Iannarino
JUNE 11, 2022
Spend any amount of time on LinkedIn or some other social channel, and you will find all kinds of sales-related content, whether it is a blog post, a new technology all the best companies are using, or a grouchy vice president of sales bragging about how they refuse to take cold calls while requiring their sales force to make the very same calls he won't take.
SaaStr
JUNE 13, 2022
Ok, I know the title sounds a bit controversial, but bear with me, it’s not. Metrics are critical in SaaS, and you need to track them fastidiously. But it’s also important to focus on the right metrics, at the right stage, and not obsess about the less important ones at the wrong times. And I’m going to suggest two that will worry you a lot as you scale — Churn and Sales Cycle — you should track, but not obsess over, until you are well, well past initial traction,
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David Meerman Scott
JUNE 13, 2022
David Gelles new book The Man Who Broke Capitalism is an account of how Jack Welch gutted the heartland and crushed the soul of corporate America - and how to undo his legacy. I learned a ton from this book, and it made me think a lot about the different ways that businesses can be run.
Anthony Cole Training
JUNE 16, 2022
Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.
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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.
Iannarino
JUNE 15, 2022
There are a number of sales beliefs that are so well known they are accepted as a matter of faith. Expressing a different belief, or suggesting that one of these long-accepted tenets might not always be true, makes you a heretic. Devotees of such rigid sales beliefs observe axioms like, "You have to ask the client about their problem" and "You have to ask the client to explain their pain.
Veloxy
JUNE 13, 2022
Now that field sales is making a comeback post-Covid, road warriors are clamoring for a better way to mobilize and visualize their Salesforce data. Making up for lost time and revenue is no easy task. So what’s the solution? Sales managers are looking to empower their field teams with MORE sales technology than ever before. In this year’s State of Field Sales Report , more than half of the solutions that are being deployed to sales reps are making Salesforce data MORE actionable on smartpho
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JUNE 13, 2022
In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. These sales stages will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Iannarino
JUNE 13, 2022
You know cold calling can work… maybe you just haven’t seen it for yourself just yet. And that’s not for lack of trying.
SaaStr
JUNE 17, 2022
So no source of funding data is perfect. Essentially every source lags, because deals are often reported far after they close. Most unicorn press releases you see were closed months ago. But AngelList’s data is probably as up-to-date as you can get. The data is more recent than most sources, since it is self-reported by the investors in the round and on the AngelList platform.
ConversionXL
JUNE 16, 2022
Consistency is the cornerstone of good marketing. You only have to look at top brands to see this in action: Apple’s sleekness, Coca-Cola’s playfulness, Disney’s magic. Consistency is equally critical for startups. Stacked Marketer turned a free newsletter into a six-figure revenue generator by staying actionable, convenient, and entertaining. Being consistent earns trust and cements brand status—qualities that add 10–20% to your overall growth, according to LucidPress research.
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.
Membrain
JUNE 12, 2022
We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?
Iannarino
JUNE 16, 2022
What causes a prospective client to choose to buy from one salesperson instead of another? What creates the preference to buy from one and reject another? Why does one salesperson easily acquire a second meeting while another leaves without a second meeting on the prospective client's calendar? How is it possible for one salesperson to be able to successfully lead the client through the conversations they need to have while another has to follow the client's lead?
Martech
JUNE 15, 2022
During my MarTech Master Class workshop, “ The Right Way to Buy Marketing Technology ,” I received a very interesting question from a participant. What five things do you think will remain unchanged about marketing technology in the next ten years? The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.
SaaStr
JUNE 11, 2022
How frozen the venture markets are, roughly, by stage: Crossover: 95% Growth: 85% Series C: 75% Series B: 65% Series A: 50% Seed: 33%. — Jason BeKind Lemkin #???????????? (@jasonlk) June 9, 2022. So what exactly is going on in SaaS? On the one hand, Salesforce, Okta, Datadog and more are reporting record earnings. Salesforce is growing faster at $30 Billion in ARR than it did at $20 Billion in ARR!
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!
Partners in Excellence
JUNE 13, 2022
Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. We can understand this, in the last two years, it’s been difficult to separate our work and personal lives.
Iannarino
JUNE 12, 2022
Everything good that happens to a salesperson starts by meeting a stranger and engaging in a number of conversations. When sales organizations or salespeople struggle to grow their revenue, it is almost certain they are not meeting enough strangers or they are not effective enough in the conversation to create a new opportunity for the stranger. Even though you might record an "opportunity" in your CRM after a first meeting, the opportunity belongs to the client, as they are the one who experien
Martech
JUNE 17, 2022
Earlier this month, Scott Brinker revealed the 2022 Stackie Award Winners. The Stackies are a contest for organizations to submit a visual illustration of their martech stack. This year, five different winners were selected. My favorite part of the Stackies is observing all the different ways organizations choose to organize and catalog their martech stacks.
SaaStr
JUNE 15, 2022
So it wasn’t that long ago we checked in with Sprout Social, but when we did in June 2021 , the public markets were at their peak for SaaS and Cloud stocks. And Sprout Social seemed like an interesting but small SMB player. But fast forward to today, and Sprout Social is one of the winners in the current market dynamics. It’s sitting at a $2.6B market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!!
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!
ConversionXL
JUNE 16, 2022
You should be dedicating resources to encouraging each new and existing customer to increase their spending. If not, you’re missing out on a play that can deliver exponential returns. Recommending additional products or services can help customers solve problems while upping their investment. This will improve customer lifetime value (CLTV), making customer acquisition costs (CAC) healthier.
Iannarino
JUNE 17, 2022
Inside the sales conversation, there are four levels of value: The first level of value is the conversation is sharing information about your product or service. While it's important to offer something good, starting the conversation with your product or service makes your contact treat you like a commodity.
Martech
JUNE 17, 2022
An identity resolution platform can be a key tool to enable brand marketers to understand with confidence who their customers are and how to comply with the increasing patchwork of consumer privacy regulations. But how do you decide which platform is the right one for your organization? For starters, once you have determined that enterprise identity resolution software makes sense for your business, spend time researching individual vendors and their capabilities by doing the following: Create a
SaaStr
JUNE 17, 2022
There are pros and cons to being cash-flow positive. In an ideal world, you’d experience both hyper-growth, and free cash flow from almost Day 1. If you’re Freemium and hit it big, fast, in fact it can work that way. See, e.g., Calendly, Zapier, etc. The reality is though, in SaaS, especially if you are primarily sales-driven, that’s often gonna be tough.
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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 Gravy
JUNE 12, 2022
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.
Iannarino
JUNE 14, 2022
The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to sales, one that is now too transactional and devoid of any real value for the client. The book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , appeals to those who are already One-Up, giving a name to what great salespeople have always done.
Martech
JUNE 14, 2022
E-commerce activity has grown substantially over the past two years. While online shopping was already primed for healthy growth over the next decade, the COVID-19 pandemic accelerated any past projections. Globally, e-commerce sales saw a 27.6% growth rate throughout 2021. With these growth numbers, Insider Intelligence expects that the worldwide e-commerce market will reach $5 trillion in 2022, and $6 trillion will be hit only two years later in 2024.
Force Management
JUNE 15, 2022
While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.
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.
SaaStr
JUNE 12, 2022
There was one thing prospective sales reps would say in an interview that always chilled my spine. It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., WebEx-type environments). They’d say this: “Those type of leads just Wasted My Time.” Sigh. Yes, I guess it’s technically true.
Heinz Marketing
JUNE 11, 2022
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. 6 Reasons Your Marketing Copy Isn’t Converting — and How to Fix Each One.
Martech
JUNE 13, 2022
Is marketing attribution a mythical unicorn? Or is it possible to measure the performance of your marketing, including the parts you can’t see? The fog of marketing. Marketing attribution is the “fog of marketing” that all marketers wrestle with in attempt to square the circle and make sense of the customer’s decision journey. It’s essential for understanding how your marketing is performing and how much each channel is contributing.
Engage Selling
JUNE 17, 2022
Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.
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.
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