Anthony Cole Training
MARCH 25, 2021
When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.
Veloxy
MARCH 8, 2021
As the saying goes, not all leads are created equal. A sales rep going through their regular day will need to prioritize their efforts so they’re utilizing their time and resources efficiently. This is where the BANT framework comes in. It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. Now, what exactly does BANT stand for?
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Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book
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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.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
MARCH 29, 2021
When budgets are tight, online marketing is usually the first expense businesses look to cut. I’ll stop you right there. Traditional advertising methods are hard to measure and incredibly costly. But thing is, small business have never had greater access to cost effective and highly trackable marketing tools. So even with a shoestring budget, the best way to market your business might be a lot more accessible than you think.
ConversionXL
MARCH 31, 2021
We’re told time and time again, producing high quality content is one of the highest value activities you can do for your business. Yet, the question remains, what does high quality content actually mean and how do you measure it? With content marketing, it can be easy to get lost in the noise and miss what matters. For this article, let’s consider just two metrics—an engagement metric—social shares and an SEO metric—keyword rank.
A Sales Guy
MARCH 9, 2021
We’re almost at 50K books sold. We have less than 1,000 to go as of today March 9th. I’m blown away that I’m writing this. The idea that Gap Selling would have ever reached 50K books would have been inconceivable. In spite of years of social media exposure, an internationally acclaimed, award-winning blog, a large and growing social following every published turned me down.
Membrain
MARCH 24, 2021
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
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
Engage Selling
MARCH 12, 2021
Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.
Partners in Excellence
MARCH 29, 2021
Symptoms are the indicators that something is wrong, something is not functioning/performing as it should. When we have symptoms of a cold, we already have the cold. We can’t do anything to prevent it, perhaps, we can just make things a little easier to manage through it. And, we may miss the opportunity to prevent the cold from recurring. In business and sales, we see similar things.
SalesProInsider
MARCH 17, 2021
We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. And in the last 20 of these Sales Strategy Conversations that I’ve had, 13 of them have focused on how to help prospects get the value of what the seller is offering and how to help that prospect make a more confident and quick buying decision. 13 out of 20 – so obviously this is a very important topic!
ConversionXL
MARCH 17, 2021
From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. So what does it take? I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.
Advertiser: ZoomInfo
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
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
Membrain
MARCH 14, 2021
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.
SaaStr
MARCH 30, 2021
“I don’t want to meet [That VC]. I don’t need money now and it’s distracting.” — most founders, post Seed round. …… There’s a superpower some founders have. When they are ready to raise the next round, be in Seed-2, Series A, B, C or whatever … they just send out a few emails, and in a week or so, have a few offers and even term sheets.
Partners in Excellence
MARCH 30, 2021
We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
The 5% Institute
MARCH 30, 2021
One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals and dreams to reality. In this article, we’ll explore how to build a sales team, how to hire, and the various other ingredients you’ll need to ensure they perform at a high and effective level.
Engage Selling
MARCH 19, 2021
In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
Membrain
MARCH 10, 2021
Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
SaaStr
MARCH 31, 2021
UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software. It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. Even ten years on, in 2015, it still had just 10 full-time employees.
Partners in Excellence
MARCH 25, 2021
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.
Heinz Marketing
MARCH 9, 2021
Guest Post, Thomas Ousterhout , Ph.D, Operations Analyst – MeetinVR. Sales practices are constantly evolving. There are always new ways to serve the buyer’s increasing expectations and demands. The key to a good sales enablement strategy is knowing how to use the same people, products, and services, and aiding them to customize their selling approach to a targeted audience.
ConversionXL
MARCH 31, 2021
Agencies looking to grow have traditionally relied on fostering strategic relationships to land deals and increase sales. Cold email and referrals have often been quite effective. But through my work with dozens of agencies, it’s clear outbound alone is no longer enough. The most successful agencies are beginning to invest more time and money in content marketing to establish expertise in their industry and, more importantly, generate inbound appointments.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales Hacker
MARCH 19, 2021
For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? As someone who’s grown from an Inside Sales Consultant with absolutely no technical experience in sales to my most recent role as VP of Sales for Zillow Group Rentals, I have spent nearly a decade hiring hundreds of sales professionals and developing a handful
Membrain
MARCH 17, 2021
Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.
SaaStr
MARCH 4, 2021
Apologies to all those to whom this is already well known. But, I know many of you have never hired a head of marketing before. And as soon as you get your MSP (Minimum Sellable Product) out the door, and you’ve got your first 10 customers under your belt — you’re probably going to want to hire a VP or Head of Marketing to help you get more leads in, manage the process, and help get the word out.
Partners in Excellence
MARCH 11, 2021
Who in the sales organization owns the responsibility for a deal? Who is responsible for leading the development and execution of the deal strategy? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” Sadly, though, in practice it looks very different. To many managers, often well intended, take the deal over, they end up running the deal strategy and execution, sometimes delightfully surrendered by the sales person.
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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
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