Anthony Cole Training
MAY 21, 2021
We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.
STAR Results
MAY 15, 2021
Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development.
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The 5% Institute
MAY 20, 2021
In this article, we’ll detail exactly how to close inbound sales consistently, by using a step by step consultative selling approach. Our sales closing plan that works perfectly for Sales Professionals and Business Owners in service-based businesses, inbound sales, as well as people selling high ticket products and services. Learning, implementing and following a sales process is one of the most important things you can learn in sales.
SaaStr
MAY 19, 2021
So Monday.com has filed to IPO with some pretty incredible numbers, especially considering just how competitive the space is. At $240m in ARR, they are growing a stunning 85% year-over-year! And that’s with direct and indirect competition from Asana, Atlassian, Clickup, Wrike, Smartsheet, Notion and so many others. Pretty incredible for a product that just launched in 2014.
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
Partners in Excellence
MAY 17, 2021
We sales people have adopted a unique vocabulary about what we do and how we work. In some sense, it’s not unusual, every profession has words that help them do their work. When I talk to software developers, I get lost a couple of sentences after they say the word “code… (either the noun or verb).” Likewise, as financial types start talking “debits, credits, etc.” I start getting a little dizzy.
Membrain
MAY 16, 2021
Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
MAY 21, 2021
So three of my personal favorite SaaS companies finally went public, Squarespace, Procore and UiPath. Squarespace is a personal favorite (and one we run many SaaStr sites on) because it took a category of software that was a commodity and often a free give-away and made it magical. Procore is a personal favorite because it did vertical SaaS the hard way, with many mid-market deals, and made it a tenacious success.
G2
MAY 18, 2021
Your ability to write ads, landing pages, or emails that make readers take action – whether it’s to buy something, download an eBook, join your email list, or something else – is one of the keys to becoming a successful marketer.
Heinz Marketing
MAY 20, 2021
By Carly Bauer , Marketing Coordinator at Heinz Marketing. I will just say it now, here at the beginning. Aligned teams work more effectively and perform better! It is obvious to see and it logically makes sense, but it is not always sought out and it isn’t easy to achieve either. . Sales and Marketing Alignment History. In the past, there has often been a division between sales and marketing.
The 5% Institute
MAY 18, 2021
Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Although there are various questions to ask a customer; we’ll be looking at it with the following structure: Rapport. Qualification. Objection handling. Probing. Read on to learn our recommended sales questions to ask customers. 10 x Sales Questions To Ask Customers.
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.
SaaStr
MAY 21, 2021
Yes for sure. I also think, as a case study, @jenntejada is a great example of CEO that adds value to the product itself like @levie. Being out there & inspiring people about your mission, I think makes customers on balance choose you. and keep you top of mind much more often. — Jason BeKind Lemkin (@jasonlk) January 7, 2021. Many of us founders would secretly like to sit in front of the iMac half the day, and spend the rest of the day planning on making the product even better.
Sales Hacker
MAY 20, 2021
With uncertainty abound in the market, you may be keen to look elsewhere – including abroad. Even if your intention is global expansion , that doesn’t mean targeting a whole continent like it’s a single country is the right move to make. And it doesn’t mean just casting a huge net over a broad range of prospects, verticals, and new markets. How to sell abroad.
Heinz Marketing
MAY 15, 2021
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. How Conversion Funnels Create a Better Customer Journey + How to Optimize Yours.
The 5% Institute
MAY 18, 2021
One of the most important parts of the sales process as well as your sales conversations, is dealing with sales objections the right way. Dealing with sales objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how should you go about overcoming objections in sales? In this article, we’ll explore the five-step approach we teach Sales Professionals and Business Owners, but before we do – we’ll also look at where sales objections come from.
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SaaStr
MAY 20, 2021
Today is an incredibly amazing day as @Squarespace lists on the @NYSE via a direct listing. Congratulations to our team, our customers, our investors, and everyone who has come together to make this happen. Looking forward to the next decades of innovation and even more success! pic.twitter.com/rASOW4NfbB. — Anthony Casalena (@acasalena) May 19, 2021.
Engage Selling
MAY 21, 2021
Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real time what really informs the organization. However, there’s one big mistake that I see sales … Read More » The post Don’t Confuse Sales Coaching for Status Updates | Sales Strategies first appeared on The Sales Leader.
Heinz Marketing
MAY 19, 2021
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.
Predictable Revenue
MAY 19, 2021
Paul Ross is a Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. The post Destroying Objections like a Neuro-Linguistic Programming Expert appeared first on Predictable Revenue.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
MAY 19, 2021
Q: Dear SaaStr: Why Do Venture Capitalists take Board Seats? It took me a while to figure this out. When I started writing venture (vs. angel) checks, the last thing I wanted to do was take another Bored (sic) Seat. As a CEO/founder, I saw board meetings as important accountability sessions, for me and especially the team, but beyond that, viewed them as a huge time sink.
Sales Hacker
MAY 18, 2021
So you’ve read White Fragility and Youtubed every TED Talk on diversity. But one question persists: What am I really doing to meaningfully impact culture? Am I an effective ally or just… a well-read bystander? (Ok, that’s 2 questions. Thanks for being cool about it.) In this session, Chaniqua (Nikki) Ivey dives into 3 elements of effective allyship: Start.
The 5% Institute
MAY 17, 2021
In this guide, you’ll learn our exact sales process approach that works absolute wonders for our Students, Sales Professionals and Business Owners all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
Predictable Revenue
MAY 17, 2021
Let's take a quick look at some of the ways AI can be leveraged to maximize sales and lead generation for pharmaceutical businesses. The post Leveraging Artificial Intelligence for Maximum Sales Leads in Pharmaceutical Business appeared first on Predictable Revenue.
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.
SaaStr
MAY 20, 2021
Year after year, VCs show up to SaaStr Annual locked and loaded, term sheets in hands , on the hunt for soon-to-be Unicorns to add to their portfolios. From the Founding Partners, Managing Directors and big name SaaS VCs who grace the stage. to the firms that send over a dozen of their Partners and Associates — everyone who invests in SaaS has a presence at SaaStr Annual.
Sales Hacker
MAY 19, 2021
Can your sales reps differentiate negative email replies from positive replies? If yes, does your data help them figure out what to do next? SDRs work on the front lines of all sales engagement and hone their craft in outbound sales strategies. They learn to tailor their approach for each customer and are always trying to find a better way to convert leads into opportunities.
Heinz Marketing
MAY 16, 2021
By Sheena McKinney , Executive Assistant at Heinz Marketing. It’s funny how you find a favorite new tool sometimes. Recently for our weekly podcast, Sales Pipeline Radio , I needed to create a custom, branded “overlay” (essentially a transparent background) for StreamYard which is what we use to live stream to LinkedIn and YouTube every Thursday at 11:30am Pacific.
Partners in Excellence
MAY 19, 2021
Too often, we get coaching wrong–if we do coaching at all. We tend to think of it as something we do to some poor victim, something we do for them. Seldom do we think of it as something we do with someone, and in that, we miss huge opportunities. Let me dissect this. Too many managers think of coaching as something we do to someone. These managers inflict their opinions and direct the coachee. “You need to get you numbers up!
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.
SaaStr
MAY 16, 2021
Q: When startup founders exit, how many start new companies? It’s pretty common. Many founders learn they aren’t “done” after all after selling. Sometimes it takes some time to see that, and the gap between starting a new one in many cases is a year or longer. But many do it again, even after relatively large exits with live-changing economics. Jyoti Bansal sold AppDynamics to Cisco for almost $4B.
Sales Hacker
MAY 18, 2021
On today’s episode of Sales Hacker podcast, we have Mike Levy of TitahHouse, a transparent and effective platform, loaded with in-depth career and job intelligence, exclusively designed to connect tech-focused sales professionals with their next great position. Mike is a career salesperson turned co-founder and CEO and he’s got a really inspiring story to share with us.
The 5% Institute
MAY 20, 2021
Your sales planning strategy (also known as account targeting sales strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and potential clients – as well as forming the foundation and basis behind the kinds of sales activities you’ll be doing to win clients.
Hubspot
MAY 18, 2021
One of the first things I do every day is check my email. And I'm not the only one. Did you know that roughly 80% of marketers have reported an increase in email engagement in 2020? And that the number of global email users is set to grow to 4.48 billion users by 2024 ? Additionally, email marketing has the highest return on investment for small businesses and is the second most effective medium for building brand awareness.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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