Anthony Cole Training

MAY 8, 2020

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

Clients 186

Clients Consult Prospecting Product 186

Neuromarketing

MAY 5, 2020

Sensory marketing is possible for intangible products, services, and ideas. Here are examples from Friction by Roger Dooley. The post Sensory Marketing for Intangibles appeared first on Neuromarketing.

Service 130

Service Product 130

Cerebral Selling

MAY 4, 2020

In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle. In fact, the relationship across dozens of sales reps in different geographies was clear: the more efficiently we moved a customer through the discovery phase, the greater our win rate.

Sell 130

Sell Objectives and Key Results E-commerce Pipeline 130

Gong.io

MAY 6, 2020

What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . The deal had legs. The finish line was in sight. You were ready to hit “closed won.”. Aaaaaaaand it’s gone. Or is it…? To find out how this phrase truly impacts deal success, our Gong Labs team turned to the data.

Contract 128

Contract Meeting Closing Pipeline 128

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

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale.

Pitch 128

Pitch Service Sell Presentation 128

SaaStr

MAY 6, 2020

Q: Are Silicon Valley VC firms suspending or significantly cutting down on startup investments during this pandemic given the vast economic uncertainties of this time, or is it business as usual? I’m glad you asked! First, come here from 20+ of the top VCs in SaaS and Cloud for FREE at our next big digital event, the next SaaStr Summit: The New New in Venture on May 27th.

Start-ups 125

Start-ups Meeting Closing 125

Score More Sales

MAY 6, 2020

You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now?

Sales 120

Sales Sell 120

Membrain

MAY 3, 2020

Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved.

Sales 120

Sales 120

SaaStr

MAY 7, 2020

In these Shelter-and-Beyond days, many of you are trying to dial-up the media and content side of your business. Which is good. IMHE, content marketing, done right, always works. Webinars almost always work. Corporate blogs almost always work. Podcast almost always work. Viurtal events can work. But you have to do them right. More on how here: Webinars Almost Always Work.

Prospecting 120

Prospecting Product Customers 120

Heinz Marketing

MAY 7, 2020

Laura Huang researched and wrote Edge: Turning Adversity into Advantage months ago, well before the current pandemic. Her lessons, however, are particularly valuable in this moment. Dealing with imposter syndrome? Addressing flaws and adversity head-on? Flipping stereotypes in our favor? If you sometimes feel you’re hitting the same wall over and over, you’re not alone.

Drivers/motivators 119

Drivers/motivators Growth Start-ups 119

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

Sales Hacker

MAY 5, 2020

As a result of the COVID-19 pandemic, companies of all sizes have been forced to adjust on the fly to maintain stability within their organization. With the business landscape changing overnight, sales departments and sales professionals are among the most affected. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries.

Cold Call 118

Cold Call Quota Represent Pipeline 118

Membrain

MAY 6, 2020

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that they are the primary decision-maker.

Sales 118

Sales 118

SaaStr

MAY 2, 2020

Q: Would you rather own 100% of a company worth 100 million or 10% of a company worth 1 billion? This is the greatest question for ambitious founders. I’ve thought about it a lot. I’ve lived it (a version of it). And I think about it every single day. I remember when Aaron Levie turned down a $600m+ acquisition for Box years ago, before SaaS went on a tear.

Up-sell 119

Up-sell Start-ups Market share Sell 119

InsightSquared

MAY 6, 2020

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best? Efficiency and effectiveness are both buzzwords popularly used by CEOs and Sales VPs to chart the course of their organization.

B2B 118

B2B Pipeline Technology Technology 118

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B2B

Salesmate

MAY 8, 2020

As a sales leader, you are no different from a chess player. Like a chess player, even you have pieces (sales reps) with different capabilities. They all play an integral role in your victory. However, the victory depends on how strategically you move these pieces. Effective sales leaders are in full control of the sales game. They know how to formulate a plan to win the game and accordingly move the pieces to accomplish the plan.

Sales 117

Sales Construction CRM Gaming 117

G2

MAY 6, 2020

With worldwide retail e-commerce sales projected to increase, the industry is booming without plans to stop any time soon.

E-commerce 113

E-commerce Retail Sales 113

SaaStr

MAY 4, 2020

Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales ??. At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep succeeds goes way, way down. OK assuming you know how to do it (you’ve closed 10+ customers yourself) … then you do you structure your first team?

Sales 117

Sales Closing Price Up-sell 117

Partners in Excellence

MAY 3, 2020

The current pandemic and financial crises create an unprecedented opportunity to engage our customers in high value and impact ways. In normal times, helping the customer understand and committing to change is, often, the biggest challenge. It is human nature to resist change. Unless the pain of doing nothing is greater than the pain of change, the rational decision for many is to do nothing.

Presentation 112

Presentation Growth Prospecting Customers 112

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

Salesmate

MAY 5, 2020

Sales and customer service were once considered completely different areas of business – divided into two different departments, each having different goals, objectives, and strategies. Traditionally, sales teams would bring in new customers, while customer service teams were expected to take care of them. Though both contributed towards bringing profits to the company, they ultimately used different methods, often contrasting to each other.

Service 110

Service Customers Cross-sell Sales 110

Sales Hacker

MAY 6, 2020

If you’re an office-goer, the thought of managing or being part of a remote sales team might seem like a no-go. But my sales team has always worked this way. Exposure Ninja’s sales team is tight-knit. We have five people in total, all working from different parts of the UK to make big waves (and big sales, of course). The reason our sales team is so successful isn’t because of the practicalities of being remote.

Pitch 109

Pitch Drivers/motivators Gaming Sales 109

SaaStr

MAY 5, 2020

So however rough it’s been lately, or at least different … it’s time. It’s time for the New Normal. A new plan, for real. A new strategy. One that builds on the learnings since March. Here are my top 8 things to challenge you, that might help as we transition from reactive to proactive … to a new normal, for real. Ok this is the first real week of May.

Finance 113

Finance Closing Up-sell Growth 113

Heinz Marketing

MAY 2, 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. For Salespeople, Trust Matters Most in Times of Crisis. A look at how important trust is when it comes to sales, especially during a time of crisis.

B2B 106

B2B Leadership building Trust Customers 106

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

Engage Selling

MAY 8, 2020

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micro-manage your metrics. You need to be on top of your business metrics like never before.

Sell 103

Sell Sales 103

Hubspot

MAY 8, 2020

Following the success and buzz around Instagram Stories, Facebook Stories, Snapchat, and now LinkedIn Stories , Twitter is experimenting with its own ephemeral content feature. In March, Twitter announced it had begun testing a new feature called "fleets," short for "fleeting tweets" in Brazil. Fleets, which aren't yet available in the U.S. , are similar to that of Instagram Stories.

Promote 101

Promote Follow-up Up-sell Start-ups 101

SaaStr

MAY 8, 2020

I’m running an experiment during Shelter+ to try some additional video content. I’m not quite sure this is a format the world wants, but I’ve added a bunch of new videos and content : 10 Learnings From the Last Downturn as a SaaS CEO. How We Got to 1,000,000+ Social Followers and What We’ve Learned. What’s Really Happening in Venture Capital Right Now.

Sales 99

Sales 99

Heinz Marketing

MAY 5, 2020

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. Times of crisis are when real leadership is forged, and leaders are sifted from the rest. How we respond in these times of crisis define who we are as business people as well as our company and team values. As has been rehashed over and over recently, we are in a time of crisis. With that in mind, I want to go over 5 things I have been thinking about in the way I have been comporting and working.

Prospecting 103

Prospecting Customers 103

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

The 5% Institute

MAY 7, 2020

If you look at companies that perform very well with their sales teams versus those that perform averagely – the difference usually will be the better company has a sales enablement strategy in place. Sales enablement is crucial to your staff’s success, and in this guide, you’ll learn why. In this article, we’ll cover: What is sales enablement? Why is sales enablement important?

Objectives and Key Results 98

Objectives and Key Results Sales Clients Consult 98

Hubspot

MAY 8, 2020

Are you in the market for your new account-based marketing software solution? If so, then you've come to the right place. Recall that account-based marketing is a marketing strategy that targets companies, rather than individual customers. Account-based marketing means catering your message to the top decision makers for target accounts with a blend of marketing of sales tactics.

GTM 101

GTM Price Contact Campaign 101

SalesHood

MAY 2, 2020

Alignment between departments is essential for an effective sale enablement program. Companies with aligned sales and marketing teams can provide much more marketing-sourced revenue and significantly higher sales win rates. That number can also be further improved if operations, human resources, and product teams participate in the sales enablement process as well, [ ] The post How to Build a Business Case for Sales Enablement and Garner Executive Buy-In appeared first on SalesHood.

Sales 96

Sales Process Product 96

Heinz Marketing

MAY 6, 2020

By Matt Heinz , President and Founder of Heinz Marketing. Our DNA is wired for face to face communication. Not phone calls. Certainly not emails. The written word is relatively new in the history of mankind. Literacy is far newer than that. Emails are just 25-30 years old. Face to face communication? It’s been there since nearly the beginning. And as tired as many of us are getting to those back-to-back Zoom meetings, we also know – we feel – that those extra emotional connections we get b

Meeting 103

Meeting Presentation Prospecting Sales 103

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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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