Anthony Cole Training
AUGUST 20, 2020
As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established? Often, managers focus their energy on defining procedures and identifying expectations during times of change. However, they fail to understand the impact and personal needs of the employees that are responsible for following these new requirements.
Engage Selling
AUGUST 21, 2020
The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.
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Membrain
AUGUST 16, 2020
No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock market crash in modern history and where large parts of the economy are completely shut down. This is happening for real. But it is also a fact that there are factors that separate winners from losers in a situation like this.
Partners in Excellence
AUGUST 18, 2020
I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of the 1000’s of technology solutions sales people leverage. Technology is part of our future, but it misses the core of what selling is really about.
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
Heinz Marketing
AUGUST 20, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. How cool is it that the most effective way to market your B2B company is also the most cost-efficient way to market it? If this sounds too good to be true, let me explain. Word-of-mouth marketing is the single most compelling marketing tactic to date , and it always has been. As a consumer, don’t you feel great about making a purchase when your close friend has told you all about the product?
SaaStr
AUGUST 19, 2020
Q: Which merger and acquisition trends, if any, do you expect to unfold in the next 12 months? I expect more mega-mergers: $2b-$10b+ deals. Why? These are the Best of Time in Cloud and SaaS, as odd as that still seems. Multiples and share prices are at all time highs. Public SaaS companies are now worth more than $1 trillion collectively , and Apple alone $2 trillion: With those massive valuations generally come insane expectations of growth, not just for now, but for a decade to come.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 19, 2020
Not long ago, I read an exchange about how we should talk to our customers about out competitors. Some felt we should take a “leadership” position offering our views and insights to the customer. Frankly, I was appalled with some of the opinions in that discussion. We have no business talking about our competitors products and business. I don’t make that statement around any sort of high-minded position about fair play, it’s simply a no-win discussion for us to conduct.
Heinz Marketing
AUGUST 16, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Working on projects and managing deadlines while juggling work and kids and cooking is stressful. Throw in interdependencies with the scattered remote teams, projects with lots of moving parts, and it gets daunting! Project management tools come in handy for small or large teams, in office setting or remote setting or even for globally scattered teams.
SaaStr
AUGUST 21, 2020
Q: What are the signs that an entrepreneur will always be small time? “Always” is a bit extreme. But let me share what I’ve learned are signs an entrepreneur likely won’t be going for it / won’t build something big. And so, these also probably are start-ups you shouldn’t join, IF you want to be part of something that could be big: Talks a lot about selling the company for “say $20m-$30m”.
Salesmate
AUGUST 21, 2020
Convincing someone to spend their valuable money is a tough job, especially when you are operating on a recurring revenue model. Making a buying decision is tough in SaaS sales. Businesses have to think about their budget as it isn’t just a one time purchase but a long-term commitment. As SaaS sales rep, you need to gain trust and persuade potential prospects to convert them into paying customers.
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.
RAIN Group
AUGUST 19, 2020
The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences. Our analysis has uncovered the top challenges of virtual selling , many of which buyers themselves have said are a deciding factor for purchase decisions.
Heinz Marketing
AUGUST 17, 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.
SaaStr
AUGUST 15, 2020
Recently I was catching up with a good friend who used to be CEO of an enterprise-y SaaS social networking company — and the usage and engagement numbers of his business were just awful. Customers bought because they thought their organizations needed this functionality, and so they wrote the checks for Year 1, and even Year 2. But the end-user usage just never appeared … In SaaS, it actually takes until Year 3 for your customers to churn out from low engagement / low usage.
Sales Hacker
AUGUST 21, 2020
Failure in sales is real. Calling a customer by the wrong name. Forgetting who you’re calling. Having that pitch, you’ve practiced for so long, fall flat. It happens to all of us. As salespeople, we have dozens of scenarios that we can bucket into the failed calls category. They’re embarrassing, and most of the time, we just want to sweep them under the rug.
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ConversionXL
AUGUST 18, 2020
When it comes to SEO, it all starts with keyword research. Before you kick off a link-building campaign or invest in creating quality content, you need to understand where the volume is, how competitive terms are, and the intent behind those queries. But what does an effective keyword research strategy look like? For SaaS companies, there are the obvious ones, like your brand name and product category (e.g., “email marketing software,” “accounting software”), but Google processes more than 40,00
Partners in Excellence
AUGUST 17, 2020
Both managers and the people they coach often have the wrong impression of coaching. Too often, we go to our managers looking for answers. Great managers tend not to give answers. As people looking for coaching, too often we go to someone asking, “What should I be doing? Should I do this? What am I missing? As coaches, we tend to feel we have to provide answers, “Go do this… Try this…This has worked for me before, try it… ” Usually, that’s followed by, &
SaaStr
AUGUST 20, 2020
End of an era. I am sad today [link]. — Rashmi Sinha (@rashmi) August 11, 2020. Money matters. Money is part of why we do this, maybe more in the early days than later. It’s not just about building software and the journey. It’s about turning your shares from $0.00001 into … something. So when should you sell your company — if ever?
Sales Gravy
AUGUST 16, 2020
On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone.
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.
InsightSquared
AUGUST 19, 2020
InsightSquared , a leading provider of revenue intelligence solutions, today announced it has appointed Todd Abbott as chief executive officer. Fred Shilmover has transitioned to the role of President and will continue to serve as Chairman of the company’s Board of Directors. Abbott brings a wealth of experience in sales, marketing and operational excellence to the role.
Predictable Revenue
AUGUST 20, 2020
Having a culture-driven organization is nothing if you do not have practical leadership skills to keep workplace performance culture alive. The post 5 Steps to Become an Effective Leader of a Culture-Driven Organization appeared first on Predictable Revenue.
SaaStr
AUGUST 15, 2020
Q: Is it hard to become a venture capitalist? It is hard to become a venture capitalist. It is very hard to become a successful one and make a lot of money. Why? First, there aren’t that many VC firms. There are probably only 150 firms with > $250m. These are the ones that can train you and provide entry-level positions: Second, most VC firms only have a few non-partner opportunities.
Salesmate
AUGUST 18, 2020
Whether it is sports, politics, or business, there is a podcast for everything. 16 million people in the US are “avid podcast fans”. Are you one of them too? If yes, then here’s the good news. The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate.
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.
Miller Heiman Group
AUGUST 20, 2020
In today’s world, everyone is seeing significant changes in their sales funnels. For some organizations, opportunities are being frozen or postponed, and it’s hard to find new opportunities to replace them in the funnel. On the flip side, some industries have way too many deals flowing in. COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences.
Predictable Revenue
AUGUST 21, 2020
Nathan Latka explains how he grew his dorm room business to $5M in revenue when he was 21, and the key to launching a successful podcast. The post Utilizing Audience Engagement to Boost your SaaS Company Revenue appeared first on Predictable Revenue.
SaaStr
AUGUST 16, 2020
At the recent SaaStr Summit: Bridging the Gap, Stewart Butterfield, CEO of Slack, shared a funny story. He said with work-from-home, he was able to talk to a lot more customers. A lot more. And that was Zoom’ing with a smaller enterprise customer they’d just closed, who told him “She was worried about Slack.” “Why are you worried about the company,” Stewart asked?
Partners in Excellence
AUGUST 21, 2020
So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. As we talk about how we execute at the highest levels, depending on what a pundit is selling, the “secret” to success is the application of certain technologies, methodologies, training, programs, content, tools, processes.
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.
Heinz Marketing
AUGUST 21, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Over the last four months, we’ve experienced an upheaval that has changed the economy. Our customers’ buying journey has changed, we’ve experienced a decline in account engagement, and our entire organization is working from home. The CMO’s responsibility in a changing economy is to guide your business to the next level.
Sandler Training
AUGUST 19, 2020
The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out. The post Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings appeared first on Sandler Training.
SaaStr
AUGUST 16, 2020
Q: How is Venture Capital difference since Covid-19? At first — and only briefly — things slowed way back. Portfolios in many cases were hit hard, with startups in travel, events, fitness, etc. hit hard, and VCs distracted with working out the issues in their portfolios: But the slow down lasted, at best, 60 days: First, Cloud stocks went on an unprecedented tear.
Predictable Revenue
AUGUST 20, 2020
When we think of goal setting on a sales team, we think of sales managers setting targets, quotas, and KPIs. But if that’s all you’re focusing on as a manager, you’re selling your SDRs short. The post Why SDRs should set their own targets with Mark Garrett Hayes appeared first on Predictable Revenue.
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