Anthony Cole Training
JULY 26, 2019
Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.
G2
JULY 25, 2019
To quote Brooks Hatlen from the The Shawshank Redemption , “the world went and got himself in a big damn hurry.”.
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Women Sales Pros
JULY 25, 2019
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.
Partners in Excellence
JULY 23, 2019
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?
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Anthony Cole Training
JULY 23, 2019
We've all been there before.I know that I have.
Membrain
JULY 21, 2019
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 20, 2019
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
Force Management
JULY 24, 2019
One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.
The Sales Hunter
JULY 23, 2019
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.” It simply means that you must make it happen day after day. Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.
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
Sales Hacker
JULY 26, 2019
We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them. Below are five common ways a qualified prospect can fall through the cracks (and what to do instead). 1.
Sandler Training
JULY 25, 2019
In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.
Membrain
JULY 24, 2019
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
Partners in Excellence
JULY 22, 2019
It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why would we ever want to talk about what could go wrong? Particularly when we are in the middle of the customer buying process? But it’s an important discussion with our customers, primarily because it helps them think differently and more completely.
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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
JULY 26, 2019
??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.
Heinz Marketing
JULY 26, 2019
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Earlier this year I attended a training session for new managers where we did an exercise in demonstrating the value of positive and direct feedback. In that same training session, we also talked about communication styles— how to evaluate our own, as well as how to recognize the communication styles others prefer.
SaaStr
JULY 23, 2019
It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. Most of the rest of the terms are much lower drama than they used to be. Most VCs aren’t trying to control your board and your company in the early days anymore.
Partners in Excellence
JULY 24, 2019
In the “old days,” networking seemed to be about meeting people, learning about them, building a bit of a relationship. There was value in networking. Often, our networking may have been a passing meeting, a chance to get to know someone for a few moments, have an interesting conversation, only to move on in our separate directions. Sometimes, it led to something more substantive, perhaps some follow up conversations, perhaps a deeper relationship.
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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
JULY 25, 2019
As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.
Heinz Marketing
JULY 20, 2019
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. Can brands automate emotional intelligence? A look at the importance of emotional intelligence when it comes to business.
RAIN Group
JULY 24, 2019
This RAIN Group article originally appeared on MarketingProfs. Sellers have a huge opportunity to take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look.
Partners in Excellence
JULY 21, 2019
Think of this post more as a thought experiment or even a wild ass prognistication. What do Uber drivers and SDRs have in common? Let’s look at Uber first. Uber has made it very clear, autonomous vehicles are their future. There are a lot of reasons for this. Autonomous vehicles eliminate much of one of Uber’s biggest challenges: Consistency of customer experience.
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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
Score More Sales
JULY 26, 2019
Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives.
Heinz Marketing
JULY 24, 2019
By Kira Jerome , Intern at Heinz Marketing. As a marketer, you know how important it is to get in front of the right prospects at the right time. Your sales team may be asking for more leads, or maybe they have the volume, but not the low-hanging fruit—those prospects that fit your target audience and are ready to buy. A technology that could alert you when your ideal prospect was ready to buy sounds too good to be true, right?
SaaStr
JULY 25, 2019
For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.
Sandler Training
JULY 23, 2019
Below, you will find some DON’Ts , some DOs , and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online. Read Time: 4 Minutes.
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.
KO Advantage Group
JULY 26, 2019
When the prospect starts collaborating with you to help them figure out how to fix their business troubles, expect the next stage of the journey to be a little tricky—the “challenge” stage. Don’t be mistaken. This is a good signal that you’re moving forward. It’s just that the prospect will begin firing you with questions or objections to challenge your expertise, recommendations, and your budding client-business relationship.
G2
JULY 26, 2019
SaaS has become a widely used and recognized term in recent years.
Sales Hacker
JULY 24, 2019
Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. To many, this is an all too familiar problem — but not just for women.
SaaStr
JULY 22, 2019
SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With about a month left to go, here is who you can expect! The Playbook To… Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. We’ve gathered some of our most tactical speakers with real-time actionable content that will help you get your company up and running (and maybe even into hype
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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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