Anthony Cole Training
MARCH 4, 2021
How important is it that your new salespeople be great on the phone? Assuming the answer is "very important" then your candidate screening process must begin with the 5-minute interview.
Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
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STAR Results
MARCH 4, 2021
Is a Lack of Business Acumen Impacting Your Sales? Expectations on salespeople have undergone enormous change. The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
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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.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 28, 2021
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.
Heinz Marketing
MARCH 4, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. My goal with the Quick Start Guide series is to provide you a quick synopsis of a martech solution category. For each category I’ll highlight a few platforms/tools, the pros and cons of each, benchmarks and additional resources.
Partners in Excellence
MARCH 2, 2021
Sadly, the trend in developing sales people skills is toward a higher level of prescription. We provide email sequences, we script conversations and talking points. We try to formularize all the activities our sales people do with customers. But the world is complex, what our customers face is complex, what our people face is complex. Things change constantly, each customer situation is unique–to them, at a moment in time.
SaaStr
MARCH 3, 2021
Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse pic.twitter.com/rUyeUzMKC6. — Jason BeKind Lemkin (@jasonlk) December 22, 2020. In SaaS, usually one of 5 things enable a new vendor to break-out in a crowded space: 10x better at One Important Thing. In the early days, you will be buggy and feature-poor.
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
Sandler Training
MARCH 5, 2021
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist. The post What We’re Missing While Our Prospect is Talking appeared first on Sandler Training.
RAIN Group
MARCH 3, 2021
It's 2021 and now is the time to begin executing on your plan to blow the doors off your sales goals. But so much in sales has changed in the last year alone. Where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 6 key ways Top Performers stand out compared to The Rest.
Adaptive Business Services
MARCH 3, 2021
Social selling leverages social tools, tactics, and strategies to complement, not replace , traditional selling methodologies. Nimble CRM is likely the most social CRM that there is! First let’s talk about where social selling excels …. Increasing your reach – Your connections on LinkedIn and their connections are literally the stepping stones to millions more.
SaaStr
MARCH 3, 2021
So the last time we caught up with Zoom on the 5 Interesting Learnings series, it had just IPO’d. Boy a lot had changed. Especially Covid. It wasn’t that long ago folks thought Zoom might IPO at a $4 Billion valuation. Now, just a few years later, it’s doing that much in ARR. Woah. Double woah. And Zoom has seen growth in SaaS like we’ve never seen before.
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
Sandler Training
MARCH 5, 2021
In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different. The post The Gift of Desperation appeared first on Sandler Training.
ConversionXL
MARCH 3, 2021
As a marketer, knowing who to follow and learn from can be incredibly challenging. With a seemingly endless amount of content and marketing experts to sort through, it’s not always easy knowing whether someone has demonstrated the ability to ‘walk the walk.’ Having a large social media following doesn’t necessarily mean you’re a great marketer. And if you Google “top marketers,” and you’ll often find the same lists of the same names, you probably already know. .
Heinz Marketing
MARCH 1, 2021
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
SaaStr
MARCH 5, 2021
When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t. Or sometimes, you’ll be in the middle, where you want to raise venture capital and can, but don’t need to. You’ll also have options in that scenario.
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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.
Predictable Revenue
MARCH 4, 2021
Dave Kennett, CEO at Replayz, joined us to chat about what often goes wrong at each opportunity stage, and how to replicate the behaviors of top performers instead. The post The 5 Reasons Why You’re Not Closing Deals appeared first on Predictable Revenue.
Richardson
MARCH 1, 2021
Needs based selling, sometimes called consultative selling , is the act of understanding the customer’s goals and challenges and then positioning the product or service in a way that addresses those specific needs. Therefore, needs based selling means asking questions that surface the customer’s objectives. This approach is in contrast to transactional selling in which the sales professional merely connects the customer to the solution.
SalesLoft
MARCH 1, 2021
The first step to closing a deal is getting a lead to engage. Even for inbound leads, if the first communication isn’t perceived well (or read at all), you’ll have virtually no shot of closing that deal. . Jeremey Donovan, SVP of Sales Strategy at SalesLoft, looked at more than 3,000,000 emails sent from the SalesLoft platform in the first half of 2020.
SaaStr
FEBRUARY 27, 2021
We last checked in with Salesforce after $10B in ARR and a $100B market cap and it’s just cruised past that since. Salesforce has now crossed $24B in ARR, a $200B market cap, and is buying Slack! Wow. Its growth is 20% Year-over-Year, an incredible growth rate at $24B ARR … and faster than anyone has ever grown in software at $20B+ ARR … but at the edge of what it takes to be a “fast-growing” SaaS company.
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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
Sandler Training
MARCH 5, 2021
George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training. The post Consider the Context Before Using a Technique from Training appeared first on Sandler Training.
Closing Bigger
MARCH 1, 2021
Selling in Invisible B2B Customers Through Digital and Social Networks. B2B selling leveraging social media and digital platforms has now become a primary method of driving sales and engaging customers. Today’s podcast focuses on key trends for B2B buyers (hint: they like buying remote and digitally) and how to leverage platforms and influence channels to find them.
Sales Hacker
MARCH 5, 2021
Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. The COVID-19 pandemic has practically pressured all businesses to go digital, or at least expand their virtual footprint. Companies that were unable to make the switch have suffered. And those that have adapted, now grapple with stronger competition and shifting buyer behavior.
SaaStr
FEBRUARY 28, 2021
Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. Doing well. Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not many, but each paying a lot; Small and medium-sized businesses, each paying four or five figures a year; and then.
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.
Hubspot
MARCH 5, 2021
Did you know that the first video published on YouTube was only 18-seconds long ? Since launching in 2005, the video giant's founders have learned time and time again that content doesn't need to be long to engage audiences. Now, following a five-month beta test -- as well as the success of TikTok , Instagram Reels , and other viral video platforms -- YouTube will soon roll out a global short-form video feature of its own.
Xant
MARCH 3, 2021
Our customer conference—NEXT 2021 is just around the corner and we think you should be there. NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. NEXT isn’t just any virtual conference. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales.
Understanding the Sales Force
MARCH 1, 2021
Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9 Trillion dollars in the plan goes to actual COVID relief.
SaaStr
MARCH 2, 2021
In SaaS companies in the very wide band from ~$1m to $40m ARR or so, the debate over Quarterly vs. Monthly Quotas comes up all the time. And it especially comes up when you hire your First VP of Sales, because odds are, he or she will want to move from Monthly to Quarterly Quotas. They’ll probably be more used to Quarterly quotas and goals. And also — they’ll think it gives them some breathing room.
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.
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