Iannarino
JULY 13, 2022
Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, there seem to be more variables in sales. Some of them include the sales effectiveness of the sales force, the economic environment, the nature of competition, and the variability that comes from trying to help people change their business results.
SaaStr
JULY 10, 2022
I originally wrote this post way, way back in the first year of SaaStr and have updated it every 2 years or so, because it’s an important thing to think about as a founder. Especially now in 2022, when venture capital again is scarcer, and more expensive, and far harder to close than it was during the go-go times for SaaS of 2021 and late 2020.
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Membrain
JULY 13, 2022
Soon after Membrain was started, we sat down and wrote out the core values we believed were central to who we are. Recently, we decided to ask our people to tell us what THEY think Membrain’s core values actually are. The results were pretty interesting.
Anthony Cole Training
JULY 14, 2022
Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you. You can’t make them move forward in your sales process and you certainly can’t make them buy from you.
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
Iannarino
JULY 15, 2022
There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right characteristics. While different sales managers may require different competencies, the following 10 are relatively universal in B2B sales.
Sales Pop!
JULY 9, 2022
In a previous article, we discussed the fact that sales have become a purely mechanical proposition, lacking real theory. Technology exists simply to turn salespeople into workers without responsibility and self-determination. Pipeliner CRM, on the other hand, is rooted deeply in the Austrian School of Economics theory. It says that sales must have a human approach.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 15, 2022
So Hunter Walk of Homebrew aptly summarized what I’ve been trying to say less eloquently for about 2-3 months. For 90% of startups, if you’re struggling right now … sure blame the market. But it’s not that, if your market is huge. It’s You. “Note: I don’t want to hear seed companies complain about ‘the market.’ You literally just showed me a deck that said your TAM was 10,000 customers” @hunterwalk [link]. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonl
Iannarino
JULY 12, 2022
One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the external environment changes enough so that what once worked no longer generates reliable results. When this happens, the sales force's approach causes them to struggle. Results that were once easy to obtain slip out of reach. Making a decision to change your sales approach isn't easy, and executing it is even more difficult.
Sales Pop!
JULY 12, 2022
Sales are the lifeblood of any business; investing in the training of your salespeople can help you grow your sales in no time and improve your sales representatives’ work culture and motivation. Sales training is an efficacious way to help you make your sales departments run optimally, though many businesses are reluctant to spend on it. However, such an approach can hinder an organization from reaching its true potential.
Understanding the Sales Force
JULY 11, 2022
On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road. All of the national brands, chains, franchises, and well known businesses had professionally designed and recognizable logos.
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
JULY 14, 2022
Every year, you should double your TTAM. Your True TAM. (Not the TAM in the deck you made for the VCs). Otherwise, growth stalls. — Jason BeKind Lemkin #???????????? (@jasonlk) July 10, 2022. So generally, as an investor, you don’t want to worry too much about TAM — Total Addressable Market. At least, not after a certain point. If a SaaS company can double or even triple at $1m ARR, it’s on to something good.
Iannarino
JULY 14, 2022
When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to believe it will—or should—still work. While years pass, things change and nature takes her toll. What once was the best practice slowly starts to decay. Because the change is incremental and difficult to perceive, it becomes increasingly difficult to produce outcomes that were once easily obtained.
Sales Pop!
JULY 14, 2022
I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles. And active participation in the real world of selling, of course, is worth much more than 50% of the grade.
Martech
JULY 14, 2022
Amazon Prime Day, a two-day event held this year on July 12 and 13, outperformed last year’s event by 8.5%, according to the Adobe Digital Economy Index. Total U.S. online sales came in at $6 billion the first day, and $5.9 billion the second day. This comes against the background of a three-month slowdown in online inflation, also reported by Adobe.
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Membrain
JULY 10, 2022
As we wade deeper into recession, you will certainly agree that there are two things you must not lose: 1) Customers/Clients 2) Good/Great Salespeople.
Iannarino
JULY 11, 2022
There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes a while for the client to let you know. It's impossible to overstate the importance of discovery, as it allows you to assess your client's situation and provide a diagnosis.
Sales Pop!
JULY 14, 2022
If you are considering roadside advertising, you might be wondering if advertisements that are designed to take drivers’ attention away from the road are actually beneficial to your marketing plan. However, it’s not quite so clear-cut. Like with any method of advertising, there are both pros and cons to roadside advertising. Pros of roadside advertising.
Martech
JULY 14, 2022
B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.
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.
Sales Hacker
JULY 11, 2022
There’s those few aspirational companies that we deeply want to work with. Their logo on our site would show everyone that we’re #1 at what we do. Their signature on our paper would be a talking point for the rest of our sales career. The commission from the deal wouldn’t hurt either. So what do we do when they say they’re not interested in speaking with us?
Iannarino
JULY 9, 2022
One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is important. To ensure you have time for what's important, you must prioritize the tasks and projects that produce the results you want or need.
Engage Selling
JULY 15, 2022
What’s your sales mindset during these are uncertain times? Prices are up, markets are haywire, and things we used to take for granted—such as hassle-free business travel—now often feel out … Read More. The post Sales Mindset: Focus on What’s in Your Control first appeared on Colleen Francis - The Sales Leader.
Martech
JULY 14, 2022
Marketers tend to think of account-based marketing (ABM) as though it is one technique or approach. It isn’t. It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. ABM allows you to create and manage campaigns that specifically target a set of accounts.
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
JULY 14, 2022
SaaStr is turning 10! What started as a simple WordPress blog in 2012 has now become the world’s largest community of SaaS executives, founders, and entrepreneurs. Our goal is (and remains) to help everyone get from $0 to $100m+ ARR with less stress and more success. We do that with a combination of industry-leading content and community connections.
Iannarino
JULY 10, 2022
Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, has competitors who are equally as good (and some may be better). Your company isn't going to be perceived as different when you and your competitors both try to convince a prospective client that your company is the best choice for the better results they need.
Heinz Marketing
JULY 13, 2022
By Rachel Degginger , Marketing Consultant at Heinz Marketing. Just as social media is becoming more prominent in our day-to-day life, it too is more and more an integral part of an integrated marketing plan. It seems like a new trend emerges every day. How are you supposed to wade your way through with SO many features available? Well, to start, here are 3 trends I’m excited to start using more frequently. 1.
Martech
JULY 15, 2022
Based on the 2022 MarTech Replacement Survey , we’ve seen that marketing organizations replaced marketing automation and CRM more often than other solutions , with SEO in third place. We also know that replacements, whether of homegrown or commercial applications, were driven by a need for better features, especially integration capabilities, data management and ability to show ROI.
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
JULY 13, 2022
So more of our 5 Interesting Learnings series has been on the iconic SaaS companies we all know. From how Asana got to its first $250m in ARR , to how Slack got to $1B ARR , to how Zoom got to $3.5B ARR , and more. But there are a bunch of quieter SaaS and B2B public companies under the radar. Some are under the radar because they are niche. Others are under the radar because they are just slower growing and smaller.
SalesProInsider
JULY 13, 2022
If you’re selling to others the way that you want to buy – stop it! The way you want to buy doesn’t matter. It’s about how THEY want and need to buy. Strong statement for sure. But that should be the key message that you’ve taken away from this series, Convert Consistently with Customs and Connections. Our ability to adapt to the way a prospective client wants to be sold to, how they need information, and when they need it, is crucial to make it easy for them to make a confident decision t
Heinz Marketing
JULY 9, 2022
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. . Web 3.0 and Digital CX: Next Steps for B2B Marketers. In this post, Chitra Iyer distills and synthesizes the wide, complicated world of Web 3.0 into specific and pertinent questions for B2B marketers.
Martech
JULY 11, 2022
Customer-centric messaging and experiences require smart responses managed by AI. If customers aren’t receiving relevant emails or other communications, they’ll simply opt out. “Right now, marketing is failing more than it works,” said Matthew Camuso, product marketing manager for CRM software company Pegasystems, at The MarTech Conference. “And if you think about why this fails, it’s because most of what we push, and when we push it, has no real relevance to the consumers.”.
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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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