Iannarino
JANUARY 4, 2023
B2B selling has never been easy, but in our current environment it is more challenging than ever. The contacts you sell to today are doing more research themselves, avoiding salespeople, and struggling to acquire the consensus they need to move their improvement initiatives forward. It's not uncommon to find a prospective client aborting their initiative soon after meeting with salespeople.
Membrain
JANUARY 1, 2023
If someone doesn’t spend enough time prospecting due to poor time management – it’s really a priority problem. We don’t find the time, we make it.
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Force Management
JANUARY 5, 2023
As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
Highspot
JANUARY 2, 2023
You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement? Sales enablement is a systematic approach of equipping, training, and coaching sales teams to close more deals effectively.
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
Gong.io
JANUARY 2, 2023
Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution?
Anthony Cole Training
JANUARY 5, 2023
I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent. Because we specialize in helping companies Sell Better, Coach Better, and Hire Better, my comments will focus specifically on sales but understand that these principles will apply for most hires in your company.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
JANUARY 2, 2023
Customers are at the heart of every small business. So, for your small business to succeed, you must emphasize customer service. When you get it right, you’ll be rewarded by a growing company and feel pride in building relationships with your customers. To give customers the desired experience, you need to set up protections through adequate physical and cyber security and commercial and cyber insurance products.
Cerebral Selling
JANUARY 6, 2023
Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. It’s also one of the most overused and abused. If you’re not doing it right, it can not only be a colossal waste of time but can also damage your personal and corporate brand. About 320 billion emails are sent and received daily around the world, increasing at a rate of about four percent every year.
Martech
JANUARY 4, 2023
The Irish data privacy board has imposed a fine of 390 million Euros ($414 million) on Meta over advertising practices that are illegal under European Union law. Because Meta’s European operations are based in Dublin, the Ireland board is the company’s EU regulator. Meta’s offense, the board concluded, was to incorporate user consent to use data for targeted advertising purposes within its terms of service, effectively forcing anyone using Facebook or Instagram, for example, to
Iannarino
JANUARY 5, 2023
The answer to the question “What is a good customer acquisition cost?” will be different across companies. One company's cost to acquire a customer may be considered good for their business but awful for another company or another industry.
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.
Sales Pop!
JANUARY 5, 2023
As Soren Kierkegard wrote, “ Life can only be understood backwards, but it must be lived forwards.”. When sales is successful and beneficial, age-old principles and characteristics are involved. If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society.
SaaStr
JANUARY 5, 2023
Salesforce is ceding the startup CRM market to HubSpot. Does it matter? Maybe not. Salesforce is focused on $100m+ deals, and SFA/CRM is a minority of their revenue. Perhaps they’ll still get them when they cross $50m, $100m ARR. But maybe someday, they … won’t anymore. — Jason Be Kind Lemkin (@jasonlk) December 30, 2022. So for many years, I was one of those guys.
Partners in Excellence
JANUARY 5, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. What does it take to succeed? Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with o
Iannarino
JANUARY 6, 2023
The word technique means you have a way of doing something to produce an outcome. Because success is individual, it is important you master your techniques to improve your sales performance, create a better sales experience , level up your win rate, and close more deals.
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Sales Pop!
JANUARY 3, 2023
Your sales team works hard to follow and nurture leads to meet their sales goals. Without your sales team, your business wouldn’t run. They are like the bread and butter of your operation – no sales, no revenue. Employees who are appreciated by their bosses and managers tend to be happier and will go above and beyond for a project. They’re also more likely to hold themselves accountable.
Membrain
JANUARY 4, 2023
Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.
ClickFunnels
JANUARY 1, 2023
The post 10 Conversion Copywriting Tips That Can Explode Your Business appeared first on ClickFunnels. Are you looking for ways to increase your business’s revenue? Conversion copywriting is a powerful tool that can help. It’s the science of using words to persuade people to take action and buy from you. If done correctly, it can be incredibly effective in boosting sales and conversions.
Iannarino
JANUARY 3, 2023
Some buyers make their intent known, sharing what they want and why. They are transparent about their intentions. Other buyers are opaque, concealing their intent. Dealing with this second type of buyer can feel like a guessing game. Some contacts may sit quietly, uncomfortable discussing their intentions because they don't know enough to engage in a conversation.
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Sales Pop!
JANUARY 5, 2023
It’s a new year, and with a new year comes new goals, and for many of us these goals include tackling our finances. The last few years have been pretty rough on most of us, even if we have been stringent with our finances. And many of us have turned to doing a loan application online. However, now it is time to settle your finances, and figure out how you can better manage your funds.
SaaStr
JANUARY 1, 2023
To many of you, it may feel like tougher times in SaaS. One thing I can tell you: Things don't bounce back overnight. But they do bounce back fast. — Jason Be Kind Lemkin (@jasonlk) December 30, 2022. So this last year was one of so much change. Change at a pace we haven’t seen since 2008, when the world of SaaS was just so, so much smaller.
Partners in Excellence
JANUARY 5, 2023
A characteristic of every human being is the tension between Discomfort and Familiarity. Some of you might respond, appropriately, “Well Duugghhh Dave, isn’t that why it’s called discomfort?” It’s obvious, we are comfortable with that which is familiar. How we work, how we spend our time, where/who we find joy. The more familiar it, is the more comfort we have, the more we tend to stick with doing the familiar.
Iannarino
JANUARY 1, 2023
A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion. A sales champion is a contact who will advocate for you.
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.
Sales Pop!
JANUARY 3, 2023
Owning a home makes the odds extremely high that someday you are going to sell it. People living their entire lives in their first homes are extremely rare. Selling a house is also considered somewhat less complicated than going for buying one. But also, this doesn’t necessarily mean that people actually sell their houses properly just because the process is easy.
SaaStr
JANUARY 2, 2023
So I’ve been investing since 2013, and have done fairly well. Some of my top investments at seed stage include Pipedrive, Salesloft, Front, Talkdesk, Algolia, Gorgias, Greenhouse and more: But 2022 was a quiet time. My first year with no brand new investments, only follow-ons. So we’re behind. The goal for SaaStr Fund is to invest in 2-4 of the very top seed / late seed startups from $10k-$150k in MRR.
Martech
JANUARY 4, 2023
B2B marketing is as direct and personalized as it gets. You’ve got to know what your customers do, how they do it, their needs and goals. You’ve also got to know their company’s processes, organization and purchasing cycles. Then you have to communicate with them in the best possible way, at the right time and with the information they’re looking for.
Iannarino
JANUARY 2, 2023
More prospects, more sales. Right? Not always.
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.
Sales Pop!
JANUARY 3, 2023
Regardless of what products or services are provided by a company, every business owner needs to know what effective marketing strategy they can utilize to promote their brand. The marketing section of the business is really important to ensure that your brand can reach and attract people, thus they will be inclined to hire for the service or buy the product your business offers.
SaaStr
JANUARY 4, 2023
So Okta is one of the leaders in SaaS that has always just kept growing. They had a bit of dip in growth as they worked to integrate the mega-acquisition of Auth0 — but then went right back to growth. Even now, even in times of tighter scrutiny of budgets. Okta is now crossing $2B in ARR, growing a stunning 37%. 5 Interesting Learnings: #1. 122% NRR — Basically The Same as 123% at $1B ARR.
Martech
JANUARY 4, 2023
Over half of consumers would stop buying from a company after multiple bad experiences. Is your company doing enough to drive loyalty? . Join PwC in their live webinar as they reveal the results of PwC’s 2022 Customer Loyalty Survey, a comprehensive look at over 4000 customers, and provide insights on what keeps customers engaged. Register today for “7 Ways to Keep Your Customers Coming Back in 2023,” presented by PwC.
Understanding the Sales Force
JANUARY 4, 2023
CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low.
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