STAR Results
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
Anthony Cole Training
JUNE 26, 2020
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.
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Membrain
JUNE 24, 2020
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
Partners in Excellence
JUNE 24, 2020
When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. SaaS companies have invented their own versions of the numbers, including ARR, CLV, LTV, CAC, MRR, Churn, and so forth.
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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.
SaaStr
JUNE 27, 2020
A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. I thought it would be worth a quick update of the post. We’ve all made many of these mistakes ourselves, myself included ?? I’m even making a few myself again. But if you see yourself making any of the mistakes below, it’s fairly easy to make a course correction.
Heinz Marketing
JUNE 28, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. In the past few months, our team has taken on some big initiatives to improve our website, SEO, and internal processes. Some of these items have turned into mammoth-sized projects, but we are so happy with the progress we’ve made, especially considering the circumstances. . One of the projects we took on was to take better advantage of our chat function, Olark.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesmate
JUNE 26, 2020
Capturing and sustaining buyers’ attention can be a real challenge in the SaaS world. With the rapid evolution of SaaS products, buyers’ expectations are also increasing. Besides, new players are entering the market and doing all that it takes to prove their mettle. And how can we forget the old players who are innovating and improving the user experience to maintain their position in the industry?
Membrain
JUNE 28, 2020
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
Partners in Excellence
JUNE 22, 2020
Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). This is particularly frightening, when one recognizes customers don’t know how do buy, they wander through the buying process, going back and forth, starting and stopping, changing direction, getting lost.
SaaStr
JUNE 23, 2020
One of the very firm SaaStr-isms what that while $0-$1m ARR is Impossible, and getting from $1m-$10m ARR is Unlikely … that getting from $10m to $100m ARR is Inevitable. Let’s take a look at a version of that basic math. Today, the very best SaaS companies are scaling faster than ever. Often 200% or even 300% at $10m ARR. Look at Zoom, Slack, Datadog, UiPath etc.
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
Heinz Marketing
JUNE 25, 2020
By Win Salyards , Marketing Coordinator for Heinz Marketing. Generosity is one of our key values at Heinz Marketing. We work to live that throughout our customer experience and engagements. We believe our clients are our partners and should be treated as such, and part of that is celebrating significant life events with them. I was recently asked to review our client gift process so we could better respond and scale.
ConversionXL
JUNE 16, 2020
Enterprise SEO has been my topic of choice for extracurricular “thought leadership” over the years. Last year, I gave a presentation on how we generated 40% year-over-year organic revenue growth by focusing on out executing the competition, not outsmarting them. While my presentation focused on the in-house side of enterprise SEO, I’ve also experienced (and written about ) getting things done—or trying to get things done—at an agency.
Salesmate
JUNE 23, 2020
Every business is revenue-driven. SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. This is a simple cycle of extending their stay in the market and compete. As a business, you have to start out with little expandable resources and you have to follow a strict plan of action for the customer base, the finance, the market research, and logistics!
Membrain
JUNE 3, 2020
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
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
Partners in Excellence
JUNE 7, 2020
Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “… It’s more challenging than I expected… ” My knee jerk reaction was, “Fantastic!
SaaStr
JUNE 15, 2020
The pace of change recently has been breathtaking. Just a few weeks ago, Stewart Butterfield, CEO of Slack, was kind enough to join us at SaaStr Summit: Bridging the Gap. He said Slack wouldn’t be going back to the office until September. Now, just a few weeks later? Slack is going work-from-home forever. Along with Twitter and Square and Shopify.
Heinz Marketing
JUNE 26, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. It is typical for companies to be given a marketing budget before setting sales goals for the year. According to the article B2B Budget Benchmarks: how much should you be spending on average 9-10% of the company’s annual revenue is allocated towards marketing efforts. But often, when I work with clients, I see a big disconnect between the sales goal and the ability to drive enough lead volume to meet the sales goal wi
Understanding the Sales Force
JUNE 25, 2020
You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.
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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.
Salesmate
JUNE 9, 2020
Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.
Membrain
JUNE 17, 2020
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
Partners in Excellence
JUNE 3, 2020
We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation.
SaaStr
JUNE 12, 2020
There are some questions in SaaS that are, at some level, almost a mystery: Why was Veeva able to burn only ~$10m net on its way to an IPO? Yet Box needed $250m? Both sell to the Enterprise. So it’s not that. Yes, Veeva has a very high ACV, with prepaid contracts. That helps a ton. Yet … is that really the whole story? Why did Atlassian essentially need no capital to IPO, yet Slack raised epic amounts ?
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.
InsightSquared
JUNE 23, 2020
Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process. Some of them are actually useless and can be removed from the calendar, while others carry immense value, but lack the structure and accountability to realize it. . As a team leader, you hold weekly or biweekly pipeline reviews with every rep to gauge the health of their active deals.
SalesProInsider
JUNE 25, 2020
The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. These are actions you have control over, not your technology or your company policies. Conversations Not Sales Meetings.
Engage Selling
JUNE 19, 2020
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
Membrain
JUNE 14, 2020
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often used this phrase myself. But in some interpretations, seems to imply an acceptance that we’re going to have to learn to live with a situation that is somehow worse than what we had before whilst we strive to get back to the “old normal”.
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.
Salesmate
JUNE 26, 2020
In our previous product update article , we gave you a glimpse of what’s coming in this month. This post specifically revolves around a very crucial feature that we all are very excited about. We are proud to announce that Power Dialer is officially accessible to our users in the freshly-introduced Boost Plan. Power Dialer is one of the most demanded features by businesses to ace their calling game.
SaaStr
JUNE 8, 2020
Given that so many VC pitches are over Zoom now, I thought it would be worth re-freshing this classic SaaStr post on things it’s easy to get wrong when pitching investors. Pitching VCs is like anything. You’ll get better at it over time. Later, you’ll even get great at it. Once you know how it works, it’s not even that hard to knock it out of the park.
G2
JUNE 17, 2020
Most organizations rely on sophisticated customer relationship management (CRM) tools to manage their orders and revenue and organize business flows.
Partners in Excellence
JUNE 23, 2020
We struggle with achieving goals and producing results. Whether it’s prospecting or working a deal, we diminish our impact and results because we aren’t doing our homework and preparing ourselves and our customers/prospects to accomplish our shared goals. It starts with our prospecting and establishing new relationships. For example, this morning I get a LinkedIn invitation from someone in the ‘protection and counter-terrorism” field.
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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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