Anthony Cole Training
APRIL 15, 2021
In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.
Veloxy
APRIL 15, 2021
“It’s not working, usage is declining. No, it’s the user interface which is not intuitive. I think people just find it hard to use these new IT solutions!” “Well, have you tried turning it on and off again?” This is just a sample of a conversation that happens in thousands of organizations every day. As technology and innovation advance at near light speed, the demands on IT leaders are more intense than ever.
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STAR Results
APRIL 15, 2021
Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process.
Adaptive Business Services
APRIL 14, 2021
When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.
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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.
Membrain
APRIL 14, 2021
Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.
ConversionXL
APRIL 14, 2021
Like everything in the digital world, traditional prospecting is undergoing a big transformation. Picking up a phone and cold calling (or emailing) is just not as effective as it once was—you need to be smarter both when it comes to which users you’re engaging and what kinds of messages you’re using. This second point is especially interesting: the types of messages you send can have a big effect on your outreach results.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
APRIL 15, 2021
For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospects’ and customers’ problems.
Membrain
APRIL 11, 2021
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
ConversionXL
APRIL 14, 2021
As digital marketers, content is a critical part of everything we do. And while analyzing and refreshing content may take a lot of time and effort, the results for generating more traffic and improving SEO are clear. . With the many things that go into creating content, such as competitor research, outreach and technical aspects of content, improving older content frequently takes a back seat—which in most cases, is a costly mistake. .
The 5% Institute
APRIL 13, 2021
One of the most effective things you can do with your sales team, is to introduce activities to practice sales conversations and other sales tasks to improve their effectiveness. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities.
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
SaaStr
APRIL 10, 2021
Your API. If you are a B2D company, it’s your product itself, your API. But for most B2B companies, your API, your partner programs, and the like are extensions. Not your core product, but an important layer for improving customer experience. But how much effort should you put into your partner programs and external APIs — and when? Personally, I’m highly biased to as early as possible.
Sales Hacker
APRIL 15, 2021
Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. I happened to think I was pretty good, despite not having played in forever.
Heinz Marketing
APRIL 15, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is Sales and Marketing Alignment? As Matt Heinz says – there is No Sale without Marketing and No Marketing without Sales. A successful, predictable, and scalable organization doesn’t exist entirely with sales or entirely with marketing. For a greater marketing conversion, you need an efficient sales program.
The 5% Institute
APRIL 14, 2021
Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. Executives require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
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
Understanding the Sales Force
APRIL 13, 2021
You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? I'll give you fourteen really good reasons. You see, the book is much less about baseball and much more about the following thirteen integral competencies of sales success: Relationships.
Sales Hacker
APRIL 12, 2021
Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.
SaaStr
APRIL 13, 2021
Thank you @jasonlk for giving me the @saastr stage +4 yrs ago to share both my story & build @pagerduty 's brand … the Sunny Delight, solution to problem fit talk. We were <$50m ARR, & the audience was full of potential, now much larger @Saas customers! #startups [link]. — Jennifer Tejada (@jenntejada) January 8, 2021. When we last checked in with PagerDuty, they were IPO’ing at $125m in ARR.
The 5% Institute
APRIL 15, 2021
In this article, we’ll explore 8 x recommended real estate sales advice tips to help you sell more homes, consistently. Selling real estate when done correctly , can be an excellent and lucrative career. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too.
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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.
Heinz Marketing
APRIL 10, 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 to Get Your Ideas Across to Listeners More Powerfully. Can you overdo it, focusing on delivery skills so much that your performance actually suffers?
Gong.io
APRIL 14, 2021
If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. Since our debut, we’ve had conversations with 49 revenue thought leaders across all industries and have explored how they use revenue intelligence – a new way of operating based on data instead of opinions – to win the market.
SaaStr
APRIL 12, 2021
The biggest mistake folks make when they go to hire a VP of Sales is hiring a top AE that's never really built a team. Being the top rep at a SaaS company, as an IC, is a great and even necessary start. But it does not remotely prepare you to be a VP of Sales on its own. — Jason BeKind Lemkin (@jasonlk) December 4, 2020. Over the past years at SaaStr, we’ve summarized a lot of VP-level hiring decisions down to one strategic choice: do you (x) pick a Stretch VP, one that hasn’t quite do
The 5% Institute
APRIL 12, 2021
One of the most common sales objections you’ll come across, is the I need to talk to my spouse objection. So how do you handle the I need to talk to my spouse objection in a way that’s not pushy or in a way that lacks empathy? In this article, we’ll explore how to handle the I need to talk to my spouse objection, as well as how to proactively prevent it from coming up in the first place.
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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
Salesmate
APRIL 14, 2021
80% of sales are achieved by just 8% of the sales reps. What about the rest? Well, they are busy making excuses. It seems enticing to take the path of ‘excuses’ to escape after a poor performance. But how far can you go by making various sales excuses? One day you will reach the dead end, and you’ll have to stop. We all make mistakes. It is human nature to make mistakes and fail.
Force Management
APRIL 16, 2021
Every sales leader wants to get more out of their current sales team. How do you boost sales performance with what you have? In our recent webinar, Force Management's President, John Kaplan, and Chief Operating Officer, Dave Davies, discussed what sales leaders are doing right now. We’ve broken down our top five takeaways and action items from their conversation.
SaaStr
APRIL 15, 2021
In my first start-up, I was mostly hunting whales — seven figure and eight figure deals. I had no experience doing any of this. For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). We finally had the “all hands” meeting with all the C-level and VP execs involved. And they told us the deal was completely approved, AND they’d back us in the market, AND they’d even give us $1m in additional financing to help us.
The 5% Institute
APRIL 13, 2021
Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our online sales course. The 5% Sales Blueprint ; our online sales course, is a 100% online delivered sales training program, completely designed with the end user in mind. Find out below if our online sales course may be the right fit for you or your business.
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.
Predictable Revenue
APRIL 12, 2021
The best way to save your resources is. Automation! By automating lead generation processes you save both money and time, ensure a permanent source of leads, and get rid of unnecessary work to focus on priority tasks. The post Top 10 Strategies to Automate Your B2B Lead Generation appeared first on Predictable Revenue.
Xant
APRIL 15, 2021
One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As teams moved out of the office, they learned quickly how to stay aligned and hit their targets without face-to-face interactions. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies.
SaaStr
APRIL 13, 2021
Q: How often do “VC Horror Stories” happen? . Here’s the thing. It doesn’t really happen as often anymore. At least — not the classic stories we’ve heard in the past. Not with larger, more successful funds at least. Now, I don’t mean that literally. VC-founder disalignment still happens. Sometimes, VCs push to replace founder CEOs that don’t scale.
The 5% Institute
APRIL 12, 2021
In this guide, you’ll learn the 5 step sales process that has worked absolute wonders for our Students and Sales Professionals 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.
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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