Sat.Oct 17, 2020 - Fri.Oct 23, 2020

article thumbnail

How to Capture the Attention of Your Market

Anthony Cole Training

In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.

article thumbnail

OpenView Venture Partners raises $450M for sixth fund, its largest to date

Openview

The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to pluck the best salespeople directly from the tree

Membrain

Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?

CRM
article thumbnail

The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

article thumbnail

Ride-Along Coaching: It’s Not What You Think

Engage Selling

It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.

article thumbnail

Obsessing On The Competition

Partners in Excellence

The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked the alternatives we were considering. Then things went south, really quickly. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.

More Trending

article thumbnail

Don’t Be A Smelly Sales Person

A Sales Guy

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together. The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy.

article thumbnail

Sell The Sizzle, Not The Steak – It’s Meaning

The 5% Institute

A common phrase you may have heard in sales and business, is sell the sizzle, not the steak. So, what does sell the sizzle, not the steak mean? In this article, we’ll break down what sell the sizzle, not the steak means, and what you can do to increase your overall sales and win more customers and clients. Sell The Sizzle, Not The Steak – It’s Meaning.

article thumbnail

Are You Really Differentiated?

Partners in Excellence

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions.

article thumbnail

Fill Your Pipeline in 4 Easy Steps

RAIN Group

To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.

article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

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.

article thumbnail

7 Guidelines on Selling Some of Your Stock in a VC Round

SaaStr

"Secondary liquidity", where you can sell some of your shares in a round, is more and more common now. Should you sell if you can? The answer to me is simple: Are you OK if it turns out you never get another chance to sell? If the answer is Yes, don't sell. Otherwise, sell. — Jason BeKind Lemkin (@jasonlk) October 23, 2020. These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some fou

article thumbnail

Best Practices for Testing Marketing Emails

Heinz Marketing

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Even with Halloween approaching, few things are scarier than realizing that marketing email you sent just went out with a huge mistake in it. Maybe it was a spelling error. Or a broken link. Or maybe it had the wrong subject line (yikes!). Whatever it may be, these things happen. They happen because we’re human.

article thumbnail

How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now.

article thumbnail

Removing Obstacles!

Partners in Excellence

When you look at the job of the sales person or that of the manager, at it’s core, it’s really about removing obstacles. For sales people, it’s about removing obstacles to our customers’ success. It’s helping them achieve their goals–business and personal. It’s helping them recognize there are things that may be blocking them from realizing their goals or dreams.

article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

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

article thumbnail

Which VCs Open Cold Emails? Keith Rabois. Aileen Lee. David Sacks. Satya Patel. And More.

SaaStr

A little while back, we did a great digital event, The New New in Venture. We explored how venture has changed since Covid with many of the best, and many I look up to, from Aileen Lee of Cowboy Ventures to Satya Patel of Homebrew to Keith Rabois of Founders Fund and so much more. I took advantage of the format to ask every VC I interviewed one question: Do You Open Cold Email?

article thumbnail

Sales Pipeline Radio, Episode 225: Q & A with Christina Mautz @crmautz

Heinz Marketing

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 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.

article thumbnail

How To Sell Ice To An Eskimo – The Blueprint

The 5% Institute

You’ve probably heard the phrase – ‘sell ice to an eskimo’; but what does this actually mean ? And what do you need to know, and more importantly – do, to close sales both easily and consistently? In this article, you’ll learn for the lack of a better phrase, how to sell ice to an eskimo, it’s meaning, and how to become an excellent closer. Sell Ice To An Eskimo – What’s Its Meaning?

article thumbnail

False Choices

Partners in Excellence

My good friend, George Bronten, posted a survey on LinkedIn. He posed the question, “Which of the following workflow is more important, Prospecting, Opportunity Management, Account Development, Partners.” My immediate reaction to this is, “This is a false choice, we have to do all of this!” The reality is that we have to do the complete job–as individuals and organizations.

article thumbnail

Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

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.

article thumbnail

At About $2m in ARR, Every Great Hire Will Be Accretive.

SaaStr

Who should you hire, with limited budget? A VP of Sales? A Director of Demand Gen? Or A Head of Product? The answer is Yes. A truly great hire is >always< accretive. At least within just a few months. Hire anyone truly great you can find. Find a way. — Jason BeKind Lemkin (@jasonlk) October 20, 2020. Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.

article thumbnail

B2B Reads: 2021 Planning, Personal Branding, and Resistance to Change

Heinz Marketing

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. How to Use Video on Websites the Right Way. Video can make your website more engaging, but only if you do it right.

B2B
article thumbnail

What the Frack: How to Mine Your (Sales) Pipeline and Break Into New Markets in 3 Easy Steps

Sales Hacker

The pandemic has unearthed new markets for almost every industry that are just waiting to be tapped. But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. This is where fracking comes in. If you’re wondering what fracking has to do with increasing your mid-pandemic sales , don’t worry, we’ll (hydraulically) break it down for you in three easy steps, so you can mine your sales pipeline for all it’s worth.

article thumbnail

How to Succeed at Sandler Rule #41 – There Are No Bad Prospects, Only Bad Salespeople [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #41 – There Are No Bad Prospects, Only Bad Salespeople [PODCAST] appeared first on Sandler Training

article thumbnail

New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

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.

article thumbnail

The Top 5 Challenges to Starting a Successful SaaS Company

SaaStr

Q: What are the challenges that a SaaS business owner must overcome to be successful? My list: Finding a truly great co-founder. Yes, some can do it on their own. Eric Yuan, CEO of Zoom did. But he also did it before as SVP of Engineering at WebEx. Almost all of us don’t need just a co-founder, but a truly great one. Are you sure you have this? A bit more here: What are the qualities of a good co-founder?

article thumbnail

Leadership Is About Making Choices

Partners in Excellence

I have to confess, this article was provoked reading the newspaper about the upcoming elections. Many “leaders,” political and otherwise, are making statements. Some are choosing not to vote, one feels that a write in vote for “Ronald Reagan” demonstrates his leadership and thoughtfulness. While it’s been those incidents that got me thinking about the issue, I reflected on so many situations I see in business.

article thumbnail

Two Bad Habits That Are Costing You Sales (And How to Overcome Them)

Sales Hacker

In sales, we have three enemies. Sure, we’ve got competitors, but the other two are self-generated enemies that we bring to the party… Having an Expert Mindset (I know my s*#t). Mistaking an early conclusion with the right conclusion. These may not sound like big problems, but they are. They lead to you missing valuable information and failing to create trust with your prospect.

article thumbnail

Why You Should Stop Trying to Sell Yourself

Sales Gravy

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.” The Sell Yourself Cliche This philosophy is prevalent in business culture.

article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

article thumbnail

25% of You in SF Plan to Go Back to The Office Soon, Apparently

SaaStr

So we did a quick informal Twitter poll with 830+ votes, and 25% of you said you’re going back to the office now that San Francisco is allowing non-essential employees to return. If in SF, will you go back to the office now? — Jason BeKind Lemkin (@jasonlk) October 22, 2020. Density is capped in SF as it reopens offices, and safety policies must be followed.

article thumbnail

Which Sales Methodology?

Partners in Excellence

I’ve gone through training in countless sales methodologies. Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of our work is customized to the strategies, priorities, culture/values of the organizations we work with. Today, I read an article that was a high level assessment of 21 sales methodologies.

article thumbnail

SDR Cheat Sheet: Google Edition

Sales Hacker

Hint: click the blue text for a deeper dive on the topic. . ?. The post SDR Cheat Sheet: Google Edition appeared first on Sales Hacker.

article thumbnail

How to Diversify Your Top of Funnel (And Add a Figure in Revenue)

Predictable Revenue

Ari Levine has learned to approach everything from the position of the consumer. Even in B2B enterprises, that buyer is a person and we shouldn't forget that. Let's learn how to be more human in our outreach approach and create quality connections with our target audience. The post How to Diversify Your Top of Funnel (And Add a Figure in Revenue) appeared first on Predictable Revenue.

B2B
article thumbnail

Get Higher-Quality B2B Leads That Convert!

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.