Anthony Cole Training
MARCH 25, 2021
When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.
Veloxy
MARCH 22, 2021
Salesforce? If there’s one question reps and sales managers always ask themselves, it’s ‘where did all the time go?’ More often than not, it seems that there’s just not enough hours in the day to get everything done no matter how efficient you are. You’re not alone – research shows that even the top performing sales reps spend more than half of their time on non-selling activities.
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STAR Results
MARCH 23, 2021
3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians.
Membrain
MARCH 24, 2021
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
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.
ConversionXL
MARCH 24, 2021
Ranking for those competitive keywords and optimizing your landing pages for conversions is undoubtedly an effective way to grow your traffic and increase sales. But what if I told you there’s something other than your site you should be optimizing that so many marketers miss? One of the most powerful ways to create a more effective sales funnel is to analyze and optimize your branded search.
Partners in Excellence
MARCH 25, 2021
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 21, 2021
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
Partners in Excellence
MARCH 20, 2021
It’s human nature to hang out people like us. Perhaps the people we are grow up with, perhaps those we went to school with. We tend to gravitate to people like us. Maybe it’s the shared experiences and backgrounds. Maybe it’s the comfort factor, the camaraderie. It shapes every part of our lives. Where we live, our friendships, where we work.
SaaStr
MARCH 20, 2021
Strong salespeople fail all the time in new roles. Good reps, that could otherwise do well, and have in the past. And it feels like it’s happening more often these days, when in tech at least, frictional unemployment approaches 0%. Why do good reps fail at a new role? Often, they simply pick wrong. And the faster people jump to new roles, and jump around, the higher the odds they may a mis-jump.
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
MARCH 26, 2021
By Lauren Dichter , Marketing Consultant at Heinz Marketing. In a LinkedIn Learning course called Using Questions to Foster Critical Thinking and Curiosity , author and Master Certified Executive Coach Joshua Miller makes a compelling case for curiosity. As a matter of fact, after taking this course, I think the classic refrain “Curiosity killed the cat” should be changed to “Curiosity opened the cat up to endless possibilities and knowledge”.
Sales Hacker
MARCH 25, 2021
“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Yawn. Newsflash: buyer personas are useless. First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale?
Partners in Excellence
MARCH 26, 2021
There are no easy sales or leadership jobs. The work is tough. As much as we try to find shortcuts and the “Easy Button,” we have to do the stuff that produces the results we are accountable for. We face challenges every day. Finding and engaging our customers. Developing and executing strategies that facilitate our customers’ buying journeys, culminating in shared success.
SaaStr
MARCH 26, 2021
Q: What are some top hiring tips for early-stage startups? My top list: Hire an internal recruiter as soon as you are making 1 new hire a month. It’s worth the expense to make the process much more efficient. Just filtering candidates, scheduling the Zooms, and more becomes overwhelming once you are hiring even 1 new person a month. Do as much PR as you can.
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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.
Heinz Marketing
MARCH 22, 2021
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 on LinkedIn (also on demand) 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.
STAR Results
MARCH 24, 2021
So What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? “Executive Coaching is the fastest-growing phenomenon today” Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.
Sales Hacker
MARCH 24, 2021
The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients. Only 46 percent of business owners describe their marketing and sales teams as “highly aligned,” meaning it’s time to get back to the drawing board for the other 54 percent.
SaaStr
MARCH 24, 2021
When you start your first company, one of the most critical but often overlooked roles you take on is that of a chief salesperson. If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Sales definitions you should know. Sales terminology might feel unfamiliar, but the beautiful thing about using sales customer relationship management (CRM) software is that it provide
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.
Heinz Marketing
MARCH 21, 2021
By Sheena McKinney , Executive Assistant at Heinz Marketing. I recently was introduced to WorkFlowy and I find it so helpful. It’s so good, once you see the power and benefit of it you want to tell everyone you know. According to WorkFlowy it is a “zoomable document that provides unprecedented flexibility in organizing your ideas.” It helps you “organize your brain.” Who couldn’t use that?
The 5% Institute
MARCH 22, 2021
In this article, we’ll explore the true qualities of a leader – and not just what makes you an average leader, but instead; what will make you really stand out. Although there may be different leadership types , depending on your role or even personality; there is a list of special qualities that’ll make you be respected, and help you drive high performance teams.
Salesmate
MARCH 23, 2021
You are a budding entrepreneur and your start-up is just gearing up to take on the market. Obviously, though, you are stretching thin on the financial aspect, and you don’t think you have the capacity to invest in a new tool that’d help your company grow. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.
SaaStr
MARCH 24, 2021
We all screw a lot of things up. But I think the biggest, #1, mistake successful first-time entrepreneurs in SaaS make time and time again these days is they micromanage too long. I see this again and again, and in SaaS, it’s a real lost opportunity. I think it’s a byproduct, in part, of the fact that founders are just so much better these days.
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!
Engage Selling
MARCH 26, 2021
Are you sharing the same messages today that you were sharing a year ago with your clients? Are you approaching them with the same value propositions, teaching them the same things, or providing them with the same insights today as … Read More » The post Are Your Value Statements Stale? | Sales Strategies first appeared on The Sales Leader.
Sales Hacker
MARCH 24, 2021
Let’s get meta for a second: How do you build a process for improving your sales process? That’s exactly the puzzle this expert panel unravels as we dive into perspectives from sales managers, RevOps leaders and sales VPs. This past year has revealed where sales teams were lacking, and now, with 2021 well underway, it’s time to start building continual improvement into your sales process.
Predictable Revenue
MARCH 26, 2021
There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout. The post How to Spot and Prevent Sales Team Burnout appeared first on Predictable Revenue.
SaaStr
MARCH 21, 2021
Your VCs aren’t the boss. They should work for you. You don’t need to do what they say, or have pre-pre-board meetings if you don’t want to. But … many if not most founders I work with make life harder on themselves by not doing easy things to “manage up” a bit. Here are my best 10 ideas to keep your board and investors calmer, happier — and on your side.
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 Gravy
MARCH 21, 2021
On my final Coronavirus talk I discuss what happens post pandemic, the power of Blending and what you need to do right now to now to future proof your sales career. More Coronavirus Talk Episodes: Prospecting Coronavirus Talk #1 Excuses Coronavirus Talk #2 The Gift of Time Coronavirus Talk #3 Confusion Coronavirus Talk #4 Fear and Worry Coronavirus Talk #5 On Mourning Coronavirus Talk #6 Gratitude Coronavirus Talk #7 On New Possibilities #8 On Mental and Physical Resilience #9 On my final Corona
Sales Hacker
MARCH 23, 2021
If you missed episode 152 check it out here: A Framework for Bringing Ethics into Sales with Paul Fifield. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:49]. Fred’s Floors and other startup ideas that didn’t make it [7:02]. Why learning on the job is a horrendous idea [13:20].
ConversionXL
MARCH 24, 2021
Eye tracking has long been used in the fields of UX and CRO to accurately map where a user’s focus is when navigating a website. There have been many practical conclusions that have come out of this research such as this article published by CXL last year. However, as form specialists , we wanted to hone in on what eye tracking could tell us about web forms and how to improve their user experience.
SaaStr
MARCH 23, 2021
Battery Ventures recently put out its Software 2021 report with a ton of interesting learnings across the leaders in SaaS and Cloud. A few top takeaways: #1. Battery Ventures’ data says while VC investment $$$ are on fire — they aren’t going into more startups. Instead, more dollars are going into the break-out leaders, not more deals.
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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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