Anthony Cole Training
SEPTEMBER 23, 2020
Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect.
Membrain
SEPTEMBER 23, 2020
Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.
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SaaStr
SEPTEMBER 21, 2020
So our SaaStr Digital events since March have been wildly successful — much more than we expected. With 100,000+ total attendees, and probably 200,000+ including on social, we’ve had a ton of fun and learned a lot, from the CEO of Slack, Box, PagerDuty, Unsplash, and so, so much more. Our next big Digitial Event will launch next week, SaaStr Scale 2020 on Dec 8-9.
Heinz Marketing
SEPTEMBER 19, 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. Critical Elements of Proactive Client Retention. Of all the clients who changed suppliers in 2019, 68% did so because they no longer felt valued by the supplier.
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.
Understanding the Sales Force
SEPTEMBER 21, 2020
Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity.
Membrain
SEPTEMBER 20, 2020
There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
SEPTEMBER 22, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Listening is the ability to accurately receive and interpret messages in the communication process. Listening should not be confused with hearing, they are two different words with two different meanings. A few months ago, I listened to Dorie Clark’s LinkedIn Learning session, Improving Your Listening Skills , and there were a few things that stood out to me.
Partners in Excellence
SEPTEMBER 24, 2020
When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What are the consequences of doing nothing? What are they trying to achieve? Why is this important to you and the organization? We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative.
ConversionXL
SEPTEMBER 23, 2020
Consumer shopping behaviors have changed dramatically since the onset of the coronavirus pandemic, with ecommerce retailers seeing unprecedented growth in traffic and sales. While retail stores are slowly beginning to reopen, many consumers have made online shopping their new default. Some 71% of U.S. adults plan to do more than half of their holiday shopping digitally this year.
SaaStr
SEPTEMBER 22, 2020
We recently brought together Denise Persson, CMO @ Snowflake , Emil Eifrem, CEO @ Neo4j , and Spencer Kimball, CEO & Co-founder @ Cockroach Labs, to discuss the future of data infrastructure in the Cloud. In undergoing a sudden shift this year to the cloud of the future, these three leaders discussed 3 main paradigm shifts: #1 Everything is moving to the cloud. #2 Data is becoming a strategic asset. #3 We are in the midst of a big generational shift when it comes to data infrastructure.
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.
Salesmate
SEPTEMBER 22, 2020
As a sales rep, your efficiency is measured on how well you can attain the sales quota. Without a healthy pipeline, it becomes difficult to achieve those sales quotas. You end up receiving negative feedback during the sales performance review. “ 57% to 67% of salespeople miss their sales quota every year. Sales success begins with effective prospecting.
Partners in Excellence
SEPTEMBER 24, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear? Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell?
Engage Selling
SEPTEMBER 25, 2020
Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily.
ConversionXL
SEPTEMBER 22, 2020
“Guest posting,” done right, isn’t a dirty word. I’ve used guest posting to build my brand and set up my own link-building agency. But as the saying goes, there’s no such thing as an overnight success. Throughout my career, I’ve received hundreds of rejections on the journey to landing a few big wins. While rejection comes with the territory, you can do a few things to improve your chances of success.
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Force Management
SEPTEMBER 24, 2020
With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat. The key to ensuring your change initiative’s success is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes.
Partners in Excellence
SEPTEMBER 23, 2020
“Let’s partner,” or many variations on the theme appear in a large number of the LinkedIn and email communications I receive. We all know that’s just another term for “I’d like to sell you something.” Perhaps it’s my sadistic nature, but every once in a while, toying with someone who sends a particularly strongly worded “partnering” message, I often respond, “It would be great to partner.
Engage Selling
SEPTEMBER 25, 2020
Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker.
Sales Hacker
SEPTEMBER 22, 2020
Multi-threading. We’re all hearing lots about it lately. But what I’m not seeing are very many tactics on it. I thought I’d fix that. Consider this your No-BS, leave-the-fluff-behind guide to things you can start doing today to multi-thread your deals. But hold up, Andrew. What is a multi-threaded deal? The concept is simple. We all know it: nine times out of ten, you have to pull in multiple stakeholders to get a deal across the line.
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.
Selling Power
SEPTEMBER 23, 2020
Imagine a deal where every step has been confirmed by the customer. A deal where the close date is the same date forecast in Salesforce, and where there are no surprises from a new stakeholder at the last minute. That’s the promise of a Mutual Action Plan (MAP), a document shared between the seller and the buyers detailing everything that each side must do to make the deal happen.
ConversionXL
SEPTEMBER 24, 2020
In the big picture, “conversion optimization” boils down to getting more of the right people clicking on the things you want them to click. Dave McClure’s conversion metrics visualize where different conversion optimization opportunities lie—including those for acquisition. ( Image source ). Acquisition focuses on how to grab attention in a very crowded content environment.
Heinz Marketing
SEPTEMBER 25, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Recently, I was doing some SEO keyword research, and it showed people are confused between the sales funnel and sales pipeline; many people believe they are the same based on search behavior. Understanding the difference is important for B2B sales and marketing. Companies will spend many resources to fill a sales funnel with leads, but forego the fundamental elements that create a predictable pipeline.
Sales Hacker
SEPTEMBER 24, 2020
The product you were selling six months ago is not the product you’re selling today — not if you’re improving it correctly. The team that was selling product six months ago is not the same team out there hustling leads today? —? not if you’re hiring and training right. That’s why targeting people who were interested enough to sit down with you, but never pulled the trigger is the perfect way to pull leads and big wins out of your existing database.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
SEPTEMBER 24, 2020
You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? That when you make a mis-hire, you'll always look back and say you should have made a change 3-4 month earlier? Well, everyone is right. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 24, 2020. A lot of classic SaaStr advice has been how to spot the best potential VPs.
RAIN Group
SEPTEMBER 23, 2020
How many times have you received a prospecting email or phone call and said, "Sure, let's meet right away?". If you're like most of us, it probably doesn't happen very often. If you're on the other side and the one sending emails or making calls, what's your success rate? Probably pretty dismal. Congratulations! You're like most of the people we surveyed.
Heinz Marketing
SEPTEMBER 21, 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.
Hubspot
SEPTEMBER 24, 2020
We've talked about it before, but diversity, inclusion, and belonging shouldn't be about filling a quota. Instead, the goal should be to foster a true sense of belonging among your team, which is likely filled with people from all backgrounds. One way to do this is by using inclusive language. Whether it's intentional or not, we all carry implicit biases in our everyday language.
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.
Sales Hacker
SEPTEMBER 24, 2020
The post Evolving Your Revenue Strategies for 2021 Growth appeared first on Sales Hacker.
ConversionXL
SEPTEMBER 22, 2020
At a certain point, the results from your A/B testing will likely slow down. Even after dozens of small iterations, the needle just won’t move. Reaching diminishing returns , is never fun. But what exactly does that mean? In most cases, you’re probably hit a local maximum. So the question is, what do you do now? If you’ve hit a local maximum, it doesn’t mean you should just give up.
Partners in Excellence
SEPTEMBER 20, 2020
I was having a conversation with a very good sales person. We were speaking about a very competitive, difficult deal. The conversation started with “value.” I asked questions about what the customer was trying to do, the results they expected, and the business impact. The sales person answered some of my questions about what the customer was trying to do—-but the conversation started getting diverted.
Hubspot
SEPTEMBER 23, 2020
As the HubSpot Blog's Audience Growth Manager, one of my duties involves developing highly shareable blog posts that pull in non-organic traffic from sources like email, social media, and other websites. Through building non-organic traffic tactics for my team, I've learned that referral traffic -- which comes from other sites backlinking to our content -- can majorly benefit the overall blog site.
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