Anthony Cole Training
JULY 16, 2020
In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.
Partners in Excellence
JULY 15, 2020
Probably the single biggest issue anyone and every organization faces today is uncertainty. Each of us faces things few have every experienced in the past–at least at this magnitude. We have a global health pandemic, economic, political and social turmoil. We have businesses that are facing massive disruption. We face impacts personally, to our families and communities.
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Cerebral Selling
JULY 13, 2020
What’s your favorite movie? Chances are when you read that question your mind became both focused and very busy as you searched your data banks for a suitable answer. You were instantly focused, trying to reconcile both factual (which movies have I seen?) and emotional information (how did I feel about them?), if only for a moment. As a heuristic (or mental shortcut), your mind may have even contemplated whether you’ve been asked that question before, and if so, what you said last time!
Membrain
JULY 12, 2020
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son. Each morning I’d fight Boston traffic to spend my days with Ari on the 8th floor at Boston Children’s Hospital.
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
SaaStr
JULY 11, 2020
Folks. DO YOUR 1-ON-1s. i know they arent always fun pic.twitter.com/Sb1BWxsWj3. — Jason ?BeKind? Lemkin ?? (@jasonlk) July 10, 2020. When I catch up with founders on the march from $1m to $10m in ARR, the number one topic has always shifted to recruiting. Where do i find a great VP of Sales, Marketing, Engineering, Product, Customer Success, etc.?
Understanding the Sales Force
JULY 14, 2020
T. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 15, 2020
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”.
SaaStr
JULY 17, 2020
Ok we are facing unprecedented times. As much as 33% of the U.S. is underemployed or unemployed, or has given up looking. Our airlines are barely hanging on. Retail is imploding. Schools are closing everywhere. It’s simply terrible and unprecedented. And yet … and yet. these are the Best of Times for SaaS VCs. Even better than Q1’20.
Sales Hacker
JULY 17, 2020
Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? Don’t worry. You’re not alone! In my 22 years in this industry, I’ve found that Telephobia is far more common than you think. Some of the best salespeople on the planet still have moments of fear when they reach for the phone.
Heinz Marketing
JULY 12, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Are you one of those modern marketers who has a healthy arsenal of content your teams can use but just don’t know where to find it? At one point in my career, the prospect of developing an effective nurture strategy seemed overwhelming. I was madly looking at a number of case studies, whitepapers, webinars, blog posts, e-books.
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.
RAIN Group
JULY 15, 2020
Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are challenging regardless of the selling and economic environment. But are they more difficult in a down economy while many sellers are transitioning to virtual sales?
SaaStr
JULY 15, 2020
Sales is hard. And not only is it hard, but you shouldn’t be closing every deal you are in. Why? Well, if you’re closing even deal you are, you’re not been invited to the deals where your product has competition. Where it has gaps. You aren’t being invited to where you’ll want to be to grow, if you magically close every deal you are in.
Sales Hacker
JULY 15, 2020
Sales can be intimidating to newcomers. You’ll struggle to find good leads and close meaningful conversations. You’ll get stuck in ruts, and you’ll compare yourself to top performers in your organization who are somehow faring far better than you are. Even experienced salespeople can struggle in a new environment. And unfortunately, there’s no surefire formula to succeed in sales.
Engage Selling
JULY 17, 2020
It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!
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Salesmate
JULY 17, 2020
We have all used to-do once in our work life. Some of us (me) are purely in love with the concept and use every single day to finish tasks one by one. There is definitely a sense of accomplishment when you cross off a task. But, did you ever think beyond to-do? I mean, to-dos give us a broader picture of our day. But they are not making any addition to our work style.
SaaStr
JULY 14, 2020
SaaStr:Enterprise is almost here! Join 200+ CTOs, CIOs, CXOs, CDOs and more for networking, roundtables, 1-on-1s, and more. As well as incredible sessions with the top CEOs in SaaS, including the CEOs and CXOs of Box, Coupa, PagerDuty, Intuit, Adobe, Algolia, New Relic, Shopify and more!! But also tagging along are 200+ VCs. It’s a great digital event to quietly make a connection and maybe grab a term sheet or two.
Sales Hacker
JULY 16, 2020
In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. At first, you may be taken aback. Nearly half a billion dollars for a searchable library of funny animated memes? But look closer and you’ll see Giphy is yet another beneficiary of the Era of the Ecosystem — this paradigm in SaaS where the ability to integrate your technology into other products is just as important as your product itself.
Partners in Excellence
JULY 14, 2020
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the customer, strategies to deal with the competition. And yes, we even got to the discussion, “How much discount to overcome where they thought the competitor would price their solution?
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.
G2
JULY 17, 2020
There’s a particular character in the story of sales that can effortlessly install fear in even the most experienced reps: the gatekeeper.
SaaStr
JULY 13, 2020
Q: What was your failed investment experience and where will you never invest funds again? Why? I’ve made about 30 material investments. More on them here. Most have been successful, but of course not all have and I’ve been reflecting on the ones that didn’t, because they still had attractive elements when I invested. My learnings: What Works — That You Might Think Wouldn’t Work: High employee/VP churn.
Sandler Training
JULY 11, 2020
Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”. The post Salespeople: Have You Planted Your Garden? appeared first on Sandler Training.
Hubspot
JULY 14, 2020
A tv show is returning, and I am pumped. " The Umbrella Academy " is a sci-fi show based on the comic book of the same name, and it's nothing short of fantastic. Superheroes, comedy, a talking animal, and saving the world from imploding — what more could you want? When I first learned about the season, I was scrolling Twitter and came across the video announcement.
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.
Heinz Marketing
JULY 11, 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. 5 Reasons to Send Direct Mail to Remote Workers. A look at why direct mail might be more effective now than ever.
SaaStr
JULY 14, 2020
With SaaS sales, annual price or monthly price that’s billed annually? It is better for a very long time to let the customer buy how they are most comfortable buying. This removes friction from the sales process, leading to a higher and faster close rate. Let’s take a look at Zoom. Zoom is even crazier now of course, but Zoom was growing > 100% at $500m in ARR, in an already well-established space.
criteria for success
JULY 15, 2020
Many businesses are struggling right now—especially when it comes to growth. Let's talk about the importance of lead generation and its impact on business growth. The Importance of Lead Generation in Sales. Sure, many of the business struggles as of late are due to the poor economy. But many businesses are having a “lead generation” problem.
Hubspot
JULY 14, 2020
The call to action is a put up or shut up moment that can turn curiosity into a legitimate business opportunity. It's the bridge between visitors and leads — a point of entry that allows you to capitalize on the web traffic you generate. Despite its potentially massive business implications, your average CTA is generally pretty small and unassuming — maybe a button or a line of text.
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.
The 5% Institute
JULY 14, 2020
Selling financial services can sometimes feel a bit harder than selling other product types. Generally, when selling financial services, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why when selling financial services, you need to have a slightly different format and process to close more consistently.
SaaStr
JULY 16, 2020
Since Covid-19 we’ve spent more time on our digital assets in general, and on those for our partners and sponsors in particular. We’ve added sponsor inventory on our core newsletters (some of which weren’t sponsorable before) ? the Insider (15k/day) and the Daily+Weekly (80k a week). We’ve grown our YouTube views 50%. Our digital events have attracted almost 100,000 attendees already, and we’ve added sponsor workshops there.
Sales Hacker
JULY 16, 2020
The post Fueling Explosive Revenue Growth with a Kick-Ass Sales Incentive Program appeared first on Sales Hacker.
Hubspot
JULY 13, 2020
You probably already know how crucial SEO is for your website's traffic. One of the most important sub tactics within an SEO strategy is link-building. Not sure what this means? Here's the quick explanation. When websites link to your website, search algorithms determine that you have "authority" in your industry because other brands are referring to you.
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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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