STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Sales 274

Sales Territory Relationship building Account management 274

Membrain

MAY 30, 2021

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Sales 159

Sales 159

Anthony Cole Training

JUNE 3, 2021

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why?

Sales 157

Sales 157

SaaStr

MAY 31, 2021

Patrick Collision, CEO and co-founder of mammothly successful Stripe, a while back put together a list of things to do from age 10 to 20 to be a successful entrepreneur. I do wish I’d done all those things. In a small way, a few of those age 10-20 skills I did acquire from starting a tiny software company then were what carried through to whatever success I’ve had.

Start-ups 144

Start-ups Growth Closing Engineering 144

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

RAIN Group

JUNE 2, 2021

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Quota 140

Quota Sales Meeting Sell 140

Understanding the Sales Force

JUNE 1, 2021

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.

Clients 133

Clients Sales Sell 133

SaaStr

JUNE 1, 2021

The other day I went to buy a SaaS product. I know this SaaS product well, and have used it for years. It’s not a great piece of software, but it’s very effective and useful. I was finally ready to buy. I was forced to go to an SDR first — the only button was “Contact Us” I asked for a free trial. The SDR said that wasn’t possible, and wanted to talk about my “budget” first.

User Experience 134

User Experience Engineering Strategize Contact 134

Gong.io

MAY 31, 2021

Close more deals. Increase revenue. Improve win rates. Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

JUNE 2, 2021

Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. This is where you can really develop your skills in the art and science of communicating. As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan.

Sales 117

Sales Pipeline Cross-sell Sports 117

Sandler Training

JUNE 1, 2021

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. The post How to Succeed at Radical Relationships appeared first on Sandler Training.

Customers 111

Customers 111

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

SaaStr

JUNE 4, 2021

We’re so excited to have Olivier Pomel, CEO and co-founder of Datadog, back at SaaStr Annual 2021 Sep 26-28 in the SF Bay Area!! Datadog has rocketed to a $28B+ leader in monitoring and security. Olivier was kind enough to join us in Paris at the first SaaStr Europa together with Jean-Baptiste Coger, Co-Founder at PlatoHQ , when they were at about $50m ARR.

Product 127

Product Customers Sell Engineering 127

Heinz Marketing

MAY 29, 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. A World Without Email: Reimagining Work in an Age of Communication Overload.

B2B 109

B2B E-commerce Customers Manufacturing 109

Sales Hacker

JUNE 1, 2021

How do you respond to objections without getting flustered — or making your prospect frustrated? Tito Bohrt has been building SDR teams for close to a decade. In this interactive workshop, he’ll walk you through what works (and what doesn’t) when prospects raise serious questions during cold calls, disco and demos. Come ready with your questions! ARVE Error: src mismatch url: [link] src in: [link] src gen: [link] comparison url: [link] src in: [link] src gen: [link].

Objection handling 107

Objection handling Cold Call Prospecting Meeting 107

Partners in Excellence

MAY 31, 2021

Recently, I was approached to talk about The Secrets Of Sales. When asked, it caused me to pause. On reflection, I realized, there are no secrets of sales. We already know all of them, the problem is we don’t execute them. Somehow, I think people look for short cuts, or they want to find the “Easy” button. They think there is something or that some “guru” has a trick/technique that changes everything to selling.

Technique 107

Technique Territory Sales Trust 107

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

SaaStr

MAY 31, 2021

Salesforce is the largest SaaS company, and soon, will be the largest biggest software company of all, passing SAP. It’s already passed Oracle. And as much, it’s really a bellwether of SaaS and Cloud. The latest learning from the bellwether? Things are on fire in SaaS and Cloud. Even more so after Covid. Salesforce had its best quarter ever, exploding to 23% growth at $24B+ ARR. “I’ve never seen a quarter like this.

CRM 123

CRM Growth Trust Pipeline 123

Salesmate

MAY 31, 2021

Email marketing vs. marketing automation – terms that are as complex as you make them. Every marketer is aware of these approaches; however, it’s still easy to get caught up in different marketing strategies. In fact, the mixed information out there about email marketing and marketing automation on the web doesn’t make it easy for a company that wants to implement either of the options.

B2C 105

B2C Campaign Clients Price 105

Sales Hacker

JUNE 3, 2021

On this special episode of the Sales Hacker podcast, we have Asia Corbett , Head of Revenue of Operations at Postal.io. She’s got a really interesting story about how she got into revenue operations and why she’s passionate about it. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Now let’s get into this special podcast episode with Asia Corbett!

Sales 103

Sales 103

Partners in Excellence

JUNE 1, 2021

I was participating in a webcast recently. One of the speakers pose an intriguing and important question, “Do you have a daily learning objective?” The response from the audience was predictable, a minority of the participants had a formal objective. Some had good intentions, the majority had no formal plan. Later, I started posing the question to others.

Meeting 106

Meeting Start-ups Conversion Process 106

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

SaaStr

JUNE 3, 2021

When I co-founded my first company, way back in the dark stretch between Web 1.0 and Web 2.0, we got a terrible deal, from a dilution and valuation perspective. Yes, we raised $9m to get the company off the ground, but we had to sell just about everything to pull it off. The trade-off from the VCs? Big Salaries and 100% Vested Stock. We didn’t ask for either, but in their minds, I guess both were pretty cheap things they could do while still maintaining maximum ownership for themselves.

Finance 122

Finance Start-ups Up-sell Closing 122

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. The times have changed, and so has technology. And with this change in technology, advancements in sales methodologies have also taken place. For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

G2

JUNE 3, 2021

No one wants to work for an organization that is rigid or overly strict about policies.

Product 101

Product 101

Hubspot

JUNE 4, 2021

"I've never been a natural, all I do is try, try, try.". These Taylor Swift lyrics, in the song " mirrorball ", perfectly explain my relationship with numbers, math, and anything concerning data analytics. However, as a marketer, data analysis is one of the most important aspects of my job. But like most marketers, who prefer strategy and creativity, numbers and Excel reports don't come naturally to me.

Follow-up 101

Follow-up Gaming Start-ups Process 101

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

SaaStr

JUNE 3, 2021

Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR. It accelerated. * Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. They did it the hard way, with SMBs. — Jason BeKind Lemkin (@jasonlk) May 6, 2021. A fairly incredible thing has happened as we leave Covid behind (at least in the U.S.) and as Cloud continues to scale: Many of the best in SaaS are accelerating even at mas

Growth 120

Growth Customers 120

Highspot

JUNE 4, 2021

Sales organizations today encounter two major problems: . Inconsistent rep performance: While many organizations report achieving revenue targets, participation rates (that is, the percentage of reps who achieved quota) are much lower. This inconsistent performance across sales teams can contribute to numerous problems, including rep churn – an expensive consequence.

Launch 98

Launch Quota Pipeline CRM 98

PandaDoc

JUNE 3, 2021

Signatures have drastically changed since John Hancock boldly signed the Declaration of Independence in 1776. We went from literal ink deals with feathers and ink to overnight faxing and waiting. Now, centuries later, thanks in part to the ESIGN Act (2000), we have electronic signatures and digital documents. The Act not only provides guidelines that standardize electronic signatures across the United States, but it gives eSignatures the same legal weight as wet ink signatures.

Legal 98

Legal Contract Price Start-ups 98

Hubspot

JUNE 2, 2021

Whether or not you realize it, you judge every website by its visual appeal. And it only takes about 0.05 seconds to form an opinion. That means the hero image (the first photo, graphic, or video people see) has to be eye-catching enough to keep people scrolling the site. High-quality hero images are the key to a great first impression. If done well, they represent the essence of your brand identity and the overall theme of your web page.

Objectives and Key Results 100

Objectives and Key Results Retail Follow-up Start-ups 100

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

SaaStr

MAY 30, 2021

Perhaps the biggest difference between most first-time founders and most second-time founders is how long they try to do it all themselves. This isn’t a criticism — the first time you usually sort of have to. You have less capital to hire a team, and less experience building teams. And second timers often over-hire early, if VCs throw a ton of money at them in the early days.

Strategize 120

Strategize Start-ups Engineering Growth 120

SalesPop

JUNE 3, 2021

The last point to be taken up in account management is the symbiosis of humans and machines. We’ve asked the question before : is the future dominated by humans, or machines? Or, both together in harmony? There’s no question that they are becoming, and will continue to become, more as one. We’ve just come through a worldwide round of vaccinations, and I believe we’ll be receiving internal computer chips in the not-too-distant future.

CRM 98

CRM Account management Pipeline Technology 98

Sell Or Die

MAY 31, 2021

In this episode of The Sell or Die Podcast, we’re discussing the importance of following up with your potential clients and the process you need to have to make a sale. The truth is most people aren’t making the sale in the first sales call which is why your ability to follow through is everything to your success. Many people think following up makes them seem naggy or annoying but successful salespeople should be doing something before the sale to prime the prospect and/or doing something after

Closing 98

Closing Process Follow-up Sales 98

Hubspot

JUNE 1, 2021

Whoever said " All publicity is good publicity " lied. The only truth in it is that bad publicity can bring attention to your brand and expand your reach. However, first impressions (and every impression) after that can last. So, if your brand is associated with negative traits and concepts, it can be difficult to change that perception. Learn what makes up a brand association and how to build a positive one.

Relationship building 99

Relationship building Relationship Management Campaign Represent 99

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