Anthony Cole Training

APRIL 23, 2020

Guest Blog Post from Gaia Hawkes.

Sales 201

Sales 201

Cerebral Selling

APRIL 20, 2020

If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging. In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. I’ve also provided some tactical advice on how to get them to pay attention.

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

SaaStr

APRIL 20, 2020

Never Quit If … 1. Never Quit If … You Have 10 Unaffiliated, Happy Paying Customers. And Aren’t Completely Out of Money. It’s almost impossible to get anyone to buy any new business web services. The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. You got 10 paying customers out of the ether, that aren’t your friends, folks that work at your old company, your old boss, etc.?

Growth 144

Growth Engineering CRM Service 144

Membrain

APRIL 22, 2020

The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.

Technology 131

Technology Technology Sales 131

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.

Sales

Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

Growth 180

Growth Sales 180

Sales Hacker

APRIL 22, 2020

I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second? I happen to have a knack for combining behavioral science with sales methodology to successfully help companies shift during times of uncertainty. Fortunately, that’s a skill I haven’t needed to use for twelve years, but here we are.

Sell 126

Sell Negotiate Contract Prospecting 126

Partners in Excellence

APRIL 24, 2020

I don’t mean to be insensitive to the challenges we all face in dealing with the COVID 19 pandemic. We all are struggling, individually, community-wise, and organizationally to stay healthy, to cope, and understand how to move forward. As we look at our own companies, every organization has had to reset their plans to adjust to the new realities presented by this global health and economic crisis.

Prospecting 122

Prospecting Pipeline Presentation Growth 122

Understanding the Sales Force

APRIL 20, 2020

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.

Sales 118

Sales 118

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Man oh man, how the world has changed so quickly! Whether your company has paused hiring, topgrading, still hiring, or will be in the future, having the right people for your business and stage will ALWAYS be a priority.

Objectives and Key Results 124

Objectives and Key Results Cross-sell Sales Clients 124

SaaStr

APRIL 19, 2020

Q: What are the Pros and Cons of Seed Investing? Seed investing is a bit of a sucker bet. At least on a relative basis to other types of venture investing. What do I mean? Well, the “good news” for seed investing is you should have a much lower entry price than a Series A-B-C investor. I.e., the earlier you invest, the lower the price. But … the benefits of that lower price is balanced against taking more risk (seed is earlier), and often and importantly, by much lower ownership.

Price 136

Price Start-ups 136

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.

Sales

Partners in Excellence

APRIL 23, 2020

We are experiencing the mother of all “trigger events.” No company, no community, no region is immune to the health and economic challenges created by the pandemic. We all have a compelling mandate to change. We–our people, our own organizations, our customers, our suppliers, our communities–are being forced to adapt and change.

Customers 122

Customers Territory Growth Sell 122

Heinz Marketing

APRIL 21, 2020

In the best of market conditions, companies that wait for a market opportunity to present itself aren’t likely to be successful. And yet, there are companies today in that position and with that strategy. Sure the future is uncertain and somewhat unknown, but that’s true always. There is never a clear path forward, never a guaranteed path to success, never clear sailing and calm seas for the foreseeable future.

B2B 115

B2B GTM Start-ups Education 115

Sales Gravy

APRIL 23, 2020

On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur. On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book,

Sales 114

Sales 114

SaaStr

APRIL 21, 2020

Q: What’s the Brutal Truth About Fundraising for Startups? The brutal truths are: Everyone wants to fund the same thing. The earlier stage you are, the more different folks will come to different conclusions based on very limited data. E.g., just the team. Or just a few customers. But almost everyone is still looking for the same thing. Unicorns.

Start-ups 122

Start-ups Trust Meeting Engineering 122

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Salesmate

APRIL 22, 2020

Imagine this, you are at a grocery store. You move ahead drifting a trolly with you. The first thing you want is a box of tissue. . Someone with an OCD has arranged a hundred boxes of tissue in a fine manner. You can see so many brands, so many colors, so many designs of tissue boxes. But, you pick one and turn it around…. And look at the price tag.

CRM 112

CRM Price Pipeline Growth 112

Partners in Excellence

APRIL 22, 2020

Over the past 5 or so years, it seems a large number of people think social media and social platforms are the future of sales and marketing. We’ve seen platforms like LinkedIn, Facebook, Instagram, Twitter skyrocket in terms of utilization. We (or at least I) get deluged with connection requests, followed by the inevitable prospecting messages.

Trust 111

Trust Promote Follow-up Up-sell 111

Membrain

APRIL 19, 2020

It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.

Pipeline 111

Pipeline Prospecting Sales 111

SaaStr

APRIL 23, 2020

By Kara Kennedy, G2 Director of Market Research. 88% of businesses have shifted to remote work due to the COVID-19 pandemic, leading us all into uncharted territory. G2’s research team wanted to better understand how the pandemic is impacting software spend and usage, so we conducted a survey to find out. We found that as customers grapple with how to support their teams and keep the lights on, they’re turning to new software tools to maintain their competitive edge.

Sell 118

Sell Territory Up-sell Launch 118

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.

Product

Sales Hacker

APRIL 24, 2020

It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert. According to Salesforce, an average of 58% of the deals in your pipeline will stall.

Pipeline 110

Pipeline Prospecting Cold Call Contact 110

Salesmate

APRIL 21, 2020

It is nerve-wracking for many to take the real estate agent test. However, that’s just a sneak peek into the challenging real estate world. . You might study and pass the exam, but surviving and being successful as a realtor would surely be a challenging task. 87% of Real Estate Agents Fail in the First 5 Years. Well, that’s scary! Isn’t it? I don’t intend to scare you, but we can’t even ignore the truth.

Real Estate 110

Real Estate Contract CRM Appointment 110

Heinz Marketing

APRIL 24, 2020

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Your CMO walks over to your desk and tells you there is a board meeting next week and the leadership team needs to know what the ROI of that big event your team spent $100K on last quarter has been. Do you have that data ready? What if she asks how many qualified leads that event generated for the sales team?

Tradeshows 108

Tradeshows Campaign Represent Start-ups 108

Partners in Excellence

APRIL 20, 2020

The current global health and economic crises have spawned 100’s of articles and webcasts about how sales, marketing, and business professionals should deal with the circumstances we find ourselves in. I’ve contributed my share of articles to that discussion. These articles all offer variants on the theme of, “What must we do to help our customers and our organizations manage through the current crises?

Presentation 104

Presentation Sell Customers Sales 104

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!

GTM

Sales Hacker

APRIL 23, 2020

The state of business and sales today is uncertain. We’re all talking about it, and we’re all doing our best to adjust to the current crisis. What we’re not talking about as much is the aftereffect of this crisis and prepping for what this will mean for sales. We hope everything will snap back as soon as possible when bans are lifted, and people can get back to in-office and face-to-face work.

Product 107

Product Niche Inside sales Prospecting 107

Outreach

APRIL 20, 2020

How many times have you started an email or call with, “Hope all is well during these crazy times.” If you’re like me, you’re starting to hate yourself just a little bit more because of how much you’re repeating yourself on Zoom calls in an attempt to have a normal conversation during these crazy times (see, I did it again). The fact is, these are unprecedented times and we’re all trying to find ways to cope both personally and professionally.

B2B 102

B2B Retail Sales Trust 102

Heinz Marketing

APRIL 18, 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. Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now. No need to panic, here are some helpful tips for getting those prospects calling.

B2B 102

B2B Pipeline Technology Technology 102

Hubspot

APRIL 23, 2020

When HubSpot surveyed a handful of business leaders within our customer base, we discovered that most expect to see "somewhat slower" or "much slower" growth in the next year as a result of the global pandemic and economic climate. Data from our more-than 70,000 global customer base supports business slowdown predictions. In the first few weeks of the crisis, we saw that while sales outreach has increased, response rates and deal volume dropped to new lows.

Non-Profits 101

Non-Profits Education Clients Growth 101

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

InsightSquared

APRIL 21, 2020

Very quickly the world has been forced to communicate virtually. We are fortunate to be in constant communication with our coworkers, customers, and prospects using video sharing and other communication platforms. However, this practice, while not completely foreign, is not the norm for many businesses. There are certain hurdles to overcome if you want to keep your business running like a well-oiled machine. .

Meeting 99

Meeting Follow-up Start-ups Prospecting 99

The 5% Institute

APRIL 24, 2020

Selling services can sometimes feel a bit harder than selling other product types. Generally, when selling services, you’re selling the invisible; an intangible outcome or result of some kind. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why when selling services, you need to have a slightly different format and process to close more consistently.

Service 98

Service Closing Sell Objectives and Key Results 98

Score More Sales

APRIL 21, 2020

Will all your sales team go back to working out of the office?

Sales 98

Sales 98

Hubspot

APRIL 23, 2020

Acquisition marketing campaigns are critical to bring in new customers and revenue. At HubSpot, we run these campaigns quarterly. Despite the rapid cadence, every quarter we work to create new, remarkable ways of reaching, informing, and converting our audience. I wrote this post to share with you how we crafted our latest acquisition campaign to hit and exceed our acquisition targets.

Campaign 101

Campaign Promote Strategic planning Follow-up 101

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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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