Cerebral Selling

SEPTEMBER 27, 2022

Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down. With heavy talk of inflation and a looming recession (or a recession that’s already started) buyers are anxiously shifting their budgets, headcount, and growth plans, leaving salespeople to hear objections like: now isn’t the right time. my CFO is asking me to put together a “recession plan”. call me back when the storm passes. we’re only moving forward with

Objection handling 207

Objection handling Construction Sales Growth 207

Force Management

SEPTEMBER 29, 2022

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

Sales 96

Sales 96

Iannarino

SEPTEMBER 29, 2022

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Nor is the contest between their solution and their competition's product or service. Instead, it's a contest between the salespeople trying to win the client's business. A salesperson with greater sales effectiveness will beat a salesperson with a lower level of effectiveness.

Sales 277

Sales Clients Service Product 277

Membrain

SEPTEMBER 29, 2022

My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff. Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space. This kind of exercise is really rewarding, as you get rid of things that no longer serve a purpose and free up space for things that you value.

Sales 69

Sales 69

Advertisement

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.

Follow-up

Sales Hacker

SEPTEMBER 28, 2022

Customers are coming into the sales process more and more educated, but many organizations are stuck running the same play for everyone. Join Jake Dunlap (Founder & CEO of Skaled) to learn how companies are adapting their B2B processes to this new world—where people are coming in with very different expectations and levels of education. Guest: Jake Dunlap – Founder + CEO of Skaled.

Process 83

Process Customers Education B2B 83

Martech

SEPTEMBER 30, 2022

As customers, we’re all bombarded with marketing messages everywhere we turn. And, if a company’s message is not relevant to us or our interests, we tune it out completely. That is why businesses need to adopt disruptive marketing strategies to stay competitive. Disruptive marketing is about more than just creating a buzz. It’s about rethinking the way you do marketing and breaking the rules you’ve been playing by.

Campaign 127

Campaign Technique Construction Drivers/motivators 127

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 115

Meeting High impact Up-sell Start-ups 115

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh.

Objectives and Key Results 118

Objectives and Key Results Cold Call Sales Follow-up 118

Martech

SEPTEMBER 28, 2022

It was supposed to be a public service announcement, promoting an app to discourage binge drinking on campus. It helped college students who drank too much to cut back. It also encouraged a subset of college students to drink more. So what went wrong? To Dr. Brian Cugelman, a senior behavioral scientist at the Toronto-based Behavioral Design Academy, “what went wrong” here is a good example of a “backfire” — an ad campaign that delivers an unintended consequence, sometimes bad.

Campaign 121

Campaign Promote Sports Pitch 121

Iannarino

SEPTEMBER 25, 2022

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The first signs showed up in 2001 when I noticed that there were more stakeholders in meetings. Not too much later, I noticed that contacts sat silently while I walked them through the traditional legacy approach. Eventually, I ran into contacts who asked me not to use a slide deck.

Contact 277

Contact Meeting Conversion 277

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

Retail

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier. And 70% want to continue working remotely half or most of the time in the future.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Heinz Marketing

SEPTEMBER 29, 2022

By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Most of us marketers are focused on a traditional revenue funnel – cone-shaped with awareness at the top and purchase at the bottom. At the top stage of the funnel, you have prospects who are aware of your brand. This stage is the widest part of the funnel with a large number of leads.

Profit margin 115

Profit margin Cross-sell Drivers/motivators Referrals 115

SaaStr

SEPTEMBER 25, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Best in SaaS Are Just Growing Faster Than Ever. I Mean, It’s Crazy. The Broken State of SaaS Sales Rep Comp. The Ultimate Guide for Hiring a Great VP of Sales.

Gate keeper 113

Gate keeper GTM Sales 113

Iannarino

SEPTEMBER 30, 2022

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are those who believe Friday is the best day to do it. A technology company recorded the outcomes of 40 million calls, and their data revealed something quite simple and, perhaps, expected. The best time to make cold calls is between 9:00 AM and 5:00 PM on weekdays.

Cold Call 275

Cold Call Technology Technology Prospecting 275

Advertiser: ZoomInfo

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

Promote

Martech

SEPTEMBER 24, 2022

Consumers engaging with metaverse-style virtual environments are interested in a number of industries and activities. Topping the list of interests is music, according to a new study by Reach 3 Insights, which polled 401 consumers over the summer. The findings explain some of the live events and tie-ins that brands are launching in the metaverse, on platforms like Decentraland and Roblox.

Gaming 122

Gaming Launch Meeting Product 122

Understanding the Sales Force

SEPTEMBER 27, 2022

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information! Isn't it fascinating when you thought you knew what a product was all about but you were wrong?

Technique 104

Technique Pipeline Sales Follow-up 104

Heinz Marketing

SEPTEMBER 30, 2022

By Lisa Heay , Director of Business Operations at Heinz Marketing. According to Scott Brinker’s most recent Marketing Technology Landscape , there are 9932 (and counting) solutions in the marketing technology space. Needless to say, it’s easy to get excited about all the new tools available, be distracted by the newest shiny object in marketing technology, or think a new tool will automatically solve a marketing problem. .

Technology 108

Technology Technology Start-ups Represent 108

Iannarino

SEPTEMBER 27, 2022

When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with a sales leadership title, like Vice President of Sales, is not a sales leader. A person with the title of Sales Manager may be a sales leader, but this is not always the case. Sometimes a sales manager is nothing more than a sales manager.

Sales 275

Sales 275

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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.

Pipeline

Spiro Technologies

SEPTEMBER 29, 2022

Everybody takes a different road before starting a career in sales. Some people jump right in after college, while others spend years doing something completely different before making the switch. Since the barrier to entry in sales varies so widely across industries, it’s not uncommon to see people with all sorts of backgrounds end up in the profession.

Negotiate 105

Negotiate Outside Sales Quota Sales 105

Martech

SEPTEMBER 26, 2022

In 2022, consumers will not concentrate their holiday shopping activities around big November dates like Black Friday and Cyber Week. That’s the key takeaway from research conducted by Gartner, which also underlines consumer concerns about inflation and disposable cash. Gartner’s survey of around 300 consumers samples a much smaller group than the Emodo survey that recently reported that financial concerns have surged more than 150% YoY.

Promote 119

Promote Price Growth B2C 119

SaaStr

SEPTEMBER 28, 2022

Dear SaaStr: What do you look for when hiring a VP of Product for a B2B SaaS? In particular, the dilemma I’m facing is hiring between a SaaS expert or a target market expert. First, I’d go for a SaaS expert over a domain/target market expert in just about any senior hire — VP Product, VP Sales, VP Marketing. The general reason is this: we overvalue domain expertise.

Product 103

Product B2C B2B Engineering 103

Iannarino

SEPTEMBER 25, 2022

You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to build consensus. Now, the deal you are working on finds you standing in front of a group of people who expect you to propose a course of action to improve their results.

Pitch 274

Pitch B2B Contact Sales 274

Advertisement

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

Campaign

Salesforce

SEPTEMBER 30, 2022

A labor shortage , inflation , and ongoing supply chain challenges are set to make the holiday season less festive for retailers and consumers alike. How can your business stand out when shoppers are buying fewer gifts? By providing customer service they can rely on — fast returns, an easy help center, and questions answered with one phone call. “Customer service can be a revenue booster when done right,” says Kathy Kimple, retail executive director, OSF Digital Strategy.

Service 98

Service Retail Repeat business Customer Relationship Management 98

Martech

SEPTEMBER 30, 2022

DoubleVerify has announced new measurement tools for retail media networks. They are currently being used by the company’s new partner Best Buy Ads and the ad networks for Amazon, Walmart, Target, Macy’s and Kroger’s. Advertisers using these retail media networks will have access to third-party measurement tools provided by DoubleVerify. Additionally, as part of the partnership with Best Buy, DoubleVerify provides these tools for Best Buy’s use in their own brand campaigns.

Retail 120

Retail Networking Campaign Clients 120

SaaStr

SEPTEMBER 30, 2022

Let’s all be clear, 2021 was insane: * SPACs worth billions with no revenue * Multiples magically tripled * Fintechs with 10% GMs worth same as 80% GMs * #5 in market got same premium as #1 * Growth stage seen as free money * Seed VCs bought in $3B-10B rounds vs sell. — Jason Happy Lemkin (@jasonlk) September 28, 2022. So as we’ve talked about before, these are Strange Days in SaaS.

Growth 103

Growth Follow-up Up-sell Sell 103

criteria for success

SEPTEMBER 30, 2022

Our Sales PlayBook philosophy provides the seller with a context for selling. Wait, what does that mean? The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization. Simon Sinek , author and motivational speaker, famously said in his TED Talk, How Great Leaders Inspire Action , that the “why” behind what you do is far more important than what you actually do!

Sell 98

Sell Sales Drivers/motivators Promote 98

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.

Gaming

Salesforce

SEPTEMBER 27, 2022

You may worry that robots are going to steal your job. But an interview with a robot might actually be the key to landing your next dream job. Robots are conducting AI interviews to screen applicants at some companies — and the technology is starting to take hold. Hiring executives already say the resume is becoming less important. At San Jose-based Juji, CEO Michelle Zhou doesn’t look at resumes at all.

Sports 98

Sports Represent Technology Technology 98

Martech

SEPTEMBER 26, 2022

The fintech world is exploding. Transactions that once required a drive to the bank can now be done with the tap of a virtual button. It’s created a unique combination of technology and user trust, with larger monetary transactions conducted digitally daily. VC investment resulted in $105 billion raised in 2020 alone. That has translated to immense success for startups like Robinhood, which reached almost 1 million users in 2016.

E-commerce 116

E-commerce B2C Finance Technique 116

SaaStr

SEPTEMBER 28, 2022

It’s not just you. SaaS is getting more expensive, for a variety of reasons. HubSpot for example, which has been very judicious on holding the line on pricing and ACVs, raised prices 12% for the first time since 2018 — albeit only on new customers: Slack also similarly did its first pricing increase in history recently, of about 10%: Prices are going up in SaaS.

Price 102

Price Represent Growth Customers 102

Mike Weinberg

SEPTEMBER 28, 2022

It all started with a thank you note from a sales leader. Drew Ellis of SAP was so specific in what he shared in a LinkedIn message that I appreciatively replied asking for a short Zoom meeting so I could learn more. It was in that conversation that he dropped so much sales and sales … Game Changing Takeaways for Salespeople and Sales Leaders Read More » The post Game Changing Takeaways for Salespeople and Sales Leaders appeared first on Mike Weinberg.

Gaming 98

Gaming Sales Meeting Conversion 98

Advertiser: ZoomInfo

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.

Service