Force Management
DECEMBER 10, 2020
Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.
Membrain
DECEMBER 9, 2020
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
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SaaStr
DECEMBER 10, 2020
I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc. Basically, in SaaS, everyone “gets” that they need a VP of Sales.
Understanding the Sales Force
DECEMBER 9, 2020
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides.
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G2
DECEMBER 9, 2020
In a world where new businesses are popping up every day, brand visibility is everything.
Membrain
DECEMBER 6, 2020
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
DECEMBER 9, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. This year has brought a lot of challenges across the globe due to the spreading virus. Many businesses have had to shut down, and a lot more folks have lost their jobs. My heart reaches out to families who are not able to make ends meet due to lockdowns in various places around the world.
Salesmate
DECEMBER 11, 2020
Amidst the ferociously competitive market in the insurance sector, you need a way to stay on top of your game. When you’re on the path of growth, you need to capture and nurture every prospect. And the key to accomplishing that is effective communication, which you can achieve only when you have access to a simplified way of managing your work process.
A Sales Guy
DECEMBER 7, 2020
It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years.
SaaStr
DECEMBER 9, 2020
At @Mailchimp , US customers’ email marketing activity is up 15% since the beginning of the pandemic compared to the same time last year. Email will continue to be an effective way for entrepreneurs to connect with their audience and meet them where they are in 2021 and beyond. [link]. — Ben Chestnut (@benchestnut) November 12, 2020. These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there
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.
Heinz Marketing
DECEMBER 11, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. The inbound methodology is creating and distributing content utilizing marketing channels like organic search, social media, blogging, lead nurturing, and live chat, to name a few. Inbound marketing focuses on providing content to the buying committee responsible for making a purchase decision for your services or product.
Sales Hacker
DECEMBER 11, 2020
Both my grandmas came to America with nothing. They had to work hard for a better life. Sales works the same way. Your prospects owe you nothing. And if you want to be successful in business, you need to take massive action. In this post, I will share my ultimate checklist for winning at business (and life) — curated by life lessons I’ve learned from both of my grandmothers.
Partners in Excellence
DECEMBER 11, 2020
There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” Sadly, I’m not certain we consciously consider this issue enough. This question is the foundation of our engagement customer engagement strategies. It gets customers to think about how our solutions might be a better fit than our competitors.
SaaStr
DECEMBER 8, 2020
In both my start-ups, I was constantly worried about losing all my investors’ money. The first time, my first start-up which we haven’t talked much about, NanoGram Devices, I mainly worried about it because I realized we’d almost never have enough capital to achieve our long-term goals. So, FBOW, we sold for $50,000,000 after 12.5 months.
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Heinz Marketing
DECEMBER 5, 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. CX for Gen Z: How to Appeal to the Youngest Generation of Customers. An in depth look at Gen Z and how to tailor your CX strategies for this next generation of customers.
Sales Hacker
DECEMBER 10, 2020
There is an art to writing a great proposal. You need to think carefully about what you have to offer and create a well-written, properly structured proposal that effectively sells your services. Fortunately, you don’t have to start from scratch! In 2019 we had 439,332 business proposals created using our Better Proposals platform. And by analyzing each of these proposals, we’ve discovered several tips and tricks that set successful proposals apart from the rest. #1 The Executive Summary I
Anthony Cole Training
DECEMBER 10, 2020
Selling is hard. Especially with the easy access prospects have to critical decision-making information. However, the struggle often begins with how and what we think. In this blog, Tony discusses the personal beliefs and myths that often get in the way of a sales persons ability to see greater overall success.
SaaStr
DECEMBER 7, 2020
Ok the Best But Craziest Year Ever for SaaS isn’t quite over, but as it drives to a conclusion, we thought it would be worth looking back at top posts you may have missed in 2020. Let’s take a look at the Top 10 of 2020: 1. “The Era of the SaaS Decacorn is Here” That’s for sure. Many Cloud leaders grew 500% or more this year.
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.
Outreach
DECEMBER 10, 2020
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Sandler Training
DECEMBER 11, 2020
Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong. The post How to Succeed at Sales Enablement in 2021 [PODCAST] appeared first on Sandler Training.
Sales Hacker
DECEMBER 7, 2020
Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. But how have the processes and techniques of salespeople changed in the modern world?
SaaStr
DECEMBER 9, 2020
We try to use Twitter, in part, as a true micro-blogging platform to share some learnings and insights in 280 characters or less. What were the top 25 Tweets of 2020, so far? Let’s take a look: Folks join startups for many reasons. Career advancement. Speed. A great boss. A great mission. Less bureaucracy. To make money. But really, it is for a sense of purpose.
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Gong.io
DECEMBER 10, 2020
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Look at your pipeline. How many DMs do you have? No, not direct messages. . I’m talking about Decision Makers. DMs. .
Sandler Training
DECEMBER 11, 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 #49 – Leave Your Child in the Car [PODCAST] appeared first on Sandler Training.
Understanding the Sales Force
DECEMBER 10, 2020
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.
SaaStr
DECEMBER 11, 2020
Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. But, with up to 1 million ISVs crowding the $528 billion cloud services market by 2027 , vying for the most strategic route to meet your customers’ demand depends entirely on how
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.
Selling Power
DECEMBER 9, 2020
Perhaps you’ve heard the old saying, “This product sells itself.” Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation!
Partners in Excellence
DECEMBER 9, 2020
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth. But in each of these reviews, there is a common pattern. Whenever I ask the questions, “What is the customer trying to do, What are they seeking to change about how they grow their businesses,” the responses follow a similar pattern. “They need to buy data
Understanding the Sales Force
DECEMBER 7, 2020
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.
SaaStr
DECEMBER 8, 2020
Just get there. Blackline is worth $7 Billion pic.twitter.com/PmdU6Zf4sD. — Jason BeKind Lemkin (@jasonlk) December 7, 2020. Sometimes, it makes sense to sell your company. Or pack it in. Or move on to the next thing. And yes, no one could have predicted the run we’ve seen in Cloud in the past few years. But take a look at these examples: Marketo (and Hubspot): Founded 2006.
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