Sat.May 29, 2021 - Fri.Jun 04, 2021

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Four Principles for Hiring Sales STARS!

STAR Results

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
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Why I believe we should blow up the BDR role in sales

Membrain

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
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Creating a Habit for Sales Success: Time Blocking

Anthony Cole Training

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

Sales 156
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4 Steps to Overcoming Sales Objections

RAIN Group

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
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5 Ways You Can Win Faster with Gen AI in Sales

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.

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Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

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
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How to Stand Out When Prospecting Online

Sandler Training

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

More Trending

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5 account management mistakes you may be making - and how to avoid them

Membrain

Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.

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How To Build Your Sales Playbook (With Examples)

Gong.io

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
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Sales Enablement as a Communications Center

Sales Hacker

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
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Things That Are Different As A More Experienced Entrepreneur

SaaStr

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 121
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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How to Succeed at Radical Relationships

Sandler Training

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
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B2B Reads: All the Feels, Eat Your Frogs First, & Customers Always Know

Heinz Marketing

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
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Workshop: Objection Handling

Sales Hacker

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].

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The Top 5 Things Everyone Should Know Before Starting a SaaS Company

SaaStr

Recently we did a great AMA-style “Quora Session” You can see the whole list of questions and answers here. One fundamental question asked was What Everyone Should Know Before Starting a SaaS Company. I think we’ve hit the core things on SaaStr over the years, and we’ve added more structure in the SaaStr University … but this was a good chance to pull together perhaps the 5 most key things to know IMHO/IME.

B2C 116
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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Email marketing vs. Marketing automation

Salesmate

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
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Flexibility in the Workplace: How to Rethink the Office

G2

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

Product 101
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Bonus Episode: Revenue Operations with Asia Corbett

Sales Hacker

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 102
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Eric Yuan, Founder & CEO, Zoom: Getting to The First $100m ARR While Burning Almost Nothing (Video + Transcript)

SaaStr

As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Today, Zoom is at $4B ARR. In many ways, it’s the same Zoom. But at $100m ARR, Zoom was still a scrappy upstart. Eric Yuan, founder and CEO of Zoom Video Communications shared with Mallun Yen now of Operator Collective at SaaStr Annual 2017 how he and his team got to the first $100m ARR as well as

Growth 115
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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All you need to know about sales incentives

Salesmate

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.

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How to Find and Remove Duplicates in Excel

Hubspot

"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
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Highspot Launches Industry-First Scorecards to Deliver End-to-End Enablement Insights

Highspot

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
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What Do Salesforce, HubSpot and Elastic All Have in Common? They’re All Accelerating

SaaStr

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 110
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10 Ways to Leverage Buyer Signals and Drive Revenue

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.

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Your eSign tool should solve problems, not create them

PandaDoc

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
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Ultimate Guide to Hero Images [Best Practices + Examples]

Hubspot

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.

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Symbiosis of Human and Machine

SalesPop

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
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Olivier Pomel, CEO of Datadog: How to Build and Sell a Product that Customers Love (Video + Transcript)

SaaStr

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 103
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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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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Follow This Process to Close MORE Sales!

Sell Or Die

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
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5 Ways to Build a Positive Brand Association [+ Examples]

Hubspot

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.

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Collaborative Success: Introducing a Revenue Growth Team

criteria for success

Here at CFS, we believe collaboration is the key to success. We structure our company's process around this philosophy; we meet for daily check-ins as a team, we set aside time for purposeful brainstorm sessions, we encourage an open discourse, and so on. And as a result, we see so many benefits to our collaborative culture. Our ideas are sharper, our processes are speedier, and everyone feels that they are able to pitch in, like they are truly a part of a team.

Growth 97
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SaaStr’s Secrets to Great Events

SaaStr

Amelia Ibarra, SaaStr’s SVP and GM, did a great deep dive with Alyce on the future of content and events post-Covid. Take a listen here if you do content, marketing and/or events: A few key learnings for us at least: Great content is a lot of work. A lot of work. SaaStr has to say a nice “No” to every public company CEOs if they aren’t able to meet our standards in terms of content and inclusion.

Meeting 102
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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

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.