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 1, 2020
Sales pipelines are similar to the story of "Goldilocks and the Three Bears. " This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.
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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.
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.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Sales Hacker
JUNE 4, 2020
The influence of COVID-19 on the marketplace and our sales operations has completely changed the business landscape, and there may be no turning back. While many things can impact a sales team, most of us have never encountered the kind of confusion created by the arrival of the pandemic. More than ever, team leaders need to ask themselves how they can prepare for the future and use what they’ve learned during these last few months to excel in the days to come.
Salesmate
JUNE 5, 2020
As a business owner, your sales strategy must always include activities that help in maximizing the sales pipeline by constantly attracting new leads inside it. Filling up your sales pipeline with hot leads lets your business flourish and generate better revenue. Jump to your favorite section: 1. What is a sales pipeline? 2. What are the sales pipeline stages?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 31, 2020
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
Sales Hacker
JUNE 1, 2020
Well before the age of coronavirus — it seems like a lifetime ago, doesn’t it? — we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. And for good reason: It can benefit everyone. Employees, especially millennials , appreciate the flexibility to work from anywhere, and sales orgs open themselves up to a much larger pool of talent when they’re not limited to hiring locally.
Salesmate
JUNE 2, 2020
Do you know 60% of Buyers don’t rely on B2B Sales Reps? Why? Well, according to most of the buyers, some sales reps don’t listen to others are self-centric as well as manipulative. Woah! That’s quite a negative impression. Isn’t it? Well, think about your approach while selling over the phone. Do you call and try to discover your prospect’s challenges and goals?
Engage Selling
JUNE 4, 2020
Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
SaaStr
JUNE 1, 2020
The tough truth is from 0.5–1.5 sales cycles. Sales is tough. It’s a lot of No’s to get to a Yes. And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to sel l. A rep good at one product can fail at selling another. Training and support matter. Not all reps can work with the limited support, onboarding and training you get at a start-up.
SalesProInsider
JUNE 5, 2020
Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question. Over these last weeks, I have had so many people say to me, “What do I need to do differently to succeed in this virtual environment?”.
Sales Hacker
JUNE 2, 2020
Without the right approach and structure, sales and operations planning (S&OP) can quickly become more of a burden than an asset. We’ve put together seven tips to improve your sales and operations planning process so you can avoid common pitfalls, improve ROIs, and develop responsive solutions in real-time. Identify Your Key Metrics for Individual Segments.
Engage Selling
JUNE 3, 2020
After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.
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
SaaStr
JUNE 5, 2020
Debt for SaaS companies done right is a gift. Done wrong, it can weigh you down like an anchor. Few folks have more data than Nathan Latka and he offers up some insights on how to properly leverage up in SaaS. — ed. Good — and Bad — Types of Debt. Carlota Perez argues in her book Technological Revolutions and Financial Capital that in the early days of a “golden age”, financial capital is necessary to fuel new technology innovation. .
Partners in Excellence
JUNE 1, 2020
Let’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic recovery. You want to be prepared to seize that opportunity. You justify hiring and onboarding 100 new sales people over the next two quarters. You need them to be able to execute the strategies to seize the opportunity.
Hubspot
JUNE 2, 2020
Marketing Margie. Sales Sam. IT Isabel. Accounting Alan. Do you know who your business's buyer personas are? And if so, how much do you know about them? Buyer personas are semi-fictional representations of your ideal customers based on data and research. They help you focus your time on qualified prospects, guide product development to suit the needs of your target customers, and align all work across your organization (from marketing to sales to service).
Sales Hacker
JUNE 3, 2020
The post The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO appeared first on Sales Hacker.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
SaaStr
JUNE 5, 2020
If you missed any of the sessions from SaaStr’s New New in Venture, they were pretty awesome. Catch up here on what’s really going on in venture and fundraising, right now, with everyone from Aileen Lee to Keith Rabois to The Forbes Midas List and more! These sessions were our highest-rated ever for a SaaStr event so dig into them here and let us know what you think.
Partners in Excellence
JUNE 1, 2020
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business.
Hubspot
JUNE 3, 2020
When I graduated from college a few years ago, there were a couple of lessons that stuck with me. First, as a journalism student, I was taught to never write a conclusion for an article. While this became a habit, it's something I've had to unlearn as a marketing writer because you need to write a conclusion in your blog posts. Second, in my screenwriting class, I learned that every sentence you write should either move your story forward or reveal information.
Sales Hacker
JUNE 1, 2020
Many of today’s fastest-growing software companies have something in common — their products can sell themselves. Consider your experience with Zoom, Slack, Dropbox, or others like them. You don’t need to jump through any hoops to get into the product. There’s no need to fill out a detailed form, set up a qualification call, sit through a product demo , or navigate a custom implementation.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
SaaStr
JUNE 2, 2020
Do startup investors care about how employees are treated where they invest? The reality is VCs for the most part sort of care. What I can tell you 100% for sure is one you have even a small team, VCs: Will all look at your Glassdoor ratings. This is so easy to research / see. Will all do due diligence at least on how CEO is perceived, internally and externally.
Heinz Marketing
JUNE 4, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. During the past few months while working from home because of COVID-19, we at Heinz Marketing, have been fortunate enough to continue working with our clients. There have been slow times which has given us a chance to work on other, non-client related projects, such as The Heinz Marketing Quarantine Cookbook.
Hubspot
JUNE 2, 2020
During summer, my favorite time of day was when the ice cream truck would drive on our street. Usually, I didn't know what I wanted. If I had saved enough money, I'd order a push-up (am I dating myself, or is this still offered?), the rocket popsicle, and an ice cream sandwich. Little did I know, I was actually conducting an A/B/n test. I wanted to taste several flavors -- not just two.
G2
JUNE 4, 2020
Living in the digital age confers many benefits.
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
JUNE 3, 2020
Q: “What should your sales team do with marketing qualified leads? Follow-up. There will be a lot of spirited debate between marketing + sales in the lead hand-off process. Do you have MQLs and then … SALs? (Sales Accepted Leads)? Does sales get to reject leads from marketing? How long do they have? Etc. etc. As you scale, and refine this, you’ll have more and more nuances here in your lead qualification process. -> What matters most maybe even all the way to $10m ARR though I’ve found
Sandler Training
JUNE 1, 2020
That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson. The post 5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople appeared first on Sandler Training.
Hubspot
JUNE 3, 2020
If you manage a Google AdWords account to supplement your organic SEO efforts, you know there are a plenty of metrics available to track and analyze. Sometimes it can be confusing and overwhelming. Since we all have limited bandwidth, it’s a good idea to narrow down the key metrics that really give you meaningful insight into what’s working -- and what isn’t -- in your paid search campaigns.
G2
JUNE 3, 2020
Leadership is about leading others to success while getting things done.
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