Anthony Cole Training
DECEMBER 3, 2020
Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.
Membrain
NOVEMBER 29, 2020
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.
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ConversionXL
DECEMBER 2, 2020
Get a chicken. Cook it until it’s perfectly done. Reduce the jus to a nice pan sauce. Then finish it with some butter until it has the right balance of flavors. Enjoy. This is a useless recipe, but it’s not wrong. It assumes, however, that accurate advice on what you should do is as valuable as advice on how to do it—the “Should-How Fallacy.” But being right doesn’t create value; empowering others to succeed does.
Partners in Excellence
NOVEMBER 29, 2020
I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. We develop scripts and templates, that help us leverage those practices and experiences that have worked, minimizing those that don’t work.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Heinz Marketing
NOVEMBER 28, 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 Build a Career Path in 3 Steps. It’s important to forge a career path rather than let yourself get too comfortable and complacent.
Membrain
DECEMBER 2, 2020
Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
DECEMBER 4, 2020
Imagine watching a basketball game without a scoreboard. It would be nearly impossible to understand what was happening or who was winning. Now imagine playing in that game. It would be difficult to know how far behind or ahead you were, how much time was left, or what you needed to do to win. That’s what selling without a sales dashboard is like. But a sales dashboard is only useful if it’s done well.
Heinz Marketing
DECEMBER 2, 2020
By Maria Geokezas , VP of Client Services. It is a simple concept. Difference Makers make a difference. In times of upheaval, such as the current health scare, social justice and political situations, the difference between teams that emerge as victors and others that seem stuck comes down to the Difference Maker. What, Exactly is a Difference Maker?
Salesmate
DECEMBER 4, 2020
Customer experience is the heart of any business. The kind of support you provide to your customers is as important as your services. Hence, every business needs a helping hand that makes sure they provide the best experience to their customers and create a repeatable cycle of customer satisfaction. One handy way of ensuring the best services for any business is using a Customer Relationship Management software that enables timely services as well as personalized experience for their customers.
SaaStr
NOVEMBER 30, 2020
There’s a fun — and very lucrative and rewarding — exercise I like to go through with most of the startups I work with. It’s goes like this: First, who’s your largest customer? OK. Now, do you have a prospect in the pipeline that’s somewhat similar? You do? Great. Now … On that deal … go quote twice your highest price ever.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
DECEMBER 2, 2020
The pandemic and associated economic disruption has forced all of us to reinvent how we work. Whether it’s within our own organizations, with customers, partners, or suppliers, everything has come up for grabs. We have had to rethink everything we do. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic.
Understanding the Sales Force
DECEMBER 1, 2020
Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.
Heinz Marketing
NOVEMBER 30, 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.
SaaStr
DECEMBER 2, 2020
My 7 top tips to increase sales quickly. Hire a great VP of Sales. Yes, I am a broken record here. But I’ve seen it 100+ times. Hire a great VP of Sales, and even if nothing else changes … she’ll increase the revenue per lead by 20–100%+. In one sales cycle or less. More here: How My VP, Sales Doubled Our Sales in 90 Days. And No, It Wasn’t… Raise prices 20% — on new customers.
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Salesmate
DECEMBER 3, 2020
As a manager, you wouldn’t like to see poor sales results. However, declining sales graphs isn’t a pleasant sight for your sales team too. Constant failure leads to demotivation. They aren’t able to think clearly due to low morale. Demotivated sales reps find even the simplest of tasks challenging. Being the head of the team, you need to empower your sales team and boost their morale.
Engage Selling
DECEMBER 4, 2020
This year has been all about adapting quickly to unexpected events.
Partners in Excellence
NOVEMBER 30, 2020
I’m a great fan of the Marvel Comics Super-Heroes. Particularly, Iron Man, Spider-Man, Black Panther, Jessica Jones, and the collection of heroes in the Avengers. They are, virtually, invincible, which is what makes the super-heroes. But they aren’t always on. They knew they had to take breaks, recovering from whatever their last world saving battle was, strategizing and thinking about the next.
SaaStr
DECEMBER 1, 2020
We’ve talked a lot on SaaStr about the damage a bad VP of Sales can do. They often make things much worse than they were before — and burn a year and half of your capital doing it. More on that, and the line between Great, Good and Bad here : But what if you are struggling to just find a Good VP of Sales … should you hire an Interim one?
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.
Salesmate
NOVEMBER 30, 2020
Potential buyer – Hello. Sales rep – Hello, I am Kelam, calling from Ace Interno; we are a B2B portal, holding six years of………. (Buyer hangs up the calls). Oops! This is what happens when sales conversations commence with a boring introduction. Nobody has time in this busy business world. People repel to uninteresting sales conversations; they find interruptive, infuriating, and a waste a time.
RAIN Group
DECEMBER 1, 2020
As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.
SalesHandy
NOVEMBER 28, 2020
For a sales team to continually nurture and close — B2B lead generation plays a crucial role in enabling the process. Over 60% of marketers believe generating quality leads to be one of the biggest challenges they face. . A single best channel or method to generate leads doesn’t exist. It’s often a mix of multiple organic and paid channels. These combine to generate a steady stream of sales leads within the best performing teams. .
SaaStr
DECEMBER 2, 2020
So this 5 Interesting Learnings post is a bit bittersweet. We’ve recently checked in with a bunch of our Cloud and SaaS favorites as they cross $1B in ARR: 5 Interesting Learnings from Zendesk. As It Crosses $1B in ARR. 5 Interesting Learnings from HubSpot as It Approaches $1 Billion in ARR. 5 Interesting Learnings from RingCentral. As it Approaches $1B in ARR. 5 Interesting Learnings from Palantir at $1 Billion in ARR.
Advertiser: ZoomInfo
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Salesmate
DECEMBER 1, 2020
The other day I was speaking to one of my friends who’s a startup owner. She was infuriated speaking to people who sounded too salesy. As a startup owner, she was looking for a solution to streamline her business operations. Sadly not even one sales rep showed interest in understanding the problems she was facing. All she could hear was self-centric sales pitches.
Sales Hacker
DECEMBER 3, 2020
Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. And with the industry being as competitive as it is, you’re bound to run into conflict. Dealing with difficult managers, coworkers, and even clients can add a lot of extra stress to your day-to-day work. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.
Hubspot
DECEMBER 3, 2020
Are you seeing a lower return of effort for traditional premium content like whitepapers, webinars, ebooks and more? Alternatively, do you find the biggest results just aren't there for the amount of work you put into the creation? If so, you're not alone. While these offers can provide in-depth insights for prospects, not every prospect sees the value in them.
SaaStr
NOVEMBER 29, 2020
Start-ups aren’t democracies, no matter what some employees may think. The CEO is the CEO, and the founders are the founders. But start-ups also aren’t IBM or Cisco. Or even, anything like DropBox or Slack or Box or Hubspot, not organizationally at least. From 1-10 employees, it’s a family. After 150 or so, somewhere in there, it starts to become a traditional hierarchical structure.
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.
Engage Selling
DECEMBER 4, 2020
As the pandemic continues, client retention is more important than ever before. Let’s discuss three ways you may be repelling your clients, so you can avoid this behavior and keep them! 1.
Highspot
DECEMBER 3, 2020
If you’re just getting started with developing a prospection motion, you might be wondering how to get your buyer’s attention and create conversations with them. The answer lies in an organized sequence of outreach deployed across multiple media with a strong, value-based offer that will compel the buyer to act. In other words, you need an Attraction Campaign.
Hubspot
DECEMBER 3, 2020
When it comes to creating reports for your data , sometimes a pre-built dashboard, table, or template will do the trick. But what happens when your current tool doesn’t have a pre-built report that meets your needs or includes the metrics and dimensions you want to use? Well, that’s when a custom reporting tool comes in handy. What are custom reporting tools?
SaaStr
NOVEMBER 28, 2020
What is the minimum projected annual revenue in the exit year and projected exit valuation for a startup to be investable from a VC? For most “traditional” U.S. VCs doing early-stage investment, the goal is simple: At least 1 investment out of every 20 or so per fund needs to be worth $1 Billion or more within 10–15 years. If that happens, the math generally works out.
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