Sat.Jul 25, 2020 - Fri.Jul 31, 2020

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What Recruiting in the “New Normal” Looks and Sounds Like

Anthony Cole Training

The COVID-19 pandemic has brought about many changes. While some businesses have hit rock bottom, some are thriving and hiring at scale. Businesses in customer care, retail, healthcare, digital marketing, and online training industries are actively hiring because of the new market demands. But unfortunately, recruitment techniques that have been used for years aren’t the same anymore.

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Nudge Marketing: From Theory to Practice

ConversionXL

It’s summer in the UK. Two cigarette disposal bins are erected on a littered street. One bin is marked Ronaldo, the other, Messi. The bins encouraged smokers to vote for the best football player with their cigarette butts. After twelve weeks, cigarette litter dropped by 46%. In the United States, a similar experiment reduced cigarette litter by 74% in six months.

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Trending Sources

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Are You Engaging The Real Customers?

Partners in Excellence

I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. Typically, the sales team focused their engagement strategy through one person–usually a friend or sponsor.

Customers 151
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The Friends You’ll Lose. And The Ones You’ll Gain.

SaaStr

Being a CEO changes you. Not at first. The first year or two are a lot like “before”, just more intense. Now it’s all on your back, and your shoulders. But over time, your brain does get rewired. You get focused. And as part of that change, you will lose friends on many levels if you build a successful start-up. One tough part of that is if you co-found a company with friends, it’s likely one of them won’t go the distance.

Start-ups 143
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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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Create Winning Conditions for Video Meetings

Engage Selling

Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift.

Meeting 155
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This is why some B2B customers are still buying in the current climate

Membrain

There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.

B2B 128

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Behind the Round with SaaStr:  Chorus.ai Raises $45 Million

SaaStr

Tom Taulli. Behind the Round with SaaStr: Chorus.ai Raises $45 Million. This week Chorus announced its Series C round for $45 million, which was led by Georgian Partners. This brings the total amount raised at $85.2 million. Founded in 2015, Chorus operates a SaaS platform that provides valuable insights from conversations – say with calls, video conferences and emails — for revenue teams.

Cold Call 142
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Changing Our Mindsets

Partners in Excellence

Our mindset impacts how we think of and engage our customers. It impacts both our conscious and unconscious behavior. It impact the language we use in talking about and talking to customers. The mindset for sales and marketing seems to be, increasingly, oriented to the things we do to our customers. Our language and processes betray this thinking: We “target” them with our messaging/prospecting.

Pitch 113
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Advice From Barry Rhein On Selling During A Pandemic

SalesHood

We asked Barry Rhein, CEO and Founder of Selling Through Curiosity, to share insights and advice about how to sell and build relationships with our customers during a pandemic. Barry never fails to deliver. In this case, he is providing very actionable insights and questions to help all of us authentically build customer relationships [ ] The post Advice From Barry Rhein On Selling During A Pandemic appeared first on SalesHood.

Sell 106
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The Greatest Competitive Advantage You’ll Ever Know: Mental Health

Sales Hacker

Sellers are three times more likely to struggle with mental health symptoms than the average American. 2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. What do you think that means for sellers now that the national average is 33% ? Much of this is due to the nature of our profession, but it’s made worse because most sellers today operate in toxic work environments.

Quota 107
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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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Day 1: Who Should Be CEO? A Checklist.

SaaStr

SaaStr has now passed 10,000+ pieces of content, and we’ve somewhat gone on a journey from the early days of a SaaS company, through the growth phases, to the Unstoppable phase, and now has time has gone on, even to the Decacorn phase ?? We’re not quite done with that journey but if you’ll forgive me going back in time, I wanted to address an interesting question at Day 1: Who Should Be CEO?

Growth 128
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Raising My Game

Partners in Excellence

I find myself, increasingly, writing posts about the terrible state of practice in selling. There are the posts about terrible prospecting, clueless sales people, horrible managers. These posts generate a lot of attention and activity. The comments, likes, and shares skyrocket. I suppose it’s human nature, we all have so much fun calling out obviously bad performance.

Gaming 113
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Two Ways to Leverage Your Sales Team Beyond Selling

Engage Selling

When sales leaders think about their sales teams and the success they’re creating, they often think about, well, their sales!

Sell 119
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25 sales books every sales rep must-read in 2020

Salesmate

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. Learn various strategies to effectively manage sales and close deals faster.

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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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Atlassian and AWS Say: “Maybe Worry a Little Bit”

SaaStr

These are crazy times. The economy has contracted at a record rate of -33%. Yet, the Cloud is on fire during Work-and-Do-Everything-Possible-from-Home. Shopify grew 100% at $3 billion in ARR. Zoom is growing at rates we’ve never seen before in SaaS and Cloud. And Morgan Stanley has predicted Cloud penetration will be pulled forward 5+ years or more.

Contract 128
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The Problem With Account Planning

Partners in Excellence

I was asked to sit in on a number of account plan updates. It’s mid year, so it’s time to pull out the account plan, blow off the digital dust, and update it. (you might be getting an idea of what I think about most account planning processes.). The structure of the account plans looked like 99% of the account plans I have seen (and if I’m honest, some that I used to develop decades ago).

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Our Latest Podcasts: Tactics That Get Results

Force Management

The goal of this month's episodes was to share key strategies sales teams can implement right now to close opportunities. Each episode covers timely tactics sales leaders, managers and reps can use to make an impact on the live deals in the pipeline. Review our rundown of episodes below. Share these effective strategies with your sales teams to help them hit their numbers this quarter and the next.

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New Book! Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

RAIN Group

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. Sellers are faced with more challenges than ever. You can’t sell the same way you did before. You need to adapt, pivot, and change almost everything you did previously. If you want to thrive in sales today, it'll require you to transition to the new world of selling virtually, and take the "new norm" by storm.

Sell 101
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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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How to Verify Email Address Before Sending Cold Emails?

SalesHandy

No one loves email bounce backs, primarily when SDRs conduct cold email campaigns. According to a recent report by Constant Contact , the average email bounce rate is 7.75%. But the good email bounce rate is less than 2%. Anything above 2% is considered critical. Email verification techniques can be used to reduce your email bounce backs. It cleans your email list by filtering the spammy and invalid addresses that help you in proceeding towards your email campaign securely.

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Systems Of Alignment

Partners in Excellence

As we reflect on the process of getting things done in business, one of the most important principles is the concept of alignment. Perhaps, simplified to, “How do we get everyone in the same boat, rowing the same direction, in cadence, at top speed?” As one looks at consistently high performing organizations, we see fanatic alignment—usually starting with a highly aligned culture, values, and leadership that models the expected behaviors.

Trust 99
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3 Examples of Teamwork in Sales to Encourage Collaboration

criteria for success

Need examples of teamwork in sales? First, we need to understand that teamwork in sales doesn’t have feel impossible. In fact, there are ways sales leaders can encourage collaboration without pulling too many teeth. 3 Examples of Teamwork in Sales to Encourage Collaboration. Let's jump in. 1. Success Stories. Success stories are what drive continued success on sales teams.

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How Do I Structure My First 1-25 Sales Reps?

SaaStr

Q: What is a typical organizational structure for a SaaS startup with sales reps? A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. CEO hires 2 reps, in the beginning, each barely pays for themselves, but by months 4–6 they are able to close 3x-5x their total compensation. Once 2+ reps can do 3x-5x their comp, the model gets pretty efficient.

Quota 102
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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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6 Musts for Sales Leaders Heading into the U-Shaped Recovery

Sandler Training

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by the board, applauded by all business unit leaders around the table. The post 6 Musts for Sales Leaders Heading into the U-Shaped Recovery appeared first on Sandler Training.

Sales 96
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It’s Not Always About The Deal

Partners in Excellence

One of the things I see too many sales people doing is focusing only on the deal. That is, when we finally find and qualify an opportunity, our focus is on the deal only. We have meetings with the buying group, we focus on all the things we need to do to move the deal forward, winning a PO. Every conversation is about the deal, where the customer is in their process, and what we have to do next.

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Becoming MicroFamous with Matt Johnson

criteria for success

Happy Monday, Let's Talk Sales listeners! Today's featured guest is Matt Johnson. He is the Founder & CEO of Pursuing Results , a “done-for-you” podcast agency. He also hosts the MicroFamous podcast , is a co-host of the Real Estate Uncensored podcast , and is the author of MicroFamous: Become Famously Influential to the Right People. Interview with Matt Johnson.

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The Ultimate Guide to Creating Cold Emails That Convert From Sending Over 1 Billion Emails

Sales Hacker

In the next 25 minutes, I’m going to share everything I’ve learned from sending over 1,000,000,000 emails during the last five years. You read that right — 1 billion! Along the way, I’ve also sold over $100,000,000 worth of products and services. That number may sound crazy, but it’s true. I’ve generated the majority of this revenue through email marketing.

Up-sell 96
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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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Post-COVID trends: How to return to predictable revenue

Predictable Revenue

LinkedIn research and extensive reports on the impact of COVID-19 on the sales pipeline, demonstrates some of the ways that companies can evolve. The post Post-COVID trends: How to return to predictable revenue appeared first on Predictable Revenue.

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Getting Beyond the “Event” of the SKO

Force Management

2020 has forced many companies to make tough decisions, while constantly adjusting for benchmarks aimed at revenue recovery. As company leaders get closer to determining new revenue goals for the upcoming year, sales leaders are left with the task of finding impactful ways to align their sales organization around what’s needed to succeed. Working in an uncertain environment, pressures of the pandemic, and an entirely remote workforce has many sales leaders thinking of more ways to motivate and f

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Kayla’s App of the Week: LifeSum

Heinz Marketing

By Kayla Beard , Marketing Intern at Heinz Marketing. My Friday and Saturday nightly routines have recently consisted of pajamas, an Adam Sandler movie, and bags of popcorn and sweet treats. Being in quarantine has allowed me to spend more time with family and focus on myself; however, I unfortunately have found myself struggling to maintain a healthy and balanced diet. .

Service 94
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The Key Role Technical Marketing Can Play in Content Strategy

Hubspot

Technical marketing is a key aspect of a successful content marketing strategy, particularly if your organization deals with complex products and services. But it can be difficult when your marketers don't have a firm understanding of the technical aspects behind your product. Without technical expertise, your marketing team likely has a difficult time executing on content that will resonate with your core audience and — ultimately — turning readers into customers.

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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.