Trending Articles

What Is Churn Rate?

Iannarino

In sales, the word churn means losing a client. Your churn rate is the percentage of revenue you lost due to clients leaving. Sales 2022 LL-Vault

5 Ways to Mitigate Stress In Your SaaS Start-Up

SaaStr

Dear SaaStr: What Are Some Ways to Reduce Stress in a SaaS Startup? For me, at least, I’ve seen three things make the biggest difference in reducing stress as you scale from $1m to $10m ARR … and beyond … __. Add an “ex-post facto co-founder” and/or upgrade the management team.

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A Heretical View of Territory Management

Iannarino

There are several ways you might build and manage a territory as a sales manager or sales leader. You want to make certain that your sales team is pursuing the right prospective clients. With too little coverage, you may fail to capture the new client logos and opportunities. Sales 2022 LL-Vault

5 Tips for Building a Sales Culture Optimized for Growth

Cerebral Selling

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him.

Growth 130

The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

The Problem With Inbound

Membrain

We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether it’s emails, social visibility, SEO, or anything else, the focus is on getting buyers to take the initiative to reach us. Sales Management

More Trending

I Was Wrong. NPS is A Great Core Metric.

SaaStr

I wrote a version of this post way back in 2016. It created a lot of discussions and was more controversial then — that NPS was a great core metric. We’ve all evolved a lot since then. We’ve gotten great at measuring both NRR and GRR.

Time Management for Salespeople

Iannarino

There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend about 35 percent of their total time on sales and the rest on administrative tasks and meetings with people other than contacts or clients.

Creating Your First eBook? 15 Experts Share Tips and Best Practices

Learn Hub | G2

So if I’m guessing correctly, you’re here because you’ve decided to learn how to make an eBook. Am I right? Thought so. Marketing

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Google helpful content system update rolling out now (December 2022 update)

Search Engine Land

Google has begun to push out an update to its helpful content system , this is the first big update to this update since it launched in August 2022. The update started yesterday, December 5th but it is now noticeable on December 6th, which is why Google announced this update today. What is new.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

Sales Commandment #8: Thou Shalt Always Remember to Add Value

Anthony Cole Training

Are you following the Ten Commandments of Sales Success? Find out by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #8: Thou Shalt Always Remember to Add Value. Prospecting sales skills Sales Activities

6 Ways to Build Client Loyalty in Sales

RAIN Group

Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of?

Finding Time for Play with Natasha Ho

criteria for success

Welcome back to Let's Talk Sales ! This week's guest is Natasha Ho ! Natasha is the founder of The Well-Traveled Palate , helping entrepreneurs with creative services accelerate their marketing, sales, and overall growth so they can have more freedom and time for what truly matters.

YouTube SEO: How to find the best traffic-generating keywords

Search Engine Land

Video marketing is not a “nice-to-have” marketing strategy anymore. It has become a digital marketing necessity for almost every business – from financial planners to physicians. If you haven’t jumped into the video-making pool yet, now is the time to take that plunge.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Top SaaStr Content for the Week: Snowflake VP, Atlassian CRO, Divvy CRO, Algolia CEO + CRO, and More!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Maybe a Little Less Twitter and LinkedIn, And a Little More SEO and List Building.

Relationship Selling vs Consultative Selling: Which is Best and How To Start

Iannarino

Transaction selling, relationship selling, partnership selling, consultative selling … If you’re a sales manager, you’ve heard professionals, blogs, and influential figures discussing these techniques. One resource will swear by relationship selling, while another swears it’s a mistake.

How to Pump Up Your Sales Team for Rocky Times

Membrain

Challenging economic times are, well, challenging. For sales teams, they can be brutal. CEO Advice

Sales 63

Sharp Increase in Consumer Spending is Great for Talent Development

The Advantexe Advisor

Let’s be open and transparent for a moment about the current status of global talent development. If you are in the world of Talent Development you’ve been nervous.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Location pages in Google’s crosshairs after October spam update

Search Engine Land

Within the last few months, service area business (SAB) websites started to see rank fluctuations aligned with the rollout of Google’s helpful content and spam updates around late August through October.

The Official SaaStr Podcast in the Top 1% Most Downloaded and Shared

SaaStr

Spotify has rolled out its latest metrics on the top podcasts and we’re pleased to note The Official SaaStr Podcast is in the Top 1% of most. Our podcast is our quiet but great asset. It’s an incredible mix of the best speakers and leaders in SaaS.

The Continuing Misalignment of Sales and Marketing Strategy

Iannarino

The legacy approach to sales and marketing strategy continues to harm sales organizations and salespeople. These sales and marketing strategies worked well for a long time, but they eventually lost their effectiveness.

The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting

Understanding the Sales Force

You're driving down the highway and you approach a road sign which says Chicago (South), Green Bay (North). Smart people know that taking the appropriate exit puts you on the road TO one of those cities and that you are NOT IN one of those cities. Morons think they have arrived.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Sendoso launches a freemium eGifting service

Martech

Sendoso, the corporate branded gifting service, this week announced the launch of a freemium offering, Sendoso Express. With no contracts, subscriptions or fees, it is aimed at the SMB market.

Launch 100

Google Chrome adds 3 site search shortcuts

Search Engine Land

Google Chrome is adding shortcuts to the address bar on desktop that will help you search through your bookmarks, history and tabs. Why we care. Search marketers do a lot of searching – and I’m pretty sure in our profession it’s illegal not to have dozens (hundreds?)

Balancing Hyper Growth with Risk: Secrets to Scaling with Brex’s COO and Alloy’s CRO

SaaStr

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. Brex’s COO, Michael Tannenbaum, and Alloy’s CRO, Laura Spiekerman, share top lessons on how to find the right balance. Brex and Alloy are two companies that have both achieved hypergrowth.

Why You Should Stop Using the BANT Sales Method

Iannarino

If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and your company are self-oriented brutes who care only about closing a deal , would you use that strategy? Sales 2022

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

The  Math Behind the Virtual vs. In-Person Training Conundrum

The Advantexe Advisor

As the year of Training and Development comes to an end, it is time that we reflect on another year of change.

Marketing software: Think three times before you customize

Martech

When marketing software doesn’t do exactly what you need it to do, you’re faced with a choice: Buying something that’s not exactly what you want and working around its shortcomings. Building your own custom system. Buying something you can customize.

How to optimize underperforming content

Search Engine Land

If your content isn’t performing as well as you expected, or old pieces you published a few years ago are no longer relevant or pulling their weight, it’s time for an update. Specifically, it’s time to optimize your underperforming content.