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?
Anthony Cole Training
MARCH 11, 2021
In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing process.
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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.
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.
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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 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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
Membrain
MARCH 7, 2021
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”.
Topline Leadership
MARCH 9, 2021
This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance. For example, the primary (and sometimes only) metric most companies use to [.].
SaaStr
MARCH 6, 2021
Recently I spent some time with two seemingly similar SaaS start-ups. Both are at about $100k in MRR (congratulations!). Both have happy, enthusiastic customers. Both have really great products and are organically growing. Both have great founder CEOs. But even though both are now at $1m ARR … one is just so much better positioned than the other for success getting to $5m and $10m in ARR quickly.
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
MARCH 10, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. I came across this recently published video by Wall Street Journal about Costco’s Treasure-Hunt Shopping Strategy. As we all know, Costco is one of the largest and most successful retailers in the country. I am a regular shopper at Costco, and I can’t help but notice that even during the pandemic, Costco has managed to keep shoppers coming in to their stores.
RAIN Group
MARCH 10, 2021
For many, the transition to virtual selling went something like this: one minute you were a basketball superstar with pretty good moves and a decent field goal percentage. Then you were thrust into a baseball game, handed a glove, and told to win. On a completely different field. Requiring a completely different skillset.
KO Advantage Group
MARCH 8, 2021
Today is International Women's Day, and here at KO Advantage Group we #ChooseToChallenge inequality and gender bias everyday. Being led by a female boss like Kim Orlesky in a male-dominated industry is inspiration for us (and everyone in the sales industry) to challenge the long held beliefs regarding gender bias, because the truth is that women can make an impact too!
SaaStr
MARCH 8, 2021
I had my first mentor a couple of yrs ago when I was SVP. Really helped me work through things and see all the things I was missing. I extended the coaching to two of my VP’s then two Sr Dir. who were looking to move to VP. Can totally recommend it. Way better than nerd certs! — Ben Haines (@bhaines0) September 10, 2020. One thing all of us that have been doing SaaS for a while have learned is that, back in the day, we didn’t do a good enough job of specialization, especially in sale
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Heinz Marketing
MARCH 6, 2021
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. 11 Webinar Etiquette Tips for Presenters & Attendees. With how much time we’ve spent in webinars over the past year, it might be time to brush up on some etiquette.
Sandler Training
MARCH 12, 2021
Every year, in early January, the local gym is packed full of New Year’s fitness converts. And every year, In February, at that same gym, only the dedicated remain. What makes the difference? What do the people in the second group have that most of the people in the first mindset do not have? The post The Mindset of a Winner appeared first on Sandler Training.
The 5% Institute
MARCH 9, 2021
One of the defining factors that can dramatically increase your closing rate when speaking to your potential clients, is your sales IQ. So – what does having a good sales IQ mean? And what can you do to boost your sales IQ? Read on to learn more about what it is, and what you can do to close more sales, consistently. What Does Good Sales IQ Mean? Sales IQ is short for sales intelligence quotient.
SaaStr
MARCH 7, 2021
If you take nothing else away from this A+ post, take away this: The CEO only needs to speak for the first 30 minutes. That's it. Max. Then it's time for the rest of your team, folks [link]. — Jason BeKind Lemkin (@jasonlk) March 6, 2021. David Sacks recently put together a great primer on how to have a SaaS Board meeting. I agree with it 100%.
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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
MARCH 6, 2021
Live chat on website is useful for your business and you know it. It helps you drive sales by getting new customers to contact you. But Live Chat is more than just chatting. And when integrated inside a CRM, it does wonders you can only imagine! Why do you need Live Chat feature in you CRM software? A CRM software allows you to store all the customer data into one place, and integrating it with Live Chat helps you manage data of the customers that you’ve been chatting with on your website.
Sandler Training
MARCH 10, 2021
Mike Montague interviews Dave Mattson on How to Succeed at Scaling Sales Success. The post How to Succeed at Scaling Sales Success [PODCAST] appeared first on Sandler Training.
Lead Fuze
MARCH 9, 2021
Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. Close more deals. You need ideas for sales role play that upgrades your sales reps’ skills? You’re at the right place. In this article, you’ll learn: What is a sales role play. 5 reasons why you and your team need to role play.
SaaStr
MARCH 12, 2021
We’ve through a quiet revolution in sales processes now, where a combination of specialization, technology, and segmentation are making the next generation of SaaS founders far better at figuring out and scaling sales than I or my peers ever were a generation ago in SaaS. One of the things the best founders are figuring out earlier than ever is how to invest in both outbound and inbound sales early.
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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
Outreach
MARCH 8, 2021
With a bit more than a week behind me, since I finished my second act at Forrester, I am thrilled to announce that I have joined Outreach as its first-ever Global Innovation Evangelist. In my new role, I look forward to helping our existing and prospective clients better understand the complex sales technology landscape and the critical role key sales technologies play in enabling the modern B2B selling organization.
Predictable Revenue
MARCH 11, 2021
Chad cuts through the outdated, theory-based “fluff”, and gets down to the nitty-gritty with a raw perspective to look at where there may be opportunities to drive predictable revenue growth through sales optimization. The post How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line appeared first on Predictable Revenue.
SalesFolk
MARCH 11, 2021
Do you include bullet points or numbered lists in your sales prospecting emails ? . It’s fine for drip marketing emails, which people subscribed or opted into, to include lists. It’s also fine to have a list in a sales email, once you’ve had a conversation with that sales prospect or opportunity. . ( I regularly use bullet points in follow-up emails after sales demos, for example. ).
SaaStr
MARCH 10, 2021
Perhaps nothing, but in most cases, likely everything. A classic VP of Marketing will do 4 things (although of course no one is great at all 4): Brand and Corporate Marketing. You need very little of this in the early days, but much more important when you cross $50m ARR or so. Gets the color of the logo right. Does stuff for the brand. Manages press.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
SalesPop
MARCH 12, 2021
We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? In examining this, we find that the primary way is through innovation. You’ll be able to hang onto accounts only so long as you are innovating in a way that’s important for your customers.
Lead Fuze
MARCH 10, 2021
How to Collect Prospects Before Making Sales Calls. Before you make a phone call, you should have a list of leads first. And LeadFuze can help you in that regard. LeadFuze is a software solution that helps you build lists of accurate leads automatically while integrating with sales outreach tools to allow you to contact those freshly verified leads.
SalesHandy
MARCH 6, 2021
When new leads are generated and added to your sales pipeline, not all of them convert. The challenge for sales is then to only focus on intent-rich leads, which is where you need to know them better. Sales qualifying questions help you gather information from your prospects, which later helps you filter out high intent leads. . Nurturing these high intent leads then helps you focus on those leads that are likely to convert.
SaaStr
MARCH 12, 2021
Q: Which are some lesser known [SaaS/B2B] companies from the dotcom boom and subsequent crash of 1999-2000 that are still doing very well today? A few: eLance was founded in 1998 as an early freelancing website. It merged with a competitor (oDesk) and became the leader we know today as Upwork and is worth $6B today! More here : GoDaddy was founded in 1997 remains a leader in domain names but expanded into web sites, ecommerce and more — and is worth $13B today !
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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