Neuromarketing
MARCH 23, 2020
Reminding people of imaginary cooties can keep them from catching the real, life-threatening ones. The post How the Cootie Effect Can Reduce Virus Transmission appeared first on Neuromarketing.
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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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.
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.
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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.
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+!).
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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?
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.
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.
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.
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
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.
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.
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.
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.
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
Topline Leadership
MARCH 25, 2020
This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. The post The 5 Biggest Mistakes New Sales Managers Make appeared first on TopLine Leadership.
Jill Konrath
MARCH 24, 2020
Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Etc. Etc. Etc.
Hubspot
MARCH 26, 2020
Let's imagine you manage a balloon animal artist collective in Omaha, Nebraska. You notice your company's growth is plateauing. You mostly serve a strange crop of repeat customers who throw a lot of parties and really like balloon animals, but they can only do so much for you. You realize you need new business and decide a base of interested contacts would be a great place to start.
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
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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.
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.
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.
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.
Partners in Excellence
MARCH 22, 2020
There are endless articles about what we should stop doing, as sales and marketing professionals, as a result of COVID-19. I think a lot of this is good advice. But the problem I have is that we shouldn’t stop these things just because of the current crisis. We should stop these because they represent bad practice. They are programs and things that we have been doing that target the wrong customers, that waste their time, that do not create value with/for the customer, that are more focuse
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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
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.
SalesHood
MARCH 25, 2020
This is sage advice is written by our Executive Chair of our Board of Directors, Lindsey Armstrong. LINDSEY ARMSTRONG Executive Chair of the Board, SalesHood Now that the WFH hashtag has trended and we’re saturated with advice about not wearing PJ’s all day and treating home like the office, let’s [ ] The post HOW TO LEAD FROM HOME (LFH) appeared first on SalesHood.
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.
Sandler Training
MARCH 23, 2020
Mike Montague interviews, Sandler author and director of Leadership for Organizational Excellence, Dave Hiatt, about How to Succeed at Leading During Rapid Change Get Dave's book on communicating with skill or The Road to Excellence at Amazon or the Sandler Shop. The post How to Succeed at Leading During Rapid Change appeared first on Sandler Training.
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.
Heinz Marketing
MARCH 22, 2020
Between numerous 1:1 calls, two virtual CMO breakfasts and our new Friday morning CMO Coffee Talk series, I heard countless B2B marketing leaders share and work through, in real time, their late Q1 challenges and pivots heading into the headwinds of this spring’s business and selling environment. What I did NOT hear was panic. Concern, sure, but also a quiet confidence that we’ll get through this, that we’ll be able to work together to find the right path and strategy to the other side.
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.
Hubspot
MARCH 27, 2020
When I was younger and I listened to Hannah Montana sing " The Best of Both Worlds ," I didn't fully understand what she meant. Now, as a marketer, I get it. Having the best of both worlds is the feeling you have when your company's marketing automation software and CRM work in tandem. But it's not just about how much easier it makes your job. When the two software work together, your company will convert more MQLs to SQLs and make more sales.
Miller Heiman Group
MARCH 25, 2020
Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers. Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers.
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.
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