Anthony Cole Training
MAY 12, 2020
In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
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Membrain
MAY 13, 2020
When talking with one of our sales training partners recently, we were asked for content to help salespeople understand “what’s in it for them.”.
SaaStr
MAY 14, 2020
[link]. Our VC <-> founder networking for New New in Venture on May 27 is now going LIVE! If you’ve registered as either a CEO or a VC, you should be getting an email to sign up soon. We already have 200+ VCs joining New New in Venture and 500+ founders of the 4,200+ registrants already. You just plug in the days you want to do meetings, in and around New New in Venture.
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
MAY 15, 2020
In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.
Heinz Marketing
MAY 12, 2020
By Andrea Grodnitzky , CMO at Richardson. Recent global events have accelerated the use of video-conferencing technology to conduct virtual meetings with customers. Though global circumstances have precipitated this sweeping change, it is likely that virtual selling skills will become an established and ongoing practice, even when the normal economic cycle resumes.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 11, 2020
The universal lament of sales people is, “Why aren’t my customers buying? I’m busting my ass selling to them?” We make dozens of prospecting calls, send hundreds of emails. We find customers with some level of interest, then do everything we can to convince the customers to buy our products. We train ourselves about our products, become masters at pitching them and comparing them favorably with the competition.
Understanding the Sales Force
MAY 13, 2020
Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc. But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff.
SaaStr
MAY 10, 2020
Q: Why are investors doing well while unemployment is terrible? Because The Cloud continues to perform well during these crazy times. And the public markets have become … The Cloud. While a little dated, this is my favorite visual representation of the S&P 500. It has become The Cloud: The Cloud was already growing fast. It is, for now, growing even faster during Shelter.
G2
MAY 13, 2020
When you hear the terms top line and bottom line, you probably think of a profit and loss (P&L) statement that’s scoured over every month by your company’s finance department with thoughts on how to decrease overhead, especially in these days of a tightened economy with limited bandwidth and resources.
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.
Membrain
MAY 10, 2020
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
Force Management
MAY 13, 2020
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
SaaStr
MAY 14, 2020
These are challening times, even for SaaS companies doing relatively well. Shelter is getting tiring for many, its wears on us. Communication gets strained. What's your top tip for keeping morale up on the team? — Jason ?InItTogether? Lemkin (@jasonlk) May 13, 2020. I asked on Twitter for folks’ top tips for keeping morale up now, and got some great responses.
G2
MAY 15, 2020
When you’re interested in learning something new, whether it be how to fix something that has broken around the house, use a new software, or master a new skill, where do you turn?
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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.
Salesmate
MAY 15, 2020
We have shared this thought in many of our blogs, and we will remind you again. Customer retention is more budget-friendly than investing your time and money on finding new customers. For business owners, clicks and conversions will always increase their costs. When businesses start out, they do not have much to start off. They make marketing strategies, they pool in their resources for converting potential clients into paying customers from their target customer base.
Sandler Training
MAY 15, 2020
How do your prospects feel after sitting across from you in a sales call? The post Sandler Rule: Sales is a Broadway Play Performed by a Psychologist appeared first on Sandler Training.
SaaStr
MAY 13, 2020
Why Do VCs Want To Own So Much When They Invest? It’s confusing. Why do VCs need to own “so much”? Why do they often have these specific targets? Isn’t just making your investors a good return enough? It’s because it’s really hard for VCs to make enough money otherwise. To meet its own financial goals, a VC firm has to return 3x the amount it invests.
KO Advantage Group
MAY 12, 2020
Times are tough, nobody will disagree with that. COVID-19 has closed businesses everywhere. People like you, or your family members are getting laid off, and have no form of income. What if you saw this recession in a different light? It is time! It is time to start the business you always dreamed of, of becoming your own boss. Follow your dreams. Want to learn more about what sales looks like for your company?
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.
ConversionXL
MAY 12, 2020
Raise your hand if you’ve ever struggled with a decision between disciplined testing procedures and expedient decision-making. For example, think of a time when you’ve had to decide between sticking to your A/B test design —namely, the prescribed sample size —and making a decision using what appears to be obvious, or at least very telling, test data.
SalesLoft
MAY 12, 2020
This is the final post in a blog series on how we’re using our own platform to fuel success. This post is by Jackie Reale, a Customer Success Manager at SalesLoft. You can check out the other articles in this series here: Part 1: How SalesLoft Uses SalesLoft to Drive Customer Success. Part 2: The New User Cadence: Help Your Customers Help Themselves.
SaaStr
MAY 9, 2020
Since Shelter-at-Home, we’ve seen a micro-explosion in growth on our YouTube Channel. Perhaps it’s part of the general trend in eLearning all across-the-board. That must mean it’s a good time to get caught up on the Best of SaaS. So what are The Top 10 SaaStr Videos of the Week? Let’s take a look! #1: Where SaaS Stands Today: Benchmarks and Lessons from 17,479 SaaS Companies. #2: A Decade of Learnings from Y Combinator, with Michael Seibel. #3: Funding in the Time of
criteria for success
MAY 13, 2020
Our list of common sales problems salespeople experience is about a mile long. As sales leaders, we're often faced with challenges or obstacles. It's our job to see the opportunities in those challenges and lead our team to do so, too. We’d like to help you and your sales team identify and solve common sales problems —so, we’ve plucked out what we believe to be the five most common sales problems salespeople experience and offer some tips on how to solve them.
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!
Salesmate
MAY 12, 2020
As a startup owner, I am sure you are always looking for ways of building a huge audience for your business? But it’s easier said than done, isn’t it? If you are a SaaS startup, you will be hungry for more signups and subscribers, if you are a digital product development startup you will want more clients that will pay for your services. . Being a startup, you have to push your idea forward into the market, and before you get noticed you need to market yourself in front of everyone.
G2
MAY 13, 2020
Virtual collaboration isn’t a trend – it’s here to stay.
SaaStr
MAY 11, 2020
Coming off the heels of the 17,000+ that registered for our first SaaStr digital event, Bridging the Gap , we have 2 more large scale digital events coming up. Next up is New New in Venture on May 27t h, where we’ll connect 250+ VCs, 1,000+ CEOs and founders, and 10,000+ attendees to share what’s new, and what’s changed in venture capital.
Sandler Training
MAY 15, 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 #19 – Never help the prospect end the interview appeared first on Sandler Training.
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.
Hubspot
MAY 12, 2020
As marketers, we've become experts in our target audiences. We know their typical demographic, what they like, the platforms they spend time on, and what they value in a product. But unlike sales reps -- who talk to and learn from our biggest prospects each day -- we don't always know tiny, but crucial, details about the brands or people we most want to sell too.
Highspot
MAY 12, 2020
This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. Without the critical content, guidance, or training they need to elevate every interaction, post-sales engagements will suffer. And while this may have been dismissed by buyers when business was booming, during periods of uncertainty, these fractures become fault lines — capable of leveling renewal and expansion efforts when they matter
SaaStr
MAY 13, 2020
SaaStr’s New New in Venture Virtual Summit is coming up on May 27th. This will be a 1 day, 2 track event with over 10,000 attendees. (and it’s FREE to attendees). The top VCs in cloud and SaaS will share what’s really going on in venture capital right now if now is a good time to raise a round, and what’s coming next. Check out some of our sessions!
The 5% Institute
MAY 15, 2020
Effective sales management training can be the difference between keeping your Sales Managers performing at the status quo or reaching new heights that’ll leave the competition behind. But what should you include in your sales manager training? What core and fundamentals modules should be in all effective sales management training programs? In this article, we’ll look at: What is sales management training?
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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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