ConversionXL
SEPTEMBER 20, 2018
Right now, there is a tsunami that’s coming to wipe out thousands of SaaS companies. In this article, I’ll walk you through the three tidal waves coming ashore and show you how to avoid their potentially disastrous consequences. The Three Tidal Waves Coming for Your SaaS Business. Tidal Wave 1: Buyers now prefer to self-educate. This isn’t limited to the B2C space.
Gong.io
SEPTEMBER 19, 2018
This is it – the 52 best sales book you’ll ever read. Throughout my career, I’ve been a voracious reader, and I credit that habit to much of the success I’ve been able to enjoy thus far. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value).
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Jeff Shore
SEPTEMBER 20, 2018
By Jeff Shore. “When you are a pessimist and bad things happen, you live it twice.” Amos Tversky. There is an aura to positivity – an undefined and highly contagious energy. We gravitate to positive people. We’ll even pay for positivity. I chose my physician, Dr. Lee Rice, not simply based on his medical knowledge (which is amazing), but on his positive outlook to healthy living.
Openview
SEPTEMBER 20, 2018
Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one. Folks, there is a strong chance you have reps in your own startup that are thinking this exact thing right now.
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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.
ConversionXL
SEPTEMBER 17, 2018
In the world of data-driven marketing, more and more tasks require a bit of coding. You might need to add an extra parameter to your tracking code or pull raw data from Google Analytics. You may want to create a simple prediction—or automate a few repetitive tasks in your PPC campaigns. Or maybe you simply want to speak a common language with your developers so that you can brief them better and understand they may say, “This will take two weeks.” Regardless, knowing one or two data
Women Sales Pros
SEPTEMBER 19, 2018
Conferences, trade shows, forums or seminars; whatever the ‘event’ is being billed as, my clients are preparing for the fall season. Just as the marketing department does their work, sales needs some solid strategies to generate qualified leads. Essential Steps for Sales Preparation: Decide if the trade show/conference offers the value you seek. Set your sales goals for the event.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 17, 2018
We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process. Sounds good, what could be simpler–start at the beginning, go step by step through each stage, reach the end when the customer does, get an order, move on.
Membrain
SEPTEMBER 16, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
Women Sales Pros
SEPTEMBER 21, 2018
People often ask me if I get nervous before delivering a presentation. Right now, I’m on a plane headed to Dallas to present a 12 minute TED style talk to over 500 CEOs and entrepreneurs. Am I nervous? You betcha! Research shows speaking in public is the number one fear humans face. Second only to death. However, sellers must present, and do so with confidence.
Hubspot
SEPTEMBER 21, 2018
The Amazon affiliate program, also called “Amazon Associates” can be an easy way to monetize your website or blog. Simply sign up, receive immediate approval, and place Amazon affiliate links on your site today. When someone makes an Amazon purchase via one of your links, you get the commission -- it’s that simple. But how do you get started? Below, you’ll find a step-by-step guide to becoming an Amazon Affiliate, with screenshots.
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
Partners in Excellence
SEPTEMBER 19, 2018
Developing any high performance sales team starts with talent. If you have the wrong people, no tools, processes, programs, training in the world will make up for it. Yet, too often, managers treat this issue too cavalierly. I constantly see: Sloppy approaches to recruiting, relying more on “chemistry,” and out of date job descriptions, rather than having a rich competency model for the “ideal candidate.” Rushing to fill vacant positions, rather than taking the time to
Gong.io
SEPTEMBER 21, 2018
There I was at the beginning of a new sales cycle, wrapping up the first meeting. “Can I pencil you in for next week?”. Even though they seemed interested, they were hurrying to get off the call. They all had other meetings to get to, and I was holding them up. “Sure,” said my main contact, feeling rushed. “Send me an invite for Tuesday afternoon.”.
Engage Selling
SEPTEMBER 20, 2018
It’s time to forget about the idea of an “ideal buyer.” That’s right, forget about it. Times have changed. There is no longer a single person who starts and stops all buying decisions.
Hubspot
SEPTEMBER 20, 2018
In the fairytale Hansel and Gretel , two children drop breadcrumbs in the woods to find their way home. Nowadays, you probably don't experience too many lost-in-the-wood experiences, but I'm willing to bet you've felt frustratingly disoriented on poorly designed websites. In website design, breadcrumb navigation is a way to show your users their location and how they got there (similar to Hansel's breadcrumbs).
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
Partners in Excellence
SEPTEMBER 21, 2018
We know we have to align our marketing and sales processes with the customer buying journey. That used to be simple when we considered the buying journey to be relatively linear. However, current Gartner research shows a completely different picture of the customer buying journey, one that can only be characterized as “Chaotic.” How do we deal with the chaotic buying journey?
Openview
SEPTEMBER 17, 2018
A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. The study titled “Driving Account Growth through Smarter Account Management” found that while better than expected customer service helps retain a sales account, it doesn’t actually impact the degree to which the account grows.
RAIN Group
SEPTEMBER 19, 2018
To find and win business consistently, your sellers need to have the right mix of sales skills across the sales process, from filling the front-end of the pipeline to growing accounts. Too many sales teams have significant skill deficits preventing them from turning their potential for sales growth into reality. In The Top-Performing Sales Organization research initiative, we looked at the differences between Top Performers and The Rest across sales skills and knowledge needed to drive sales per
Understanding the Sales Force
SEPTEMBER 18, 2018
I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Partners in Excellence
SEPTEMBER 17, 2018
In the distant past, sales people were a primary channel for customer for educating customers about solutions and providing information. Customers had few convenient channels to learn about solutions and new approaches to their business. Trade shows, magazines, meeting with peers also provided some of this information, but sales people had always been critical for information delivery.
Membrain
SEPTEMBER 19, 2018
In today’s coaches corner, we’re discussing how to achieve better consistency in win rates, cycle times, and deal sizes across your sales team.
Jeff Shore
SEPTEMBER 18, 2018
By Amy O’Connor. For those of us in sales, we do it because we love it. We love the people and helping them improve their lives. We love the financial rewards that come with being really good at our job. We love the dynamic environment that is constantly changing. Sometimes we love it so much and become so wrapped-up with capturing and converting every single sell that we don’t know when to stop. ?
Hubspot
SEPTEMBER 19, 2018
Sole Proprietorship Definition. A sole proprietorship is considered one of the easiest types of businesses to start. Unlike corporations or LLC’s, you don’t have to register with the state. However, you must acquire appropriate permits and licenses to operate legally, and you are personally liable for debts, lawsuits, or taxes your company accrues. The United States Small Business Administration reported over 70% of U.S. businesses in 2013 were owned and operated by sole proprietors or sole trad
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
InsightSquared
SEPTEMBER 20, 2018
Kaizen. The Japanese term “Kaizen” stands for the continuous improvement of a process. Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. “Kaizen is a daily process, the purpose of which goes beyond simple productivity improvement.
Gong.io
SEPTEMBER 21, 2018
“Can I pencil you in for next week?”. I was wrapping up a sales meeting with a new account. Even though they seemed interested, they were hurrying to get off the call. They all had other meetings to get to, and I was holding them up. “Sure,” said my main contact, feeling rushed. “Send me an invite for Tuesday afternoon.”. That short moment haunted me for seven months.
Sales Hacker
SEPTEMBER 19, 2018
Have you ever dreamed of becoming a VP of Sales? This is the podcast for you. This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company. If you missed Episode 24, check it out here: PODCAST 24: Building a Tier 1 Saas Company From the Investor Perspective.
Hubspot
SEPTEMBER 17, 2018
When a buyer and seller don’t align on price, you might guess the sale won’t go through. But, often, it does. So, how did they make it work? In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Heinz Marketing
SEPTEMBER 16, 2018
While “Account-Based” is all the rage, few technologies are available to support such a strategy. The Big Willow identifies targeted B2B opportunities with detailed intent data. The Big Willow does this by tracking 500 million devices daily across 100,000+ web publishers to build analytics showing the company accounts, people and their locations and their research and engagement behavior.
Adaptive Business Services
SEPTEMBER 19, 2018
There’s a lot B2B salespeople can learn from the world of real estate. Market fluctuations, technological disruptors and cutthroat competition — Realtors have seen it all. And the best of the best never flinch. But like any other industry, closing the deal gets more complex as the ticket price increases. Agents who are actively selling multi-million dollar properties certainly know a few things that the rest of us don’t.
Outreach
SEPTEMBER 20, 2018
Dreamforce is nearly here and if you listen closely, you can hear the faint sound of panic and hesitant enthusiasm from marketers all over San Francisco, preparing for the madness that will ensue next week. Organizations spend thousands, even millions of dollars to stand out at this momentous industry event. But all too often we’re caught up in the “where’s the swag” and “how many scans will we get” to think about what’s going to happen after the event.pfft, that’s tomorrow’s problem!
Hubspot
SEPTEMBER 19, 2018
Entrepreneurship is the process of starting (or improving upon) a business with the ultimate goal of making a profit. It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. From marketing to accounting to logistics and beyond, entrepreneurs get to oversee the many facets of running a business.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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