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Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in. In the 5th installment of our blog series, No Assembly Required Hiring , we discuss the importance of recruiting salespeople who not only fit your selling requirements but also match the specific criteria of your organization.
One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for. In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase.
It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help.
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!
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.
There’s no shortage of SEO advice on how to rank higher for key terms. Create high-quality content. Have an effective distribution strategy. Optimize your on-page SEO. Yet, even today, acquiring high-quality backlinks is still one of the most effective components of a successful SEO strategy. But what does it take to do it right? In this article, we’ll look at what the link gap is, how to effectively close it, and the keys to outrank your competition through your link building effort
All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to … Read More » The post Mastering Value-Based Selling: Personal vs. Operational first appeared on The Sales Leader.
There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. And 8 others? 10%-40%. What’s happening here? Are 2 of the first 10 reps really so much better as the rest? Well yes, probably. You’ll continue to see that over time to some extent. The top reps will way outperform the average reps.
Third-party cookies are the new Flash. Safari and Firefox have already started to wean advertisers from them. Now, reluctantly, Google is, too. Google plans to end Chrome’s support of third-party cookies by 2022, and they created a Privacy Sandbox to test new ideas and solicit feedback. Decisions that affect Chrome—with a nearly two-thirds market share —are decisions that affect the Internet, especially paid advertising.
The book is exciting and the story is funny. In fact, I'm learning something new. So much so, that I keep writing down my ideas and shuffling their implications. And suddenly, I realize something. In the past 15-minutes, I've only managed to cover three pages and I'm already thinking about next things I'm supposed to do. Cleaning, picking-up the groceries, doing my excercises, writing a couple of lines of code, watching a movie.
Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. The question is “why?” Sure, it sounds simple. But, let’s not underestimate the hidden power behind simplicity. When you ask this simple, … Read More » The post My Favorite Sales Question first appeared on The Sales Leader.
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.
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Would you marry someone on your first date? I’m guessing that 99% of you would say NO. Then why would you expect your prospect to make a purchasing decision at the first interaction? Most of your leads are not purchase-ready when they first raise their hand. In B2B marketing, it requires multiple touches (at least 7) for a prospect to convert.
If you missed episode 147, check it out here: Fred Mather’s Top Advice for Rising Leaders. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. About Kristin Twining and FireMon [2:03]. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. How to succeed both at home and at work [26:32].
So is GoDaddy a SaaS company? Probably, or at least, close enough. Its Business Applications segment is now its fastest growing of its 3 product segments, at a $650m+ run-rate and growing 20% year-over-year, vs 12% overall for the business as a whole. Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale.
Dear Outlook, Gmail, and developers of all email systems. I have a feature request. Actually, it’s a feature removal request. I think it will improve the productivity of all email users, and how they value your tools. Please remove the “Reply All,” feature. I’m just about to join a meeting of more than 300 people. But many of them have have lost the meeting link.
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
By Josh Baez , Client Engagement Manager at Heinz Marketing. We live in a decade of digital disruption and transformation. Remote workspaces, digital self-service channels, personalized online experiences, and volumes of information available with a few mouse clicks – all that makes up just a small fraction of the much greater whole. And from the tech we use to the ways we live and work, it’s clear that our world has undergone massive foundational changes.
A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.
We’ve talked a lot on SaaStr about the challenges in getting from nothing to that first $1m-$1.5m in ARR, “Initial Traction” That it takes longer than you think. That if you get 10 customers, you can get another 10, 100 , and so on. There’s a particular moment in time I want to focus on here on the path to Initial Traction.
The better, more refined your sales process is, the more regularly you will sell. This is why supporting and training your sales team is so important. The post 7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy appeared first on Predictable Revenue.
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.
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. The Real Amazon Question: Can Amazon Retain A Day One Culture When The Only Person From Day One Departs?
Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. Now that we’re well into 2021, we’re starting to get more value out of those 2×2 Zoom boxes.
Remember when it seemed like websites were just a commodity? Well, it turns out, people care. They want a slick site that does more, from eCommerce to payments to marketing and more. And SMBs are back in SaaS. Especially post-Covid. Wix has benefitted from those trends, not just crossing $1B in ARR, but growing a very impressive 29% year-over-year at $1B in ARR!
You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues, WTF is happening to him?” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we use them enough. There are a lot of tools that offer alternatives to role plays.
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.
“Luck is where preparation meets opportunity.” – Seneca. If you want to generate the best opportunities and set yourself up for success in 2021, you need to prepare. And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades.
Get ready to learn all about mapping competencies necessary in sales roles, scoring SDRs and AEs, and the business impact of having a robust coaching program in place with Aaron Evans. The post Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles appeared first on Predictable Revenue.
Freemium is back. Atlassian has recently added Freemium editions for the first time to several of its core products — and saw a tripling of sign-ups! New Relic has gone back to adding Freemium , and saw 10x the sign-ups than before. Zoom and Slack have built empires on top of Free and Freemium. Calendly hit a $3B valuation and 60m in ARR almost all on top of freemium.
In a 2019 MediaKix report, 71% of marketers agreed that the quality of customers or traffic from influencer marketing was better than other marketing channels. So, we know influencer marketing can be a very profitable marketing strategy. If you have been thinking about using this tactic but are unsure where to start, consider YouTube. Unlike other platforms that are usually restricted by time (think TikTok and Instagram ), YouTube celebrates long-form content.
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.
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default strategy for business development and sales teams to get better results is more often than not just an exercise in “doing more”—because more activity is easy to measure.
If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort. This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.
Q: What do venture capitalists look for in startups to grant them seed funding? Simply put: Seed VCs are looking to make 100x their money. Founders just don’t get this, and as a result, their pitches are all wrong. Roughly: Seed investors are looking to make 100x (or more) on an investment. Not every time, maybe just 1 time per fund. But given the risk and the loss rates, they need their winners to be worth 100x the price they pay.
We've all been in meetings that were about 30 minutes too long. We laugh at "this could've been an email" GIFs, sigh, and continue with our days. Yet, the truth is, unnecessary meetings are costing us way more than just time. Doodle's 2019 State of Meetings Report estimated that poorly organized meetings are costing U.S. companies $399 billion. One to two unnecessary meetings a week might seem insignificant, but when you consider a whole year's worth of meetings, the impact is considerable.
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.
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