Anthony Cole Training
APRIL 24, 2020
In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.
Cerebral Selling
APRIL 20, 2020
If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging. In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. I’ve also provided some tactical advice on how to get them to pay attention.
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Membrain
APRIL 22, 2020
The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.
Understanding the Sales Force
APRIL 20, 2020
They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.
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.
Anthony Cole Training
APRIL 23, 2020
Guest Blog Post from Gaia Hawkes.
SaaStr
APRIL 23, 2020
So little old Team SaaStr just put on our first digital event, SaaStr Summit: Bridging the Gap. We had over 16,000 registrants in the end, and learned a lot. The speakers were incredible, from the CEO of Slack and Twilio and Zuora, to the CIOs of Zendesk and Nutanix, to the CMO of TripActions and Microsoft for Startups, to the CROs and heads of sales from Brex, Atlassian, Pandadoc, Salesforce, and much more.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 19, 2020
It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.
Salesmate
APRIL 22, 2020
Imagine this, you are at a grocery store. You move ahead drifting a trolly with you. The first thing you want is a box of tissue. . Someone with an OCD has arranged a hundred boxes of tissue in a fine manner. You can see so many brands, so many colors, so many designs of tissue boxes. But, you pick one and turn it around…. And look at the price tag.
SaaStr
APRIL 20, 2020
Never Quit If … 1. Never Quit If … You Have 10 Unaffiliated, Happy Paying Customers. And Aren’t Completely Out of Money. It’s almost impossible to get anyone to buy any new business web services. The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. You got 10 paying customers out of the ether, that aren’t your friends, folks that work at your old company, your old boss, etc.?
Partners in Excellence
APRIL 22, 2020
Over the past 5 or so years, it seems a large number of people think social media and social platforms are the future of sales and marketing. We’ve seen platforms like LinkedIn, Facebook, Instagram, Twitter skyrocket in terms of utilization. We (or at least I) get deluged with connection requests, followed by the inevitable prospecting messages.
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.
RAIN Group
APRIL 22, 2020
Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.
InsightSquared
APRIL 21, 2020
Very quickly the world has been forced to communicate virtually. We are fortunate to be in constant communication with our coworkers, customers, and prospects using video sharing and other communication platforms. However, this practice, while not completely foreign, is not the norm for many businesses. There are certain hurdles to overcome if you want to keep your business running like a well-oiled machine. .
SaaStr
APRIL 19, 2020
Q: What are the Pros and Cons of Seed Investing? Seed investing is a bit of a sucker bet. At least on a relative basis to other types of venture investing. What do I mean? Well, the “good news” for seed investing is you should have a much lower entry price than a Series A-B-C investor. I.e., the earlier you invest, the lower the price. But … the benefits of that lower price is balanced against taking more risk (seed is earlier), and often and importantly, by much lower ownership.
Partners in Excellence
APRIL 23, 2020
We are experiencing the mother of all “trigger events.” No company, no community, no region is immune to the health and economic challenges created by the pandemic. We all have a compelling mandate to change. We–our people, our own organizations, our customers, our suppliers, our communities–are being forced to adapt and change.
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!
Outreach
APRIL 20, 2020
How many times have you started an email or call with, “Hope all is well during these crazy times.” If you’re like me, you’re starting to hate yourself just a little bit more because of how much you’re repeating yourself on Zoom calls in an attempt to have a normal conversation during these crazy times (see, I did it again). The fact is, these are unprecedented times and we’re all trying to find ways to cope both personally and professionally.
Sales Hacker
APRIL 22, 2020
I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second? I happen to have a knack for combining behavioral science with sales methodology to successfully help companies shift during times of uncertainty. Fortunately, that’s a skill I haven’t needed to use for twelve years, but here we are.
The 5% Institute
APRIL 24, 2020
Selling services can sometimes feel a bit harder than selling other product types. Generally, when selling services, you’re selling the invisible; an intangible outcome or result of some kind. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why when selling services, you need to have a slightly different format and process to close more consistently.
Partners in Excellence
APRIL 20, 2020
The current global health and economic crises have spawned 100’s of articles and webcasts about how sales, marketing, and business professionals should deal with the circumstances we find ourselves in. I’ve contributed my share of articles to that discussion. These articles all offer variants on the theme of, “What must we do to help our customers and our organizations manage through the current crises?
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
criteria for success
APRIL 22, 2020
The following leadership risks are what set apart the great from the good. At Criteria for Success, we work with a lot of different companies. They operate in different industries, countries, states, and marketplaces. And, the best part of working with so many different businesses is that we get the opportunity to interact with their dynamic leadership teams.
Heinz Marketing
APRIL 24, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Your CMO walks over to your desk and tells you there is a board meeting next week and the leadership team needs to know what the ROI of that big event your team spent $100K on last quarter has been. Do you have that data ready? What if she asks how many qualified leads that event generated for the sales team?
Hubspot
APRIL 23, 2020
When HubSpot surveyed a handful of business leaders within our customer base, we discovered that most expect to see "somewhat slower" or "much slower" growth in the next year as a result of the global pandemic and economic climate. Data from our more-than 70,000 global customer base supports business slowdown predictions. In the first few weeks of the crisis, we saw that while sales outreach has increased, response rates and deal volume dropped to new lows.
Sales Hacker
APRIL 23, 2020
The state of business and sales today is uncertain. We’re all talking about it, and we’re all doing our best to adjust to the current crisis. What we’re not talking about as much is the aftereffect of this crisis and prepping for what this will mean for sales. We hope everything will snap back as soon as possible when bans are lifted, and people can get back to in-office and face-to-face work.
Speaker: Jamie Bernard
Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.
SaaStr
APRIL 21, 2020
Q: What’s the Brutal Truth About Fundraising for Startups? The brutal truths are: Everyone wants to fund the same thing. The earlier stage you are, the more different folks will come to different conclusions based on very limited data. E.g., just the team. Or just a few customers. But almost everyone is still looking for the same thing. Unicorns.
Heinz Marketing
APRIL 21, 2020
In the best of market conditions, companies that wait for a market opportunity to present itself aren’t likely to be successful. And yet, there are companies today in that position and with that strategy. Sure the future is uncertain and somewhat unknown, but that’s true always. There is never a clear path forward, never a guaranteed path to success, never clear sailing and calm seas for the foreseeable future.
Hubspot
APRIL 22, 2020
Let me ask you a question. If you could learn any skill in one hour, what would it be? When you're looking to learn something new, there are plenty of online courses that can help you improve your skills. HubSpot Academy (HubSpot's training division) is one of those online providers that offers entirely free education. If you're hoping to learn new skills related to professional development, career, or business, then HubSpot Academy is a great place to start.
Sales Hacker
APRIL 21, 2020
Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Man oh man, how the world has changed so quickly! Whether your company has paused hiring, topgrading, still hiring, or will be in the future, having the right people for your business and stage will ALWAYS be a priority.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Force Management
APRIL 22, 2020
Sales managers play a critical role in driving the success of their organization. They’re the people charged with reinforcing methodologies, coaching sales reps, communicating up in their organization and ultimately meeting team revenue goals. The good ones are expert multi-taskers and that’s why we often say that sales managers have one of the most difficult jobs in their organizations.
Heinz Marketing
APRIL 18, 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. Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now. No need to panic, here are some helpful tips for getting those prospects calling.
Hubspot
APRIL 23, 2020
So. you want to redesign your website. Maybe you just finished a brand overhaul or your product was recently updated. Whatever your reason, a redesign can be a huge success — or a total flop. It can also be a long and tedious undertaking, which is why every redesign needs to start with a clear vision and/or problem to solve. The better you are at defining that vision at the very beginning, the more successful your redesign will be — and the smoother the entire process will be as well.
Sales Hacker
APRIL 24, 2020
It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert. According to Salesforce, an average of 58% of the deals in your pipeline will stall.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
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