Anthony Cole Training

NOVEMBER 19, 2020

Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo.

Sales 296

Sales 296

Engage Selling

NOVEMBER 20, 2020

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Sales 171

Sales Sell 171

Membrain

NOVEMBER 18, 2020

Everybody knows that great customer service is key to retaining and growing accounts, right? As an industry, we believe this so strongly that we invest countless hours and boundless resources into developing customer success teams whose sole job is to ensure that clients are so happy that they continue to buy and increase spending.

Service 152

Service Growth Clients Customers 152

Force Management

NOVEMBER 19, 2020

The way you launch and implement a new sales methodology is critical to its success. In fact, it may be even more important than the methodology you choose to adopt in the first place. That’s the findings from the latest study from MetaCX. Researchers surveyed 400 revenue leaders within B2B SaaS companies on sales methodology trends. Not surprisingly, the research shows that application powers success.

B2B 146

B2B Launch Sales 146

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

Hospitality

SaaStr

NOVEMBER 19, 2020

IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link]. — Jason BeKind Lemkin (@jasonlk) July 21, 2019. The other day I was meeting with a great CEO who had raised a modest seed round. Enough to invest, but not enough to go crazy with. He’d found several good First VP candidates, in particular, a strong first head of marketing and a strong first head of product.

Quota 145

Quota Engineering Growth Start-ups 145

The 5% Institute

NOVEMBER 18, 2020

Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. What Is Warm Calling? So, what is warm calling exactly? Put simply; warm calling is a call to a prospective client when they already know you exist, and you’ve already made contact with them in some way.

Cold Call 145

Cold Call Objectives and Key Results Pitch Follow-up 145

Understanding the Sales Force

NOVEMBER 17, 2020

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today's article, we'll discuss the next set of steps you should take so that selling over video can be as effective as possible.

Sell 144

Sell Sales 144

SaaStr

NOVEMBER 19, 2020

Shopify has grown so quickly, it’s tough to even comprehend. From A $1.6B run rate a year ago to $3.2B today. Wow. Zoom is the most obvious “Covid Beneficiary”, but Shopify in many ways isn’t far behind: Ok the issues marching to $4b in ARR are a bit removed from what most founders experience. But, there are still many interesting things we can learn from Shopify, especially since it sells to so many SMBs, has been late to go upmarket, and combines a payments/fintech e

Referrals 145

Referrals Promote Up-sell Start-ups 145

The 5% Institute

NOVEMBER 16, 2020

Building rapport with customers is absolutely crucial if you want to make an initial sale, as well as build on that to create an everlasting relationship. Zig Ziglar famously said , “If people like you they’ll listen to you, but if they trust you they’ll do business with you” ; and that couldn’t be more spot on. So how do you begin building rapport with customers?

Customers 145

Customers Clients Trust Prospecting 145

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. Sure, there are guidelines and best practices. But if sales is a dance, it’s jazz, not ballet. There is, in my opinion, one exception to this: the hard-and-fast rule to focus on your customer. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions.

Process 133

Process Customers Prospecting Sales 133

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.

High impact

Understanding the Sales Force

NOVEMBER 16, 2020

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely. I'm on a Mac so I open up the activity monitor to determine if a program or programs are using too much memory or utilizing too much CPU. If that's the case, I force quit those programs and if that doesn't work, I restart the device.

Sales 130

Sales Closing 130

SaaStr

NOVEMBER 18, 2020

Second-timers know the playbook and can execute against it faster. But often times, they also have a bit of healthy skepticism, a bit of baggage, from the last time. First-timers often know very little, but are baggage free. That can be very powerful. I’ve had a chance to watch a whole cohort of SaaS first-time founders go from $1m to $10m ARR in 5 quarters or less (more on that here ) and just been awestruck by how much better than me they are as founders, and how much better they̵

Quota 145

Quota UX Price Inside sales 145

The 5% Institute

NOVEMBER 18, 2020

Left a voicemail for your potential client during your cold calling efforts ? What should you do next? In this article, we’ll explore what to do directly after you’ve left a voicemail, and then what to do again for your third attempt. Before You Left A Voicemail – Did You Follow A System? Many Sales Professionals and Business Owners go about cold calling incorrectly.

Cold Call 142

Cold Call Clients Contact Up-sell 142

Sandler Training

NOVEMBER 14, 2020

Are “Relationships” really relevant to the sales profession? The post In Relationships, the Key is Trust appeared first on Sandler Training.

Trust 126

Trust Sales Service Customers 126

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B2B

Sales Hacker

NOVEMBER 16, 2020

If you’re not a big fan of lost deal reviews, or if you’ve heard mixed reviews about them, I’m not surprised. For many, the sample sizes are too small, and the data quality too poor to make a convincing case for substantive changes. Many of us have experience with lost deal reviews that degenerated into finger-pointing and arguments, not commitments to act.

CRM 124

CRM Price Follow-up Closing 124

SaaStr

NOVEMBER 16, 2020

So I know you’re gearing up for a big year end push now, and that you’ll crush it next quarter. More on why the great sales teams almost always end Q4 strong here. But SaaS is a journey. 7-10 years to get anywhere good. And another 7-10 after that to get to the iconic level. Along the way, you are going to miss a quarter. Or 3. Or 5.

Growth 137

Growth Start-ups Consult Closing 137

ConversionXL

NOVEMBER 17, 2020

Codecademy started out in 2011 as one of the first free products that taught people to code. Since then, we have helped over 45 million learners improve their lives through programming while making major improvements to our product—driven by experimentation. Our goal is to empower the world through tech education, reaching as many learners as possible to support our vision.

Strategize 121

Strategize Growth Objectives and Key Results Price 121

Partners in Excellence

NOVEMBER 16, 2020

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales. We keep making the forecast about the number, for example, this quarter we are going to make $1B! Not long ago, I was analyzing the forecasting process for a very large organization.

Gaming 119

Gaming B2B Process Sales 119

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

Sales Hacker

NOVEMBER 17, 2020

COVID-19 has put many businesses in the tough position of choosing what to cut rather than where to invest. But businesses are still looking for products and services that can help them adapt quickly and become more resilient, as well as plan for a post-pandemic future. This gives sales teams a big opportunity to fill that gap and build a long term relationship.

Prospecting 124

Prospecting CRM Cold Call Sports 124

SaaStr

NOVEMBER 15, 2020

The lure of freemium (like The Force) is strong. No headaches. Customers try and buy all on their own. Like magic. And. No salespeople. Well, that can work. For a while. Maybe even forever, if you don’t want to build something really big. But to Go Big, almost everyone in SaaS at least eventually adds a sales team. Yes, Twilio started off as self-service.

Cross-sell 137

Cross-sell Negotiate Sales Outside Sales 137

ConversionXL

NOVEMBER 20, 2020

Google Analytics 4 (GA4) officially launched in October 2020. Google’s update has left marketers and business owners scrambling to figure out how GA4 will affect their current (and future) marketing and data efforts. Do you need to rush to install it on all your sites? What makes GA4 so different compared to the current version of Google Analytics?

Government 117

Government Launch GTM Start-ups 117

Heinz Marketing

NOVEMBER 19, 2020

By Lauren Dichter , Marketing Coordinator for Heinz Marketing. Multicultural marketing. Diversity marketing. Ethnic marketing. International marketing. Global marketing. Diaspora marketing. Inclusive marketing. What do all these phrases have in common? Well, for the most part, they can all be boiled down to a single concept. But they’re not the same.

Campaign 114

Campaign Launch Market share Technology 114

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.

Sales

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. And the right data can be the difference between success and failure. And while there are many types of intent data, let’s dig into three that you may not have thought about in the past. These will open your eyes as to how intent data is used in specific industries, as well as the ways in which you can use it to your advantage.

Real Estate 123

Real Estate Prospecting Construction Cold Call 123

SaaStr

NOVEMBER 17, 2020

If you get even 10 paying customers in your first 90 days in market, and they don't churn … You have something. Never, ever quit then. Even if you have no money. Even if the team isn't sure. Even if the competition is fierce. Even if they say it's too hard. — Jason BeKind Lemkin (@jasonlk) November 17, 2020. One of the tough things in SaaS, a downside of the fact that it compounds , is that you’re always running on the Habitral.

Customers 133

Customers Trust Engineering Meeting 133

Sandler Training

NOVEMBER 14, 2020

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients. The post Survey: For Salespeople, 2020 Was The Year of Holding On appeared first on Sandler Training.

Clients 114

Clients Sales Process 114

Partners in Excellence

NOVEMBER 20, 2020

It seems odd to write a post for sales professionals (and unprofessionals), posing the question, “Are You Curious About Who Your Customer Is?” After all, we read endless drivel about the importance of relationships and people. But, sadly, too many sales people don’t really care about who their customers are. Sure, they look them up on LinkedIn, Facebook, or other social platforms, trying to find clues about how to have that first prospecting conversation.

Customers 113

Customers Manufacturing Cross-sell Pitch 113

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.

Product

G2

NOVEMBER 20, 2020

WE’RE HIRING!

Product 111

Product 111

SaaStr

NOVEMBER 18, 2020

SaaS metrics can be more confusing than one might think. What if some of the revenue doesn’t recur? What if the client never deploys? What if a customer churns, but is on an annual contract? Is that just a blip in our NPS? My SaaS Metrics Primer: * ARR always = 12x MRR. Always. * There's no such thing as a Gross Burn Rate * If your cash collections < MRR, your MRR is wrong * The later the investor update, the worse the month * There's no churn that "doesn't count

Finance 127

Finance Gaming Contract Start-ups 127

Sales Hacker

NOVEMBER 17, 2020

If you missed episode 135, check it out here: Pushing Through the Zone of Discomfort Towards Personal Growth with AJ Bruno. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09]. Who is Matt Klepac and what is Vertify? [2:20]. Transitioning from the opera to B2B technology [8:40].

Start-ups 109

Start-ups Technology Technology B2B 109

Heinz Marketing

NOVEMBER 20, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. The customer experience is continuously shifting – and it’s been further amplified and accelerated by COVID-19. Now, in the throes of digital transformation and workforce innovation, B2B companies are faced with a future-defining decision: sink or swim. Buyer enablement, customer success, revenue acceleration – in the digital age, this all relies on so much more than random acts of marketing and unsolicited sales calls.

B2B 107

B2B Sales Launch Up-sell 107

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Sales