Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. But sales managers simply don’t have time to sift through thousands of hours of calls to find the nuggets of feedback that will unlock greater potential in their salespeople.

Sales 118

Sales Construction Presentation Follow-up 118

Iannarino

MAY 4, 2023

It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching. The benefits of sales coaching include better engagement from your salespeople while helping you ensure they succeed in reaching their goals.

B2B 214

B2B Sales Sales Experience 214

Search Engine Land

MAY 4, 2023

We’re still not yet in a recession, but everything in life costs more. When everything costs more, sales are harder to come by. Especially if you aren’t the cheapest option, or worse, your website is less than ideal to encourage a purchase. If you’re selling an in-demand good or service, have an amazing website, and are at the lowest price point among your competitors, stop reading.

Campaign 89

Campaign CRM Angle UX 89

Iannarino

MAY 3, 2023

Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Many good or average salespeople lack these important sales attributes. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect.

Consult 215

Consult Clients Prospecting Conversion 215

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

Partners in Excellence

MAY 1, 2023

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.

Contact 133

Contact Conversion Meeting Customers 133

SaaStr

MAY 3, 2023

So Freshworks in another in our line of “hero companies” in SaaS. While Freshworks is very much a global SaaS leader, its history as perhaps the first with deep roots in India to IPO in the U.S. makes it one we all root for as a break-out global leader. It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit!

Non-Profits 130

Non-Profits Cross-sell B2B Growth 130

Iannarino

APRIL 29, 2023

As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big brands that belonged to The Limited. I was making great money and taking care of my three giant clients. I visited the two retail brands daily and met with the state every month.

Prospecting 246

Prospecting Retail Clients 246

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).

Sell 133

Sell Retail Consult Strategic planning 133

SaaStr

MAY 4, 2023

So Cloudflare is one of our hero Cloud / SaaS companies and even under tougher macro conditions, still grew a stunning 37% at $1.2 Billion in ARR ! But it’s getting harder for Cloudflare, just like it is for many of us. The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021.

Quota 128

Quota Closing Pipeline Growth 128

Adaptive Business Services

MAY 3, 2023

Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?

CRM 122

CRM Pipeline Consult Business Services 122

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.

Up-sell

Iannarino

MAY 5, 2023

If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better than others. Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.

Conversion 237

Conversion Sales Contact B2B 237

Partners in Excellence

MAY 5, 2023

Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer.

Presentation 126

Presentation Start-ups Customers Service 126

Martech

MAY 2, 2023

On May 2, designated as International Martech Day, Scott Brinker unveiled the latest edition of his marketing technology landscape. From 9,932 last year, the total number of solutions in the landscape has grown to 11,038. This represents something like a 7,000% growth in the space over the last 12 years. One new feature launched alongside the landscape is the Marketing Technology Capability Heatmap.

Technology 121

Technology Technology Represent Drivers/motivators 121

Membrain

APRIL 30, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group 's CEO, Bryan Gray , and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the " Three Deadly C 's.

Sales 24

Sales Conversion Customers 24

Advertisement

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.

Sales

Iannarino

APRIL 30, 2023

If you feel like something has shifted with sales communications, you are paying attention. We have more ways to communicate with our prospective clients than ever, yet it is more difficult to reach them on the phone. And just try to get a prospect to read an email, let alone respond to one. I read a statistic that, worldwide, there are 4 billion people with email.

Sales 216

Sales Clients Prospecting 216

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Most of what we call selling forces the customer to do all the heavy lifting of recognizing there is an opportunity to change, identifying problems, understanding it, learning about it, engaging other in thinking about the issues and things they might do in addressing those problems by changing and leveraging solutions.

Consult 127

Consult Trust Customers Clients 127

SaaStr

MAY 5, 2023

[link] So personally, with SaaStr Fund , I am what is called a “Solo GP” I’m the only general partner, and that means most of the eventual gains from any investment do go to me. The partners themselves get to keep roughly 20% of the gains (their own investors, the Limited Partners, keep 80% in most cases).

Drivers/motivators 117

Drivers/motivators Closing 117

Martech

MAY 2, 2023

This week digital platforms and streaming services are in New York to show off new programming and digital ad opportunities at IAB’s NewFronts. It’s a chance for digital publishers to show how they are capturing audiences who cut the cord and now choose digital channels. They also want to convince advertisers that their platform innovations and programming are the best way to connects with viewers, especially younger ones.

Retail 116

Retail Gaming Entertainment Sports 116

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

Iannarino

MAY 2, 2023

Sales leaders use many KPIs to assess their sales teams. These metrics help sales managers improve their results and achieve their sales goals. While these sales KPIs are helpful, sales leaders and sales managers need their own set of KPIs to assess their own performance.

B2B 210

B2B Sales 210

Partners in Excellence

MAY 3, 2023

We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time. But, as much as I argue for these changes, they seem unlikely to be accepted.

Sell 125

Sell CRM Up-sell Education 125

SaaStr

MAY 1, 2023

So we’re getting closer! It’s the 4th SaaStr Europa, coming to LONDON for the very first time ! And we’re adding the very last batch of speakers A new incredible addition is Daniel Dines, founder and co-CEO of UiPath. UiPath has had an incredible history, taking 10 years to get to that first $1m in ARR … and then turning into one of the fastest growing software companies to $1 Billion in ARR ever !

Growth 113

Growth 113

Martech

MAY 1, 2023

B2B marketers say pressure to prove ROI is increasing, but budgets are not. Some 41% are feeling more pressure to do this, 27% say it’s getting overwhelming and 14% say it makes them want to pull their hair out. That is according to a new report from B2B marketing solution provider Anteriad. Dig deeper: How clean, organized and actionable is your data?

B2B 115

B2B B2C Trust Growth 115

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!

Sales

Iannarino

MAY 1, 2023

Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the less likely you are to recall the details of any conversation. Have you ever promised to send something to your client and then forgotten because you were overwhelmed with work and life? Have you ever been reminded about a commitment you made?

B2B 209

B2B Clients Conversion Prospecting 209

RAIN Group

MAY 3, 2023

Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.

Sell 112

Sell Sales 112

SaaStr

MAY 5, 2023

Do you want to avoid the common pitfalls of scaling a startup? Nick Mehta, CEO of Gainsight, shares part two of his 10 top mistakes in 10 years at the company. The first five mistakes many startups make can be found here and include: Not holding leaders to the highest standard Not betting on your team Not scaling based on real leading indicators Not standardizing pricing and establishing systems early on Not investing in digital customer success early on A quick recap on Gainsight — Gainsight

Growth 109

Growth Start-ups Trust Pitch 109

Martech

MAY 3, 2023

A two-day design sprint hosted by the Jacobs Institute for Design Innovation at UC Berkeley, in partnership with headless CMS Storyblok, produced some audacious and potentially game-changing concepts about how “the future of web” might develop. The contestants were UC Berkeley students from various disciplines (plus one or two alumna) and the awards were made by a panel of judges.

Technology 113

Technology Technology Presentation Education 113

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.

Price

Search Engine Land

MAY 3, 2023

Google now says the canonical link element is not recommended for syndicated content; instead, block the syndicated content from being accessed to avoid duplication. Google posted this new piece of information in this help document over here. What’s new. Google posted this paragraph under the section “syndicated content:” “The canonical link element is not recommended for those who wish to avoid duplication by syndication partners, because the pages are often very differe

Engineering 108

Engineering 108

Force Management

MAY 4, 2023

Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

Negotiate 105

Negotiate Process Sales 105

SaaStr

MAY 1, 2023

Dear SaaStr: Is It Acceptable for VCs to “Ghost” Founders who have invested so much time and effort with them? How should founders respond to this? I understand the frustration, and it’s annoying, but you have to change your thinking. Working with VCs is sales. It’s a founder trying to sell shares to a VC. And sometimes, it’s a VC trying to themselves to the founder as well.

Follow-up 109

Follow-up Meeting Closing Up-sell 109

Martech

MAY 5, 2023

See something — like something — want something — buy something. That’s how people shop. Marketers know this as “the sales funnel”. The concept has different names and maybe an additional element or two, but it works pretty much the same way since the concept was first described—in the late 19 th century. The advent of AI and the avalanche of data has distorted the shape of the funnel.

Sales 112

Sales B2B CRM Conversion 112

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