Anthony Cole Training
JUNE 26, 2020
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.
Partners in Excellence
JUNE 25, 2020
We get so much about prospecting wrong. We reach out to people who are far outside our ICP, people we should never be talking to, wasting our/their time. We contact other prospects, only to pitch our products and services, ending with, “Are you interested, can I invite you to a demo.” We don’t do our homework, we don’t understand the customer, their challenges or where they might be interested in helping.
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Membrain
JUNE 24, 2020
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
SaaStr
JUNE 24, 2020
I’ve been investing just long enough now to see start-ups fall out of product-market fit. When I started blogging on SaaStr.com back in 2012 (!), I didn’t really think this happened. I thought folks got out-sold, lost to the competition, and even failed to evolve. But I didn’t get that apps with happy customers, and some real traction, could fall out of product-market fit.
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.
G2
JUNE 23, 2020
Blogger outreach is an effective way to tap a relevant audience and introduce your brand to a whole new set of readers.
Partners in Excellence
JUNE 24, 2020
When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. SaaS companies have invented their own versions of the numbers, including ARR, CLV, LTV, CAC, MRR, Churn, and so forth.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JUNE 23, 2020
One of the very firm SaaStr-isms what that while $0-$1m ARR is Impossible, and getting from $1m-$10m ARR is Unlikely … that getting from $10m to $100m ARR is Inevitable. Let’s take a look at a version of that basic math. Today, the very best SaaS companies are scaling faster than ever. Often 200% or even 300% at $10m ARR. Look at Zoom, Slack, Datadog, UiPath etc.
G2
JUNE 23, 2020
Want to know an overlooked truth about small business SEO?
Partners in Excellence
JUNE 22, 2020
Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). This is particularly frightening, when one recognizes customers don’t know how do buy, they wander through the buying process, going back and forth, starting and stopping, changing direction, getting lost.
Engage Selling
JUNE 25, 2020
There’s still time for you to make the most of the time you have.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
SaaStr
JUNE 25, 2020
One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. All the questions still hold today, interestingly. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. It works. Ready to hire your first VP Sales? But haven’t done it before?
Heinz Marketing
JUNE 25, 2020
By Win Salyards , Marketing Coordinator for Heinz Marketing. Generosity is one of our key values at Heinz Marketing. We work to live that throughout our customer experience and engagements. We believe our clients are our partners and should be treated as such, and part of that is celebrating significant life events with them. I was recently asked to review our client gift process so we could better respond and scale.
Sales Hacker
JUNE 26, 2020
We were caught in a perpetual struggle between Sales and Marketing. Sales blamed Marketing for not attracting enough high-quality leads , and Marketing claimed Sales wasn’t nurturing leads enough. There was a stark disconnect between one end of our pipeline and the other. Marketing never knew what happened to their inbound leads, and Sales would work with leads they knew nothing about.
Salesmate
JUNE 26, 2020
Capturing and sustaining buyers’ attention can be a real challenge in the SaaS world. With the rapid evolution of SaaS products, buyers’ expectations are also increasing. Besides, new players are entering the market and doing all that it takes to prove their mettle. And how can we forget the old players who are innovating and improving the user experience to maintain their position in the industry?
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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.
SaaStr
JUNE 21, 2020
Q: Can B2B sales ever be 100% automated? Of course it can. It is called self-service. And it works great, up to a point. The question is, do you want to do better than that? Do you want to sell deals much more than $299 / month? Prospects really want to a live human before putting much more than that, at least to start, on a credit card. Do you want to close more of the potential seats / revenue up front?
Heinz Marketing
JUNE 26, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. It is typical for companies to be given a marketing budget before setting sales goals for the year. According to the article B2B Budget Benchmarks: how much should you be spending on average 9-10% of the company’s annual revenue is allocated towards marketing efforts. But often, when I work with clients, I see a big disconnect between the sales goal and the ability to drive enough lead volume to meet the sales goal wi
ConversionXL
JUNE 24, 2020
Click fraud occurs when a pay-per-click advertisement is clicked on by a user with malicious or disingenuous intent. Click fraud first came to light in 2005, when several major cases were taken to court. However, it continues to poison marketing campaigns—and find its way into more and more courtrooms. Juniper Research estimates that click fraud cost advertisers $42 billion in 2019.
Salesmate
JUNE 23, 2020
Every business is revenue-driven. SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. This is a simple cycle of extending their stay in the market and compete. As a business, you have to start out with little expandable resources and you have to follow a strict plan of action for the customer base, the finance, the market research, and logistics!
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.
SaaStr
JUNE 22, 2020
These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some founder liquidity. And these days, the valuations where it is offered is creeping down a bit as bigger funds do earlier stage deals. It’s not out of the goodness of their hearts. It’s so they can buy more and/or win the deal.
Understanding the Sales Force
JUNE 25, 2020
You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.
SalesProInsider
JUNE 25, 2020
The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. These are actions you have control over, not your technology or your company policies. Conversations Not Sales Meetings.
Salesmate
JUNE 26, 2020
In our previous product update article , we gave you a glimpse of what’s coming in this month. This post specifically revolves around a very crucial feature that we all are very excited about. We are proud to announce that Power Dialer is officially accessible to our users in the freshly-introduced Boost Plan. Power Dialer is one of the most demanded features by businesses to ace their calling game.
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!
SaaStr
JUNE 26, 2020
Q: What are the lessons you learned from building an MVP for a startup? I worry about the term “MVP” in SaaS. The only thing I think that matters in an “MSP” — a Minimum Sellable Product. A product that gets at least 10 paying customers. Here’s what often happens with MVPs that aren’t yet MSPs in SaaS: They break and don’t scale. A hack often doesn’t work even under moderate load.
InsightSquared
JUNE 23, 2020
Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process. Some of them are actually useless and can be removed from the calendar, while others carry immense value, but lack the structure and accountability to realize it. . As a team leader, you hold weekly or biweekly pipeline reviews with every rep to gauge the health of their active deals.
Sandler Training
JUNE 23, 2020
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.
Predictable Revenue
JUNE 22, 2020
On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SaaStr
JUNE 20, 2020
Q: I’m Head of Product and I think our CEO is actively recruiting a VP of Product. What should I do? Go talk to your CEO. It’s totally fine to do that. You just … don’t know. A few additional thoughts and learnings: If you are potentially being “topped”, be a bit Zen about it. Don’t see it as a threat. It may mean you need to find another role, or another start-up at some point.
Partners in Excellence
JUNE 23, 2020
We struggle with achieving goals and producing results. Whether it’s prospecting or working a deal, we diminish our impact and results because we aren’t doing our homework and preparing ourselves and our customers/prospects to accomplish our shared goals. It starts with our prospecting and establishing new relationships. For example, this morning I get a LinkedIn invitation from someone in the ‘protection and counter-terrorism” field.
Salesmate
JUNE 24, 2020
A few weeks back, I had to call a bunch of people for the status of collaborations we are doing for Salesmate. I’ll be honest; I was a little bit pissed when I had to dial one number after another. And that was just seven calls. When I started thinking about this whole scene, I realized that I have a very little patience span. Second, what happens to sales reps who have to do this every single day with much more intensity!
Sales Hacker
JUNE 22, 2020
Does this question sound familiar… “Actually, can you make this out to our CFO?”. You’re closing a deal and after sending the order form to your so-called champion, you learn that they aren’t the one signing. The fate of your deal now depends on someone you’ve never met. To make matters worse, today is the close date of this forecasted opportunity and your manager asks you when it’s coming in.
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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
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