Iannarino

JULY 15, 2021

The Gist: Sales is a competition, a contest with a single winner and multiple losers. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary outcomes should be creating a strong preference for your client to buy from you.

Gaming 292

Gaming Clients Contract Up-sell 292

Highspot

JANUARY 4, 2024

From the data-rich ‘2023 Sales Enablement Analytics Report’ to actionable advice like ‘5 Tips to Go Beyond What Good Looks Like With Enablement,’ this curated selection covers a range of essential topics crucial for success in sales.

Sales 52

Sales Strategize Growth Product 52

Highspot

FEBRUARY 11, 2024

Last week, you may have seen our CEO Robert’s blog about the new Customer Success investments we’re making in 2024 to help all our customers soar to new heights with Highspot. This means delivering an exceptional sales experience – something we’re humbled that so many companies have attested to receiving when working with us.

GTM 59

GTM Appointment Strategize Sales 59

Veloxy

DECEMBER 14, 2021

Your LinkedIn Neighborhood. You swallow spiders in your sleep. Here is your guide to getting the most from your efforts. If you’d like recommendations custom to your role, company, and prospects, reach out to Jeff Grice. Your prospects expect more from you now than ever before. Value-Driven Consultant.

Cold Call 208

Cold Call Consult Up-sell Prospecting 208

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. It’s time you replace your dart board with a crystal ball. What is Predictive Sales Analytics?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SaaStr

JANUARY 8, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Capital Efficiency is Back in Fashion. Your 2023 SaaStr New Year’s Resolutions. SaaStr 620: 8 Ideas on How to Motivate the Sales Team After a Rough Patch with SaaStr Founder and CEO Jason Lemkin. .

Pipeline 83

Pipeline Drivers/motivators Engineering Growth 83

Highspot

JANUARY 18, 2024

When your content is poorly managed, reps share ineffective assets with buyers. Enablement has little visibility into how reps are using content or if it’s landing in the field. How can you take control of your content to ensure it’s effective, adopted, and used in the right ways?

Government 52

Government Strategize Promote Go To Market 52

Lead Fuze

MAY 26, 2023

To build your team on a budget, we’ll look at training existing personnel and hiring freelancers for specific tasks as well as exploring non-traditional pricing models. Lastly, staying current with industry trends and technologies is essential to maintaining your competitive edge in the ever-evolving world of digital marketing.

Referrals 98

Referrals Price Clients Networking 98

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Heinz Marketing

JULY 16, 2022

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. The Sales Leader As Air Traffic Controller. In this article, David Mattson draws on a detailed analogy of sales leaders as air traffic controllers.

Strategize 99

Strategize B2B Government Quota 99

Lead Fuze

JUNE 26, 2023

Comprehending how a digital marketing agency gains income is imperative for sales representatives, recruiters, startups, marketers and entrepreneurs. We’ll also explore how balancing revenue with business expenses plays a significant role in an agency’s financial health. How do digital marketing agencies make money?

Strategic partnership 97

Strategic partnership Profit margin Non-Profits Strategize 97

Salesforce

OCTOBER 16, 2023

But what does that word even mean, when will it be here, and how will it affect everyday customer interactions? What if superintelligence ran your marketing campaign? Your goal is to optimize the marketing budget to be most effective, maximize sales, and minimize return rates.” Let’s explore a couple scenarios.

A/B testing 98

A/B testing CRM Negotiate Campaign 98

Highspot

OCTOBER 31, 2023

By embracing innovation and aligning your enablement programs with business initiatives, you can embody what good looks like and achieve your organization’s goals. Here are five tips to go beyond what good looks like in enablement so you can drive world-class programs that empower your reps to win more deals.

Strategize 72

Strategize CRM Government Closing 72

Martech

MARCH 7, 2023

Such attention benefits your go-to-market strategy across sales, marketing, brand, digital, product and more. It’s also a great time to demonstrate how our audience’s content consumption evolves. How have they been burned in the past? • What motivates them more than money? What do they fear?

GTM 101

GTM B2B Gaming Education 101

Search Engine Land

DECEMBER 15, 2023

This article aims to clearly define these risks, analyze scenarios of how AI could replicate or plagiarize your work, and offer practical tips to protect yourself in generative AI-powered world while still benefiting from emerging technologies. What can AI take from your content? First, what can generative AI even take from us?

Trust 108

Trust Presentation Follow-up Cross-sell 108

SaaStr

MARCH 27, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Why I’d Rather Be Acquired by Vista Than a Big Tech Company. Even A Slightly Too High Burn Rate Can Get Out of Control. 4 Simple Things You Can Do To Not Lose Your Top Customers. Outbound Always Works. If You Do It Right.

Real Estate 79

Real Estate GTM Customers Engineering 79

SaaStr

JANUARY 1, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 2022: A Cr*p Year for SaaS IPOs. Dear SaaStr: What Were Some of the Toughest Lessons You Learned About How to Build a Successful SaaS Business? How to Build a Multi Product Business with Carta’s CEO and CMO.

Pipeline 70

Pipeline Drivers/motivators Growth Engineering 70

Iannarino

JUNE 19, 2021

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. From Legacy to Modern Sales Approaches Parts 1-6: Part 1 | Approaches. In the modern approach, the salesperson leads the client. Part 3 | Information.

Negotiate 188

Negotiate Clients Sales Conversion 188

Search Engine Land

MAY 15, 2023

By ignoring non-branded terms your searchers use, you’re losing customers to competitors. Flawed SEO content strategy Before investing in SEO, most SaaS product marketing teams will start creating content based on the customer journey stages. Product marketing teams have metrics to chase, and this content approach supports that.

Engineering 114

Engineering Growth Education Territory 114

PandaDoc

MARCH 4, 2024

Read on to learn more about investment banking data rooms, their benefits, and tips you and your team can apply when deciding on the right one. This setup enables these buyers to review critical documents regarding the sale of a company or its assets, which is fundamental to conducting due diligence.

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

Search Engine Land

SEPTEMBER 11, 2023

Other times, publications won’t add new or up-and-coming brands because their affiliate team requires sponsorships and advertorial purchases. Media companies and publishers play a pivotal role in affiliate marketing. Below are some snapshots of the websites’ performance. On the other hand, newer publications are moving in to take their place.

Niche 136

Niche Commission UX Trust 136

Salesforce

OCTOBER 12, 2023

How do you add large language models (LLMs) to your infrastructure to start powering these applications? Should you train your own LLM? Training your own LLM is a daunting and expensive task. How can a generic LLM generate relevant outputs for your company? But where do you start? More on this later.)

Trust 138

Trust Engineering Government CRM 138

PandaDoc

APRIL 29, 2024

A data room index is an ordered list, like a table of contents, for all the docs inside your VDR. Key takeaways A data room index acts as a map of the VDR , illustrating all the documents, main folders and subfolders for a quick and easy search of your data. Looking for an ideal virtual data room software?

Legal 52

Legal Contract Government Strategize 52

SaaStr

DECEMBER 14, 2023

With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific. Right now, 70% of the GenAI startups are using Google Cloud.

GTM 94

GTM Cross-sell Territory Retail 94

Salesforce

OCTOBER 4, 2022

While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble. While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble.

Government 98

Government Technology Technology Sales Support 98

SaaStr

DECEMBER 11, 2020

And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. In turn, charting a course to channel proficiency depends upon optimizing your channel partner engagement strategy at every stage.

Profit margin 112

Profit margin Strategize Networking Follow-up 112

Sales Hacker

MARCH 1, 2024

How do you make it work for you? Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

GTM 71

GTM Launch B2B Growth 71

Heinz Marketing

JULY 9, 2022

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. Eight Smart Tips For Creating A Balanced, Effective Sales Strategy. Social marketing: How to reach your audience. and Digital CX: Next Steps for B2B Marketers.

B2B 104

B2B Networking Campaign Growth 104

Heinz Marketing

APRIL 20, 2021

If you were to ask any marketing expert today what is, hands down, the oldest-but-still-the-most-tremendously-useful-tactic-you-need-to-take-right-now for closing a sale, the answer is use customer testimonials. I mean, this blog has also shared its merits. Pretty good validation on how valuable this social proof is for conversions.

B2B 128

B2B Healthcare Customers Gaming 128

ConversionXL

JULY 21, 2022

It’s an approach that fits with how people increasingly engage with brands. If you’ve ever received an email with personalized product recommendations or a retargeting ad on Facebook for a product you left in your cart, that’s omnichannel marketing in action. Each channel presents a chance to make a good impression.

Customers 118

Customers Non-Profits E-commerce Objectives and Key Results 118

Veloxy

MAY 21, 2021

Acronym for Controlling the Assault of Non-Solicited Pornography and Marketing ACT of 2003, CAN-SPAM sets the standards for electronic commercial mail and messaging. Even a small list of 50 recipients could result in total fines of up to $800,000 if your marketing emails were not fully compliant with the Act. ValueClick – $2.9

Legal 264

Legal Campaign Promote Commission 264

Heinz Marketing

AUGUST 11, 2021

It is crucial for sales and marketing to be aligned. For a greater marketing conversion, you need an efficient sales program. For efficient and more predictable sales, you need a solid marketing program. You need a cohesive approach that includes both sales and marketing. To prevent any PR catastrophe. Customer Service.

Campaign 117

Campaign Manufacturing Transportation Retail 117

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Real Estate 73

Real Estate Negotiate Price Territory 73

Salesmate

MARCH 31, 2020

Besides fear and anxiety, we’ve experienced a massive hit on sales in these last few weeks due to COVID-19. 75% of US small-business owners say their businesses have been impacted by fewer sales. Sales have never been easy. Sadly, due to this infectious pandemic, the pressure has increased on the sales teams.

Teamwork 123

Teamwork Drivers/motivators Sales CRM 123

Gong.io

MAY 20, 2021

Your goal is for the demo to be short, controlled, and concise. (No Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform. In fact, we wrote a whole blog about how to conduct them really well. How to avoid complexity.

Sell 83

Sell Up-sell Pitch Product 83

ConversionXL

JUNE 2, 2022

DocuSign combines both to fuel its sales funnel. You’ll also learn how to approach ABM and lead generation to engage your ideal customer. Account-based marketing is a team sport. It flips the traditional sales funnel on its head, ditching the one-size-fits-all approach to marketing in favor of a land-and-expand approach.

Lead generation 94

Lead generation Strategize Campaign Profit margin 94