Engage Selling
SEPTEMBER 11, 2020
Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.
Membrain
SEPTEMBER 6, 2020
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.
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Partners in Excellence
SEPTEMBER 8, 2020
Today, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?” This is one area of coaching where I tend to be pretty hard-nosed, but I believe the following: If a person is uncoachable, it is not a question of IF that individual is terminated, only When!
SaaStr
SEPTEMBER 11, 2020
My Top 10 take-aways from talk with @benchestnut this morning: 1/ Yes, bootstrapping can take 3-4 years longer. 2/ You may not need a moat. Maybe let them go if they aren't happy. Happiness is a moat. 3/ Phase 2 might take 12 years to get to. It's OK. Talk to more customers. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 2, 2020. So the recent SaaStr Annual 2020 at Home was a smashing success. 3 days, 100s of roundtables and sessions, and 1000s of 1-on-1s.
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
Engage Selling
SEPTEMBER 11, 2020
It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.
Membrain
SEPTEMBER 9, 2020
As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
SEPTEMBER 10, 2020
Perhaps the single most important thing you can ever do in SaaS, at least after $1m in ARR or so, is hire the best VPs you can. We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. But there’s a related, larger issue for basically all your first VPs of Every Area.
Heinz Marketing
SEPTEMBER 10, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. We’re in month 8 of the pandemic and there’s one thing we know for sure: we miss having fun and being close to our loved ones! We miss the hugs, the laughs, and the shoulders to lean on. But hopefully by now, we’ve also learned to cope. My way of getting through this is playing games, either with my fiancé in our apartment, or virtually with our friends and family.
Understanding the Sales Force
SEPTEMBER 10, 2020
Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months. It would make total sense for you to say, "Let's wait a few months until you've stopped growing so fast.". An employee asks for a new car, believing that an SUV crossover (not the Maserati in the picture!
Partners in Excellence
SEPTEMBER 9, 2020
I was speaking with a niece who’s a school teacher. She is entering the school year with a challenge she hasn’t faced. Her school district will, through at least several months, be teaching virtually. We talked about her biggest concerns: “Last year, when we shut down classrooms in March, I had been working with my students for the entire school year.
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
SEPTEMBER 7, 2020
Q: What factors that make it difficult for a salesperson to sell a new product to a customer who has been buying a competing product for many years? You can steal a customer from a competitor. But unless they are so fed up with you, that they’d inbounded to switch — you have to go further. And most vendors are too lazy to go far enough to get folks to switch to them.
Heinz Marketing
SEPTEMBER 5, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople.
Sales Hacker
SEPTEMBER 11, 2020
Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Today, Lyft ($LYFT) has 5,000+ employees, operates dozens of offices around the globe, and went public on March 28, 2019.
Sandler Training
SEPTEMBER 10, 2020
Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.
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SaaStr
SEPTEMBER 5, 2020
Q: What’s the best way to develop inbound leads when creating a new market/product category? The answer is you do All of It. Just more of it. Category creation is hard because you have to build awareness of both a new vendor AND a new category. But … the problem you are solving isn’t new. That’s the key. So go everywhere that problem is: Content marketing.
Heinz Marketing
SEPTEMBER 7, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Sales Hacker
SEPTEMBER 8, 2020
The instructions were simple. We announced the role via a LinkedIn post that had the above instructions. Within 24 hours we had over one hundred applicants. So how did we narrow it down, and what can you learn from Sales Hacker’s hiring process that will help you get your dream job? Now, before we go any further, it’s important to note that our process is a bit of a scrappy one.
ConversionXL
SEPTEMBER 9, 2020
Server response time is often overlooked when it comes to improving page speed. It can, however, improve your site’s ranking. Users like fast sites, so Google likes fast sites. In this article, I show you how to reduce your server response time. I also provide a few other ways to improve your page speed. How much does server response time matter? Server Response Time (SRT) is the amount of time between when a web client makes a request (e.g., clicking on a link or entering a URL into the address
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.
SaaStr
SEPTEMBER 8, 2020
The CMO and team at Algolia did a session with me a while back on the top mistakes founders make in the early days. While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with li
Heinz Marketing
SEPTEMBER 9, 2020
By Kayla Beard , Marketing Intern at Heinz Marketing. Over the past four months, there has been so much change to everyone’s lives. Unfortunately, change is not something new that’s come out of the coronavirus pandemic. Change is inevitable and is a constant whether we recognize it or not. While some people don’t like change, leading the change in business organizations is essential to maintaining success in your industry. .
Hubspot
SEPTEMBER 10, 2020
It's no secret that agencies are accustomed to wooing clients during in-person pitches. In fact, the term "pitch theater" is regularly used in the agency world to describe over-the-top presentations that go to great lengths to win accounts. But, with the recent shift to remote work, agencies can no longer rely on a firm handshake, in-person meetings, and casual small talk to help land them a client.
Predictable Revenue
SEPTEMBER 9, 2020
Keeping your existing users is much more cost effective that finding and converting new leads. Despite this, the average business mailing list loses 25% of its subscribers every year. Reactivating your lapsed customers is key to preventing them from becoming lost customers. The post 6 Most Effective Reactivation Strategies for Lapsed Customers appeared first on Predictable Revenue.
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.
SaaStr
SEPTEMBER 8, 2020
Q: Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.? I remember not long ago I was at a SaaS event. A SaaS CEO running a $20b+ SaaS company bumped into a great SaaS CEO that had just sold for $2b, and said to him: “You sold too early.”. The SaaS CEO that had sold seemed almost defensive, and responded, “It was the right call in our space.”.
G2
SEPTEMBER 11, 2020
Whether you realize it or not, you and your team are constantly engaging in process.
Hubspot
SEPTEMBER 10, 2020
When it comes to Facebook ads, you might feel like you've won the lottery if your ads perform well. However, you couldn't be further from the truth. In fact, I've spent more than $900K on Facebook ads in over 4 years. Facebook ads are a complex and nuanced form of marketing. Spending close to a million on ecommerce, real estate, festivals, mobile apps, and much more, I can say that I've learned a thing or two about running successful Facebook ads. 1.
Eliminate Your Competition
SEPTEMBER 7, 2020
Brian Burns interviewed me for his podcast, The Brutal Truth , which can be found at [link]. This version of the video doesn’t have the automatic transcription of the original podcast. I have created a better transcription below. I encourage you to read it here. Brian’s podcast was titled The Top 3 Things You Need To Do To Close Large Enterprise Deals.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
SaaStr
SEPTEMBER 10, 2020
We’ve talked a lot on SaaStr recently on Covid Beneficiaries, the ones given a boost by the crazy times of this year. And I’ve seen it across my little investment portfolio too, from startups like Gorgias tripling on the back of the acceleration of eCommerce, to Talkdesk booming as call centers have to move to running distributed in weeks, to RevenueCat and others benefitting from an explosion in app development.
ConversionXL
SEPTEMBER 9, 2020
Some 85% of leaders and executives identify in-person events as critical for their company’s success. In most places for most of this year, that’s been impossible. Not unlike their in-person counterparts, virtual summits have similar goals: Bring people in your target market together. Spread industry knowledge. Raise awareness and grow your brand. Increase your company’s bottom line.
Hubspot
SEPTEMBER 10, 2020
As you're probably well-familiar at this point, 2020 has brought with it plenty of disruption and change. Consider, for instance, the fact that I'm writing this post from my living room, which has slowly morphed into my full-time office (as well as a workout studio, movie theatre, and popular after-work happy hour spot). Along with a personal change in routine, the pandemic has severely altered how companies conduct nearly every aspect of business.
KO Advantage Group
SEPTEMBER 11, 2020
The client still says "no" even though "logically, it makes sense". Why? Because people buy with emotions and justify with logic. Even in business-to-business settings. If you're a premium service-based company, and you're not bringing the emotional charge, and power into the conversation, you've increased the chances of a delayed sales cycle. Learn how to naturally bring emotions into the sales conversation in order to Sell More.
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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.
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