Sat.May 02, 2020 - Fri.May 08, 2020

article thumbnail

4 Steps to Create Loyal Client Advocates

Anthony Cole Training

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

article thumbnail

Selling During COVID-19: You Must Be a Micro-Manager | Sales Strategies

Engage Selling

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sensory Marketing for Intangibles

Neuromarketing

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.

article thumbnail

Sell More by Losing Faster

Cerebral Selling

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.

article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

article thumbnail

How to respond when buyers say “I need to think about it” (according to data).

Gong.io

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.

article thumbnail

THE 4 TYPES OF QUESTIONS TO CRUSH YOUR DISCOVERY

A Sales Guy

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.

More Trending

article thumbnail

Why You Need Empathy & Emotional Intelligence to Sell Now (+3 Tips)

Sales Hacker

It’s like a sudden punch to the gut, isn’t it? We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. The seismic impact of COVID-19 has blurred the lines of normal and introduced a new playing field.

article thumbnail

The Pros and Cons of Making Remote Work Permanent

Membrain

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.

article thumbnail

Sales Are Stabilized Now What?

Score More Sales

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

article thumbnail

You Are Not a Media Company

SaaStr

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.

article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

article thumbnail

The State of Sales: Pandemic Adaptation Survey (Report)

Sales Hacker

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.

article thumbnail

How to sabotage your sales with bad assumptions

Membrain

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.

article thumbnail

The Difference Between Effectiveness and Efficiency Explained

InsightSquared

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
article thumbnail

Would You Rather Own 100% of a Company Worth $100 million or 10% of a Company Worth $1 Billion?

SaaStr

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.

article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

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

article thumbnail

5 exceptional habits of effective sales leaders

Salesmate

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.

article thumbnail

Flipping adversity into advantage: CMO Book Club insights from Laura Huang

Heinz Marketing

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.

article thumbnail

12 Survival Tips for Remote Sales Teams (From Real Remote Workers)

Sales Hacker

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.

article thumbnail

7+ Tips On How To Build Your First Sales Team

SaaStr

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?

article thumbnail

Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

article thumbnail

6 Security Threats E-Commerce Businesses Frequently Face

G2

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

article thumbnail

Sales and customer service have more in common than you might think

Salesmate

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.

article thumbnail

An Unprecedented Opportunity

Partners in Excellence

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.

article thumbnail

8 Ideas On How To Do Better In the New Normal

SaaStr

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.

article thumbnail

New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

article thumbnail

What I’ve Learned from Virtual Sales Training

Force Management

Right now, sales leaders around the globe are trying to determine what is the best course of action for their sales teams. Perhaps they planned a training initiative that they put on hold or they’re waiting to roll out a new solution to their buyers, and they’re trying to wait for the right time to start ramping up their sales team on the new strategy.

article thumbnail

15 of the Best Account-based Marketing Software for 2020

Hubspot

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
article thumbnail

B2B Reads: COVID-19 Backstories, Pivots, and Lessons from the NFL

Heinz Marketing

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
article thumbnail

Adding a Second YouTube Channel on Tactical Tips — Take A Look!

SaaStr

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.

article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

article thumbnail

Sales Enablement – Your Ultimate Guide

The 5% Institute

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?

article thumbnail

How To Write Meta Descriptions That Don't Suck

Hubspot

I'll be the first one to admit it: The first time I wrote a blog post, I had a lot of new terminology to learn. SEO, alt text, headers, all of it was new to me. Thankfully, learning how to use these acronyms to my advantage was a quick learning process. However, there was one function of a blog post that took some time getting used to, and that was a meta description.

article thumbnail

5 Tips For Responding to Crisis

Heinz Marketing

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.

article thumbnail

Remote Sales: Tips to Sell (Better) & Make Quota From Home

Sales Hacker

Working from home isn’t actually a new trend. But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. “There probably isn’t a more directly impacted area than the field sales rep. Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.

article thumbnail

Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.