RAIN Group
JUNE 2, 2021
The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.
Membrain
JUNE 2, 2021
Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.
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Adaptive Business Services
JUNE 2, 2021
The unfortunate fact is that a large majority of CRM implementations fail. Even a substantial percentage of those that have been deemed to be successful, are probably failing (you will need to look below the surface). A large part of this is due to HATE. In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM.
Lead Fuze
JUNE 2, 2021
What do Top Sellers Know on How to Close a Sales Deal. Salespeople who close more deals compared to their colleagues might be working with a different strategy. Here are the things the top sellers are doing right: They focus on the prospects’ needs. A great salesperson knows the difference between convincing their leads to buy to convincing them to buy 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.
Sales Nexus
JUNE 2, 2021
Is it time for you to look for a Salesforce alternative? Thousands of companies just like yours start with Salesforce with great expectations only to be disappointed. Frustrations with under-utilization and ever growing costs are the norm. Worst of all, Salesforce keeps customers locked into long term contracts and makes it difficult to migrate to other tools.
SaaStr
JUNE 2, 2021
Q: What are some tricks software companies use to manipulate churn metrics? “Churn” is a surprisingly imprecise term. Some ways saas companies “manipulate” churn, which may be 100% legitimate in some cases: Not counting churn until after 90 days. This is quite common in self-service businesses. If a customer churns in a week, why count them? Not counting churn if they come back within 365 days.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sandler Training
JUNE 2, 2021
Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization. The post Will Sales Transformation of the Future be Virtual or Face-to-Face? appeared first on Sandler Training.
Hubspot
JUNE 2, 2021
For the last year and a half, many of us have gotten used to doing everything -- including shopping -- from home. Now, it seems full reopenings are closer than ever in the U.S. as the CDC now says that fully vaccinated Americans no longer need to wear masks or social distance unless there is a federal, state, local, workplace, or tribal mandate requiring them to.
VanillaSoft
JUNE 2, 2021
How can you improve lead follow-up? It’s a jungle out there for both you and your potential buyers. Consider these insane stats: Emails sent and received in 2019 were estimated to reach 293.6 billion by year-end and reach 347.3 billion in 2022. SMS text messages reached 2.1 trillion in 2020. Robocalls, even though illegal in many cases, rose to almost 46 billion in 2020.
The Advantexe Advisor
JUNE 2, 2021
Is it me, or has the number of unsolicited moronic emails and cold calls that we get every day reached a fever pitch? Over the past several months it feels like it is accelerated to a desperate level as too many vendors and “salespeople” are panicking to make something happen, but in fact are just making it worse. I did an analysis over the past month and was horrified to realize that the longest I have gone in a day without an unsolicited voice mail or email is 34 minutes.
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
Sandler Training
JUNE 2, 2021
Although there are many different aspects of a sales transformation, a large component will be the training and development of human capital. The post Which Salespeople Can Improve the Most with a Modern Sales Transformation? appeared first on Sandler Training.
SaaStr
JUNE 2, 2021
What are strategies to justify a higher valuation for my company in an acquisition? The easiest “strategies” to get a higher price in an acquisition — which admittedly are very hard to deploy quickly : Raise a venture round at a high price. This is controversial “advice” because it can backfire on you. But the reality is, many M&A prices are driven by a multiple of the last venture round — at least in deals where the acquirer really wants to get it done.
Sales Nexus
JUNE 2, 2021
Is it time for you to look for a Salesforce alternative? Thousands of companies just like yours start with Salesforce with great expectations only to be disappointed. Frustrations with under-utilization and ever growing costs are the norm. Worst of all, Salesforce keeps customers locked into long term contracts and makes it difficult to migrate to other tools.
Sales Hacker
JUNE 2, 2021
Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators? Mary Shea defines this term in her recent article Unleash: A New Cohort of Revenue Innovators Comes of Age : noun — a new cohort of revenue leaders who put buyers at the center of their strategies, who arm their sellers with
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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
Capterra Sales & Marketing Software
JUNE 2, 2021
The post Everything You Need to Know About Performance Marketing appeared first on Capterra. This guide will answer all your questions about performance marketing, from what it is to how to implement it at your business. In an ever-changing digital world, marketing leaders are constantly looking for cost-effective ways to acquire and retain customers.
SaaStr
JUNE 2, 2021
Ep #401: In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. You can view the full video here.
Sales Hacker
JUNE 2, 2021
Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. This is where you can really develop your skills in the art and science of communicating. As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan.
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