Veloxy
JUNE 7, 2021
Email marketing might be an effective way to promote your business. But according to The Radicati Group, the average business person gets 115 emails a day, and that number is growing. In other words, if you want to make an impact, you’ve got to craft an email that stands out from everything else in your customer’s inbox. One way to do that is to use a subject line guaranteed to get a great open rate.
Anthony Cole Training
JUNE 10, 2021
Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.
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Tibor Shanto
JUNE 8, 2021
By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.
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
JUNE 9, 2021
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls.
Membrain
JUNE 6, 2021
I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
JUNE 9, 2021
Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. Maybe you know what’s working well and what isn't, but you’re unsure how to move forward. Maybe you’re looking for strategic ways to course-correct existing challenges, while in the flurry to hit your number this quarter. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.
Partners in Excellence
JUNE 8, 2021
It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The way customers learned about new things and how they might solve problems or addressed new opportunities was largely interactions with sales people.
Membrain
JUNE 9, 2021
Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.
SaaStr
JUNE 7, 2021
As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Today, Veeva is at $45B Cloud juggernaut dominating pharma and life science Cloud applications. But back in 2017, CEO and co-founder Peter Gassner joined us after Veeva had recently IPO’d with a market cap less than a tenth of that size.
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.
Heinz Marketing
JUNE 7, 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.
Sales Hacker
JUNE 10, 2021
There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. Why? Here are just a few reasons: It isn’t an attractive job. The required skills aren’t taught in school. The demand for sales reps is one of the highest of any job. But you can train your HR team to overcome these hurdles.
Partners in Excellence
JUNE 5, 2021
We are focused on our own success. Striving for success is key to how we grow, learn, develop and learn. Sometimes we fail. But our failures are important to our success. They help us learn, change, improve. As human beings we are driven to achieve. There’s a funny thing about success, we can’t be successful on our own. We are reliant on others in order to achieve success.
SaaStr
JUNE 8, 2021
The other day I met with a great founder doing about $40k in MRR that wanted to raise some extra money to “make sales more repeatable.” Sounds good. I started to dig in a bit to understand what this founder really meant though. At this rough stage ($20k-$80k or so MRR), usually most SaaS startups finally have a regular stream of leads — just not that many. 10 a month, 20, 100, whatever it is.
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Heinz Marketing
JUNE 10, 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.
Sales Hacker
JUNE 9, 2021
Marketing and sales funnels take complex lead generation systems and simplify them into visual strategies that show where our leads come from, how they progress through content and sales processes, and which ones turn into paying customers. But is there a difference in how they work? Depends on who you ask. Marketing Funnel. A marketing funnel looks at your market potential from a high level.
Predictable Revenue
JUNE 7, 2021
Email marketing has enormous potential when it comes to promoting your products and services and increasing sales. When done properly, email marketing can turn leads into customers and boost your sales rates significantly. But, not everyone knows how to write professional and effective emails. Businesses and even marketing professionals tend to make some basic email writing mistakes that are killing their sales.
SaaStr
JUNE 9, 2021
At SaaStr we’ve partnered with PlatoHQ since its inception and we love the parallel efforts it does for mentorship and community in engineering. Tomorrow they have an incredible and FREE event with truly some of the best engineering leaders in Cloud. T he line-up and topics are simply incredible. They have sessions and roundtables with the VPEs and CTOs of Atlassian, Datadog, Gusto, Box, Coda, Safegraph, Headspace, Flatiron, Lyft, Superhuman, Netflix, PayPal and so much more!
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Gong.io
JUNE 11, 2021
Rapidly evolved into a strategic, go-to-market function. That’s how Gartner describes the importance of sales enablement. . They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine).
Sales Hacker
JUNE 7, 2021
We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. But what are these insights that will transform the conversations salespeople have? Sales customer insights. Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good targe
Engage Selling
JUNE 11, 2021
“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment! … Read More » The post They Want to Renegotiate…Now What? (Part 3 of 3) first appeared on The Sales Leader.
SaaStr
JUNE 9, 2021
Veeva Systems is a quieter SaaS enterprise giant that if you sell bigger deals, and/or do vertical SaaS, it’s worth learning more about. CEO Peter Gassner is truly of the most impressive founders I’ve personally met and you can take a look at our deep dive from SaaStr Annual 2017 here not long after they’d IPO’d: One of many remarkable things about Veeva: it burned about $3m on the way to IPO.
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.
Hubspot
JUNE 11, 2021
Last week, HubSpot's 2021 State of Marketing Report reveals that video is the top content marketing strategy used by brands while social media is ranked as the top marketing channel. With data like that above -- and all the growing social media video platforms out there -- it's become obvious that social media marketing and video content go hand in hand.
Sales Hacker
JUNE 10, 2021
Are you tired of wondering where your money goes every month — and why everyone seems to have more of it than you do? You’re not alone. John Healy spent 15 years of his sales career in the same spot before making a dramatic shift. Now he and his wife have paid off student loans and tripled their net worth in 3 years. Join this session to go beyond the ‘hacks’.
Concentrix Catalyst
JUNE 10, 2021
How do your customers currently perceive their interactions with your organization? And, once you’ve obtained this knowledge—how can you use it to improve your customer experience? I recently hosted a […]. The post Find your enterprise CX North Star appeared first on PK.
SaaStr
JUNE 6, 2021
Q: Why are so many companies leaving Silicon Valley? It’s a combination of factors: We’ve all learned to work as distributed teams now. All of us. And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. (and the world), but a lot of them want to work somewhere warm. Many tech employees have moved somewhere warmer than the SF Bay Area.
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.
Hubspot
JUNE 9, 2021
If you have been in SEO for a while, you may remember the days of working hard to increase the PageRank of websites — it was the metric every SEO cared about and wanted to improve. Improving PageRank meant improving your authority (usually with backlinks), which in turn could result in higher rankings and more traffic. But what happened to PageRank?
The Advantexe Advisor
JUNE 9, 2021
It feels like we are coming to the end of something, at the same time we are on the doorstep of something new. The end is the end of pandemic living and the new is whatever version of blended work and learning is going to happen next. By September, many people will be “back” in their offices. But it will not be the same. As I scan the literature – and there is a lot of it to read – the prevailing data suggests: 80%-90% of organizations will have some sort of flexible work at home policy. 75% of
David Meerman Scott
JUNE 9, 2021
If you are working in a so-called business-to-business marketing and sales environment, it’s essential that you always remember that you are not marketing or selling to IBM or a hospital or a restaurant chain. You are always marketing and selling to people.
SaaStr
JUNE 11, 2021
There’s a basic set of criteria most buyers look for. And breaking them down also shows us where the openings are for new entrants: Most trusted brand. In the end, 80%+ of buyers are going to pick the most trusted or one of the most trusted brands in the space. This is not irrational. Most of us don’t have the time or often the skills to truly decided which vendor is best.
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