Sat.Nov 21, 2020 - Fri.Nov 27, 2020

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A brief history of sales opportunity qualification

Membrain

The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.

Sales 169
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“This Is Not A New Concept….”

Partners in Excellence

On a recent post, someone commented, “This is not a new concept… ” He was absolutely right, I had traced an origin of an idea back to the 1950-60’s, so it is an idea that is at least 60-70 years old. I suspect if one read some philosophers or scientists, the idea might be traced back centuries (to satisfy your curiosity, it was my post on the 5 Why’s.).

Technique 149
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Trending Sources

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The 5 x Key Areas Of Sales Professionalism

The 5% Institute

Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. But what exactly is sales professionalism? And what ingredients are needed to carry and present yourself as a true sales professional? In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients.

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All Your VPs Really Need to Do is Tilt the Curve

SaaStr

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. What a great VP of marketing really does (tons on that here ). When to hire her (more here ). How to manage customer success. How to hire a great VP of product.

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How to Improve Email Deliverability and Optimize Each Send

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.

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5 Ways to Influence Virtual Relationships with Buyers

RAIN Group

The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.

Sports 137
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Action Plans, The Well Structured “To-Do”

Partners in Excellence

My life seems to be spent in one meeting after another. Reviews of all types, planning sessions, problem solving sessions, training—you name it, I go from meeting to meeting. In most of those meetings, we are trying to address some issue–how to win a deal, how to address performance issues, how to address organizational/structural issues, how to address new opportunities or problems.

More Trending

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When Should You Add a Second Product?

SaaStr

A few years back at SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here ) and Peter Gassner of Veeva (transcript here ). Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. Veeva sells eight figure deals to a very small number of very sophisticated customers, while Twilio has a huge long tail and starts at $0.0085 a minute.

Product 142
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How to supercharge your account growth - 10 articles to read

Membrain

If you’ve been following me this year, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.

Growth 150
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YouTube Strategy Lessons from a Channel with 1.6 Million Subscribers

ConversionXL

YouTube continues to be one of the best places to see organic growth, and the barrier to entry can be an advantage for companies and brands willing to put in the work. Whereas a blog post needs just a computer to type, a video requires an understanding of lighting, audio, storytelling, editing, and community building. So, if you’re willing to fight through the learning curve and are patient enough to suffer through low viewership, you can generate significant exposure.

CTR 129
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How To Use The Alternate Choice Close

The 5% Institute

The alternate choice close is a popular sales closing technique , because put simply – when used correctly it works! It doesn’t matter if you’re working in retail selling low to medium priced products or selling high ticket consulting services ; the alternate choice close when learnt correctly can do you and your sales wonders. In this article, we’ll break down what the alternate choice close is, as well as share some examples of how to use it.

Closing 140
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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How to Succeed as a First-Time VP of Sales. Or Just a First-Time VP in General.

SaaStr

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales. And we’ll keep talking about it — so long as 70% of first-time VPs of Sales don’t make it 1 year. I wanted to take a moment to explore the flip-side … a guide to why first-time VPs of Sales that finally get their shot — fail. I’ve seen so many fail, and almost always, for avoidable reasons.

Quota 142
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Lisa’s App of the Week: 6sense

Heinz Marketing

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. If you’re running an account-based marketing initiative in your organization but not using an account engagement tool, you’re missing out. 6sense is one of the best in the biz—their Account Engagement platform has the power to elevate any sales team, showing them exactly which companies are in the consideration and decision phases of their buying cycle. .

CRM 133
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5 Sales Attributes We’re Thankful For

Force Management

The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.

Sales 119
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Client Gift Giving Ideas

Engage Selling

We’re approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.

Clients 125
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How to Stay Competitive in the Evolving State of Martech

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

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How to Ensure Your First 2 Sales Reps Actually Work Out

SaaStr

A long-time reader wrote in to ask a question that pretty much everyone asks some variant of: If you had to force rank these items in terms of what we should primarily be looking for in these first sales reps, how would you rank them? – has sold SaaS before (as opposed to selling media/ads, or some other product). – has sold something of a similar size ticket/ACV (ours is high.$150k-350k ACV). – has sold something to the same kinds of companies we are going after. – has w

Quota 137
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Reliable Sales Hacks To Close More Deals In Less Time

Salesmate

Another quarter ends with the same disappointing sales results. It is undoubtedly disheartening when you fail to achieve your sales quota at the end of the month or quarter, isn’t it? To break out of this vicious cycle of failure, you’ll have to change your approach and try different things. When basketball players or soccer players fail, they do not give up.

Closing 128
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Gratitude and Thankfulness

Heinz Marketing

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. We’re going to taking a break from our regularly scheduled sales and marketing content…. It’s the day before Thanksgiving, one of my favorite holidays! If you’re working this week like me, I hope you’re signing off early today to spend time with loved ones or just taking some time for yourself!

Education 125
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How to Land a Successful Virtual Sales Kickoff in 2021

Highspot

??Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. Though an in-person SKOs may no longer be possible, that doesn’t mean you can’t deliver a show-stopping virtual event. The key is to focus on educating and inspiring your team at three critical points – pre-, during-, and post-SKO – so they have the training and motivat

Education 122
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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What’s a Good Net Retention Rate in SaaS?

SaaStr

At least 100% net negative churn (i.e., upsell/account growth + renewals – churn) for very small businesses. 130%+ in the enterprise, and for top B2D products. Let’s look at some of the top public SaaS companies: Shopify — very SMB: 100%. Hubspot — mostly SMB: 100%. Surverymonkey — fairly SMB, but going more enterprise: 100%. Zendesk — 116%, mix of SMB and enterprise.

Growth 137
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What’s Next? How Are You Moving This Forward?

Partners in Excellence

I have to apologize to Dave (not me). Dave’s a good sales person, we were doing a deal review on a hugely important opportunity for his company. He’s been working the deal pretty well, it’s very complex with several people from his company supporting him, a partner and at least the 11.7 buyers we are told are involved in complex B2B buying.

B2B 126
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B2B Reads: Groupthink, Pandemic Productivity, and Spam Trigger Words

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. Your brand is probably missing out on the true value of influencers. Social media continues to be a powerful medium and has only grown over the years, but are you getting the best value out of your influencers?

B2B 116
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6 Effective B2B Sales Approaches You Must Incorporate Today

Salesmate

What do you do when a manager provides negative feedback about your sales performance? Do you give excuses, stay mum, and ignore their feedback or promise to work harder? Well, if you decide to work harder, how do you do it. Do you try to change your approach or just work a little extra? If you continue using your old sales approaches, you’ll keep getting the same disappointing results.

B2B 111
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Why You Might Not Actually Enjoy Being a VC

SaaStr

Why would you not work in a VC fund? There may be times, maybe even many times, in the earlier days when you look at VCs and Venture Capital and think — that’s the easy way. They drop into a few board meetings, and take 10%, 15%, 20% or more of the start-up for seemingly relatively little work. They get to make multiple bets each year, and in each fund.

Teamwork 137
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On Thanks-Giving

Partners in Excellence

2020 has been a year that none of us have ever experienced. We have found our lives and those around us turned upside down. The pandemic, the economic downturn, social and political unrest–worldwide. No one has escaped these. I don’t know anyone who doesn’t know someone impacted by Covid 19, or known someone who has been hospitalized or died.

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4 Sales Time Wasters

criteria for success

Being a remote salesperson can be tricky (during a pandemic, no less!) You want to get to know your prospects and be sensitive to their needs, but also don't want to take up too much of their time. Sales time wasters could be the kink in your selling process. Below are 4 sales time wasters that we often hear about from colleagues of CFS. In dissecting why people experience them, you may be able to set better time management expectations moving forward. 4 Sales Time Wasters: 1.

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Prospecting with Video in 2021: Top Templates, Examples, and Ideas Worth Stealing

Sales Hacker

Adding personalized videos to your outbound messages can have a significant impact on response rates and meetings booked. But being successful – and efficient – with video content takes more than just a webcam and writing a name on a whiteboard. The post Prospecting with Video in 2021: Top Templates, Examples, and Ideas Worth Stealing appeared first on Sales Hacker.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Four Steps to Scaling to $250M from Stack Overflow

SaaStr

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. Competitive differentiation. Building a stage-specific team. #1 Product-Market Fit and Expansion.

Territory 126
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Chaos, Complexity, Predictable Revenue, Making “Big Moves”

Partners in Excellence

For the past decade, so many have sought to mechanize selling, creating predictable revenue. We developed methods and approaches, we’ve transactionalized the selling process, in spite of too many customers finding increased difficulty in navigating their buying processes. Even before the pandemic and collapse of the economy, how we sold became increasingly unpredictable.

Sell 103
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How COVID-19 Could Shift Holiday Shopping Behaviors This Year [New Data]

Hubspot

In 2020, B2C businesses all over the world pivoted their strategies as consumers dealt with the COVID-19 pandemic. Not only did the pandemic force people to live and work strictly from home, but it also put a financial burden on many households and businesses. Now, as the holidays approach, both physical and online business owners are wondering if they'll still get the same level of booming business they saw last year.

B2C 101
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A Quarantine Thanksgiving Cocktail Menu

Heinz Marketing

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Due to the pandemic and new mandates in Washington, Thanksgiving looks a little different this year. But that doesn’t mean we have to sacrifice good food and drinks! In honor of staying at home this year, I wanted to compile some fun Thanksgiving cocktails to try out. Grab a mask and run to the store, or place an Amazon Fresh order for ingredients!

Consult 89
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.