Sat.Mar 13, 2021 - Fri.Mar 19, 2021

article thumbnail

How to Make a Job Offer the Candidate Can't Refuse

Anthony Cole Training

Making a job offer that a candidate can’t refuse, needs to think over, or can use to get a better deal from their current employer can be a difficult task. In the 8th blog of our series No Assembly Required Hiring , we discuss how to properly set up the offer meeting to help improve the probability of getting a yes from your sales candidate.

Meeting 296
article thumbnail

Post-Mortems Are Not the End, But Rather the Beginning

Membrain

I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.

Sales 158
Insiders

Sign Up for our Newsletter

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

article thumbnail

Common B2B Challenges and How To Solve Them

ConversionXL

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. So what does it take? I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.

B2B 150
article thumbnail

Building a Buyer-Verified Pipeline

Engage Selling

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.

Pipeline 149
article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

article thumbnail

Sales Transformation: The Ladder to Organizational Success

Force Management

Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results. When done right , a well-thought-out strategic initiative creates organizational transformation in a way that accelerates growth and powers valuable exits for growing companies. Successful transformation is an outcome of a concerted effort to reinforce behavior change within the sales organization.

article thumbnail

How to keep representativeness bias from killing your sales results

Membrain

Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.

Represent 157

More Trending

article thumbnail

Being Ubiquitous in Your Industry

Engage Selling

Have you considered the power behind being ubiquitous in your industry? In other words, how often does your name come up in conversation when your industry is mentioned? There are those whose name never comes up, or perhaps seldomly, and … Read More » The post Being Ubiquitous in Your Industry first appeared on The Sales Leader.

article thumbnail

If Your VP Hasn’t Done Some Key Part of the Job by Day 90. He Never Will.

SaaStr

Recently, I met with a great SaaS founder doing about $1.5m in ARR. She was telling me about her VP of Marketing who, in the Bay Area, she was paying $95,000. I was a bit skeptical. Because that’s rather low for a true VP out here in the Bay Area (see typical VP Marketing comp packages here ). Something sounded off. I asked how about this VPM’s lead commit.

Quota 139
article thumbnail

Six Traits of a Successful Sales Leader

Sales Hacker

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? As someone who’s grown from an Inside Sales Consultant with absolutely no technical experience in sales to my most recent role as VP of Sales for Zillow Group Rentals, I have spent nearly a decade hiring hundreds of sales professionals and developing a handful

article thumbnail

B2B Reads: Virtual selling, Visual Content, Interview Questions

Heinz Marketing

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. 6 Virtual Selling Best Practices For Remote Teams. Sales reps will need to lean on both tried and true methods and shape new virtual techniques to tackle the world of virtual selling that we’re currently in.

B2B 134
article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

article thumbnail

Startups Almost Always Get The Sales Thing Wrong

Understanding the Sales Force

It's short article Friday. According to NetShopISP, there are about 305 million total startups created globally each year and around 1.35 million of those startups are tech related. Did you have any idea the number was that huge? Typically, founders of start ups put it all on the line - everything - their house, savings, loans from friends and family and perhaps bank loans, angel investments and more.

Sales 126
article thumbnail

5 Interesting Learnings From MongoDB at $700,000,000 ARR

SaaStr

MongoDB is one of the most interesting “commercial open source” success stories, taking a disruptive but open source database technology and building into an incredible business approaching $1B in ARR … notwithstanding Amazon and others directly competing. Amazon didn’t kill Mongo or Snowflake — both are racing to $1B ARR in almost record time.

Contract 135
article thumbnail

Stop Pitching on the First Message: Results from a 3-Month Experiment

Sales Hacker

How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? More importantly, how many times has that actually converted to a deal? Have you ever wanted to actually follow through with a cold pitch you got on LinkedIn? Probably not. But plenty of sales reps continue down this road.

Pitch 131
article thumbnail

Managing Through Transition: 5 Lessons from the Year of the Pandemic

Heinz Marketing

By Maria Geokezas , VP of Client Services. It has been a strange year. Last year at this time, we were commuting into our office daily. Then, in an afternoon, it changed. We grabbed our laptops and extra screens from the office and began our WFH lives. We didn’t know how long it would last or how to manage through this transition. There was so much uncertainty and fear.

article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

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

article thumbnail

An ultimate guide to live chat Software

Salesmate

We all have been progressing towards a digitized environment, and the onset of pandemic gave it a much-needed boost. When a consumer visits the website, they want all the queries answered without any delay. E-commerce has evolved in a way that a company isn’t just about selling products or services; in order to build a brand, you need to connect with your visitors, and quickly.

article thumbnail

5 Interesting Learnings from SmartSheet at $400,000,000+ in ARR

SaaStr

We’ve done a lot of fun sessions together with Smartsheet over the years at SaaStr but haven’t taken a deep dive into its business. It’s an interesting one, with a very broad base of SMBs and a slow-and-steady path to going upmarket. They are now growing a stunning 42% year-over-year at over $400,000,000 in ARR!! Founded way back in 2006, adoption was slow as first, but they kept at it and Smartsheet is now growing faster than ever 15+ years later.

Growth 133
article thumbnail

Sandler Research Center Survey: “Leading from the Front in Challenging Times”

Sandler Training

“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). It compiles and analyses data from a global collection of hundreds of sales leaders and managers. The post Sandler Research Center Survey: “Leading from the Front in Challenging Times” appeared first on Sandler Training.

Sales 117
article thumbnail

Sales Pipeline Radio, Episode 238: Q & A with Subbu Vempati @ svempati & Judy Ash @judya2004

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 on LinkedIn (also on demand) 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 120
article thumbnail

Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

article thumbnail

“Doing More,” Is Not A Growth Strategy! Neither Are Miracle Cures!

Partners in Excellence

As sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and priorities in our chosen markets. We develop, or should be developing, “go to customer strategies” to achieve our goals. We assess things like our ICP. We look at how to we reach and engage the customers in our ICP effectively and efficiently.

Growth 114
article thumbnail

3 Key Automations to Accelerate Your SaaS Company’s Growth

SaaStr

Today’s SaaS apps are easy to acquire and use without IT and operations’ assistance. Due to that convenience, departments and teams tend to seek out best-of-breed cloud applications, streamlining foundational and specialized functions through automation. However, trouble arises when your company ends up with a SaaS sprawl – the overall amount of adopted applications overwhelms your tech stack.

Growth 128
article thumbnail

5 Missed Revenue Growth Opportunities of Second-Stage Startups

Sales Hacker

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale i

Growth 114
article thumbnail

How to Manage a Sales Org Spanning Two Continents and Two Cultures

Predictable Revenue

The standard SaaS startup model for a sales team is deeply ingrained in US business culture. But Billy’s sales team has been subverting this structure since the very beginning. The team itself is separated by 8,070 miles of land, water, and (sometimes spotty) internet connection. The post How to Manage a Sales Org Spanning Two Continents and Two Cultures appeared first on Predictable Revenue.

Sales 111
article thumbnail

New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

article thumbnail

“Seek first to understand….

Partners in Excellence

One of the most important things a sales person can do with her customer is to “understand.” One of the most important things great leaders do is to try to “understand.” Instead, we tend to focus, selfishly, on being “understood.” That is, focusing on our own priorities, self interests, agendas and what we seek to achieve.

article thumbnail

Cloud and SaaS Are Up 1000%, Now Worth $2 Trillion

SaaStr

We’ve used various bits of the BVP Nasdaq Index and metrics since they launched a few years ago to highlight trends in SaaS and Cloud. This week even after a pullback, public SaaS and Cloud companies are up an eve 1000% (!) since 2013. 1000%. Yes, the markets have retreated a bit from their all-time highs. But does it even matter? Cloud has been on an incredible tear since 2012 or so, and then even more since about 2016, and then as you can see above, went into hyperdive in about 2018 &

Launch 128
article thumbnail

Shoring Up Team Motivation in a Remote Sales Reality

Sales Hacker

Getting your team excited and motivated isn’t easy in the best of times. It’s even harder when your team can turn off their video and scroll through Twitter during stand ups. In this session, Scott Barker asks some of the top minds in the business share what has and hasn’t worked for them so you can go into 2021 confidently. They cover: — What programs work and don’t work in a remote environment. — What a successful remote SKO might look like. — How to effectively communicate and keep your team

article thumbnail

Why Managing Up Matters (and How to Do It Right)

Highspot

As our Vice President of Engineering Operations & Reliability, I had the opportunity to address the incredible audience at AdieCon , the annual conference for alums and allies of Ada Developers Academy, and one of our favorite events to sponsor and attend. My talk surveyed ways that early- and mid-career software engineers can level-up their conversations with three important leadership roles: Mentors , Managers , and Senior Leaders.

article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

article thumbnail

How Jeb Blount Jr Learned to Love Sales

Sales Gravy

On this fun Sales Gravy Podcast episode, Sales Gravy Master Trainer Gina Trimarco and Account Executive Jeb Blount Jr discuss how they learned to love selling. From cold calling, to losing deals, and all of the challenges in between, you'll love the story of how a young college grad finds his way in the sale profession. We want to hear from you. Let us know what you think about this episode – we love your comments and questions.

Cold Call 105
article thumbnail

Champion Change: You Gotta Jump On It

SaaStr

You think your Big Co Customers are old & established, And you are new & tiny. Yes it's true. But as the years go by, you'll still be there And your champions at the BigCos will move on. You have to re-sell Big Customers every 2 years or so. — Jason BeKind Lemkin (@jasonlk) October 12, 2020. One of the most subtly stressful parts of running a SaaS company, or any company with larger customers, is Champion Change.

Up-sell 127
article thumbnail

PODCAST 152: A Framework for Bringing Ethics into Sales with Sara Archer

Sales Hacker

If you missed episode 151 check it out here: Leads Don’t Matter: Moving From a Sales-led to a Product-growth Orientation with Stephanie Cox. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. From Neuroscience to RevOps: How Sara used her brain to start her sales career [5:56].

article thumbnail

How to Influence People in Sales

RAIN Group

Sales is about change. It’s about getting people to go from where they are—their current state—to a new and better place—their future state—or what we call the New Reality. In our decades of work with clients globally and our proprietary research, we’ve identified 11 ways sellers can influence buyers throughout the sales process to guide them to their New Reality.

Sales 105
article thumbnail

Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.