… Right? While these are both excellent traits for salespeople to have, there’s a lot more to it if you want to succeed in sales. If I had someone tell me this when I started my career in sales, I would have avoided a lot of unnecessary stress and self-doubt.

Drivers/motivators 119

Drivers/motivators Sports Sales Quota 119

Engage Selling

NOVEMBER 13, 2020

I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.

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Sales 112

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

Sales

Sandler Training

NOVEMBER 9, 2020

Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.

Technique 117

Technique Sales 117

Membrain

NOVEMBER 8, 2020

Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects.

Prospecting 118

Prospecting Sales Sell 118

Partners in Excellence

NOVEMBER 9, 2020

Recently, I was on a road trip. I knew where I needed to end up and what time I had to be there. Before leaving, I looked at Google Maps, got a rough idea of how to go and how much time I should allow. I sent the destination to my car, so the nav system could guide me on the best route. I was a little worried, I saw there was some construction, and the weather report said there might be snow over the mountains.

Construction 107

Construction Follow-up Start-ups Up-sell 107

SaaStr

NOVEMBER 12, 2020

We recently brought together a powerhouse panel of women in revenue to discuss when, why, and how a company should consider going upmarket. . Kelly Del Curto, Senior Director of Sales @ Lever, joined with Tammy Aguillar, Area VP, Commercial Sales @ DocuSign, Kate Earle Jensen, Head of Platform Sales @ Stripe, and Lauren Schwartz, VP of Enterprise Sales @ Fivetran share the following suggestions about how to move your sales organization into larger markets. # 1 Build.

Sell 111

Sell Cross-sell Drivers/motivators Technical Sales 111

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.

User Experience

Openview

NOVEMBER 12, 2020

The post ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms appeared first on OpenView.

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105

Predictable Revenue

NOVEMBER 12, 2020

If you’ve ever thought about designing a brand new product to capture a brand new market - Michel Feaster has you covered! The post The Framework For Creating a Product – And a Brand-New Category appeared first on Predictable Revenue.

Product 105

Product 105

Partners in Excellence

NOVEMBER 12, 2020

I realize it’s 2 weeks past Halloween, but I am compelled to write this post. So much of the discussion about selling and marketing seems to focus on “the tricks” of engaging customers. For example, a friend recently called my attention to a discussion, about how much time a sales person should ask for a discussion. It turns out reply rates are 61% higher for 5-10 minutes, versus 20-30 minutes.

Sports 105

Sports B2B Technique Closing 105

SaaStr

NOVEMBER 9, 2020

Q: Does the wise advice to always say no to sponsored features would also apply to a SaaS startup selling to mid-market (ACV 20k to 50k+) and has yet only 2 clients? No. This is not wise advice, it is bad advice in many cases. As long as the deal size is big enough. If a potential deal, is > $20k-$50k-$100k+ in the early days, you should consider one-off features if: the paid feature would also benefit other similar customers , now or in the future; the feature is or should be on your roadm

Closing 108

Closing Cross-sell Up-sell Clients 108

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.

Sales