A Sales Guy
AUGUST 10, 2020
Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.
Anthony Cole Training
AUGUST 13, 2020
Perfect practice prevents poor performance! To improve your overall sales effectiveness, you must become masterful at the skills required to be successful. In today's blog post, you will learn why perception and consistency are critical factors when it comes to upgrading your selling results.
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Membrain
AUGUST 12, 2020
One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.
Partners in Excellence
AUGUST 12, 2020
The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling is changing profoundly. As much as some might wish that things get back to normal, we know that normal has changed forever–as it should.
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
Understanding the Sales Force
AUGUST 12, 2020
Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really useful things to share with the new freshmen and while his thoughts were targeted to the students, they apply quite equally to salespeople.
SaaStr
AUGUST 14, 2020
A mistake many founders make is hiring a VP of Sales who has many strengths — but not at sales per se. A VP of Sales who is smart, polished, and worked at the right place, in a management-level position. That can talk about quota attainment and sales operations and scaling and number. But actually isn’t great at … sales itself. I can tell you empirically the best VP of Sales I know were strong salespeople in the early career.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
AUGUST 13, 2020
Is sales as a profession worth it? Will it give you fulfilment, job security, or the income that you’re wanting or need? The answer to that question, is that it very much depends. Ultimately, it comes down to intent. Why do you want to pursue sales as a profession? Is it for the money? Maybe it’s to meet new people, or because you believe in your cause and what you’re selling.
Heinz Marketing
AUGUST 9, 2020
By Kayla Beard , Marketing Intern at Heinz Marketing. I studied abroad in Europe during the winter quarter of my junior year. My home bases were in Paris and Madrid, but I traveled all over the world. About six months before going, I started to get really stressed at the idea of being alone in a foreign country. I was very afraid the language barrier would make it extremely difficult to enjoy exploring the different countries.
SaaStr
AUGUST 9, 2020
My top list of advice founders never hear: Slow it down if you don’t have a great co-founder. We all get excited to “get going” with a start-up. But if your co-founder isn’t great, if they don’t have the right skills to complement yours, and/or if they aren’t committed enough … it won’t work out. More here: A Simple Commitment Test For You And Your Co-Founders | SaaStr.
Sales Hacker
AUGUST 14, 2020
Even a seemingly perfect deal can go wrong. Your operating costs can change, a major world event like COVID-19 can disrupt your ability to meet the requirements of your deal, or you may even just fail to consider a detail that would make the deal unprofitable. So, what do you do then? Should you try to cut your losses? Don’t give up hope yet. There are a few tips and tricks you can follow if you aren’t ready to accept a bad bargain.
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.
SalesProInsider
AUGUST 13, 2020
Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport. This episode of virtual selling, concrete results will help YOU make it a participative sport! Buyers Want to Get on the Court. Think about the last sporting event you watched…the key word is watched. I watched the Milwaukee Bucks basketball game with my husband last week.
Heinz Marketing
AUGUST 14, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Content. It’s been a focus for us internally as we continue to re-prioritize our marketing efforts after Covid-19 threw our marketing plans for a loop this year. I imagine other companies may be in the same boat—you must use what you have or create something at no or low outside cost to keep your top-funnel marketing efforts going.
SaaStr
AUGUST 9, 2020
A ways back, Forbes was kind enough to pick up a thread I did on Quora about my 5 favorite good days, and 5 most visceral bad days, in the early days, of getting from $0 to $10m in ARR. Let me expand on it here since the original answer. Maybe it will be cathartic for you. And I’m also going to throw in a few small moments from running “SaaStr Inc” now to almost $20m in annual revenue, and investing in a handful of awesome unicorns.
Sales Hacker
AUGUST 11, 2020
This week on the Sales Hacker podcast, we speak with Wes Ulysse , Head of Sales, North America at Red Points, a SaaS company that’s leveraging AI and machine learning to protect brands’ online intellectual property. Wes started his professional career as an accountant for the New York City Ballet. After four years, he didn’t like being stuck behind a desk, so he moved into SaaS.
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Sandler Training
AUGUST 11, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #31 – Close the Sale or Close the File appeared first on Sandler Training.
Heinz Marketing
AUGUST 8, 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. The Key to Email Copywriting for the Non-Copywriter. Improving your email copywriting might just be the quickest way to maximize your email ROI.
SaaStr
AUGUST 12, 2020
Q: How much does a venture capitalist make? It varies widely. First, are you talking about cash or “carry” (i.e., share of the gains)? The partners in a fund generally keep 20% of all the gains — once all the fees are paid back (this can be higher at top funds). But how that carry is shared varies widely. Partners in smaller firms often share carry (gains) fairly equally relative to seniority.
Engage Selling
AUGUST 14, 2020
With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged. Let’s face it, some industries are doing exceptionally well, but many have struggled since the start of the pandemic.
Advertiser: ZoomInfo
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Force Management
AUGUST 12, 2020
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance.
Heinz Marketing
AUGUST 12, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Tools and technology play an important role in sales and marketing, without them our jobs would be very manual and tedious, we’d probably be missing out on big business opportunities as well. The ever changing and rapidly expanding technology landscape provide infinite tools and technology to choose from.
SaaStr
AUGUST 10, 2020
While Team SaaStr was ready to put on the most-epic, in-person SaaStr Annual this year, 2020 might’ve had other plans for all of us in mind. But’s that OK — because we’ll be back in person next year, and we haven’t missed a moment. We recently completed 3 digital-mega events and are taking our 2020 Annual completely virtual for Annual @ Home on Sept 2-3.
Salesmate
AUGUST 13, 2020
With over 25 million layoffs prediction , the invisible enemy has struck where it hurts organizations the most. This pandemic has left the sales fraternity asking various questions. How to protect the field-sales culture ticking and productive? What is the future of sales? The real issue is that every day is different, with a rising number in cases, and the rules to curb the spread have left companies no other options but to close the shop or view alternatives to function at a break-even.
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.
Partners in Excellence
AUGUST 10, 2020
We know our solutions have to create value for our customers. The challenge, however, is making sure that value we create is important to our customers. Too often, we focus only on the cost of our solution. We compete on the basis of price, too often making sure our price is less than those of the competition. Sometimes we try to create some justification for our higher price—“We have more features, functions, bells, and whistles… ” Implicit in this approach is the custom
ConversionXL
AUGUST 11, 2020
There are few things worse as a marketer than putting a ton of time and effort into your email campaigns only to see them perform poorly. While the usual suspects of content , design , and campaign strategy make a difference, none of that matters unless your email actually makes it to your subscriber’s inbox. Below, we lay out key steps to maximizing your reach, covering three key areas you should know about email deliverability: What deliverability is and why it matters Major factors that
SaaStr
AUGUST 10, 2020
At the recent SaaStr:Enterprise event , almost 100,000 of you across all social media tuned into to hear 20+ enterprise Cloud leaders sharing what they’re hearing, seeing … and doing differently. To me, perhaps the most interesting discussion was the one I had with Aaron Levie, CEO of Box. Why? Because Box is broad and horizontal. Box is everywhere, and it’s been around for 15+ years.
Salesmate
AUGUST 11, 2020
With fierce competition around, survival can be tough if your sales graph is declining. Just hiring a few sales reps wouldn’t help. You need to arm them with the latest technologies for helping them manage their sales and various activities related to it effectively. You need to do all that it takes to improve the sales performance of your team if you want to increase your startup revenue.
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.
SalesHandy
AUGUST 10, 2020
Sales Prospecting can be quite a time and cost-intensive process. Especially so for businesses who’re looking to grow their business predictably. So sales teams typically invest in sales prospecting tools and processes that help them scale their prospecting workflows. . It’s been analyzed that it takes a healthy volume of leads prospected in a cost-effective way to sustain sales growth. .
Partners in Excellence
AUGUST 13, 2020
I got a LinkedIn message today from a great sales person. It was intended to be a humorous and fun comment, ” The only reason why I don’t click ‘like’ or comment your posts is just I would like to avoid that my customers can see that I am searching for new ways to convince them “ I deeply appreciated the comment and chuckled reading it.
SaaStr
AUGUST 12, 2020
David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. David Sacks | General Partner @ Craft Ventures. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers.
Salesmate
AUGUST 14, 2020
Email is, without a doubt, one of the strongest communication channels to reach the prospects. 61% of business prospects make the first contact via email 86% of business professionals prefer email as a communication medium 8 out of 10 prospects prefer communication with a new provider via email . You need to send emails at various stages of the sales process for nurturing and converting a prospect.
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