Engage Selling

MAY 21, 2020

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

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Prospecting Sell Sales 166

Membrain

MAY 20, 2020

There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.

Clients 162

Clients Growth Sales 162

Partners in Excellence

MAY 21, 2020

“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our path forward. Using Simon Sinek’s popular terminology, our purpose provides us our “Why?

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Presentation Pitch Growth Customers 155

Understanding the Sales Force

MAY 20, 2020

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.

Engineering 147

Engineering Sales 147

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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.

Sales

SaaStr

MAY 17, 2020

Q: What don’t they tell you about venture capital firms? A few things that aren’t obvious when you raise venture capital: Your VC partner may leave. There has been much more transition in VC firms in the past 5+ years. Partners leave to found their own firms in particular all the time now. Non-partners leave to join hot firms. You are stuck with the fund as an investor forever.

Cross-sell 145

Cross-sell Up-sell Start-ups Sell 145

RAIN Group

MAY 20, 2020

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.

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Meeting Sell Sales Conversion 141

Heinz Marketing

MAY 20, 2020

By Maria Geokezas , VP of Client Relations at Heinz Marketing. Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the midst of the pandemic, with the economy struggling and businesses feeling the pressure to keep selling, empathy has become the star of the s

Technique 141

Technique Sports Sales Up-sell 141

SaaStr

MAY 16, 2020

A very curious thing has happened during this very sad and stressful time: the Era of the SaaS Decacorn has firmly arrived.? @Wix ? market cap is now over $10 billion. Amazing! ? @BessemerVP ? pic.twitter.com/giUuRFJS5A. — Amit Karp (@amitkarp) May 15, 2020. When I started as a SaaS CEO, there was only one SaaS unicorn: Salesforce. Its market cap at the time was $2.6 billion.

Contract 145

Contract Pitch Customers Growth 145

Sales Hacker

MAY 21, 2020

When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.

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Follow-up SQL Quota Contact 138

Force Management

MAY 18, 2020

When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.

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Sales 131

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

Heinz Marketing

MAY 17, 2020

By Kayla Beard , Marketing Intern at Heinz Marketing. The past two months have been filled with uncertainty, panic, and a lot of downtime in the quarantine. I have binge watched Netflix, learned how to cook, and become an expert walker. . Likewise is a startup company located in Bellevue, Washington aimed at providing an easy, quick platform for people to find recommendations.

Entertainment 134

Entertainment Gaming Meeting Conversion 134

SaaStr

MAY 20, 2020

Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Usually I personally have to do too much planning, moderating, etc. I learned a lot! ?? So I thought I’d share my learnings from the sessions as we put them up on YouTube. My next set of 10 Learnings is from Jeff Lawson, CEO of Twilio, and his investor and board member, Byron Deeter of Bessemer Venture Partners.

Pitch 142

Pitch Finance Launch Up-sell 142

Sales Hacker

MAY 21, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. Sadly, Barbara passed on from our community on May 20, 2020. We’re so honored to claim her as one of our own. This video, presented at our 2019 Success Summit, was a wonderful parting gift that we hope you’ll enjoy.

Sell 130

Sell Pitch Up-sell Meeting 130

ConversionXL

MAY 19, 2020

Every marketing team needs fresh content ideas. Maybe you’ve been producing content on the same subject for so long that your idea well has run dry. Or maybe it’s your keyword well that’s reaching its limits, leaving you with plenty of ideas, but no clear path forward about how to prioritize them or the distribution channels for which they’re best suited.

Education 129

Education Follow-up Prospecting Service 129

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

Heinz Marketing

MAY 18, 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 Sales B2B Sports 127

SaaStr

MAY 19, 2020

Q: What Strategies Are Working Now? Many of us are struggling now; a minority are “Covid Beneficiaries”; and most are somewhere in the middle in SaaS. Parts of your businesses are struggling, but other parts are doing OK, and some segments are even doing well. What are some strategies that are working now in this new environment? 5 thoughts to maybe think about: Real Free Editions.

E-commerce 138

E-commerce Pipeline Start-ups Prospecting 138

Sales Hacker

MAY 20, 2020

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless.

Sales 130

Sales Up-sell Start-ups Campaign 130

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Some sales reps grumble while others tackle it wisely. Do you remember the times when you thought of not purchasing a product due to its high price? But then suddenly some words from a sales rep worked like a magic spell and made you change your decision.

Price 124

Price Profit margin Objection handling Sales 124

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

Engage Selling

MAY 22, 2020

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Sales 124

Sales Clients Conversion Sell 124

SaaStr

MAY 19, 2020

By Marcelo Lopez, UruIT CEO. The global healthcare industry is facing a crisis. While the COVID-19 pandemic is dominating headlines, it has also shed light on just how embattled the system has become, dealing with issues like aging populations, increasing burdens of illness, and rising demand, combined with aging infrastructure and even older, outdated policy.

Healthcare 137

Healthcare Product Hospitality Technology 137

SalesLoft

MAY 18, 2020

TL;DR. While many organizations have hit pause on hiring plans, others are still onboarding and hiring during these uncertain times. SalesLoft is one of those companies onboarding new employees remotely. Technology’s role in onboarding and ramping up employees is more pronounced than ever. Connection among employees must be done deliberately and consistently.

Relationship building 122

Relationship building Entertainment Technology Technology 122

Sales Hacker

MAY 22, 2020

Let’s be real. Today’s methodologies and processes give us a lot of different types of leads. We have product-qualified leads , marketing-qualified leads, sales-qualified leads, and many more. As someone who works in sales, handling all these types of leads can be overwhelming and exhausting. Fortunately, there’s a way to make the entire process of getting, nurturing, and closing leads simple, and it only uses one type of lead — Sales Accepted Leads (SALs).

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Closing Education Sales Follow-up 122

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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

Sales

G2

MAY 19, 2020

Employee absenteeism is a very real, large problem for organizations.

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SaaStr

MAY 21, 2020

It took me a little while to see activation rates as literally one of the 3-4 most important metrics in SaaS, but it probably is. I started to track activation rates at a lot of start-ups I work with, and I saw numbers that shocked me. I often say 60% or so activation rates 30 days in. Think about that. That means after all the time and money put into building your product, marketing your product, trialing your product, demo’ing your product, selling your product, closing the deal, cele

B2C 132

B2C Start-ups B2B Up-sell 132

KO Advantage Group

MAY 21, 2020

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Sales Hacker

MAY 20, 2020

The US unemployment rate was sitting at 3.5% earlier this year, the lowest since 1969. But as a result of COVID-19 and the associated furloughs and layoffs, first-time claims for unemployment benefits grew by more than 3,000% between early March and April. . 6 million American workers filed for their first week of unemployment benefits during the last full week of March — a historic high.

Intrinsic 119

Intrinsic Clients Sales Drivers/motivators 119

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

SalesProInsider

MAY 20, 2020

Here’s a number to pay attention to…. It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling environment, it is effective.

Sell 118

Sell Up-sell Clients Conversion 118

SaaStr

MAY 20, 2020

I did a version of this Old Me-Young Me post in 2018. I thought it could bear with an update, given the unique times we are in. This is the conversation I would have had, wished I could have had, with my younger SaaS CEO self — jason. Young Me, 2011 : $100m ARR seems so very far from our $10m ARR today. Very far from today. Old Me, 2020 : It does feel that way.

Cross-sell 131

Cross-sell Market share Up-sell Conversion 131

KO Advantage Group

MAY 19, 2020

How do companies come up with their prices? Hint, it's a lot easier than you think! Not only is this method easy, but it doesn't make you compromise your price in a financially vulnerable time. This vlog talks about how to create your prices, and how to maintain it in a recession. Want to learn more about what sales looks like for your company? Sit down for a free 30 minute consultation with our knowledgable staff.

Price 118

Price Product Consult Sales 118

Sales Hacker

MAY 22, 2020

Looking for a prospecting email template you can easily personalize and that works for almost any situation? Keep reading to learn the simple, one-size-fits-all template that my team uses with huge success. In other words, it’s been proven in the trenches. That’s key, because as you and I both know, if you’re sending a prospecting email to just one prospect, you might be able to write an email so personal that the recipient may mistake you for a childhood friend.

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Prospecting Sales Drivers/motivators Follow-up 118

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