Mon.Aug 15, 2022

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How to Use LinkedIn for Prospecting

Iannarino

The most important thing you need to know about using LinkedIn for prospecting is what not to do. The social platforms require a different strategy, one that is based on a pull approach instead of a push approach. Most of the people using LinkedIn for prospecting practice an approach we describe as "spray and pray," meaning they are not targeting people and companies that they believe might need what they sell, choosing instead to connect with people with executive titles.

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Do Sales Enablement Professionals Need Selling Experience?

Partners in Excellence

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” My immediate reaction to both those questions was “HELL YEAH!!!!” My mind went to all the supporting arguments, things like: How do they possibly understand what sellers face, without having done the job themselves?

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Dear SaaStr: How Do I Deal With Investors That are Unhappy With The Company?

SaaStr

Dear SaaStr: How Do I Deal With Investors That are Unhappy With The Company? Be transparent. And show them an honest, data-driven path to a better future. First, investors get most upset when founders hide things. And founders tend to hide things more when times are tougher. So … share more: Make sure you send a monthly investor update out ASAP after the month ends.

Finance 111
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The Importance Of “Flow” In Selling

Partners in Excellence

For several years, I’ve been a struggling student of Tai Chi. There is such elegance in the movements. It’s an important part of my meditation and fitness practices. Tai Chi is actually a Martial Art. I’ve had instructors go through a “fight,” using the slow forms of Tai Chi, then do exactly the same thing at full speed.

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How to Improve Email Deliverability and Optimize Each Send

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.

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It’s time for CMOs to talk business

Martech

I recently celebrated my four-year anniversary as Chief Marketing Officer at the global digital consultancy Publicis Sapient. According to many surveys, this milestone means I’m on borrowed time – and have been for some time. Median tenure for CMOs at America’s 100 most advertised brands is just 25.5 months — the lowest since 2009, and far below the 80-month tenure for CEOs.

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Recession Proofing Your Mind: How Sales can Thrive Not Just Survive

Sales Hacker

You are not alone, a lot of people have missed their quotas, but that doesn’t mean you can just wash your hands of the challenge. Sales is a hard job, recession or not. It’s important to focus on the things you can control, like your metrics and pipeline, and not let one bad week ruin your quarter. Kevin “KD” Dorsey and Liz Simpson join to share tips on recession-proofing your mind and quota (they’ll also be answering questions live from the audience, so be prepared to ask your hard-

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Episode 40: Twitter Bio or… Cold Email ???

Sales Hacker

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. Join Kristina Finseth (Sr. Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker.

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Going from Series A to Unicorn in Less Than 12 Months with Payhawk Co-Founder/CEO Hristo Borisov and VP of Marketing Désirée Schildt (Video)

SaaStr

Knowing how to get funding as a start-up is an invaluable skill. You have the vision, but you need to ?communicate it effectively for investors to believe in it and provide you with the capital needed to bring it to life. . Payhawk’s CEO, Hristo Borisov, and VP of Marketing, Désirée Schildt, have cracked the code. They outline how to go from series A to unicorn in less than 12 months. .

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3 Reasons YOU’RE Not Converting: The Why of This Series

SalesProInsider

Are you converting your prospective clients to the next step as often as you want? Or are you having that first interaction, meeting, or conversation, only to realize that prospective client is not committed to taking the next step? Maybe they say they’ll think about it. Or maybe they schedule the next meeting, but then they “ reschedule ” but never really set a date.

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Churn Analysis: The Ultimate Guide

Gong.io

New customers are wonderful, but recurring customers are what keep a business afloat, especially for SaaS and other service companies. That’s why it’s critical to keep retention levels steady. As such, we have to understand both why clients return (or stay subscribed) and why some don’t. That’s why it’s important to analyze customer churn. By understanding who’s churning, when they’re churning, and why they’re abandoning your product, you can make changes that will appeal to your target audience

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Why Are B2B Companies Choosing SDR Outsourcing in 2022?

Predictable Revenue

Learn why more and more B2B companies are choosing to outsource their sales development reps (SDRs) to grow outbound sales faster. The post Why Are B2B Companies Choosing SDR Outsourcing in 2022? appeared first on Predictable Revenue.

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5 Things You Can Purchase Using Cryptocurrency

Sales Pop!

Although many people were originally dubious about digital assets challenging traditional ones, Cryptocurrencies have grown in popularity. Several well-known Cryptocurrency figures set the trend off, but new coins are being released every year. The quick emergence and acceptance of new currencies, however, have far-reaching effects that begin with banks and end with consumers.

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Invest In Yourself

Sales Coach Dew

Are you spending your time and money wisely, or are you neglecting the most important person in your life? If you want to get further in your career, you have to grow. It’s just a fact! As long as you stay the same, you’ll always stay in the same place. A salesperson who isn’t growing personally will see the same lack of growth in their sales numbers.

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Close Your Organization’s Sales Technology Adoption Gap and Increase Revenue

SalesLoft

So, what does the technology adoption gap have to do with your organization’s revenue? And what is the technology adoption gap? We’re glad you asked. The technology adoption gap provides a directional understanding of how increased utilization of sales technology can impact seller performance. Typically sellers with the highest adoption of sales technology are also the team’s top performers.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Sales Role Playing Sucks! Start Training Evangelists.

SalesBlog!

I have no doubt there will be plenty of sales managers and sales trainers that will take issue with this article. But my experience has taught me that sales role playing is not a great way to train. Not even close. Why sales role playing doesn’t really work. While most sales managers/trainers will try to convince the salesperson that they are not trying to embarrass or shame it’s typically what happens.

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Technology Adoption: Stop Making This Rookie Mistake

SalesLoft

Driving adoption of your sales technology is the most important way to be sure you realize a return on your investment (ROI). When we talk with revenue teams, we usually don’t hear many objections. But things get a little fuzzier when we ask about a technology adoption definition. . Take a deep dive into adoption by downloading How to Drive Adoption of Your Sales Technology Platform.

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Sales Pipeline Radio, Episode 322: Q & A with Steven Rosen @stevenarosen

Heinz Marketing

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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Asses Your Sales Tech Functionality Gap

SalesLoft

Think about the sales tech functionality you were most excited about when you purchased. Are you using those features today? Using this Functionality Gap Assessment, you can periodically review your current technology priorities and compare them with what go you so excited in the evaluation phase. Download here. For every technology solution you currently own, you’ll assess each feature determining whether sellers are using the feature and if it was one that was important to you during the

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How to Stay Competitive in the Evolving State of Martech

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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10 questions to ask when auditing your email program

Martech

Back in January 2018, I wrote a MarTech column with advice I give clients when the fiscal year is young. . I suggested you take some time off to plan your marketing strategy for the coming year. Forsake the hustle and distractions of the office and take your team to some offsite location where everybody can stretch their legs, let their minds run free and get the inspiration flowing. .

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Dear SaaStr: At What Point Should Founders Pay Themselves a Market Salary?

SaaStr

Dear SaaStr: At What Point Should Founders Pay Themselves a Market Salary? The right answer is: just as soon as the company can afford it. Taking a market salary when cash is very tight is, at best, penny-wise and pound foolish. If you own 20%-30%–50% of a company, the last thing you want to do is take a single dollar out when the company truly needs it.

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Sales leaders: You’re going about rep productivity all wrong. Here’s how to get it right.

Sales Hacker

Every good sales leader wants to empower and coach their team to become highly productive. But most managers come from an individual contributor role and are given woefully inadequate training and support. If that weren’t the case, we wouldn’t see quota attainment hovering around 50% for so long. And the problem is only getting worse as budgets get squeezed and layoffs impact more people — good people who are trying hard, but don’t have a clear plan for success.

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