Iannarino
AUGUST 8, 2022
If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. Those who don't understand what clients perceive as value in the sales conversation will have a difficult time succeeding in B2B sales. A client that finds the salesperson unable to create value will likely dismiss them after a single meeting, continuing their search for someone more helpful.
Cerebral Selling
AUGUST 8, 2022
Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession. For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs.
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Sales Pop!
AUGUST 8, 2022
Cannabis customers come in all shapes and sizes. Some are first-time users; others are long-time enthusiasts. Some seek relief from a medical condition, while others just want to relax and have a good time. However, regardless of their reasons for using cannabis, all customers expect a positive experience when patronizing a dispensary or online store.
SaaStr
AUGUST 8, 2022
Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”? I took a look a little while back at how long it took the average SaaS company that was sold for $1B+ to get that acquisition. The answer? 11.7 years on average, with a median of 10.0 years (maybe the better metric): The fastest of the bunch was Divvy’s $2b+ acquisition by Bill 5 years after funding.
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!
AUGUST 8, 2022
How to Personalize Your Prospecting. In today’s world, we’re always looking for the next easy way out. Shortcut culture has invaded, and not always for the better. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting.
Understanding the Sales Force
AUGUST 8, 2022
If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one. Somehow, my Genesis GV80 always knows to display its rear and overhead cameras when I'm pulling into the garage.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
AUGUST 8, 2022
Nearly a quarter (23%) of marketers say their biggest challenge is getting internal alignment on go-to-market initiatives across departments, according to a survey conducted by MarTech in partnership with Highspot. . The report will be released during tomorrow’s webinar, “What Marketers Must Know to Rise Above Economic and Buyer Uncertainty”: free registration here.
Partners in Excellence
AUGUST 8, 2022
I read an article, “ In Search Of The Frictionless Organization.” While some of the basic ideas about creating great customer experience by “eliminating friction,” are very good, I think the concept of eliminating friction demonstrates a huge misunderstanding of friction and how important it is. First, what is friction? In science, friction is “the force resisting the relative motion of solid surfaces, fluid layers, and material elements sliding against each other.&
Martech
AUGUST 8, 2022
A recent study of senior Marketo managers reveals their marketing automation teams are small, highly productive and focus predominantly on executing campaigns. Nearly 75% of respondents said they execute more than 30 campaigns in a year, and 74% said they manage a team of 0-3 employees. The focus on executing campaigns means strategic priorities, like having and measuring impact, are at risk of being neglected, according to the study.
Closing Bigger
AUGUST 8, 2022
This podcast was inspired by a sales troll on TikTok. I posted a TikTok video on “Why sales is not like dating.” The response was 99.5% positive but there’s always one guy out there. His response was “Sales is like dating …. value-based selling is weak.” This got me to think of this analogy and why it’s so popular and also how sales and expectations of salespeople have changed significantly.
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
AUGUST 8, 2022
There’s still time to plan the Best. Offsite. Ever. It’s been a challenging couple of years and we’re still adapting to the new normal. With so much remote-first, CXOs have to be much more thoughtful about when and how we gather, particularly with your execs. . Back in ye-olde-days (i.e. 2019) we could mostly count on camaraderie to build organically in the office.
Sales Hacker
AUGUST 8, 2022
It’s time we take an honest look at the relationship that strong proposals have on a buyer’s decision-making process. After analyzing nearly 570,000 proposals sent in 2021 (from companies of all sizes), PandaDoc has learned what works, and what doesn’t, in composing a winning proposal. Quincy Berg (Enterprise AE at PandaDoc) and Roberto Carrero (Enterprise AE at Sapper Consulting) dive into 3 key features to wow your customers and win their business (a proposal is much more than just capturing t
SaaStr
AUGUST 8, 2022
How do you create a product that becomes essential to your customers’ lives? In a special SaaStr Annual session, Brex CEO & Co-Founder Henrique Dubugras and Mutiny CEO & Co-Founder Jaleh Rezaei reveal the secrets to building a successful SaaS business based on a product that customers need and love. Their first piece of advice for SaaS founders?
criteria for success
AUGUST 8, 2022
Happy Monday, Let's Talk Sales listeners! This week's guest is Connie Steele. Connie is the principal and co-founder of Flywheel Associates, helping clients put strategy into action to move their businesses forward. She’s the author of Building the Business of You: A System to Align Passion & Growth Potential Through Your Own Career Mash-Up. . She is also a founding member of the Asian American Authors Book Club and the creator and host of the Strategic Momentum podcast. .
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Sandler Training
AUGUST 8, 2022
Here are three simple things you can do, starting today, that will immediately upgrade your 30-second commercial. The post Three Simple Things You Can Do to Create a High-Impact 30-Second Commercial? appeared first on Sandler Training.
Gong.io
AUGUST 8, 2022
58.4% of the world’s population is on social media, with the average time spent on these platforms reaching 2 hours and 27 minutes daily. That’s a big chunk of all your daily attention span spent on social every single day. So, of course, in 2022, most companies are already on social media pushing their products and services. But this creates an overly crowded market that exhausts potential buyers with product placements, ads, and DMs.
Predictable Revenue
AUGUST 8, 2022
Learn what a business development representative (BDR) does, their role in outbound sales, and how they compare to sales development reps (SDRs). The post Why is the business development representative the most important position in your company? appeared first on Predictable Revenue.
Closing Bigger
AUGUST 8, 2022
This podcast was inspired by a sales troll on TikTok. I posted a TikTok video on “Why sales is not like dating.” The response was 99.5% positive but there’s always one guy out there. His response was “Sales is like dating …. value-based selling is weak.” This got me to think of this analogy and why it’s so popular and also how sales and expectations of salespeople have changed significantly.
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.
SalesLoft
AUGUST 8, 2022
La plateforme de gestion des dépenses Spendesk a intégré Salesloft en 2017 pour simplifier et accélérer sa prospection. Dans un contexte de croissance exponentielle de son équipe de vente, elle s’est appuyée sur Salesloft afin d’accélérer l’onboarding de ses représentants commerciaux, stimuler la productivité et augmenter les taux de réponse. .
PandaDoc
AUGUST 8, 2022
Without a doubt, quotes and sales proposals are an essential part of business operations, and many firms rely on Salesforce proposals. Sales teams need to move fast in order to secure opportunities and send compelling details to prospects. Unfortunately, creating effective business proposals is often a race against time — especially for metrics- and productivity-driven teams.
Martech
AUGUST 8, 2022
Since the pandemic started we’ve been tracking how COVID-19 in its many and various manifestations has affected the way marketers attend conferences and other in-person business events through our Event Participation Index. And, as you’d expect, overall comfort with attending in-person events began to grow once vaccines and boosters made the virus seem less threatening.
Sales Hacker
AUGUST 8, 2022
What’s holding you back? Yep….you are! It’s time to get out of your own way! Step into your maximum potential more consistently. Get unstuck and out of a rut, back on track to thrive through the end of 2022, and beyond, into 2023. Guests: Larry Long Jr., – CEO (Chief Energy Officer) & Keynote Speaker/Emcee at LLJR Enterprises. Richard Harris – Founder of The Harris Consulting Group.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Heinz Marketing
AUGUST 8, 2022
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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