Sat.Aug 15, 2020 - Fri.Aug 21, 2020

article thumbnail

Leadership in Times of Change

Anthony Cole Training

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.

article thumbnail

Selling in Tomorrow’s Landscape

Engage Selling

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.

Sell 161
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Seven factors that separate winners from losers in an economic downturn

Membrain

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.

Closing 160
article thumbnail

The Future Of Selling, It’s About People, Connecting In A Disconnected World

Partners in Excellence

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.

Sell 158
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

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.

article thumbnail

The 7 Best Pieces of Business Advice I Was Ever Given

SaaStr

Here’s my list of the best golden advice I was given as a first-time — and second-time — CEO: Manage People — In General, and Earlier. The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Managing people isn’t always fun. But embrace it if you want to be a CEO, a founder, and/or be a part of something bigger.

Growth 145
article thumbnail

Payal’s App of the Week: Asana

Heinz Marketing

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.

Launch 133

More Trending

article thumbnail

B2B SaaS Keyword Research: A Start-to-Finish Framework

ConversionXL

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

B2B 123
article thumbnail

7 Signs a CEO Isn’t Really Going For It

SaaStr

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”.

B2B 132
article thumbnail

How to Tackle the Top 8 Virtual Selling Challenges [SlideShare]

RAIN Group

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.

Sell 128
article thumbnail

Talking About Our Competitors

Partners in Excellence

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.

Product 134
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

Sales Pipeline Radio, Episode 217: Q & A with Will Curran @ItsWillCurran

Heinz Marketing

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.

Pipeline 127
article thumbnail

When Should You Sell Your Company?

SaaStr

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?

Sell 132
article thumbnail

11 Things People Believe But Shouldn’t

ConversionXL

People often choose to believe in things that are just not true. The Great Wall is the only human made object viewable from space. All Vikings helmets had horns. Vaccines cause Autism. 5G causes causes cancer. You get the idea. Here are 11 things that a lot of us in marketing believe, but shouldn’t. 1. [Insert celebrity name here] endorses product X, so it must be good. “Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindn

Price 120
article thumbnail

Great Coaches Don’t Give Answers

Partners in Excellence

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, &

Growth 121
article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

5 Steps to Become an Effective Leader of a Culture-Driven Organization

Predictable Revenue

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.

115
115
article thumbnail

If a VC Doesn’t Respond To Your Emails, Try Once More. Then Just Move On.

SaaStr

Q: “How long will it take VC to reply to emails? Once a VC finds a deal they really want — they move fast. They hunt, and close, just a few deals they really want each year. Each individual VC partner typically only does 1-3 deals a year. So when they find one they are really interested in, they often drop everything to close it. If you are frustrated it takes a VC a long time to reply, that’s a sign.

Pitch 116
article thumbnail

8 best sales podcasts every sales rep must listen to in 2020

Salesmate

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.

Cold Call 113
article thumbnail

Putting a Stop to Delayed Deals Is Your Job

Engage Selling

We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.

Closing 103
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

Utilizing Audience Engagement to Boost your SaaS Company Revenue

Predictable Revenue

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.

Launch 111
article thumbnail

Expect A Lot More $2B+ Acquisitions in SaaS and Cloud

SaaStr

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.

Growth 113
article thumbnail

Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings

Sandler Training

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.

Sales 107
article thumbnail

Culture, Values, Visible Leadership

Partners in Excellence

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.

Quota 107
article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

article thumbnail

Why SDRs should set their own targets with Mark Garrett Hayes

Predictable Revenue

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.

Quota 105
article thumbnail

How Venture Capital Has Changed Since Covid-19

SaaStr

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.

Start-ups 114
article thumbnail

6 Steps to Setting Up The Perfect Remote Sales Contest

Sales Hacker

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line. The perfect sales contest does two things: Create an immediate impact where you need it most.

article thumbnail

The Future Of Selling, Not What You Think It Will Be

Partners in Excellence

There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.). The concept of “virtual selling,” seems to be dominating many of our conversations. Digital transformation, more broadly, covering selling, marketing, customer experience, and other parts of the organization has become a buzzword for business, selling, and marketing in the future.

Sell 101
article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

article thumbnail

The Right Methodology to Ensure Your Technology Sells

Force Management

Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace. Given the current state, you, as a sales leader, have a huge opportunity to enable your sales teams to sell new products (or your exciting offerings) in a way that drives competitive revenue growth.

article thumbnail

Why It’s Year 3 When You Lose Your Customers

SaaStr

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.

Customers 112
article thumbnail

How to unlock the double black box of sales data

Membrain

Never in the history of sales, have sales organizations had access to so much data. Yet when I talk to company leaders, many are frustrated by the fact that more data has not translated to greater visibility, better collaboration, or more effective communication.

Sales 96
article thumbnail

How to Succeed at Sandler Rule #32 – Get an IOU for Everything You Do [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #32 – Get an IOU for Everything You Do [PODCAST] appeared first on Sandler Training.

Sell 101
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.