Anthony Cole Training

FEBRUARY 11, 2021

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Prospecting 282

Prospecting Process Sales Sell 282

Membrain

FEBRUARY 10, 2021

Fear is a natural reaction to stressful circumstances. It can create an instinctual reaction that may or may not serve you in that moment. For instance, you may freeze or fight or fly, and these may protect you temporarily. But these reactions can also act against you.

Sales 162

Sales 162

Neuromarketing

FEBRUARY 7, 2021

A new Philadelphia building uses huge LEDs to signal energy performance. The post Will Anonymous Social Proof Save Energy? appeared first on Neuromarketing.

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Understanding the Sales Force

FEBRUARY 9, 2021

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. The way we were treated, what we experienced, the uniforms we wore, the schedules we kept, the baseball games we played, the coaching, the practicing, the work, the game against the former Red Sox players, and the off hours camarade

Gaming 145

Gaming Technique Sales Up-sell 145

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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

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. In fact, there’s a VC saying that I used to really hate. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. It used to really bug me because I am a firm believer in the strategy of Zero Voluntary Attrition and trying to hire fewer, more committed resources over a higher volume of mercenaries that turn o

X-functional 145

X-functional Quota Sales Up-sell 145

Membrain

FEBRUARY 7, 2021

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them.

Service 157

Service Sell Product Sales 157

Partners in Excellence

FEBRUARY 10, 2021

Recently, I’ve been trying to shift my own thinking and vocabulary about buying and selling. Several people have asked me about it. I thought I’d spend a little time on it. I believe shifting our vocabularies from Buyer/Seller to Buying/Selling is much more than wordsmithing. It forces us to change our perspectives about how our customers buy—or drive their problem solving/change initiatives.

Sell 135

Sell Presentation Process Customers 135

SaaStr

FEBRUARY 6, 2021

We have bootstrapped to 10M ARR, and not necessarily by choice. I watched this live and I was reminded patience and time are key. It is still doable even in today's cloud. MailChimp and @benchestnut are inspiring. [link]. — Clint Reid (@clintverse) September 3, 2020. Bootstrapping in SaaS it isn’t that hard, per se. It happens all the time.

Engineering 144

Engineering Start-ups Closing Sales 144

Engage Selling

FEBRUARY 12, 2021

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! This, of course, is not a good thing. … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.

Process 133

Process Sales Presentation Growth 133

RAIN Group

FEBRUARY 10, 2021

A productive sales team is a successful sales team. Companies all over the world are struggling with sales productivity and the added pressure to hit their annual goals only exacerbates the problem. If your sales team isn’t continually assessing their strengths and weaknesses as strategies shift, you’re doing yourself a huge disservice. Your sales team should always be in a state of growth—keeping existing skills sharp, developing new selling tactics, and maintaining strong bonds with your custo

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Product Sales Growth Sell 137

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

Partners in Excellence

FEBRUARY 9, 2021

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question, “How do we know/measure if we are making sense with the customer? It’s a fascinating question. I’d love your thoughts, but here are some ideas I’ve come up with: I think it’s pretty easy to measure after the decision has been made.

Up-sell 133

Up-sell Closing Process Sell 133

SaaStr

FEBRUARY 9, 2021

Few things will frustrate you more in the early days than long sales cycles on bigger deals. A great logo will come in … but they’ll talk about maybe deploying at the end of the year. Maybe. You’ll feel like you just don’t have the time for a 6, 9 or even 12 month sales cycle when you’re struggling just to put the first few points on the board.

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Commission Sales Price Pipeline 137

Heinz Marketing

FEBRUARY 6, 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. Selling Is A Human Process. Over the past 10 years, it seems we’ve been doing everything we can to take the human out of selling, without thinking of the consequences.

B2B 134

B2B Up-sell Market share Sell 134

Engage Selling

FEBRUARY 12, 2021

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared on The Sales Leader.

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Sales Pipeline Closing Conversion 122

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

ConversionXL

FEBRUARY 10, 2021

“Show, don’t tell” is a time-tested rule in writing and filmmaking that helps viewers draw their own conclusions rather than relying on a spoon-fed version created by the author. Yet, when it comes to product demos, many marketers and sales teams fall short in creating demos that convert. How do some of the most successful SaaS companies approach their demos?

Product 120

Product B2C Niche E-commerce 120

SalesHood

FEBRUARY 12, 2021

The pandemic made 2020 an especially difficult year for sales teams, and with little progress made toward returning back to offices, it seems like virtual selling is here for the long-run. While conducting remote sales required necessary operational and structural adjustments to companies’ workflows, the pandemic has actually dramatically changed sales for the [ ] The post The Guide To Virtual Selling Readiness – 15 Proven Sales Techniques to Close Deals Faster appeared first on S

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Technique Closing Sell Sales 122

Heinz Marketing

FEBRUARY 12, 2021

By Stephanie Carrillo, Senior Marketing Consultant at Heinz Marketing. Often, I see B2B companies with small marketing teams neglecting their web site. As marketers, we get busy, we tend to align our priorities to our sales goals, but website maintenance and upkeep gets left out. But chances are, it is causing you to lose sales. According to Quora users and other experts, a company should be spending anywhere from 2-5 hours a week maintaining their website.

B2B 130

B2B Follow-up Consult Contact 130

SaaStr

FEBRUARY 7, 2021

When you go to hire a VP of Sales or even your first sales rep, one of the top qualifying questions I always recommend asking is if they have experience at your deal size, at your ACV (Annual Contact Value). There are very different cadences, and different skills, in closing $100 vs $1,000 vs $10,000 vs $100,000 vs $1,000,000 deals. Very different.

Cold Call 122

Cold Call Sales Quota Price 122

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

A Sales Guy

FEBRUARY 10, 2021

Part II of our experience with Chamber Media. ———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. In spite of the terrible sales experience, we were optimistic that things were going to improve.

Pitch 107

Pitch Up-sell Contract Promote 107

Sales Hacker

FEBRUARY 8, 2021

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. It’s happened to all of us, and it never gets less confusing and frustrating.

Prospecting 115

Prospecting Angle Follow-up Up-sell 115

Sandler Training

FEBRUARY 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

Sell 112

Sell Process Sales 112

SaaStr

FEBRUARY 12, 2021

In the early-ish days, maybe even as far as $10m-$20m in ARR, as you talk to larger prospects you’ll have a lot of “Build vs Buy” discussions. “Oh our IT team could build it.” “Or we’ll try to hack the functionality using a product we already have.” You’ll hear somewhere between a little and a lot of this until (x) you have a very well established brand and (y) an extremely feature rich product.

X-functional 112

X-functional Engineering Follow-up Prospecting 112

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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

Sales

PandaDoc

FEBRUARY 9, 2021

Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

Non-Profits 111

Non-Profits Pipeline Prospecting Entertainment 111

SalesFolk

FEBRUARY 10, 2021

Do you attach or embed images in your sales prospecting emails? I’m not talking about sales emails with qualified leads you already had a phone call with, but “ cold emails ” to people you’ve never met or spoken with before. The problem with “email images” is that they don’t always load , and can easily screw up email deliverability.

Follow-up 105

Follow-up Prospecting Sales 105

Partners in Excellence

FEBRUARY 7, 2021

Billions are invested in sales enablement programs, worldwide. We have tools, training, processes, programs, systems. To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. But too often, we see massive failures.

Sales 98

Sales Meeting Growth Process 98

SaaStr

FEBRUARY 8, 2021

I recently asked on Twitter when folks knew their startup had something … great. Because as a SaaS founder especially, it can be hard to know. Hard to see when you can’t be killed. Hard to see when your brand is coming into its own. I asked Todd McKinnon, founder-CEO of Okta when he really knew he had something that couldn’t be stopped, and he said $30m-$40m ARR!

Hospitality 110

Hospitality Healthcare Contract Represent 110

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

Outreach

FEBRUARY 9, 2021

If you’ve ever worked in an office, you’ve likely heard of the book, “The Seven Habits of Highly Effective People.”. It was written by the late Stephen R. Covey , a revered father, grandfather, author and businessman. Having sold 25-plus million copies in 38 languages, he was one of the most widely read authors and thought leaders on the subject of corporate management.

Sell 100

Sell Referrals Prospecting Up-sell 100

criteria for success

FEBRUARY 11, 2021

Sales teams are always looking for ways to improve. Especially in a fast-paced environment or one susceptible to change, sales leaders like to be one step ahead. As a sales manager, you want to make sure your salespeople are productive and happy members of your team. How do you approach sales team improvement to get the best return on your time, the team's time, or even financial investment?

Sales 98

Sales Technique Promote Up-sell 98

Highspot

FEBRUARY 10, 2021

They guide us forward, challenge our beliefs, and help us uncover our truest selves. As we honor Black History Month, we are spotlighting four Highspot employees who are sharing conversations that have changed their lives — and words we hope will inspire others. “Find people who embrace you for you.” Before arriving at college, I had assumed I was going to be the only black person in my dorm at a predominantly white school.

Account management 98

Account management Represent Conversion Drivers/motivators 98

SaaStr

FEBRUARY 11, 2021

During our recent catch-up with Salesloft CEO Kyle Porter after their $1.1 Billion funding round, Kyle chatted about his latest learnings from fundraising. The top one was that pre-IPO investors are now more interested in GRR — gross revenue retention before churn — than NRR. Now why would that be? Of course, NRR is the compounding engine of growth in SaaS companies.

Growth 102

Growth Engineering Follow-up Start-ups 102

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