Anthony Cole Training
MAY 12, 2020
In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
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Membrain
MAY 20, 2020
There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.
Partners in Excellence
MAY 21, 2020
“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our path forward. Using Simon Sinek’s popular terminology, our purpose provides us our “Why?
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
ConversionXL
MAY 20, 2020
The SEO game is changing. Long gone are the days when all it took to rank on Page 1 was a good keyword choice and a few backlinks. Google’s search results are becoming so much more than 10 blue links, in part because those links are now richer and more interactive —and sending fewer clicks to sites. A new concept is replacing the traditional SEO approach.
RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
Membrain
MAY 27, 2020
So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.
Partners in Excellence
MAY 18, 2020
I’m about 10 weeks into my own Covid 19 lockdown. I have to admit to some Zoom weariness, impatience with not jumping on a plane and meeting with clients face to face, even a nice dinner at a restaurant with friends. But we will continue with some version of the lockdown for some time. It’s been an interesting time. Many look forward to things getting back to normal, to the way they were Before Covid (BC) As I reflect on the past several months, there’s a lot I/we have learned
SaaStr
MAY 17, 2020
Q: What don’t they tell you about venture capital firms? A few things that aren’t obvious when you raise venture capital: Your VC partner may leave. There has been much more transition in VC firms in the past 5+ years. Partners leave to found their own firms in particular all the time now. Non-partners leave to join hot firms. You are stuck with the fund as an investor forever.
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.
Understanding the Sales Force
MAY 20, 2020
You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.
Anthony Cole Training
MAY 8, 2020
In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.
Heinz Marketing
MAY 12, 2020
By Andrea Grodnitzky , CMO at Richardson. Recent global events have accelerated the use of video-conferencing technology to conduct virtual meetings with customers. Though global circumstances have precipitated this sweeping change, it is likely that virtual selling skills will become an established and ongoing practice, even when the normal economic cycle resumes.
Membrain
MAY 13, 2020
When talking with one of our sales training partners recently, we were asked for content to help salespeople understand “what’s in it for them.”.
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Force Management
MAY 18, 2020
When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.
SaaStr
MAY 16, 2020
A very curious thing has happened during this very sad and stressful time: the Era of the SaaS Decacorn has firmly arrived.? @Wix ? market cap is now over $10 billion. Amazing! ? @BessemerVP ? pic.twitter.com/giUuRFJS5A. — Amit Karp (@amitkarp) May 15, 2020. When I started as a SaaS CEO, there was only one SaaS unicorn: Salesforce. Its market cap at the time was $2.6 billion.
RAIN Group
MAY 20, 2020
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.
G2
MAY 14, 2020
There's a lot of anticipation and expectation in business around the role of artificial intelligence (AI) and the cybersecurity benefits we can expect to gain from our diversified integrations.
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.
Heinz Marketing
MAY 20, 2020
By Maria Geokezas , VP of Client Relations at Heinz Marketing. Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the midst of the pandemic, with the economy struggling and businesses feeling the pressure to keep selling, empathy has become the star of the s
Membrain
MAY 24, 2020
According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.
Force Management
MAY 13, 2020
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
SaaStr
MAY 14, 2020
[link]. Our VC <-> founder networking for New New in Venture on May 27 is now going LIVE! If you’ve registered as either a CEO or a VC, you should be getting an email to sign up soon. We already have 200+ VCs joining New New in Venture and 500+ founders of the 4,200+ registrants already. You just plug in the days you want to do meetings, in and around New New in Venture.
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.
Sales Hacker
MAY 21, 2020
When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.
Salesmate
MAY 26, 2020
You might have heard the adage, “The fortune is in the follow-up.” This is definitely true in sales. For converting leads into sales, you need to follow-up consistently. Prospects have a lot on their plate, so they might not remember your product. They are like those busy neighbors who are lost in their world. You need to knock on their door and remind them that you exist.
Heinz Marketing
MAY 17, 2020
By Kayla Beard , Marketing Intern at Heinz Marketing. The past two months have been filled with uncertainty, panic, and a lot of downtime in the quarantine. I have binge watched Netflix, learned how to cook, and become an expert walker. . Likewise is a startup company located in Bellevue, Washington aimed at providing an easy, quick platform for people to find recommendations.
G2
MAY 13, 2020
When you hear the terms top line and bottom line, you probably think of a profit and loss (P&L) statement that’s scoured over every month by your company’s finance department with thoughts on how to decrease overhead, especially in these days of a tightened economy with limited bandwidth and resources.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Partners in Excellence
MAY 11, 2020
The universal lament of sales people is, “Why aren’t my customers buying? I’m busting my ass selling to them?” We make dozens of prospecting calls, send hundreds of emails. We find customers with some level of interest, then do everything we can to convince the customers to buy our products. We train ourselves about our products, become masters at pitching them and comparing them favorably with the competition.
SaaStr
MAY 20, 2020
Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Usually I personally have to do too much planning, moderating, etc. I learned a lot! ?? So I thought I’d share my learnings from the sessions as we put them up on YouTube. My next set of 10 Learnings is from Jeff Lawson, CEO of Twilio, and his investor and board member, Byron Deeter of Bessemer Venture Partners.
Sales Hacker
MAY 1, 2020
Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.
Membrain
MAY 10, 2020
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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