Anthony Cole Training
JUNE 16, 2020
In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.
Membrain
JUNE 17, 2020
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
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SaaStr
JUNE 15, 2020
The pace of change recently has been breathtaking. Just a few weeks ago, Stewart Butterfield, CEO of Slack, was kind enough to join us at SaaStr Summit: Bridging the Gap. He said Slack wouldn’t be going back to the office until September. Now, just a few weeks later? Slack is going work-from-home forever. Along with Twitter and Square and Shopify.
G2
JUNE 18, 2020
Having your finger on the pulse of customer sentiment is essential, no matter what’s being said about your brand.
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.
Anthony Cole Training
JUNE 19, 2020
In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.
Sales Hacker
JUNE 15, 2020
64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
G2
JUNE 17, 2020
Most organizations rely on sophisticated customer relationship management (CRM) tools to manage their orders and revenue and organize business flows.
Engage Selling
JUNE 19, 2020
It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.
Sales Hacker
JUNE 16, 2020
What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? It may sound like magic, but it exists. We caught onto this in about 2016 and haven’t looked back since. For those of us on the front lines, sending emails, making our phone calls, and getting the attention of B2B prospects can be an uphill battle.
SaaStr
JUNE 16, 2020
Q: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. They don’t solve bigger problems, but they usually work — and work quickly. Concentrate leads in those who can close. If you have a rep or two that just can’t close, that doesn’t work in the early days. Leads are too precious.
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.
Membrain
JUNE 14, 2020
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often used this phrase myself. But in some interpretations, seems to imply an acceptance that we’re going to have to learn to live with a situation that is somehow worse than what we had before whilst we strive to get back to the “old normal”.
ConversionXL
JUNE 16, 2020
Enterprise SEO has been my topic of choice for extracurricular “thought leadership” over the years. Last year, I gave a presentation on how we generated 40% year-over-year organic revenue growth by focusing on out executing the competition, not outsmarting them. While my presentation focused on the in-house side of enterprise SEO, I’ve also experienced (and written about ) getting things done—or trying to get things done—at an agency.
Partners in Excellence
JUNE 14, 2020
As are so many, I’m astounded, horrified, ashamed, saddened, and angered by the events of the past weeks. Several weeks ago, I felt compelled to write, to express my outrage. I shared the initial article with a number of friends, many black, some women, several different nationalities/religions. Fortunately, a few friends called me. They said it was “OK.” One was so honest to say, “Dave, nothing is wrong, I’m glad you are taking a position, but it’s not your b
SaaStr
JUNE 19, 2020
Q: How can I boost my sales if I am in B2B sales? My top tips for AEs: Grab your CEO and bring her into bigger deals. Ask your CEO to join you on a few sales calls a month. Deals will close at a higher rate if the CEO joins. Customers love to talk to the CEO. Even the CEO of a 4 person startup. Slow it down and hyper-personalize your emails and communication.
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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.
Sales Hacker
JUNE 18, 2020
The word diversity can be seen as divisive in today’s society. Sometimes leaders can view it as something thrust upon them without choice. Companies are hiring Chief Diversity Officers and sending management to inclusion and diversity training. It’s natural to feel that this is forced and being done in the name of political correctness and not good business.
Engage Selling
JUNE 19, 2020
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
Partners in Excellence
JUNE 18, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a huge deal for him, and important deal for the company, for the quarter. He’d been working on the deal for several years. In recent months, he’d finally gotten some key users interested in the product he sold. They had committed to take the proposal to senior management to get approval. “I’m confident this will close this quarter,” he stated.
SaaStr
JUNE 14, 2020
One of the biggest changes since we started SaaStr is the massive number of SaaS veterans out there. The decade-long run of next-generation SaaS start-ups, and the explosion since 2015 of SaaS unicorns and decacorns has led to a lot of experienced execs on the market. This is great. I wish there had been even a fraction of this many SaaS execs when I was getting going.
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.
Sales Hacker
JUNE 19, 2020
Mindset is the driving force behind sales performance, and as sales professionals, we all have to be pretty mentally tough. But mindset matters even more during a crisis like COVID-19. If you find yourself anxious and stressed , you’re not alone. But remember, you’re no stranger to challenge. You’ve had targets assigned that seemed unachievable. You’ve had game-changing deals fall through.
Heinz Marketing
JUNE 16, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Can you believe it’s June already? It’s graduation season! Though graduations look a little different in 2020 than we’re typically used to, there are still new college grads entering the workforce and probably wondering how best to transition from student to professional. Inspired by a recent conversation I had with our own University of Washington Sales intern ( Go Dawgs!!
Partners in Excellence
JUNE 15, 2020
It started as an intriguing call. The VP of Sales called to ask for my help, “I need you to coach my people.” I started asking my normal questions, “What’s going on with them, what are the areas they need the most help in, how is this impacting their performance, what behaviors to you want to see, why is this important to them, why is it important to you…… ” I went on, “Are there specific skills you are looking to develop?
SaaStr
JUNE 18, 2020
Q: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app had one today. It’s 2020! But they don’t always work. It depends. We aren’t all Zoom. 5 Interesting Learnings From Zoom. As It IPOs. Downsides to Free Trials: The Free Trial Has To Work — and Be Great.
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!
Sales Hacker
JUNE 17, 2020
If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? Not so fast. According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. It turns out that quota attainment has become the exception, not the rule.
Sandler Training
JUNE 18, 2020
I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.
Partners in Excellence
JUNE 16, 2020
I’m dating myself with this quote from that master philosopher, Yoda. This goes back to the first Star Wars movie in 1977 (Of course, I was in kindergarden at the time. I’m stunned by the number of sales people that don’t understand the principle. Everyday, I encounter sales people who are very busy. They are working very hard to get what they get.
SaaStr
JUNE 13, 2020
So SaaStr crossed 57,000,000 views on Quora. What’s on everyone’s mind? What are we most thinking about? Here are the Top 10 Most Popular Answers of the past 12 months: #1: “I’m tired of running my (very) successful (VC funded) startup after 5+ years. What should I do? “ A classic we’ve written about on Quora and on SaaStr.com.
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 Hacker
JUNE 18, 2020
This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, VP of Revenue Collective, Jake Reni , talks with our Scott Barker about the new KPIs that modern sellers need to focus on. What You’ll Learn. How to discover your secret recipe to sales success. Understand the buyer verifiers that get you to the next stage. The importance of empathy.
Hubspot
JUNE 18, 2020
You know the expression, "What you see is what you get" ? Well, when it comes to email marketing campaigns, that might not always be the case. Since everyone uses different email providers such as Gmail, Outlook, or Yahoo, emails can appear differently for various subscribers. Sometimes images are blocked, alt text is missing, or fonts won't render.
Partners in Excellence
JUNE 15, 2020
It seems the pandemic has created a new future for selling. Apparently, it’s virtual. According to so many, we’ve discovered that we can accomplish so much more through Zoom, Teams, Skype or any number of video conferencing platforms. While there will be a need for face to face, it will be the smallest part of the customer engagement process.
Heinz Marketing
JUNE 14, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. It’s safe to say we’ve all downloaded some new apps since the pandemic hit. Most people are looking for a distraction from this tumultuous time we’re in, and that distraction comes in many forms. There are apps for gaming, online shopping, entertainment, learning new skills, and more. Right now, my favorite kind of apps are wellness related.
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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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