Partners in Excellence
MARCH 21, 2020
The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no” We should be humanizing. I was struck by this, not for what it said, but by the clear implication that selling is not about “humanizing,” and we should, in this crisis, shift our focus.
Membrain
MARCH 22, 2020
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light.
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Anthony Cole Training
MARCH 25, 2020
If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.
SaaStr
MARCH 23, 2020
It can really tough to think through the short-term pressures of churn. SMBs are hurting the most, and the churn will be highest there. Enterprises are churning less, but slowing new purchases way down. Just remember one thing as your North Star here: No Customer Wants to Leave a Vendor They Count On. You may have 1000s or more customers. But often, your key stakeholders only manage a few key, core applications they need.
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
Outreach
MARCH 25, 2020
A month ago we were cranking out calls, traveling to meet clients, and shaking hands with colleagues. Now, we are facing dramatic change that we have never experienced before. I used to travel around the country to meet with Outreach’s largest customers to partner on strategic engagements with their teams. Now I am hiding from my toddler who is supposed to be watching Frozen 2 again (thanks, Disney+!).
Sales Hacker
MARCH 27, 2020
Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. Getting Your Mindset Right.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MARCH 26, 2020
Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward. The crisis has created a heightened sense of urgency around “what do we need to do differently, how do we figure out what works?
Salesmate
MARCH 27, 2020
A 360-degree customer view is an idea where companies devise steps and strategies for decoding the customers’ psyche. This is done by aggregating data from various customer touchpoints that a customer may use to contact a company. These touchpoints are spread over various means that customers use while trying to make a purchase, receive service or support.
A Sales Guy
MARCH 23, 2020
There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. We lean too heavily on our product, product features, and product benefits. We get excited and when given the chance we start sharing all the wonderful things our product does, and how it’s the greatest thing ever.
SaaStr
MARCH 21, 2020
I’m pretty tired right now. It’s not the stock market, or other things. It’s the fact that we’ve been doing Corona planning since January — earlier than most in U.S. and Europe. As soon as we saw it take off in China, we knew we had to get ahead of it for SaaStr Annual. We tried a bunch of things that seemed cutting-edge at the time.
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.
Partners in Excellence
MARCH 23, 2020
I’ve written a lot about how we should be selling and engaging our customers through the current crisis. Let me shift my attention to taking care of our own teams through the crisis. Like our customers, each of us and our people are facing things we may have never experienced before. We are being asked to work in new ways–some of which we are ill equipped to support.
Heinz Marketing
MARCH 27, 2020
By Matt Heinz , President & Founder of Heinz Marketing. The CEO of a venture capital-backed start-up once told me he was willing to spend 100 percent of a target customer’s lifetime value if we could get them signed and add their logo to his fundraising deck. He was, quite literally, hoping to break even on his customer relationships just to live another day.
Engage Selling
MARCH 27, 2020
Today’s global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what’s necessary and wise to stay well and safe, the next big question is: “What must I do to keep going professionally?
SaaStr
MARCH 25, 2020
When I was CEO at EchoSign, I made a big strategic error in Year 1. I set an insane plan of going from $0m to $2m in ARR in our first 12 months in business. It wasn’t because I couldn’t build a model — the model was sound. The mistake was a combination of not knowing enough about SaaS back then, and also having incredible confidence in the team’s past track record.
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Partners in Excellence
MARCH 25, 2020
We are facing a global health and economic crisis few have ever experienced before. It’s clear the only way we will deal with this is by working together, helping each other. Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times.
Hubspot
MARCH 23, 2020
I love to travel. My husband and I try to spend our vacations becoming immersed in a culture. It's one of our favorite things to do together. As a content creator, I'm predictably an avid content consumer as well. With my love of content and travel, I often find myself pouring through travel blogs looking for the best way to plan a trip and the best activities to do in a country.
Sales Hacker
MARCH 25, 2020
With teams suddenly going remote in response to COVID-19, sales leaders are now managing sales teams that are 100% remote. While many sales leaders express concern about not having the right systems in place to run a remote team, what they’re really worried about is: Will my team perform in this new environment? Will they respond quickly to shifting priorities?
SaaStr
MARCH 27, 2020
Over 1,500 of you registered for an incredible deep-dive we did yesterday with Byron Deeter, Partner at Bessemer Venture Partners. Byron has invested in over a dozen Cloud unicorns and even more importantly, has been investing in SaaS and Cloud since the very earliest days. The agenda: What’s happening in venture today. Changes in Cloud. What founders can expect when it comes to funding during the downturn.
Advertiser: ZoomInfo
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Partners in Excellence
MARCH 25, 2020
I’ve been running a series of posts on dealing with the COVID 19 and related crises. They are the result of hundreds of conversations I am having with sales leaders and sales people. The underlying theme is “how can we be most helpful?” Being helpful, creating value is at the core of high impact and high performance selling. As sales people, we want to continue to work with our customers in these times of crises, helping them make sense of what they face and how they move forwa
Hubspot
MARCH 23, 2020
Nowadays, plenty of business is done virtually. For instance, you might begin your morning by answering emails and editing a colleague's blog post via Google Doc. Your colleague is working from home today, so you Slack him to let him know when the piece is ready. In the afternoon, you have a 1:1 via Zoom with your remote manager. Then, around 4 PM, you log into a company's webinar to learn more about Social Media Marketing in 2020.
Salesmate
MARCH 24, 2020
When it comes to pinpointing who “owns” the crisis, it’s complicated. Interestingly, everyone from board members and CEOs to Legal to Risk to IT claims responsibility for a variety of crisis roles — preparedness, response, recovery, ERM, communications. This tells us that most senior executives want to be involved in helping their companies prepare for and respond to the crisis, which is a positive sign. – PwC Global Crisis Survey 2019.
SaaStr
MARCH 22, 2020
We had over 1,000 folks come to our webinar this past week with Nick Mehta, CEO of Gainsight on how CEOs are planning now, so we thought we’d keep this series going and name it “Briding the Gap.” Strategies to get us through this period until things bounce back. You can catch the replay of that one here. We’re going to do a bigger Summit around this soon — look for an announcement later this week — and keep weekly discussions going.
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.
The 5% Institute
MARCH 26, 2020
Learning how to shorten the buying decision; also known as how to hack sales , is an important concept to learn if you want to win more clients. In this article, you’ll learn the recipe and framework required if you wish to hack sales and streamline your sales conversations. For context; this article we’ll detail how to hack sales from a consultative point of view.
Hubspot
MARCH 27, 2020
As a marketer, it's undeniably critical you're fully aware of your own budget and resources, and use that information when making decisions. For instance, let's say you're a marketer at a startup, and have decided to propose investing in Twitter Ads to the decision-makers at your company. Of course, one of the biggest questions you'll be asked is, "How much is this going to cost?".
Membrain
MARCH 25, 2020
The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.
SaaStr
MARCH 27, 2020
Q: What is a Good Sales Growth Rate? Of course we’d all love to be growing as fast as Zoom or Slack … but what’s “good”? What you want to be is accelerating in SaaS. In SaaS, if you are accelerating, and you have > 100% net revenue retention, then you will build something big. Just so long as you commit for 7–10+ years. That combination alone will compound to something awesome over a decade.
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.
SalesHandy
MARCH 23, 2020
Sales engagement platforms make for a very crucial component of your Sales teams’ operations. Depending on which platform you use to drive sales engagement, it will have a great impact on your team performance and an effective customer journey. To be able to choose the right platform, you need to know what kinds of outcomes you’re looking to drive out of these tools and how specifically they’ll enable your team.
Hubspot
MARCH 26, 2020
To create the optimal customer experience, it's undeniably critical your sales and marketing teams are well-aligned. If you don't, your prospects will suffer. For instance, imagine this: your prospect has been researching a new video conferencing tool for weeks. She's finally found one company she's extremely interested in — yours. Before calling a sales rep, your prospect decides to read numerous blog posts on your website.
Heinz Marketing
MARCH 21, 2020
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. Why You Need to Break Down Marketing Silos. Silos can have benefits, but also cause obstacles in a world where flexibility matters.
SaaStr
MARCH 26, 2020
Q: What Are Some Signs That an “Angel Investor” is Really a “Devil Investor”? Some top signs trouble may come later: 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).
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