Sat.Aug 27, 2022 - Fri.Sep 02, 2022

Eight Sales Soft Skills that Create a Competitive Advantage

Iannarino

Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you will need to build these skills on your own. You may have noticed you only ever win a client's business by working with other human beings.

10 Best Practices for Prospecting

Membrain

Prospecting can be tough. We can do hard things. Let me give you 10 best practices that if you put them into play, I guarantee it will up your game. Sales Pipeline Management

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How to Integrate Social Media Into Your Sales Strategy

Engage Selling

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More.

How Strong are Your People at Sales Negotiation?

Anthony Cole Training

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Do You Believe In Your People, More Than They Believe In Themselves?

Partners in Excellence

A colleague and I were reflecting on past managers/mentors we each had over our careers. We talked about the great ones and what set them apart. Eventually, we came upon the one thing common with each of our experiences.

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Common Sales Mistakes in 2022

Iannarino

There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years old. The second and most common is the legacy solution approach, which is around 35 years old.

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Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals. Sales Leadership Sales Kickoff Economic Change

Sales 109

Only 11% of Public SaaS Companies Sell Just to SMBs

SaaStr

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. So I took a look at the BVP Nasdaq index. Only 11.8% sell just to SMBs pic.twitter.com/Po1I2aMaBK.

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How to Write a Professional Email That Actually Gets a Response

Learn Hub | G2

One of the most efficient channels for communication, both inside and outside of an organization, is email. Marketing

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Modern Customer Discovery Questions

Iannarino

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions produce new and different outcomes. This post will help you improve your sales results by adding new strategies to your discovery calls. Modern Discovery LL-Vault

Is Your CRM Built for Technology Experts or Sales Experts?

Membrain

When choosing a CRM , companies often focus on what the CRM can do, how much it will cost , and whether it will integrate with their environment.

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Top SaaStr Content for the Week: Brex CEO, Mutiny CEO, Pigment CEO, Mark Roberge, and Dharmesh Shah

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 10 Things That Always Work in SaaS Marketing. The Ultimate Guide for Hiring a Great VP of Sales.

What Is DNS Security? Why It Matters for Your Business

Learn Hub | G2

After the year 2000, when technology use and development skyrocketed, the progression of cyber risk has been cumulative. Guest Post

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

How to Deal With Time Objections

Iannarino

You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the contacts we need, and our company has given us a script to use when calling them.

Be Indispensable to Protect Your Job in a Volatile Economy

Sales Gravy

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income.

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5 Interesting Learnings from Cloudflare at ~ $1 Billion in ARR

SaaStr

So Cloudflare is that quiet Cloud leader that just keeps … killing it. We last checked in on them at $500m in ARR, growing 50%. Today, they are at just about $1B in ARR … and growing even faster at 54% year-over-year than they were at $500m in ARR!

Autonomous Finance 101: Don't Waste Any More Time

Learn Hub | G2

Accounting and financial process management can be time-consuming and stressful. Guest Post Tech

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Filling the Pipeline

Iannarino

Your path to revenue growth begins with your ability to fill your pipeline. Without a full pipeline, growth isn't likely. It's easy to believe that generating more opportunities is the best strategy, which is why some sales leaders require 300 percent of goal.

Consultative Selling Using a Common Problems Approach

criteria for success

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. That term can mean a lot of different things to a lot of different people, so I will give you my definition. First of all, being a consultative partner means two things.

15 Most Popular SaaStr Annual 2022 Sessions (So Far!). See You Sep 13-15!!

SaaStr

10.000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. If you haven’t already, sign up here for tickets before we sell out.

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Google’s Chief Measurement Strategist on Driving Growth with Data and Storytelling

Sales Hacker

You know your business, you know your revenue goals, and you know your strategy for meeting them. But how do you leverage data to help you execute it? Leveraging data to maximize growth is what we get into in this episode of Revenue Innovators with Neil Hoyne.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

10 Sales Rebuttals That Resolve Client Concerns

Iannarino

My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they use objections to avoid a decision or a commitment.

Do You Think Like a Winner?

SalesProInsider

Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it take for YOU to be a winner in what is most important to YOU?

Why We Had to Let Our Smallest Customers Go at SaaStr (But Why You Probably Shouldn’t)

SaaStr

So in many ways we use SaaStr itself as sort of a lab to try sales and marketing experiments. I have my own experience as a SaaS CEO to draw on, for a product now doing hundreds of millions in ARR a year. And I have the experience of investing in 5 SaaS unicorns and decacorns.

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Collaborative Creativity

Partners in Excellence

I participate in lots of sales calls. Sometimes observing what’s going on, sometimes as a contributor. Most of the time, they seem like “verbal ping pong.” ” Someone asks a question or makes a statement (seller or customer), the other responds.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Who Are The Best Salespeople?

Iannarino

This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve your sales results or those of your team, it's important to understand what One-Up means. But we before we explain, we need to define One-Up. Modern Sales Approach LL-Vault

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How To Sell High Ticket Services

The 5% Institute

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world.

Dear SaaStr: What Should I Do if My Co-founder is a Complete Jerk?

SaaStr

Dear SaaStr: What Should I Do if My Co-founder is a Complete Jerk? It’s not going to work. The issue isn’t so much that he’s a complete jerk. It’s that you think he is. He’s thus clearly already driving you so nuts that you have a dysfunctional founder team. This is usually unfixable.