Anthony Cole Training
FEBRUARY 18, 2021
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.
Cerebral Selling
FEBRUARY 16, 2021
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.
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Membrain
FEBRUARY 14, 2021
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.
Partners in Excellence
FEBRUARY 17, 2021
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%!
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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.
ConversionXL
FEBRUARY 17, 2021
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
Engage Selling
FEBRUARY 19, 2021
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
FEBRUARY 17, 2021
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.
ConversionXL
FEBRUARY 17, 2021
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.
SaaStr
FEBRUARY 15, 2021
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.
Sales Hacker
FEBRUARY 17, 2021
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.
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
Heinz Marketing
FEBRUARY 16, 2021
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.
Predictable Revenue
FEBRUARY 15, 2021
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.
SaaStr
FEBRUARY 16, 2021
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.
Partners in Excellence
FEBRUARY 17, 2021
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.
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
Engage Selling
FEBRUARY 19, 2021
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.
Predictable Revenue
FEBRUARY 18, 2021
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.
SaaStr
FEBRUARY 13, 2021
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.
RAIN Group
FEBRUARY 17, 2021
“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.
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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.
Sales Hacker
FEBRUARY 18, 2021
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.
Hubspot
FEBRUARY 17, 2021
In 2020, you might have heard your favorite influencers talking about a mysterious new social media app called Clubhouse. But, unless you had a huge online following of your own, you might just be getting access to the app now. Until a few months ago, Clubhouse was a platform where big-name celebrities, company leaders, Silicon Valley investors, and some of the web's top global influencers could have uncensored audio group chats about their lives, hobbies, work, or industries.
SaaStr
FEBRUARY 18, 2021
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.
Force Management
FEBRUARY 17, 2021
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.
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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
criteria for success
FEBRUARY 17, 2021
Need quick, simple sales tips and tools? We have a digital library just for you. Here at CFS, we provide sales training and management consulting for companies of any size, across all industries. We also offer an array of accessible resources such as eBooks, webinars, podcasts, workbooks and templates, and more. Our newest resource is our video library.
Heinz Marketing
FEBRUARY 13, 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. The Real Amazon Question: Can Amazon Retain A Day One Culture When The Only Person From Day One Departs?
SaaStr
FEBRUARY 19, 2021
In this SaaStr insider episode, SaaStr CEO and Founder, Jason Lemkin catches up with Brian Halligan, CEO and Co-founder of HubSpot. Together they discuss: why partners are a moat, why HubSpot avoided going more enterprise, building vs. buying, and building an eco-system. Here are some of our top learnings from the discussion: ? ? ? ? ? ?. Why Partners Are a Moat. 50% of Hubspot’s 100,000 customers want to deploy the product themselves, while the other half buy through an agency partner or
Hubspot
FEBRUARY 17, 2021
Back in 2018, I chose to work at HubSpot because I loved HubSpot's content, and its culture. Oh — and the smoothie bar, waffle Wednesdays, and ping pong tables didn't hurt, either. Office space has undeniably seen a change in recent years. Open-floor plans have become increasingly popular, as have standing desks, beer on-tap, game rooms, and even greenhouse spaces.
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.
Sandler Training
FEBRUARY 19, 2021
Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals. The post Sandler Research Center Asks the Question: Is This “New Normal” the Permanent “New Normal”? appeared first on Sandler Training.
Heinz Marketing
FEBRUARY 19, 2021
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. As my colleague, Michelle, mentioned in her last post on Mastering Self-Motivation , we make it a point each month to watch a LinkedIn Learning course as an organization. As I’ve been searching for my course selection, I stumbled upon one that immediately caught my eye: Becoming Indistractable with Arianna Huffington and Nir Eyal.
SaaStr
FEBRUARY 17, 2021
Ah, who should Customer Success report to? It’s not super simple. There are generally 3 options in the early and middle days: CEO. VP of Sales (once you have one). VP of Something Else. Finance sometimes. Product on occasion. Other “business” co-founder. There are clear Pros and Cons to reporting to a VP of Sales. The Pros are: Usually, a VP of Sales is your best manager.
Smart Calling
FEBRUARY 18, 2021
I’m asked to do interviews every week… podcasts, blog articles, etc. For that I am grateful that others find value in my work. Here’s one that is a bit different, and thought I’d share it with you. WordClassPerformer.com is a site that interviews achievers in virtually every field and asks incisive questions about the individuals, what they have done and still do to be successful.
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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