Anthony Cole Training

NOVEMBER 5, 2020

How important is it that you or your sales team close more business, more quickly at higher margins?

Meeting 268

Meeting Prospecting Closing Sales 268

Membrain

NOVEMBER 1, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 163

Sales Presentation 163

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.

Up-sell 153

Up-sell Sell Strategize B2B 153

The 5% Institute

NOVEMBER 6, 2020

Selling real estate the correct way, can make the difference between remaining a mediocre Real Estate Agent or Realtor, and reaching the top 5% of your industry. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too. So; what’s the correct way to go about selling real estate?

Real Estate 145

Real Estate Sell Cross-sell Objectives and Key Results 145

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

Heinz Marketing

NOVEMBER 3, 2020

By Maria Geokezas , VP of Client Services at Heinz Marketing. Managing a marketing team can be difficult. It can also be the most rewarding aspect of your job. When you search for marketing management you get all sorts of information about what marketers do – the theories, tools, and frameworks used that make up the field of marketing. It’s a lot more difficult to find information about leading a marketing team.

Promote 139

Promote Drivers/motivators Campaign Clients 139

SaaStr

NOVEMBER 4, 2020

For 90% of us, one of the toughest adjustment to being CEOs of SaaS companies is having to constantly recruit. Once you have Initial Traction at least, you’re going to have to spend at least 20% of your time recruiting. More on that here. And really, 50% would be even better. As soon as you have something in SaaS, you have to stop being an individual contributor as much as practical.

Start-ups 133

Start-ups Gaming Promote Customers 133

Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). We couldn’t manager our personal or organizational performance, without metrics, though, I’ve observed we tend to have too many metrics, and tho

SQL 119

SQL Territory Pipeline Quota 119

Heinz Marketing

OCTOBER 31, 2020

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. How to Work in Crazy Times. Some great advice for these crazy times. Great video, Jill Konrath.

B2B 138

B2B Prospecting Cross-sell Cold Call 138

Sales Hacker

NOVEMBER 3, 2020

At Sales Hacker, our Community Leaders help build relationships with our members. They are a part of every conversation that is had on our site, and they help bring other experts into the discussions. Our 2020 Community Leaders went through an extensive application and interview process, which means we are confident in their ability to provide members with the best advice possible.

Sales 118

Sales Real Estate Non-Profits B2B 118

ConversionXL

NOVEMBER 3, 2020

For the sake of argument, let’s say you know the basics of copywriting. Blah blah, write a compelling headline , know your audience , be persuasive , find your unique selling proposition , keep copy clean, blah blah blah. At one point, this advice was great. But from where you’re sitting, “write compelling headlines” isn’t helpful anymore, is it?

Process 117

Process Drivers/motivators Promote Conversion 117

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

SaaStr

NOVEMBER 4, 2020

So finally, after likely trillions of minutes of sessions, Zoom is rolling out end-to-end encryption. And while it sounds great, it’s also sort of a bit, well, almost silly as a feature. Almost. Or at least, not really necessary. Too much form over substance. Why? Because of course “end-to-end encryption” sounds like something you’d want, and it sounds like a big upgrade.

Contract 117

Contract Meeting Customers Sell 117

Heinz Marketing

NOVEMBER 4, 2020

By Sheena McKinney , Executive Assistant & Operations Specialist at Heinz Marketing. Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies.

Pipeline 124

Pipeline Sales Follow-up Clients 124

Sandler Training

NOVEMBER 2, 2020

Mike Montague interviews Kevin Shulman on How to Succeed at Achieving Your Goals. The post How to Succeed at Achieving Your Goals [PODCAST] appeared first on Sandler Training.

Growth 117

Growth 117

Membrain

NOVEMBER 4, 2020

I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and measure it. How much time would it add up to?

Sales 111

Sales CRM 111

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

NOVEMBER 5, 2020

One of the biggest challenges in scaling a SaaS company has always been VP and SVP level talent. Especially, past $10m ARR and beyond. Outside of the SF Bay Area, and a little bit of NYC and Salt Lake City, the bench talent just isn’t there. Even today. It’s an even bigger deal in the enterprise, where the playbook to closing large deals is more critical to have down.

Start-ups 117

Start-ups Closing Sales Growth 117

Heinz Marketing

NOVEMBER 2, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 115

Pipeline Sales Niche Inside sales 115

Sandler Training

NOVEMBER 2, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #43 – You Don’t Learn How to Win By Getting a Yes; You Learn By Getting a No appeared first on Sandler Training.

Sell 114

Sell Growth 114

ConversionXL

NOVEMBER 4, 2020

Freemium to paid conversion rates for SaaS businesses hover around the 2% mark on a good day. That means that 98% of your free users will stay that way forever—never diving into their wallet to provide you with the MRR that will lower your CAC. Now, there are many methods you can use to try and increase your conversion rate. You can create a sense of urgency with a well-timed offer (e.g., “Get 50% off your annual plan, this weekend only”).

Conversion 103

Conversion Gaming Start-ups Teamwork 103

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

Predictable Revenue

NOVEMBER 5, 2020

Learn how Nick's strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. The post Deal Mechanics: How to Work (And Close) 3x The Deals appeared first on Predictable Revenue.

Closing 105

Closing Pipeline Meeting 105

RAIN Group

NOVEMBER 4, 2020

Emotions are powerful motivators of buying. Consider that, in 2019, total U.S. spending in the weight loss category was $72.7 billion according to marketresearch.com. That's a lot of money spent on products and services that help people eat well and exercise more.

Drivers/motivators 105

Drivers/motivators Service Product Consult 105

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. And I had been tasked to build out our new EMEA team (and later, I did the same in Melbourne, Australia; Tokyo, Japan; and Kyiv, Ukraine).

Territory 105

Territory Launch Sales Up-sell 105

SaaStr

NOVEMBER 5, 2020

Q: Can salespeople really get customers to buy a product they don’t need? In many ways, getting folks to buy a product they don’t truly need is the art of sales. If they really, truly needed it right now … all you really need is an order taker. I’m exaggerating, but not by that much. Any “1 call close” deal really is almost pre-sold before the lead even comes in.

Customers 103

Customers Price Sales Closing 103

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

Highspot

NOVEMBER 3, 2020

But like any other skill, the ability to successfully navigate the world of work can be learned. Year Up, an organization dedicated to closing the Opportunity Divide, and one of our community partners, knows this well. Through a rigorous curriculum, Year Up provides young adults with the professional and technical skills they need to launch successful careers.

Launch 98

Launch Hospitality Presentation Start-ups 98

SalesHandy

NOVEMBER 2, 2020

Linkedin is the largest professional network in the world with over 700 million active users. There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. 89% of B2B marketers are already using Linkedin for lead generation and 62% state that it generates 2X more leads than the next best social channel.

Prospecting 98

Prospecting Networking Campaign Follow-up 98

Sales Hacker

NOVEMBER 5, 2020

It’s that time of year: the fourth quarter. For many of us, this is when budgets get set, deals get drafted, and your commission gets solidified. And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email. Unfortunately, there’s a lot of downsides that come with the convenience of email. You don’t get the benefit of reading body language, and you miss out on the responsiveness of other mediums, like a phone call.

Meeting 103

Meeting Closing Commission Pipeline 103

SaaStr

NOVEMBER 3, 2020

18 years to $100m ARR and unicorn exit. You want it to be faster, but sometimes, it just takes longer. Stay with it [link]. — Jason BeKind Lemkin (@jasonlk) November 2, 2020. The other day Coupa did its first $1B+ acquisition, of 18+ year old Llamsoft. It took Llamasoft 18 years to get to $100m ARR, and 18 years to a $1B+ exit. There should be a lot more billion+ acquisitions in Cloud and SaaS, if only because there are more decacorns to buy them.

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102

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

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. He went on to say, “Ultimately, we can track most issues to how we opened the engagement…” My immediate reaction was, “Well, yes, but…… ” I think too many managers don’t even look this deeply, but have similar views, the solution to all anemic pipelines is more prospecting.

Pipeline 90

Pipeline Territory Sales Prospecting 90

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. The power of machine learning guides teams to make better and more informed decisions.

CRM 90

CRM Technology Technology Strategize 90

Hubspot

NOVEMBER 4, 2020

I can guarantee you that this article will be absolutely eye-opening. It will provide actionable , research-backed insight that's proven to take your marketing copy from mind-numbing to mind-blowing. I know what you're thinking — "Wow! The language you just used was absolutely electric! I'm totally engaged and emotionally invested! I need to read this article and learn more about whatever it's discussing!

Electricity 101

Electricity Service Trust Product 101

SaaStr

NOVEMBER 2, 2020

Ok, it’s November now and it’s time to start getting excited for the second annual SaaStrScale.com 2020. SaaStr Scale is our growth-focused event with the best lessons learned from CEOs, CROs, CMOS, CCOs, and much more on how to scale to $1m, $10m, $100m, $1B ARR … and beyond! The core sessions are FREE and we have a very inexpensive workshop pass if you want to be mentored in small sessions by literally dozens of the top revenue and customer professionals in SaaS and Cloud.

Growth 99

Growth Start-ups Meeting Customers 99

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