Anthony Cole Training
DECEMBER 23, 2020
In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition.
Membrain
DECEMBER 20, 2020
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth.
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Partners in Excellence
DECEMBER 20, 2020
A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” (There Bob goes with his “English” spelling.) Both articles are outstanding.
SaaStr
DECEMBER 20, 2020
So as a founder, I was fired by 3 PR firms. In a row. Two actual PR firms, and the third, a solo shop. I was fired for one simple reason: I demanded results. First, I demanded we actually measure PR. That we score the PR hits each month, graded both on quality of the hit, as well as the prominence of my company in the piece. And second, I demanded we have a goal to Do Better.
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.
Heinz Marketing
DECEMBER 19, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 5 Ways to Nail Your B2B Strategy with ABM. A look at some of the key areas for ABM optimization to improve your B2B strategy.
Membrain
DECEMBER 23, 2020
If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
DECEMBER 25, 2020
There’s a lot of Internet advice that makes a lot of sense, but not necessarily in SaaS. Somewhat bad advice that entrepreneurs share again and again, without having really tested the ideas behind that advice. One bit of advice you hear again and again, that I 93% disagree with, is “Fire The Customers That Don’t Fit. Fire Your “Bad” Customers.” The ones that suck up too many scarce resources relative to the revenue they generate.
Predictable Revenue
DECEMBER 21, 2020
Generating and retaining business customers makes you deal with longer (and more complicated) sales cycles, more demanding customers, and huge amounts of data. But don't worry! Here's a little help. The post How to Overcome 5 Common B2B Sales Challenges appeared first on Predictable Revenue.
Salesmate
DECEMBER 22, 2020
Managing your sales pipeline plays a vital role in the growth of your business. “Getting prospects into the pipeline” is a widespread phrase you’d hear when you move through any sales circle. But what does it mean to ‘get’ prospects into a pipeline? “Setting goals is the first step in turning the invisible into the visible.” -Tony Robbins.
Sales Hacker
DECEMBER 21, 2020
With all the events that took place during 2020, the digitalization of business has increased significantly. Businesses in all niches were forced to reconsider their models and seek additional profit streams online. While it is a difficult situation for an economy, it is a digital market shift that was not seen before. In the past, many were using digital tools to improve their business and be more efficient.
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.
SaaStr
DECEMBER 21, 2020
Q: How is the ‘decoy effect’ used to increase add-on and bundle sales in SaaS? It’s an interesting question in SaaS. Do we see the classic ‘decoy effect’ — vs. just highlighting the most popular version — on SaaS pricing pages? The classic decoy effect is the Medium tub of popcorn, priced just below the Large to make the Large seem cheap: What do we see in SaaS?
Engage Selling
DECEMBER 24, 2020
Could flexibility be the secret to success in 2021? We’re approaching the very end of a year that’s been, well, memorable to say the least. Regardless of how 2020 unfolded for you, it’s safe to say it’s a year nobody … Read More » The post Flexibility: The Key to Success? first appeared on The Sales Leader.
Understanding the Sales Force
DECEMBER 21, 2020
I'll get to the content related to the title, but first, some context.
Sales Hacker
DECEMBER 22, 2020
If you missed episode 140, check it out here: Habits of a Bootstrap CEO: Depth Not Breadth with Zak Hemraj. What You’ll Learn. The biggest mistake is being too silo focused. How to build a realistic, achievable revenue plan. Revenue-based compensation is a resounding yes. Write your own definition for success. Subscribe to the Sales Hacker Podcast. We’re on iTunes.
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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.
SaaStr
DECEMBER 22, 2020
If your TAM really does seem too small for VCs, 2 choices really: 1. Just find that 1 VC that still believes. This can work. 2. At least build a 1.0 of a product expansion that shows a larger TAM. This often also works. Even if you have few customers to start. — Jason BeKind Lemkin (@jasonlk) December 21, 2020. TAM (Total Addressable Market) is a tricky concept.
Partners in Excellence
DECEMBER 19, 2020
I was speaking with a Sales Executive. He was relatively new to the company, he’d been in the role for a few months. The organization had been performing reasonably well, but they wanted to expand and grow quickly. He had been recruited to lead that effort. As we spoke, he said, “Dave, I don’t understand. We’re doing well, but not as well as I had hoped.
Hubspot
DECEMBER 25, 2020
The easier it is for potential customers to find your site in search engine results, the more traffic (and sales) you’ll generate. As a result, there’s a kind of constant content competition underway as website owners and administrators look for ways to stand out from the crowd and improve search engine optimization (SEO). Gone are the wild, wild west days of the World Wide Web where keyword spamming and content stuffing were the norm to drive search engine interest.
Highspot
DECEMBER 23, 2020
While working at Microsoft, Robert Wahbe, our CEO; Oliver Sharp, our Chief Solution Architect; and David Wortendyke, our Chief Product Officer, uncovered an urgent need for technology that could empower customer-facing teams to do their best work – and make the most of every buyer interaction. So they set out to build it. And thus, Highspot was born.
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.
SaaStr
DECEMBER 25, 2020
Well 2020 was certainly an interesting year for SaaStr. Things start off looking bleak, with SaaStr Annual 2020 the first big tech event to be postponed due to Covid. And then we all plunged into what looked like a big tech recession — at first. But that lasted just a few weeks, really. The Cloud picked itself up, and accelerated 6+ years into the future.
APACSMA
DECEMBER 22, 2020
The Digital Sales Support Specialist role is responsible for meeting new business development goals as well as acting as a resource to the sales department in developing, selling, and maintaining digital marketing initiatives. Here are the Top 10 Responsibilities of a Digital Sales Specialist: All Rights Reserved by Asia Pacific Sales & Marketing Academy.
Hubspot
DECEMBER 24, 2020
Connecting with potential customers is critical to boost interest in your website and drive sales conversions. But this is often easier said than done — while many site owners understand the value of compelling content, creating copy that resonates with visitors is more complicated than it appears. Here's why: Gone are the days of keyword-stuffed content designed only to drive up SEO values.
Partners in Excellence
DECEMBER 23, 2020
Before continuing, I have to give credit to this phrase and important concept to Brent Adamson. Brent and I were having one of our frequent conversations about the future of buying/selling. We were discussing the pandemic and it’s impact on buyers and sellers. We’ve seen our worlds turned upside down. We and our customers are re-inventing our business.
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!
SaaStr
DECEMBER 21, 2020
At some point in 2021, we’ll be on the other side of this. We’ll be back to events, including the SaaStr Annual 2021 IRL. We’ll be eating indoors again. And we’ll be back, in many cases, to the office. For many of us, it will be a different office. 45% of you said you’d let the office just go, and another 18% of you said you’d downsized.
APACSMA
DECEMBER 22, 2020
Sales Team Leader The leader of the sales department is the glue that keeps the sales staff together, provides the manager with the preparation and inspiration to achieve selling goals. Typically, the work environment is fast-paced, and the team leader often moves from one task to another, answering questions, holding meetings, delegating responsibilities, and acting as an encouraging voice.
Hubspot
DECEMBER 24, 2020
Keywords are a critical part of your SEO strategy. Along with relevant content and optimized website design, ranking for the right keywords helps your site stand out from the crowd — and get closer to the top of search engine results pages (SERPs). So it's no surprise that a substantial amount of SEO advice centers on keywords: Doing your research can help you select and rank for top-performing keywords in your market, in turn boosting user engagement and increasing total sales.
Closer's Coffee
DECEMBER 23, 2020
In this Closer’s episode we connect with Kim Raath, PhD, the co-founder and CEO of Topl. Topl Inc is an impact technology company that is building a blockchain ecosystem to prove a company’s ethical and sustainable practices. Topl’s technology simplifies the certification processes, drastically cutting operational costs and increasing transparency throughout the supply chain.
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.
SaaStr
DECEMBER 22, 2020
Q: How do I overcome impostor syndrome as a startup founder? Maybe you never do. When Michael Cannon-Brookes, co-CEO of $60B+ Atlassian, came to SaaStr Annual, he shared that he still hasn’t gotten over it: When I spoke with Todd McKinnon last week, CEO of Okta, he said he still felt vulnerable all the way to $30m-$40m ARR. And that it still hurts folks to think Okta isn’t “cool enough” or “big enough” … even though it’s now a $30B company!
APACSMA
DECEMBER 22, 2020
Corporate sales are a high-burnout job, filled with rejection and the stress of looming quotas, yet it’s crucial that sales reps are on top of their customer service game for each and every contact with customers. They have to be knowledgeable, pleasant and provide an excellent Customer Experience every time—that can be difficult for a new sales rep, or for someone who is just feeling overwhelmed with a big workload, or a wealth of new product information.
Hubspot
DECEMBER 24, 2020
Have a website? Then you’ve likely heard about search engine optimization (SEO) — the process of making your site easier to find, crawl, and rank for search engines. The better your SEO, the higher your website ends up on search engine ranking pages (SERPs) — as a result, the greater the chance of your site being noticed by potential customers. And with 68% of all website traffic coming from organic and paid searches — rather than through social media shares and other marketing channels — the ri
Capterra Sales & Marketing Software
DECEMBER 22, 2020
The post Top 5 Social Media Marketing Analytics Software for Reporting appeared first on Capterra. Use the reporting feature of social media marketing analytics software to check how well your social media campaigns are performing. Here are the top five tools that offer this capability. Your customers spend a significant amount of time on social media platforms such as Facebook, Twitter, and Instagram.
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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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