Anthony Cole Training
OCTOBER 21, 2020
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.
Understanding the Sales Force
OCTOBER 20, 2020
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.
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A Sales Guy
OCTOBER 19, 2020
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.
Membrain
OCTOBER 21, 2020
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?
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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.
Partners in Excellence
OCTOBER 23, 2020
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.
The 5% Institute
OCTOBER 19, 2020
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
OCTOBER 18, 2020
Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years.
Partners in Excellence
OCTOBER 20, 2020
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.
Heinz Marketing
OCTOBER 21, 2020
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.
Engage Selling
OCTOBER 23, 2020
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.
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
Openview
OCTOBER 19, 2020
The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.
Jill Konrath
OCTOBER 21, 2020
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.
The 5% Institute
OCTOBER 22, 2020
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?
Heinz Marketing
OCTOBER 17, 2020
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.
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
SaaStr
OCTOBER 23, 2020
"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
Partners in Excellence
OCTOBER 21, 2020
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.
Sandler Training
OCTOBER 21, 2020
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
Sales Gravy
OCTOBER 23, 2020
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.
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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.
SaaStr
OCTOBER 21, 2020
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?
Partners in Excellence
OCTOBER 22, 2020
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.
Sales Hacker
OCTOBER 21, 2020
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.
Predictable Revenue
OCTOBER 22, 2020
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.
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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
SaaStr
OCTOBER 23, 2020
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?
Partners in Excellence
OCTOBER 17, 2020
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.
Sales Hacker
OCTOBER 19, 2020
Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. But is this really true? Is it just a numbers game? My data science team decided to put this thinking to the test. This is the first in a series of data science-oriented posts from the data science team at Outreach. They spend their time digging through complex data sets to help sales professionals perform at a higher level.
Hubspot
OCTOBER 21, 2020
I'll admit it: this post is incredibly timely for me. I recently watched The Social Dilemma on Netflix, a docu-drama that explores the potentially addictive qualities of social media. Considering I spend 3+ hours a day on Instagram, I was already all-too-familiar with the habit-forming nature of social media apps. As a result of watching the film, I immediately deleted the Instagram app from my phone — but not my computer.
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.
Force Management
OCTOBER 21, 2020
Company leaders are moving quickly to make sure their their qualification process is set up to ensure their sales teams can execute against it and they can effectively predict the business. In our recent webinar, How MEDDICC Helps Drive Revenue Predictability , John Kaplan explored how companies are using MEDDICC today to drive revenue predictability, despite market uncertainties.
Partners in Excellence
OCTOBER 19, 2020
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.
Adaptive Business Services
OCTOBER 21, 2020
In an age of entrepreneurism, it’s becoming a common theme that some of the best startup founders come from sales. It’s an idea that seems to prove itself true repeatedly, and it’s one that you can see in the numbers even here in Idaho, where Adaptive Business Services is based. Though Idaho is not necessarily the first state that comes to mind when one thinks of startup culture, and successful founders don’t often advertise that they come from sales, some of the patterns we see in the state bac
Hubspot
OCTOBER 21, 2020
There's a fairly obscure album by a guitarist named Duck Baker called There's Something for Everyone in America. I don't know a ton about it apart from the fact that it came out in 1975 and that its cover art is absolutely next-level. Image Source: Best Buy. Neither of those facts is particularly relevant to this article, but the album's title is. That idea that "there's something for everyone" doesn't just apply to America — nor does it have anything to do with what appears to be Lady Justice s
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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