Anthony Cole Training
SEPTEMBER 8, 2022
In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend.
Iannarino
SEPTEMBER 8, 2022
"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for some and unfortunately for others, how you sell is a larger variable to success than what you sell.
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Sales Pop!
SEPTEMBER 8, 2022
Any sales team can hit a high note for a single month. But a sales team that consistently meets and exceeds expectations over the long haul only happens when you follow a deliberate and careful strategy. A defined and formalized sales process is one of the strongest indicators of future revenue. The most effective sales teams across industries, especially in SaaS, are the most efficient.
Sales Hacker
SEPTEMBER 8, 2022
One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects. Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Sales Pop!
SEPTEMBER 8, 2022
Recent shifts in the geopolitical landscape have resulted in increasingly complex trade sanctions targeted at an ever-expanding web of economies, criminal gangs, terror groups, and individuals. Though sanction screening solutions have become more effective at reducing these parties’ ability to create havoc, challenges to comprehensive sanctions screening remain.
Veloxy
SEPTEMBER 8, 2022
As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. But, as you know, the insane number of variables and non-selling activities in your sales process makes it nearly impossible to start improving sales velocity.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
SEPTEMBER 8, 2022
Dear SaaStr: What’s the #1 Thing That Sets Great VPs Apart From the Rest? The truly great VPs, They have a stream of great candidates coming through the door (or the Zoom). Honestly have no idea how they do it. But the great ones do. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) September 5, 2022. The biggest, simplest lesson I’ve learned: Truly Great VPs make recruiting, scaling and hiring 100x easier.
Salesforce
SEPTEMBER 8, 2022
Everyone wants efficient customer support delivered their way. Today, “their way” can mean about a thousand different things. Which channel? When? How? And with whom? I know. That’s a lot to think about when you want to scale customer service without sacrificing the customer experience. I lead global customer success at Salesforce, so I’ve seen what works and what doesn’t for building customer support strategies that foster customer loyalty.
SaaStr
SEPTEMBER 8, 2022
So I remember the first time I saw a CEO fire their entire revenue team. I’d invested in a PLG-first company that was transitioning at millions in revenue to being more sales-led. And the VP of Sales and Marketing were … well … pretty good. But not great. What do I mean? Well, the VP of Sales struggled a bit at their ACV, it wasn’t his strength.
Salesforce
SEPTEMBER 8, 2022
When the economy shows signs of slowing down, marketing budgets are often the earliest casualties. However, not all marketing investments are created equal, and website personalization will help you regardless of the economic climate. There are several reasons why your business should focus on website personalization. The first is customers now expect personalized experiences from nearly every brand they engage with.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
SaaStr
SEPTEMBER 8, 2022
Just a small note, but it’s interesting how inflation has hit SaaStr events this year: Booth costs are up 26% (!) from 2020 , on top of another 10% or so costs in building them outdoors. Labor costs overall are up about 18% from 2021 Annual. Internet costs are up about 45% , as just one example. Now it’s not all bad. With record attendance and record sponsorship, we’re able to spread fixed costs across a higher base.
Partners in Excellence
SEPTEMBER 8, 2022
I’m continuing my series on the importance of understanding selling as a complex system. We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. We optimize the pieces parts, yet when taken together they under perform.
SaaStr
SEPTEMBER 8, 2022
We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. At the 8th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. Join these incredible companies to experience all the value of SaaStr! Capchase is your founder-friendly financing solution. Our suite of financial tools makes it easy to turn recurring revenue into flexible growth financing.
Sandler Training
SEPTEMBER 8, 2022
Investing in sales leader growth is one of the most impactful organizational investments. The post Sales Leaders: Make Empowering Sales Coaching Your Growth Driver!? appeared first on Sandler Training.
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Concentrix Catalyst
SEPTEMBER 8, 2022
We’ve all bought something and realized it wasn’t what we needed. We often return products, exchanging them for the right size or a different color. Even a car purchase can […]. The post From Fear to Fixed: How to Overcome a Bad SaaS Investment appeared first on Concentrix Catalyst.
SalesHood
SEPTEMBER 8, 2022
MEDDPICC Helps Sellers Drive Urgency in B2B SaaS Sales If you’re like many B2B sales leaders right now, you’re wondering what you can do today that will impact your Q4 forecast so your team can make it’s goal this year. The answer is MEDDPICC. What is MEDDPICC? MEDDPICC is a sales methodology [ ] The post MEDDPICC Helps Sellers Drive Urgency in B2B SaaS Sales appeared first on SalesHood.
The Advantexe Advisor
SEPTEMBER 8, 2022
We are all besieged by advertisements where a company is trying to gain new customers by offering all new customers an incredible discount. “Sign up today and get 50% off for the first year” scream the ads. And then they get to the last sentence, “offer good for new customers only.”. Wow, what a slap in the face to the existing customers who have been loyal for years only to find out that the extra fees they have been paying are now going to augment a discount to new customers only.
SalesBlog!
SEPTEMBER 8, 2022
A salesman on my team was foot-blitzing one afternoon. Entering one of many small businesses that day he was greeted by a “lets get rid of this guy” employee. As my salesman was about to leave… a salesperson from their company pipes up and offers to meet with us. She asked who the decision maker was and called me. Her offer was to listen to our offering if we would listen to hers.
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.
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