Anthony Cole Training
JANUARY 3, 2020
In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.
SaaStr
DECEMBER 29, 2019
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.
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Engage Selling
DECEMBER 30, 2019
Previously, we looked at how important it is to beware of talk traps.
Membrain
JANUARY 1, 2020
Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and they even know why they should do it… and they still don’t do it, at least not consistently.
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
Sales Hacker
DECEMBER 30, 2019
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer.
SaaStr
DECEMBER 28, 2019
So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JANUARY 1, 2020
Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll teach your how to cold call correctly to help you with your sales efforts. In this article we’ll cover what cold calling is, how to structure your cold call, and various other handy tips regarding cold calling to help you ethically persuade your potential client and be more successful.
ConversionXL
JANUARY 2, 2020
Why create a custom attribution tool? Because with out-of-the-box tools, you’re limited by their functionality, data transformations, models, and heuristics. With raw data, you can build any attribution model that fits your business and domain area best. While few small companies collect raw data, most large businesses bring it into a data warehouse and visualize it using BI tools such as Google Data Studio , Tableau, Microsoft Power BI, Looker, etc.
SaaStr
JANUARY 2, 2020
Why If You Can Get to $10m ARR, You Can Get To $300m ARR. Woah. That may sound controversial, or even silly. VCs may mock this. But hold on. Let me prove it to you. If you can get to $10m ARR, with positive revenue retention, you can indeed get to $300m ARR. In fact, the odds might even be seen as high. How can that be? It’s just math. Three factors combining together: First, the overall market for SaaS continues to grow.
Membrain
DECEMBER 29, 2019
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
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.
Hubspot
DECEMBER 30, 2019
My coworkers and I love personality tests. We share them with each other to have fun and get to know each other — an important task since half of our team is remote and sprinkled across the country. Personality tests have allowed us to gain insight into our lives outside of work. They’ve also helped us better understand our communication and collaboration styles, which has made projects, meetings, and feedback sessions much easier to navigate.
Partners in Excellence
JANUARY 2, 2020
Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year, we are now reset to zero. In reality, the concept of starting over in the New Year is more symbolic. The reality is most of what we are doing is a continuation of things that we have been working on for some months. We have or should have robust pipelines that we have been developing over the past months.
SaaStr
JANUARY 2, 2020
Q: What are some no-no’s when it comes to funding a startup? Here’s my list: Never assume your existing investors will write you another check. They may, but it’s hard to predict if they will. Just assume any more money has to come from new investors. You’ll plan much better that way. This is my #1 no-no by far. Make sure the money lasts at least 18 months.
Force Management
JANUARY 2, 2020
If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.
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Hubspot
DECEMBER 31, 2019
A client once asked me to help them increase their sales and industry presence in the U.K. market, specifically with the top 200 fashion and apparel brands and retailers in the region. Unlike in my home country of Brazil, I had only five business connections in the U.K. To succeed in this market, I would need to essentially grow my network from scratch.
The 5% Institute
JANUARY 2, 2020
Just like there are laws that govern everything around us; from nature and science, to business and the workplace – there are also laws of selling and in sales that must be carefully adhered to. The laws of selling dictate fundamental rules that need to be followed, if a person wishes to be consistently successful in the world of sales. Laws are rules to be adhered to, so that there are standards which create positive results for everyone.
SaaStr
DECEMBER 31, 2019
Q: When should I pay the commission for SaaS sales? All of our trial signups will get an automatic email from an account executive. How do we decide if the AE was responsible for the sale versus the sale just happened organically? Every company with a self-serve component and a sales-driven component frets a bit about paying sales reps on deals that close “automatically”, or close to it.
Outreach
JANUARY 1, 2020
Since we started producing The Sales Engagement Podcast in 2017, we’ve released more than 100 new episodes that have garnered 100,000+ unique downloads. Since then, our library of knowledge has exploded to cover sales development , career growth , diversity , and even pirates. We have so many favorites that it was hard for us go pick just a top few, so we looked at the numbers and rounded up the most listened-to episodes of the decade.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot
JANUARY 3, 2020
Did you know a customer relationship management system (CRM) is the fastest-growing software on the market today? And, by 2025, revenues in the industry are expected to reach more than $80 billion? A CRM is a central location where you can organize the details related to your customers, across all departments at your company. Anyone with access to the CRM can track and manage the journey of every lead and customer that interacts with your brand, website, or products.
The 5% Institute
JANUARY 1, 2020
One of the best ways to improve your sales conversions, is by implementing a sales strategy based on question based selling. Question based selling is highly effective, because instead of assuming what your potential client may be interested in; you can ask questions and get the exact answer instead. In this article, we’ll be answering what question based selling is, why question based selling is an excellent strategy, and examples you can use throughout your sales process.
SaaStr
JANUARY 3, 2020
Q: What are your views on growth or valuation over profitability for startups? In the end, the trade-off between growth and profitability may sound like a balanced one. Both are great ways to build something enduring. But the question (and answer) is how will you make money from your equity : If you are going to make money from profits and “dividends”, like 99.9% of businesses do, then profitability at some point is better than marginal additional growth.
Heinz Marketing
DECEMBER 28, 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. Time Management Hacks for Top Performing Salespeople. Time management may be one of the most important attributes of a top sales performer, here are some hacks to help you out.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SalesLoft
JANUARY 2, 2020
Dave Munson, VP of Direct Sales at Axon — the law enforcement technology company known for its Taser brand — has closed many a quarter and knows just how intense of a time that can be. In this Hey Salespeople episode, you’ll find out why deals lost at the end of the quarter were actually doomed from the beginning, how effective inside sales teams are run, and what three characteristics make a job candidate extremely attractive.
Sales Gravy
DECEMBER 29, 2019
Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman. Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman.
SaaStr
JANUARY 1, 2020
For 2020 our goal at SaaStr is to continue to find more ways to provide value to the SaaStr community, so we’re launching SaaStr University. It’s 300 lessons in 3+ tracks organizing the best of new and classic SaaStr content into structured lessons! We were also named the #1 Product of the Day by Product Hunt!! Check it out here. The post Kick off 2020 with the New, Free SaaStr University!!
Sandler Training
DECEMBER 31, 2019
As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020. The post Five Trends Sales Professionals Should Watch for in 2020 appeared first on Sandler Training.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Hubspot
DECEMBER 30, 2019
Although Cyber Monday is described as the biggest online shopping event of the year, more than $7.4 billion in online purchases were made on Black Friday in 2019. While a majority of Black Friday purchases happened online, a Fiserv study found that brick-and-mortar store purchases rose by 4.2% compared to 2018. The same study found that a quarter of people traveled 25 miles or more to stores with Black Friday discounts.
Engage Selling
JANUARY 2, 2020
This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.
SaaStr
DECEMBER 31, 2019
Q: What’s it like building a company and seeing the first big sum of money come in? A few key milestones to me in SaaS really stood out: The first $50k deal. This might sound small today, but closing our first customer at $50,000 a year proven we had a viable business. Most of our other customers at the time were tiny ($12-$99 a month). One $50k customer isn’t enough.
Richardson
DECEMBER 31, 2019
As the year draws to a close, sales leaders have an opportunity and an obligation to understand the impact of changes seen in 2019. The global economy evolved in 2019. The estimated global growth of 3 percent for the year was modest and characterized by what the International Monetary Fund called a “synchronized slowdown.” International trade tensions and a destabilized geopolitical picture were just some of the looming, long-term challenges.
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