STAR Results
APRIL 20, 2021
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently delivers outstanding results. Given limited budgets, you need to figure out how to maximize your ROI?
Veloxy
APRIL 19, 2021
Outbound sales has been a staple in the business for ages now. But it you’re going to do it, you’ll need the right strategy and approach. For those of you new to outbound sales, here’s what the process basically involves. Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. One classic example of outbound sales is cold calling , but modern reps also use email as well as other forms of communication.
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Anthony Cole Training
APRIL 22, 2021
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?
Membrain
APRIL 21, 2021
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
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
Partners in Excellence
APRIL 22, 2021
I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past decades we’ve seen both the pros and cons of product led business models.
The 5% Institute
APRIL 23, 2021
In this guide, you’ll learn our recommended sales process for startups that works absolute wonders for our Business Owner Students and Sales Professionals all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
APRIL 21, 2021
If you’re a marketer or SEO, you likely already know about the importance of title tags and meta descriptions to help improve your rankings. But as with most things in marketing, going a little further can reap much better results. While most marketers stop at title tags, using advanced meta tags can help you communicate to Google which landing pages on your websites are most important and, in the process, improve your rankings.
Heinz Marketing
APRIL 23, 2021
By Brittany Lieu , Marketing Consultant at Heinz Marketing. Marketers will tell you blogs are a valuable part of content marketing strategy. Blogs not only help drive traffic to your website, but also increase brand awareness and help establish your organization’s authority and thought leadership in the long term. According to Demand Metric , companies with blogs see an average of 67% more leads every month compared to companies that don’t blog. .
The 5% Institute
APRIL 23, 2021
In this article, we’ll explore the premise of trust based selling, as well as how to build trust with your potential clients during your sales conversations, and before you present your offer or solution. So, what makes trust based selling different to the older models of selling ? In this article, you’ll learn: What is trust based selling? Behaviours that’ll break trust.
SaaStr
APRIL 23, 2021
[link] 's NRR @ IPO: 110% from SMBs [link] 's NRR now: 121% from SMBs [link] 's new customer growth @ IPO: 21% [link] 's new customer growth now: 27%. Treat SMBs right, they grow forever. They're just so many of 'em. — Jason BeKind Lemkin (@jasonlk) April 21, 2021. Bill.com is one of the quiet SaaS success stories. We last checked in with them at IPO , when it was racing past $100m ARR (a relatively early IPO).
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.
Membrain
APRIL 18, 2021
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find themselves having to make a large number of contact attempts in order to get a single new conversation started.
Heinz Marketing
APRIL 20, 2021
By Shannan Seely, B2B and Healthcare Copywriter. If you were to ask any marketing expert today what is, hands down, the oldest-but-still-the-most-tremendously-useful-tactic-you-need-to-take-right-now for closing a sale, the answer is use customer testimonials. I mean, this blog has also shared its merits. In fact, Heinz Marketing partnered with G2 Crowd in 2017 on the topic.
The 5% Institute
APRIL 21, 2021
The objection handling process is one of the most beneficial things you can learn to dramatically increase your closing rate. It’s important part of the sales process , and something you’re most likely to come across time and time again. So how should you go about overcoming objections in sales? In this article, you’ll learn the exact five-step approach we teach Sales Professionals and Business Owners for non-pushy objection handling, Prior to exploring this though; first we’ll cover where objec
SaaStr
APRIL 17, 2021
The founder of Squarespace still owns 36% of the company. What is 36% of $15 Billion, anyone know? #founderpower. — Jason BeKind Lemkin (@jasonlk) April 16, 2021. Not too long ago, we took a look at Wix at $1 Billion in ARR. Now, Squarespace has filed to go public at $700m in ARR. Perhaps the most interesting thing is just how similar both these website-builder-plus-ecommerce companies are.
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Partners in Excellence
APRIL 20, 2021
Daily, I get inundated with emails, texts, social media messages: “I’d love to learn more about your business and hiring needs… ” “Let me know how I can help you…” “Can we collaborate in some way? We provide…… ” “How are things going for you?” (WTF!) “How has business been for you during Covid?
Heinz Marketing
APRIL 17, 2021
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. Keep Brainstorming—Your Best Ideas Are Still to Come. The common (and mistaken) belief that we generate our best ideas early can actually squash creativity.
The 5% Institute
APRIL 20, 2021
In this guide, you’ll learn the exact sales process map that works absolute wonders for our Students, Sales Professionals and Business Owners all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
SaaStr
APRIL 18, 2021
Salesforce Growth: 2021 $20.8B Guidance 2020 $17.1B 2019 $13.2B 2018 $10.5B 2017 $8.4B 2016 $6.7B 2015 $5.4B 2014 $4.1B. Thank you Ohana! — Marc Benioff (@Benioff) August 25, 2020. If you haven’t done a SaaS start-up before, it’s different. The reasons are many, but I think they can almost all be summed up in one key factor: SaaS compounds.
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 Hacker
APRIL 22, 2021
Modern martech is wonderful. It helps you out at every stage of your sales funnel, constructs the perfect customer’s journey, shoulders the tasks of your team. Well, when you know how to set it up. This is particularly true for cold outreach tools. There are many great pieces of software, apps and platforms for squeezing max efficiency out of your campaigns, but before you can enjoy their benefits, you have to make sure you have done anything you could on your side.
Heinz Marketing
APRIL 21, 2021
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Your messaging is how your organization positions itself and the value it brings to the table. Developing a strong messaging strategy is essential in creating a foundation for your brand and marketing tactics. The wrong messaging can set you down a bad path – turning off prospects and wasting precious marketing dollars.
RAIN Group
APRIL 21, 2021
82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?
SaaStr
APRIL 22, 2021
Gorgias recently did a very interesting deep dive on its 6,000+ customers for its help desk and contact center solution. Gorgias is 100% focused on e-commerce vendors, and not SaaS companies per se, but I suspect its data is pretty consistent with most folks using an online support tool. And what they found made me cry a bit. While 44% of the 5,000 respondents thought they provided excellent customer support — only 1.3% actually did!
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 Hacker
APRIL 21, 2021
“It looked like being the pain in the butt BDR who asked way too many questions, broke anything that could possibly be broken, and paid for my own subscriptions to software just because I wanted to tinker with things before I had to bother asking for approval and budget.”. That’s Jacki Leahy ’s description of her path into a RevOps career — and it’s a great summary of what it means to be a RevOps pro, if we’ve ever seen one.
A Sales Guy
APRIL 23, 2021
As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Today’s book highlight goes to The End of Average. Like Execution , this isn’t a sales book at all. Written by Todd Rose , a professor of developmental psychology, this book breaks down the history and failures of boiling life and decisions down to averages.
Sandler Training
APRIL 22, 2021
Mike Montague interviews Alan Stein Jr. on How to Succeed at Raising Your Game. The post How to Succeed at Raising Your Game [PODCAST] appeared first on Sandler Training.
SaaStr
APRIL 18, 2021
If you’re struggling to develop a flywheel for your SaaS startup, it can seem overwhelming. No need to fret –– flywheels commonly require several revisions before settling to the version that works best. Loom Co-Founder and CEO Joe Thomas explains the flywheel’s importance and how it improves organizational alignment, increases customer satisfaction and drives business results.
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.
Force Management
APRIL 22, 2021
How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges. When groundbreaking high-tech companies aim to scale sales success, solidifying alignment with their buyer is a key first step and one that can drive company-wide benefits in the process.
Hubspot
APRIL 20, 2021
Search engine optimization (SEO) may seem like a straightforward concept. You pick keywords related to your business, create content with those keywords, and you’re set to watch your site grow — a simple three-step process, right? Nope. While those are fundamental elements of SEO, it can actually be quite challenging to create a strategy that helps you drive traffic and enough of it to meet your overall business goals.
SalesPop
APRIL 23, 2021
Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. This is because there are two groups with seemingly conflicting interests: the sales team and company and sales management. Salespeople say that quotas are too high and are not achievable, whereas management insists that quotas are not high enough.
SaaStr
APRIL 20, 2021
Q: What core SaaS metrics should we obsess about? Beyond MRR growth + managing the burn rate — which really are all that matters … you should obsess over improving every key metric and KPI. Even if in the early days, they aren’t so great. Maybe your NPS isn’t that high. Maybe your NRR isn’t quite top-tier yet. Or churn is too high.
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