ConversionXL
OCTOBER 27, 2020
On October 15, Google announced that it will integrate more artificial intelligence into its search algorithm, improve visual search, and work on 3D search functionality. When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for.
Membrain
OCTOBER 25, 2020
Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.
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Partners in Excellence
OCTOBER 28, 2020
A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.
Understanding the Sales Force
OCTOBER 26, 2020
The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.
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.
Anthony Cole Training
OCTOBER 29, 2020
What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.
Sales Pop!
OCTOBER 27, 2020
At the very heart of running a sales, pipeline is opportunity management. Opportunity management consists of, first, setting up a sales process. This means knowing the various stages that your opportunities pass through, from lead all the way to close. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
OCTOBER 27, 2020
“To keep you honest, and help the entire company and team keep track of how you are really doing … build a simple, rolling, “L4M” (Last Four Months) model. It just takes minutes.”. The Power and Honesty in a L4M Model. Build One Now. | SaaStr [link]. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. One thing I see most SaaS companies do a pretty poor job of until they have a great finance team is a go-forward model.
Heinz Marketing
OCTOBER 28, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. The State of B2B Events. Since March 2020, the in-person event playbook has been thrown out the window – along with most other ideas of predictability and normalcy. But in the absence of physical events, virtual events have risen to fill the void. The question is: Have they succeeded? In the time since, businesses have not only transitioned employees to work from home – but entire business models have also been adjusted to effectively
Membrain
OCTOBER 28, 2020
Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.
The 5% Institute
OCTOBER 26, 2020
Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your closing rate, as well as your mindset. What Vs How – Does It Make A Difference? The Difference Between What Vs How.
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.
SaaStr
OCTOBER 26, 2020
Your marketing site has to be: Clearer Simpler More Obvious More Up-to-date Better designed Easier to contact Faster Slicker Better Informing. Than your actual product. Yet, it's almost always not. — Jason BeKind Lemkin (@jasonlk) October 25, 2020. When a new head of marketing joins a start-up and the first thing they want to do is “refresh the marketing site”, I always quietly groan a bit.
Heinz Marketing
OCTOBER 27, 2020
By Maria Geokezas , VP of Client Services. More organizations, like Microsoft and Google, have recently extended their work-from-home mandates into 2021. There are many others, who like us, have decided to adopt a broader policy to work remotely indefinitely as the new normal. Ensure Remote Workers Thrive. When business leaders decide to pursue a remote work environment, initial considerations focus on protecting or enhancing productivity and communication for co-workers who are not in the same
Sales Hacker
OCTOBER 30, 2020
You’re on top of the world. The orders are pouring in. And with every sale, customers aren’t just buying your product or service, they were buying YOU. It feels great… at least until it doesn’t. Because a month or two later, things dry up. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? It’s the feast or famine trap.
The 5% Institute
OCTOBER 28, 2020
In this guide, you’ll learn the exact sales process flowchart steps that works absolute wonders for our Students, Sales Professionals and Business Owners all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
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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.
Engage Selling
OCTOBER 29, 2020
It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.
Heinz Marketing
OCTOBER 26, 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.
RAIN Group
OCTOBER 28, 2020
At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.
Sales Hacker
OCTOBER 28, 2020
If you’ve yet to add the 10-K to your sales arsenal, you’re missing out. A 10-K is a document filed annually by public companies that outlines their financial performance. This report is more detailed than an annual report and is required by the U.S. Securities and Exchange Commission (SEC). It’s all there. Financial reports, mergers, acquisitions, risks, deals, and more.
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.
Engage Selling
OCTOBER 30, 2020
I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.
Partners in Excellence
OCTOBER 25, 2020
Understanding what’s driving our customers to change, to address a new opportunity, to solve a problem is critical to our success as sales people. We need to understand what’s driving their need to buy. However, too often, when I ask sales people about the need to buy, they describe it in terms of their products or solution category: “They need to buy HR Software” “They need to buy servers” “They need to buy IT Development services” “They nee
SaaStr
OCTOBER 27, 2020
Not sure if you need a VP or "just a manager"? The answer is almost always VP, after even $1m ARR. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. Hiring too junior a resource to own product is almost always a huge mistake — 9 times out of 10. You can take a lot of “stretch” risk in sales. Sales breeds leadership. But what I’ve seen time and time again is “product managers” who haven’t actually owned anything.
Sales Hacker
OCTOBER 26, 2020
Every successful sports coach will tell you that games aren’t just won on the field or court. They’re won during planning and practice. The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue.
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!
KO Advantage Group
OCTOBER 29, 2020
BUT vs AND. Interchanging these words can change how you communicate to others. I can do that, BUT there will be an additional cost. I can do that, AND there will be an additional cost. Yes, I can meet then BUT I have to talk to you about __. Yes, I can meet then AND I have to talk.
Partners in Excellence
OCTOBER 29, 2020
Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. The next gen methodology should be focus on helping the customer navigate their buying process more effectively.
SaaStr
OCTOBER 26, 2020
If you’ve been around since the earlier days of the internet , a certain phrase may send shivers up your spine — “Roundtrip Revenue.” People went to jail at AOL for this , overstating revenue by as much as $1 billion that wasn’t really real. It was just matched against AOL purchases, making the revenues in essence nonexistent.
Topline Leadership
OCTOBER 26, 2020
Surveys have found that 82% of managers worldwide consider culture fit one of their top priorities when hiring people. That matches my own experiences, leading me to this question: do sales managers unknowingly discriminate when hiring reps for culture fit? So I was intrigued when I recently read an article by Lauren Rivera, professor of [.]. The post Do Sales Managers Discriminate When Hiring Reps for “Cultural 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.
Miller Heiman Group
OCTOBER 28, 2020
Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% higher quota attainment and 4.1% higher win rates. On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes. That’s especially true for tech that just collects—or, worse, requires sales teams to manually input—ever more raw data, contributing to information overload without helping your sales team win more deals.
Partners in Excellence
OCTOBER 30, 2020
Maybe it’s just me, but have you experienced this hugely annoying trend—both in LinkedIn and though email? It’s customers prospecting–looking for solutions to their problems. Every morning, I find my inbox filled with all these annoying emails/InMails. “We are looking to buy electronic components to use in a new consumer product we are developing.
SaaStr
OCTOBER 29, 2020
So Zendesk has become the latest SaaS leader to cross $1B in ARR. Woah!! I remember back in the day when Salesforce thought Zendesk was just a cute little app they could clone and beat with Desk.com. Well, what happened there? Desk.com is long gone to the dustbin of history. And Zendesk crossed $1B in ARR, growing 24%. $1b ARR for Zendesk. PRETTY SOLID [link]. — Jason BeKind Lemkin (@jasonlk) October 29, 2020.
Heinz Marketing
OCTOBER 29, 2020
By Win Salyards , Marketing Coordinator at Heinz Marketing. This week was B2B Sales and Marketing Exchange. This normally in-person B2B conference was forced to go fully virtual this year, but the content was just as poignant, especially the Monday keynote. The address covered two things: getting lost in the mire of metrics and marketing with compassion.
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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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