Membrain

JUNE 1, 2022

What is social selling, really? The term has been around a while but if you Google the definition, you will get a different answer on every site that pops up.

Sell 136

Sell Up-sell Sales 136

SaaStr

MAY 29, 2022

So we’ve talked so much over the years on SaaStr on how to hire a great VP of Sales, the difference they’ll make, and how the level-up comes quickly. And about when to know it isn’t working out. And importantly, we talked about how there are 48 Types of VP of Sales — and you have to hire the right type to even have a shot at it working out: But as I still see so many CEOs make a mis-hire in their first VP of Sales, I wanted to take just a minute to flip this all around

Sales 119

Sales Up-sell Drivers/motivators Gaming 119

Iannarino

MAY 30, 2022

Every company wants its sales force to be successful, creating and winning new opportunities, and generating net new revenue. The company's leaders determine how the sales force pursues those goals by providing processes, methodologies, frameworks, and other tools they believe will improve their results.

Process 264

Process Sales 264

Anthony Cole Training

JUNE 2, 2022

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.

Sell 246

Sell Sales Product Customers 246

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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

Veloxy

MAY 30, 2022

You and I know that Salesforce is the most powerful CRM on the planet. We love it! But when you’re assigned hundreds or thousands of leads and contacts, tracking their activity in real time can be a challenge. In Salesforce’s latest State of Sales Report , high performing salespeople are 1.5 times more likely than underperformers to track customer communication history.

Inside sales 189

Inside sales Contact Follow-up Outside Sales 189

SaaStr

MAY 28, 2022

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

B2C 143

B2C Drivers/motivators Up-sell Sell 143

Martech

JUNE 3, 2022

Despite being so well-established, email marketing continues to attract more investment. Global spending on email software is expected to climb from $4.5 billion in 2020 to $14.9 billion in 2027, according to Global Industry Analysts’ predictions. That represents a compound annual growth rate of 13.7% over that period. Email growth continues to chug along because it delivers consistent and impressive results.

E-commerce 142

E-commerce Technology Technology Retail 142

Veloxy

JUNE 2, 2022

Despite having one hell of a year in 2021, a lot of technologies and processes still continue to roll out and build. 5G in particular is one area that is sure to impact almost every industry out there. Not only will this technology and its capabilities delight customers, it will also bring in organizations that are prepared for new growth and revenue streams.

Healthcare 147

Healthcare Manufacturing Retail Pharmaceutical 147

SaaStr

JUNE 2, 2022

A lot of folks are talking about how things were in ’08-’09 and even ’00-’01 these days. I don’t think today is anything like those times. The amount of folks buying SaaS software is a force like we’ve never seen before, and even with some stock market drama, many top SaaS companies still trade at $4B, $10B, $20B or more just a decade after being founded.

Start-ups 142

Start-ups Growth Customers Sales 142

Iannarino

MAY 31, 2022

Some number of years ago, as social media took hold, many believed they had found a replacement for the cold call. A small group of friends and I tried to prevent sales organizations from allowing their sales force to avoid using the telephone. A number of proponents were critical, believing we were out of touch, even though our group used social media in addition to all the mediums available for communicating with prospective clients.

Prospecting 276

Prospecting Cold Call Clients Sales 276

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

Partners in Excellence

JUNE 1, 2022

The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel device, method, composition or process. (Dave’s take: Something that has never existed before.

Represent 139

Represent Up-sell Growth Process 139

Veloxy

JUNE 1, 2022

It’s no secret that the global population is evolving and becoming more diverse. According to studies, there are plenty of benefits that come with building a workforce that reflects society. Diverse teams lead to sharper and more innovative teams that not only find work satisfaction, but improve sales productivity as well. So, how does diversity recruiting contribute to better overall performance?

Teamwork 147

Teamwork Construction Promote Trust 147

SaaStr

MAY 31, 2022

So Creandum, one of Europe’s leading VC firms (and they’ll be speaking at 2022 SaaStrEuropa.com in Barcelona on June 7-8 ) updated its report on What Founders Really Want from VCs , and if VCs add value: The data is interesting: Only 30% of founders think their VCs have been helpfu l. That sounds about right. VCs aren’t helping enough in recruiting, not for real. 69% of VCs they are making a difference in recruiting, but 79% of founders say they aren’t.

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140

Iannarino

JUNE 1, 2022

The "why us" approach salespeople have used for more than 100 years was based on the idea that the salesperson lacked credibility and trust. To convince a prospect to buy from the salesperson, the salesperson would explain that their company was reputable and successful, making it safe for the prospective customer to buy from the company. They also explained that their product was also the best available, making it safe for the customer to buy the product.

Trust 52

Trust Prospecting Product Customers 52

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

Martech

JUNE 1, 2022

Third-party cookies are going the way of the dodo. The looming cookieless world has many marketers more than a little nervous. With Universal Analytics sunsetting and the rise of what’s being called Google Analytics 4 in its place, digital marketing analytics can be a confusing place, so let’s make things clear… and know that I even got some input from Google digital marketing evangelist Avinash Kaushik too!

E-commerce 131

E-commerce SQL Follow-up Trust 131

Engage Selling

JUNE 3, 2022

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.

Sales 130

Sales Account management Clients Sell 130

SaaStr

JUNE 1, 2022

Following Snowflake’s blow out quarter announcing big acceleration of growth at the end of the quarter, Salesforce has now announced a record quarter as well, growing a stunning 24% at a now $30 Billion in ARR. In fact, that’s acceleration. At $24B in ARR, Salesforce was growing 20% year-over-year. “We’re just not seeing material impact on the broader economic world that all of you are in,” Marc Benioff, Salesforce’s co-founder and co-CEO, said on a conference call with analysts.

Growth 138

Growth Closing Sales 138

Iannarino

MAY 28, 2022

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows you to create value for your clients by helping them understand what they need to do to improve their results. Because you sell whatever you sell every day, you have a deeper understanding of certain aspects of the situation than your One-Down client, who rarely makes a decision about what you sell.

Clients 249

Clients Up-sell Sell Sales 249

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

Martech

JUNE 3, 2022

“What we have learned over the years in B2B — where we have higher average sales prices — is that we’re dealing with buying committees and multiple personas that are making [buying] decisions,” said Auseh Britt, VP of growth marketing at Terminus, her presentation at The MarTech Conference (scroll down to watch the video of their session). “It’s a more efficient and effective approach to go after accounts than it is just one or two individuals.” Rather than

B2B 128

B2B Sales Promote Campaign 128

Predictable Revenue

MAY 31, 2022

Tom Burton joins the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. The post Transform Your Prospects Into A High Performing Sales Team appeared first on Predictable Revenue.

Prospecting 122

Prospecting Sales 122

SaaStr

MAY 30, 2022

Having high net revenue / dollar retention is the magic of SaaS. If you have 120% NRR, you double in 5 years, even with no new customers! Above that, and you really get into magical compounding growth. But … high NRR can also mask issues. I see this so often. It can mask: 1. High NRR can hide mediocre growth in new logos and customers. This is issue #1.

Growth 130

Growth Customers Start-ups Product 130

Iannarino

MAY 29, 2022

Imagine you are responsible for producing results that have become increasingly difficult to achieve. Even though you don't particularly enjoy meeting with salespeople, the band-aids you've used to keep things running are no longer adequate to the task, and now you need to take meetings with salespeople who might help you turn things around.

Meeting 241

Meeting Sales 241

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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

Martech

JUNE 3, 2022

Recently Demandbase and marketing operations (MOPs) training provider Highway Education released their “ The State of Marketing Operations: 2022 ” report. It includes insights from various marketing operations luminaries like Darrell Alfsono and Sara McNamara who are certainly aware of the challenges facing professionals in this field. One of the report’s important takeaways is that marketing operations practitioners are in high demand, and there’s a real need for more formal training opportunit

B2C 128

B2C Legal Negotiate Technology 128

Sandler Training

MAY 31, 2022

Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers – Sandler is excited to announce our commitment to further champion the next evolution of… The post ?

Sales 119

Sales Technology Technology Sell 119

SaaStr

JUNE 3, 2022

I miss #SaaStrAnnual and all my fellow SaaS peeps. Hope to see you this year, @jasonlk. [link]. — dharmesh (@dharmesh) January 21, 2022. In the run-up to SaaStr Annual 2022 on September 13-15 , we wanted to look back at some of the highest-rated SaaStr sessions of all time, since the first SaaStr Annual in 2015. If you want to grab 20% off SaaStr Annual 2022 tickets, grab ’em here.

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125

Iannarino

JUNE 2, 2022

Is sales an art or a science? In other words, is it more important for salespeople to be creative and innovative, or that they’re able to follow a set process to achieve proven results ?

Process 181

Process Sales 181

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

Martech

JUNE 3, 2022

Email click through rates dropped significantly last year, while personalized content in the body of the email was seen to get better results than personalized subject lines, according to a study by marketing automation developer GetResponse. Emails with personalized subject lines actually get lower open rates (18.79%) than those with generic ones (22.14%).

Click Through Rate 122

Click Through Rate B2C B2B Customers 122

David Meerman Scott

JUNE 1, 2022

The “metaverse” is a catch-all term that technology companies and the media are using to generate hype about the future. Remember how the word “ cyberspace ” was used several decades ago to describe the early Web, mainly by people who didn’t understand the early Web? That’s the metaverse.

Technology 116

Technology Technology 116

SaaStr

MAY 30, 2022

Q: What are the top things founders should know about fundraising from VCs? Fundraising … It is sales. It is selling stock. And sometimes, it’s easier than other times. For many, 2H’20-’21 was the easiest time. At least, for those with a hot hand. Right now, things are harder for just about everyone. So it’s time to up your game.

Pitch 125

Pitch Trust Up-sell Start-ups 125

Force Management

JUNE 1, 2022

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams. Hear from dynamic revenue leaders on how they got to where they are now, and the trials and tribulations of their journeys. Take actionable advice, enjoy John McMahon and John Kaplan's banter (we hear it's a hit), and dig in.

Sales 115

Sales 115

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