Partners in Excellence

JANUARY 3, 2021

Some readers will suggest I’m playing with words, I don’t mean to be. I’m playing with your mindset, hoping you consider a different perspective. We use a lot of words to talk about the function of sales. We focus on the organization, the various jobs and things that exist within the sales function. When we focus on sales, we focus on that function and how it works most effectively and efficiently.

Sell 159

Sell Education Sales Process 159

Engage Selling

JANUARY 8, 2021

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back … Read More » The post Your Success Mindset in Uncertain Times first appeared on The Sales Leader.

Sales 157

Sales Sell 157

Force Management

JANUARY 5, 2021

Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be. Sales organizations that have a process for developing and maximizing the effectiveness of their proof points are able to leverage this important tool in a way that creates and preserves value in the sales process.

Process 148

Process Sales 148

ConversionXL

JANUARY 6, 2021

Google is always changing how it displays search results. The starting point for any effective SEO strategy is understanding what Google chooses to show and why. Only then can you figure out what you need to create or adjust on your site to show up more often—and in higher positions. In this article, you’ll learn a key part of that process: analyzing SERPs.

Start-ups 147

Start-ups Legal Follow-up Engineering 147

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

JANUARY 6, 2021

As we look at complex B2B enterprise level solutions, without a doubt, they are complex. When a customer talks to us about our solutions, we can always solve their problems, but as we look at proposing a solution we pummel the customer with endless questions, “How many people will need this, what are the other systems/processes we must interface with, how should we customize the solution to your specific needs, what are the average loads/utilization, what are the peak loads,… ”

B2B 149

B2B Customers Sell Process 149

SaaStr

JANUARY 4, 2021

Q: Why are so many VCs moving to Miami and Austin? . Why? It’s taxes first — although this isn’t new … and. Quality-of-life second. QOL has declined dramatically during Covid in San Francisco. And third — investing over Zoom is now routine. This is the real new part. When before Covid, it was rare. This is the true disruption that has pushed folks over the edge to finally … move.

Closing 145

Closing 145

Membrain

JANUARY 6, 2021

Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers.

Sales 135

Sales 135

ConversionXL

JANUARY 8, 2021

If you only read the books that everyone else is reading, you can only think what everyone else is thinking. – Haruki Murakami. Becoming the best at what you do is a never-ending process. The best of the best have an insatiable hunger for knowledge—for new and better ways to get things done. Knowing where to turn for inspiration and guidance can be the difference between spinning your wheels and becoming an “overnight” success.

Non-Profits 134

Non-Profits Product Strategize Drivers/motivators 134

SaaStr

JANUARY 2, 2021

Asana is one of those companies all of us know in one form or another. Either we use it now, or we’ve used it in the past. And we all know the interesting CEO that cofounded Facebook and then decided … to do SaaS! It’s also interesting in that it’s in a very, very competitive space. It’s hard to think of more spaces with $100m+ players than Asana, from Atlassian to Monday.com to Smartsheet to Wrike to Adobe and more.

Growth 145

Growth Quota Launch Trust 145

Sales Gravy

JANUARY 8, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact, introverts often make the best networkers.

Networking 130

Networking Appointment Follow-up Up-sell 130

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

Engage Selling

JANUARY 8, 2021

Here we are in a new year, let’s reflect a little on what sales lessons were learned last year. One of the best ways to create success in sales is by learning from the lessons you’re provided. All of us … Read More » The post What Sales Lessons Were Learned? first appeared on The Sales Leader.

Sales 129

Sales Growth 129

RAIN Group

JANUARY 6, 2021

A lot goes into successful prospecting: targeting, offers, outreach, personalization, research, follow up, and more. At the RAIN Group, we’ve found the most effective way to prospect is using the WAVE method : Having a W inner’s mindset. Deploying a strong A ttraction Campaign. Offering great V alue. E xecution.

Prospecting 127

Prospecting Campaign Follow-up Sales 127

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Add all of these considerations to an already competitive job market, and the search may seem insurmountable.

Healthcare 135

Healthcare Finance Construction Government 135

Understanding the Sales Force

JANUARY 4, 2021

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist. Most of you probably know dozens of Beatles tunes!

Sell 127

Sell Up-sell Technology Technology 127

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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.

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Sandler Training

JANUARY 4, 2021

Mike Montague interviews Brian Jackson, Sandler trainer from San Diego, on How to Succeed at Leading a Diverse Team. The post How to Succeed at Leading a Diverse Team [PODCAST] appeared first on Sandler Training.

Technique 126

Technique 126

Salesmate

JANUARY 5, 2021

In these times where remote working has become the new norm, it’s also imperative to switch your business from the conventional method of working from desktop to using cloud CRM. It allows access to all your crucial data from anywhere at any time. After all, a desktop can only do so much. Seize every opportunity that comes your way without any barrier of accessibility.

CRM 119

CRM Appointment Quota Clients 119

SaaStr

JANUARY 3, 2021

One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. And it became clear to me that five-figure or larger ACV deals could clearly support an inside sales team, once I handed those off to sales.

Product 135

Product Inside sales Price Closing 135

Force Management

JANUARY 7, 2021

"We first make our habits, and then our habits make us." - John Dryden. With 2020 being the year it was, many of us have likely picked up some new habits - some great and a few we may want to leave behind. Habits are critical to being successful in sales. Being purposeful with your habits now can help you seize this year’s opportunities to achieve new goals, both personal and professional.

Conversion 115

Conversion Sales 115

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

Richardson

JANUARY 8, 2021

Sales professionals are approaching the coming year with a sense of guarded optimism because the next months are an opportunity to return to normalcy. As a result, more sales teams are gaining the confidence to finally start making long-term plans again. For most, these plans include developing new selling skills to capitalizing on a global recovery.

Sales 111

Sales Sell Customers 111

Partners in Excellence

JANUARY 5, 2021

Every day, I get a sales pitch through some channel. Often, the theme is something along the lines, “Your competition is doing these things (or using our product), we’d like to show you how you can do the same thing they are doing.” Alternatively, I talk to “sales strategists.” They assess the competition with the idea of copying what they are doing.

Pitch 111

Pitch Prospecting Customers Product 111

SaaStr

JANUARY 5, 2021

I agree with most Start-Up Truisms. One of the best ones is Don’t Chase the Shiny Penny. Double Down on What Works. For sure this is true in SaaS. If you’ve got a good thing in a certain vertical, double down there. If you have mid-market customers but not many in the enterprise or low-end, focus there even more this year. Etc., etc.

Growth 133

Growth Engineering Service Start-ups 133

Sandler Training

JANUARY 4, 2021

Mike Montague interviews Wade Rowan, Sandler trainer from Chattanooga, on How to Succeed at Identifying Your Personal Advantage. The post How to Succeed at Identifying Your Personal Advantage appeared first on Sandler Training.

Growth 107

Growth 107

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

Predictable Revenue

JANUARY 7, 2021

After years of experience, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue SDRs. The post Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing appeared first on Predictable Revenue.

Strategize 105

Strategize Sales 105

Sales Hacker

JANUARY 5, 2021

If you missed episode 142, check it out here: Restructuring Customer Experience Through Employee Experience with Mike McNary. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:04]. Who is Kata Nyitrai and what is Meero? [2:30]. Growing a business in Europe vs. growing a business in the U.S. [9:19].

Cold Call 105

Cold Call Start-ups Up-sell Finance 105

SaaStr

JANUARY 4, 2021

Q: How should shares in a startup be divided between 4 co-founders? If we have equal shares, what if one of us puts in a cash injection at a later date? You’ve got two good, different questions here. Question #1: How should you divide shares up between 4 co-founders? First, whatever you do, make sure the shares vest — for all of you. 4 co-founders is a lot, and it’s likely 1 of you will leave.

Price 130

Price 130

Engage Selling

JANUARY 4, 2021

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I’m not opposed to product training, but it’s critical that we don’t pitch product features to our customers. Instead, what we … Read More » The post Know the Different Types of Customer Value | Sales Strategies first appeared on The Sales Leader.

Customers 104

Customers Pitch Sales Product 104

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

Membrain

JANUARY 6, 2021

I have heard the word “unprecedented” more times in 2020 than I hope to ever hear again in my lifetime. Judging from which of Membrain’s blog posts you read and enjoyed most, I’m guessing I’m not alone.

102

102

Hubspot

JANUARY 8, 2021

Have you ever wished you could just use a picture to explain a process instead of words (or your hands)? A process infographic could be just what you need to show your audience how to do something or how a process works. A well-designed one can establish you as an authority on whatever subject you choose to cover -- whether you’re trying to show how your business’s coffee is sourced or train the new hire remotely.

Process 101

Process Start-ups Education Follow-up 101

SaaStr

JANUARY 4, 2021

So we’re all basically running distributed teams now. But not for long. The corner will turn soon, and folks on your team will want to get back to the office in many cases. Some of you will stay 100% distributed. But the majority of SaaStr founders do plan to reopen an office of some sort. Plan for it to be more work. whomever gets it right will have a MASSIVE advantage in hiring, productivity, etc. — Loren Padelford (@LorenPadelford) January 3, 2021.

Start-ups 128

Start-ups Meeting Engineering Product 128

Sandler Training

JANUARY 4, 2021

Michelle Prince is the best-selling author of her first book, “Winning In Life Now" and is a highly sought after Zig Ziglar Motivational Speaker. The post How to Succeed at Leveraging the Power of Authority [PODCAST] appeared first on Sandler Training.

Drivers/motivators 99

Drivers/motivators Sell Growth 99

Advertisement

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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