Cerebral Selling

MARCH 30, 2020

What if I told you I had a vaccine for a potentially deadly virus. Would you take it? Before you respond, what if I told you the vaccine carried a risk that 0.001% of people who took it will suffer a permanent disability. . How would you feel about getting vaccinated? Setting those feelings aside for a moment, suppose I told you that one out of every 100,000 people like you who get the vaccine will suffer a permanent disability.

Represent 130

Represent Pitch Presentation Sell 130

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.

Sell 136

Sell Commission Drivers/motivators Quota 136

Membrain

APRIL 1, 2020

Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a few weeks now, and most of us are settling into a new sense of “normal.”.

Sales 143

Sales 143

SaaStr

APRIL 3, 2020

Things are so crazy right now, and beyond that, the pace of change is almost incomprehensible. Zoom has grown 20x in usage in a little more than a month. But at the same time, we added 6,000,000 new to the unemployment rolls. SaaS for some industries is being decimated in just a week or two. In other cases, unexpected upgrades and leads seem to come out of nowhere.

Networking 131

Networking Start-ups B2B Closing 131

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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.

Follow-up

SalesProInsider

APRIL 2, 2020

Have you heard the saying, “People don’t care how much you know until they know how much you care?”. Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for business in the future, whether that’s short term or long term.

Referrals 121

Referrals Trust Conversion Clients 121

Partners in Excellence

APRIL 2, 2020

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house.

Contract 121

Contract Price Customers Sales 121

Membrain

MARCH 29, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.

Price 113

Price Sell 113

ConversionXL

MARCH 31, 2020

With over 4,000 apps on the Shopify app store—and 3–5 added every day—it’s impossible for store owners to keep up with the changing app landscape. But that doesn’t mean there’s no pressure to keep up. While ecommerce conversion rates have increased in recent years, that increase isn’t all about on-site optimization. Brands, especially those that have never done traditional retail, like Jet or Away, are winning buyers before they arrive on a site by focusing on “experiences” (not just trans

User Experience 110

User Experience Retail Cross-sell Sales 110

SaaStr

MARCH 29, 2020

What has a higher chance of making you money, being a venture capitalist or a startup founder? VCs have a much higher chance of making good money. There own investors (“LPs” or Limited Partners) pay them for a decade more than fairly to manage their investments, no matter how well or poorly they perform. But — truly great founders make the most by far.

Meeting 108

Meeting Closing 108

Salesmate

APRIL 3, 2020

The days are not far when your sci-fi movie or novels will become reality, especially the pace at which the technological revolution is going. In the last decade, we have witnessed rapid growth in startups and small businesses, yet they still struggle with streamlining their business operations. With technological advancements, businesses are trying to stay ahead of their competitors.

CRM 116

CRM Pipeline Objectives and Key Results Contact 116

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

Retail

Heinz Marketing

APRIL 3, 2020

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Remember the movie Groundhog Day ? Life right now feels like we are all stuck in our very own movie, just trying to find a way out of this situation. Unfortunately, it sounds like this is our new normal for a few more weeks or more, so it may be a good time to pivot your marketing focus to refine your current programs and to tackle those housekeeping items you’ve been putting off.

Represent 107

Represent Pipeline Consult B2B 107

Engage Selling

APRIL 3, 2020

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return.

Negotiate 94

Negotiate Price Sales Conversion 94

SaaStr

APRIL 1, 2020

Many of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there are at least big pockets of customers under severe stress. Should you let folks easily downgrade? Should you let them even pause their account, and pick it up later when their business picks up?

Price 104

Price Growth Presentation Customers 104

The 5% Institute

MARCH 30, 2020

You’ve probably heard of the term selling a solution – but what does it actually mean, and how do you do it correctly? And finally – is selling a solution enough in today’s competitive marketplace? In this article, we’ll look at what selling a solution means, whether it is enough of a fool proof strategy to use when selling, and what you can do to win more clients, and serve more people.

Sell 98

Sell Presentation Clients Government 98

Advertiser: ZoomInfo

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

Promote

Heinz Marketing

MARCH 31, 2020

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. We live in strange times. With many of us under quarantine and working from home it is important we make sure to take care of not only our physical health but, our mental health as well. Taking care of our mental wellbeing will help us get through the isolation of social distancing and quarantine as well as help our productivity when we work from home.

Product 106

Product 106

criteria for success

APRIL 1, 2020

When speaking to salespeople, leaders, and executives in the past weeks, I've noticed an overarching sense of uncertainty related to the COVID-19 pandemic and its impacts. How long will regional lockdowns last? What’s the potential economic fallout? How will specific businesses and industries cope? In last week's post, I shared best practices for leaders as they guide their teams through uncertainty.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

MARCH 30, 2020

What are some signs that an “angel investor” is really a “devil investor”? Some top signs trouble may come later from an “angel” investor: The terms are way, way, way too complicated. To me, this is flag #01 by far. Angel investing should be simple. What matters is price, check size, and maybe, pro rata rights in the next round (if you have a significant amount of capital to invest later).

Price 100

Price Up-sell Start-ups Sell 100

The 5% Institute

MARCH 29, 2020

So, you want to be a high ticket closer? High ticket closing is becoming very popular in the world of sales, and for good reason. Being a high ticket closer can have some pretty awesome benefits. In this article, we’ll explore what a high ticket closer is, the benefits of being a high ticket closer, and what your sales process should look like if you’re selling high ticket products or services.

Cold Call 98

Cold Call Technique Consult Real Estate 98

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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.

Pipeline

Predictable Revenue

MARCH 30, 2020

Anyone will tell you that grabbing buyer attention is key. But successful sales reps will likely tell you that keeping buyer attention is even more essential. But how do you maintain relatability in a high-tech world that feels increasingly impersonal? The post The Personal Touch: How to Enhance Your Relatability in Sales Pitches appeared first on Predictable Revenue.

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Pitch Sales 97

Sales Hacker

MARCH 31, 2020

As salespeople, we’re naturally resilient. Every day we recover quickly from the many rejections we receive from prospects, clients, and the market, only to hop on a call and get rejected again. It’s part of our DNA to keep going despite adversities. Our current situation is no different. No one saw the coronavirus crisis coming, but that doesn’t mean we have to let it beat us.

E-commerce 97

E-commerce Hospitality B2B Up-sell 97

SaaStr

MARCH 29, 2020

Things are rough out there, brutal in many cases. But there are pockets of SaaS that are growing, and in some cases, significantly faster than before. We put out a thread here you can click on for a deep dive on 100s of SaaS openings from SaaStr CEOs: Are you hiring? Respond with a link to your top hire to make, etc. — Jason ?InItTogether? Lemkin (@jasonlk) March 27, 2020.

E-commerce 97

E-commerce Engineering Networking Closing 97

Hubspot

APRIL 3, 2020

To aid small businesses and individuals impacted by the COVID-19 pandemic, the United States government recently passed three landmark acts, including the largest economic stimulus package in history. The Coronavirus Aid, Relief, and Economic Security Act (or CARES Act) , passed March 27, directs more than $2 trillion to the U.S. economy. The history-making stimulus package allocates funds to citizens, relief-oriented aid, government departments, and businesses of all sizes.

Government 100

Government Non-Profits Finance Agriculture 100

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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

Campaign

Force Management

APRIL 2, 2020

With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers. Your customers are facing the same difficult decisions. How are you keeping your sales reps focused?

Product 78

Product Sell Sales Meeting 78

RAIN Group

APRIL 1, 2020

As the global economy teeters on the edge of uncertainty, companies are already canceling engagements, dropping vendors, and tightening their purse strings. They’re looking for any way to make their dollar stretch, and there’s no better time to do that than in contract negotiations. For industries still in buying mode, negotiations pose a unique opportunity to take advantage of desperate sellers struggling to meet their numbers.

Negotiate 90

Negotiate Contract Sales Meeting 90

SaaStr

APRIL 2, 2020

Q: Based on what is going on in the world right now (coronavirus), is this the right time to ask businesses to outsource? Should I keep my cold calling team? What will be the best marketing strategy? There are no easy answers, but we do know one thing: When things come back, you will need everyone great. Marc Benioff said one of his top mistakes was not hiring enough salespeople in 2009, during the peak of the last downturn.

Cold Call 95

Cold Call Closing Sell Customers 95

Hubspot

MARCH 31, 2020

There are so many rules and guidelines and so much planning and preparation involved. A contest could be the best tactic you’ve ever introduced to grow your reach, drive site traffic, and generate leads, but you want to ensure you're doing it right. Here's how you can set yourself up for success with contests on Facebook, Twitter, Pinterest, and Instagram.

Legal 100

Legal Promote Follow-up Campaign 100

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.

Gaming

Force Management

MARCH 30, 2020

We recently launched our new Audible-Ready podcast with four new episodes focused on how you can impact your numbers right now. Our focus is to provide short episodes that give you tangible tips you can use in your sales environments. Below is a rundown of our most recent episodes. Listen to a clip and launch your favorite podcast player to subscribe, listen or download and save for later.

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Launch Sales 78

Heinz Marketing

APRIL 2, 2020

By Sheena McKinney , Executive Assistant at Heinz Marketing. A few months ago (pre-COVID), the thought of extra time and especially time at home would have conjured up a whole host of ideas and projects I could tackle. You know the kind. When you’re at work you think of things you need to do at home. When you’re at home you think of things you need to do at work.

Intrinsic 92

Intrinsic Drivers/motivators Gaming Follow-up 92

SaaStr

APRIL 2, 2020

If you’re feeling the weight of being cloistered in your homes for several weeks now, have no fear Team SaaStr has compiled a list of five great tools that you can use for free to get you through this time! We’ll be releasing several upcoming posts featuring great tools and discounts that our community members are offering right now. 1. SurveyMonkey’s Free Templates.

Price 94

Price Meeting Campaign Customers 94

Hubspot

APRIL 3, 2020

With the recent passing of a $2 trillion U.S. stimulus package, small business owners impacted by COVID-19 have been given options for low-interest loans, financial assistance, and other aid that can help them in this uncertain economic time. Aside from this stimulus package, a number of private, state and local institutions have also stepped up to provide aid, assistance, and loans to small business owners suddenly facing unforeseen challenges.

Real Estate 100

Real Estate Non-Profits Gambling Finance 100

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.

Service