Anthony Cole Training

OCTOBER 15, 2020

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?

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Sell Sales 288

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?

Prospecting 166

Prospecting Pipeline Sales Contact 166

Membrain

OCTOBER 11, 2020

As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.

Sell 166

Sell Prospecting Sales 166

Force Management

OCTOBER 15, 2020

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

Customers 147

Customers Sales Product 147

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

Understanding the Sales Force

OCTOBER 15, 2020

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.

Sales 141

Sales 141

SaaStr

OCTOBER 11, 2020

If someone is looking for another job in Year 1, Even if they don’t take it … You’ve already basically lost them. Do more 1-on-1s Get more 360 feedback Talk more. I know you don’t have time. Make it. — Jason BeKind Lemkin (@jasonlk) October 11, 2020. There’s an endless amount written on the internet about hiring “Rockstars” Finding them, not settling, and all that.

Engineering 145

Engineering Start-ups Growth Meeting 145

Heinz Marketing

OCTOBER 16, 2020

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. A few weeks ago Heinz marketing put on a three-hour Predictable Pipeline workshop with ON24, part of the fastFWD webinar series. This event had over four hundred attendees made up of marketing professionals across several different B2B industries. We polled to see how confident everyone felt going into the 2021 sales year throughout this live event and if they felt prepared in the areas covered during the workshop consistin

Pipeline 142

Pipeline Campaign Consult Start-ups 142

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Luckily, technology is our saving grace.

Process 139

Process Teamwork Assembly Line Transportation 139

SaaStr

OCTOBER 16, 2020

A few years back, we did an extra “Day 0” AMA session at SaaStr Annual with Christoph Janz of Point 9 Capital and several hundred founders came. One asked what were top moats are in SaaS. At the time, I didn’t have a great answer. A lot of SaaS apps don’t really have moats, I thought. But that’s wrong. Let’s take a look at moats in SaaS: Brand.

Contract 143

Contract GTM Trust Customers 143

Engage Selling

OCTOBER 15, 2020

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

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Meeting Sales 165

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

Membrain

OCTOBER 14, 2020

As of October 2020, Membrain is operating under a brand new pricing model that makes our CRM free with the purchase of any one of our award-winning workflow modules.

CRM 138

CRM Price 138

Heinz Marketing

OCTOBER 12, 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.

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Pipeline Cold Call Sales Clients 134

SaaStr

OCTOBER 12, 2020

SImple tips to Do Better in Q4 With What You Already Have: – Drive Down Churn – Drive Up NPS – Be More Grateful – Zoom with 10 Customers a Week – Promote Your Star(s) – Less Spam, more ABM – Weekly Webinar – Improve Lead Routing – Improve Lead Scoring – Talk to Every Prospect. — Jason BeKind Lemkin (@jasonlk) October 10, 2020.

Promote 137

Promote Prospecting Follow-up Start-ups 137

Partners in Excellence

OCTOBER 13, 2020

In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client. Or sitting in a restaurant, enjoying a meal with friends, or going to a concert or the theater, or getting back into the gym.

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B2C Retail Networking Clients 121

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

ConversionXL

OCTOBER 14, 2020

What worked in SEO, content, and growth just a few months ago may not be effective today. Making things even more challenging, there’s so much noise. Is that top-ranked content on Google actually the best thing out there? Or is it the same “me too” content? We identified top marketers based on some good-but-imperfect criteria (e.g., mentions on marketing sites, social media presence, recent presentations, etc.).

Follow-up 121

Follow-up Engineering Niche Growth 121

Heinz Marketing

OCTOBER 14, 2020

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. You are probably sick of hearing the term “content is king” and while I don’t necessarily agree, I do believe content is important. Content is used by sales and marketing to catch prospects’ attention, to demonstrate the benefits and features of a service or platform, to provide proof as to why a service or platform is superior compared to competitors.

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Consult Promote B2B Service 129

SaaStr

OCTOBER 10, 2020

Stewart Butterfield threw out an interesting statistic in a recent interview with Fast Company … over 20% of Slack employees have been hired since Covid-19 hit and the shelter order in SF went into place. 20%+ of Slack's employees have been hired since Covid-19 hit. How many by the time we "go back to the office"? 50%? 80%? @stewart.

Process 133

Process 133

Sandler Training

OCTOBER 15, 2020

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.

Pipeline 122

Pipeline Closing Prospecting Customers 122

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

ConversionXL

OCTOBER 13, 2020

Navigation gives a user control, which is generally a good thing—but what about on a landing page, where the motto is “one page, one goal?” Should you use navigation on landing pages? While there’s not a one-size-fits-all answer (there never is in optimization), we do have some good data by which we can make a decision. Landing page optimization.

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A/B testing User Experience Conversion Represent 112

Partners in Excellence

OCTOBER 10, 2020

Yeah, I know I’m dating myself, but I’d like to paraphrase a line from the 1980 Johnny Lee Song, Looking For Love. There’s the famous line, “Looking for love in all the wrong places… ” Too often, I think we are looking to learn in all the wrong places. (I’ll come back to those who aren’t even looking to learn.).

Conversion 107

Conversion Sell Consult Engineering 107

SaaStr

OCTOBER 15, 2020

Whether you just scored your Series A or are about to go public, there’s no reason to waste precious capital on tasks that could be automated. Of course, you should be thoughtful about what you choose to automate. No AI solution will understand your brand tone better than your marketing team, and you’d be taking a huge leap of faith if you let bots write your code.

Process 127

Process Legal Price Up-sell 127

Sandler Training

OCTOBER 13, 2020

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would… The post Sales Professionals: What is on the Horizon for 2021?

Sales 114

Sales Meeting Prospecting Sell 114

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

Sales

Heinz Marketing

OCTOBER 15, 2020

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and in the past, several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. We love to feature B2B sales, marketing or business leaders here answering what have become our standard “ How I Work ” questions.

Promote 116

Promote Follow-up B2B Trust 116

PandaDoc

OCTOBER 14, 2020

Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy.

Technique 111

Technique Pitch Sales Territory 111

SaaStr

OCTOBER 11, 2020

Q: What are some of the most costly mistakes done by novice investors? My biggest mistakes in SaaS investing actually in the end haven’t been truly costly because, in the end, power laws mean your winners overwhelm your losers if you do it right. A few winners more than make up for the mistakes. The real mistakes are just not getting in more winners.

Negotiate 127

Negotiate Price Start-ups Up-sell 127

Sandler Training

OCTOBER 13, 2020

Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling. Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler Training.

Sell 113

Sell Technique 113

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Sales Hacker

OCTOBER 13, 2020

With a cold email, you can either drive hundreds of thousands in pipeline or send your prospects running for the hills. . We have plenty of resources on writing effective cold emails at Sales Hacker. But sometimes the difference between an okay cold email and a great one is specific feedback on what you have. . The teams at Outreach and REGIE created the Cold Email Grader to help you — you guessed it — write better cold emails. .

A/B testing 111

A/B testing Pipeline Prospecting Service 111

Engage Selling

OCTOBER 16, 2020

Email prospecting: we’re relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.

Prospecting 112

Prospecting Clients Sales Sell 112

SaaStr

OCTOBER 16, 2020

If your competition doesn't offer phone support, But you do … Watch your NPS eclipse theirs, all things being equal. Isn't that worth a few bucks? — Jason BeKind Lemkin (@jasonlk) October 16, 2020. We’ve talked quite a bit on SaaStr about Customer Success, and there’s a very specific reason for it. It’s one of the most non-obvious drivers of revenue growth in Years 3, 4, 5 and beyond of your SaaS start-up.

Presentation 126

Presentation E-commerce Non-Profits B2C 126

The 5% Institute

OCTOBER 15, 2020

The elevator pitch is something widely taught in sales; you’re encouraged to have it down pat, with the promise of closing sales easier. However, in reality – that’s not the case. In fact, the elevator pitch is actually hurting your sales efforts. In this article, we’ll look at what an elevator pitch is, why it’s hurting your sales efforts, and what you should do instead to close more sales on a consistent basis.

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Pitch Trust Sales Presentation 105

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales