Anthony Cole Training
FEBRUARY 2, 2021
The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.
Partners in Excellence
FEBRUARY 3, 2021
There are a lot of sales people focused on convincing their customers. Somehow they believe they can make their customers buy, make them choose them, if only they do the right job in convincing the customer. All sorts of techniques are used to try to convince the customer. It may be overwhelming them with information and data supporting what you are trying to convince people to do.
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ConversionXL
FEBRUARY 3, 2021
In today’s competitive environment, having a great product or service is table stakes for building a profitable and successful business at scale. Many companies, after all, have great products but struggle to keep the lights on. While many factors ultimately determine whether a business thrives or shutters, your market positioning strategy plays a critical role.
Force Management
FEBRUARY 4, 2021
Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year. Find each episode on your favorite podcast player, so you can easily download, listen and share.
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.
Anthony Cole Training
FEBRUARY 4, 2021
How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important. In the 4th article of our series Hiring No Assembly Required Salespeople , we discuss the questions you must ask yourself of a candidate's skills and what critical selling competencies you must look for before making a hiring decision.
Engage Selling
FEBRUARY 5, 2021
Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work. Understand, however, that selling from a … Read More » The post Value-Based Selling: Tangible vs.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
FEBRUARY 1, 2021
One thing if you are a first-time founder in SaaS that may seem as boring as you can imagine is webinars. You never go to them. And they seem like something you do, well, later. When you are bigger. But I’d challenge that thinking with one simple rule: if even 2 qualified prospects and/or 2 existing customers come to a webinar, that’s great.
Partners in Excellence
FEBRUARY 5, 2021
Increasingly, we are learning the key to our success, as sales people, is to be helpful. Too often, however, what we intend as “help,” actually isn’t helpful. Recently, I was sitting in on a call (it’s easy to do that on Zoom, these days). The customer was looking at an IT solution. It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client.
Membrain
FEBRUARY 3, 2021
For many sales organizations, Salesforce is the technology sun around which the entire sales system orbits. If this is working out great for you, your sales effectiveness is world-class, and the cost of technology per employee shows a solid ROI, then you can skip this article.
Heinz Marketing
FEBRUARY 4, 2021
By Matt Heinz , President of Heinz Marketing. I was honored recently to be a part of another great RevTech Summit 2021 , an online summit for marketing and sales professionals who want to set themselves up for success in 2021; hosted by ChatFunnels. I’m always happy to talk more about conversion rates, more about math marketing, more about predictable pipeline.
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.
SaaStr
JANUARY 30, 2021
So ServiceNow for many of us is a SaaS company we’ve sort of heard of, but don’t know that much about. There’s a reason. They just crossed 1,100+ $1m ACV customers! Now that’s enterprise! So you probably don’t use ServiceNow yourself to track your IT and other assets. But bigger customers sure do. And ServiceNow has now joined Salesforce, Shopify and Zoom at another SaaS leader worth a stunning $100 Billion (!).
RAIN Group
FEBRUARY 3, 2021
Virtual meetings are now part of our everyday reality. Even in situations where you’re able to meet with some folks in person, you’re still likely to face a high number of virtual meetings on your calendar. This isn’t going to change any time soon. The way the world does business has shifted drastically in light of the pandemic. Even when it’s safe to do so, we’re likely to see many people continuing to work remotely because technology and processes have been put in place to make it a viable lon
Membrain
JANUARY 31, 2021
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.
Heinz Marketing
FEBRUARY 3, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. There are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. If you’ve ever seen Scott Brinker’s annual Marketing Technology Landscape Supergraphic , you’ll agree with me. In 2015 there were around 2,000 martech solutions and in 2021 there are 8,000!
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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.
SaaStr
JANUARY 30, 2021
One of the starkest differences I see between First Timers in SaaS and Second Timers is when they hire their VP of Marketing. Second Timers know. They often hire a VP of Demand Gen Marketing even before they have their first paying customers. Those are two extremes in my experience. Most of us can’t afford to hire a VPM 12 months before we have our first customer, and we can’t survive through 10 sales reps without one.
The 5% Institute
FEBRUARY 5, 2021
In this article, we’ll unpack sales resistance – what it means, why it happens, and more importantly – overcoming sales resistance. Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Read on to learn more. Sales Resistance – Your Ultimate Guide. What Is Sales Resistance?
Gong.io
FEBRUARY 4, 2021
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. Not enough time. . Don’t know where to start. . How do I even know it’s working? Most coaches struggle with those worries.
Heinz Marketing
JANUARY 30, 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. What qualities lead to organizational resiliency? Organizational resilience is more important than ever in the wake of the COVID-19 pandemic.
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.
SaaStr
FEBRUARY 4, 2021
One of the very first SaaStr presentations ever was How to Hire a Great VP Sales (And Not Screw It Up). The content of the presentation will be familiar to most SaaStr readers, though I’ve embedded it above as well. What was new was some of the anecdotes that came out of my talk. One was how my First Real VP of Sales Doubled Our Net New Revenue in 90 days.
Sandler Training
FEBRUARY 5, 2021
Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. The post Building A High-Performance Sales Team appeared first on Sandler Training.
Sales Hacker
FEBRUARY 5, 2021
You are in trouble if you’re trying to hack sales — unless you lay a foundation first. When we say hacking, we mean trying to figure out loopholes and tricks and ways around doing the hard work. The hard work that every company and every sales leader needs to do cannot be hacked. Sure, you can buy some tools and lead lists and send out thousands of emails, but that won’t get you very far.
A Sales Guy
FEBRUARY 1, 2021
This is not a pleasant post, so I’m just gonna get right to it. I believe in risk. I’m a fan of swinging for the fences and going big. It’s for this reason I contracted Chamber Media to do a “viral ad” for A Sales Guy. I was impressed with a few of their ads I had seen on Facebook. They were funny, engaging, and memorable.
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!
SaaStr
FEBRUARY 5, 2021
Would you still hire them if they hadn't last worked at [insert logo here]? Honestly? If you aren't 100% sure, slow it down. — Jason BeKind Lemkin (@jasonlk) February 5, 2021. Imagine you are selling a $100,000+ product and you yourself as CEO/founders have limited knowledge selling to the customer base. You’ll be very tempted to hire someone with a seemingly magical rolodex.
Sandler Training
FEBRUARY 5, 2021
Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind. The post How to Succeed When A Client Leaves appeared first on Sandler Training.
Sales Hacker
FEBRUARY 3, 2021
Pitching a complicated industry-specific SaaS is like the Olympics in sales. In the era of social media and fast-paced content consumption, the most valuable asset is time. Advertisers are struggling to intrigue users with a five-second pre-roll on YouTube, while you need not five, not 10, but 45–60 minutes of a customer’s personal time for your product demo.
Engage Selling
FEBRUARY 5, 2021
Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose. Job sites, referrals, social media postings—there are and endless number of ways to spread the word about your openings for new … Read More » The post A Potentially Untapped Talent Source first appeared on The Sales Leader.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SaaStr
JANUARY 31, 2021
The time is probably going to come when you have to build a sales team in SaaS. It may be Day 1 if you have plenty of capital and are selling to large enterprises. It may be X months down the road, once you close a few deals of large enough size ($x,000 ACV) to justify hiring a sales rep. It might be a few years down the road, like DropBox or Slack, when you decided to add a corporate/enterprise edition to your freemium app.
Predictable Revenue
FEBRUARY 4, 2021
Erik is a highly sought-after thought leader in the world of digital marketing and entrepreneurship. In this episode, he teaches us how to write a concise value proposition that travels through word of mouth without you spending a cent. The post How to Create a Value Proposition appeared first on Predictable Revenue.
Sales Hacker
JANUARY 31, 2021
If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. You’re a walking, talking miracle-worker! But if you need to send one sales follow up email after the next, you’re like the rest of us. That’s fine, because we’ve got your back, with a list of follow-up email templates you can use to reach out to your prospects and get responses.
Sales Gravy
FEBRUARY 5, 2021
On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer's shoes, these tried and true techniques will help you both grab and hold your buyer's attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals.
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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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