Sat.Dec 28, 2019 - Fri.Jan 03, 2020

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How a Pickup Truck Relates to Driving Sales Growth in 2020

Anthony Cole Training

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.

Growth 272
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Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

Sales 156
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How To Keep Your Customers For a Decade. Or Longer.

SaaStr

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.

Customers 141
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Why won't your salespeople do what they know to do?

Membrain

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.

Sales 118
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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.

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5 Ways to Cut Through the Noise With Buyer Enablement

Sales Hacker

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.

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How Consumers Actually Responded to All Those Black Friday Ads [New Research]

Hubspot

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.

Promote 101

More Trending

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The Power of a Fresh Start

Engage Selling

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.

Sales 101
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How To Cold Call – A Step By Step Guide

The 5% Institute

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.

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Stretching your customer's value gap

Membrain

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.

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Why If You Can Get to $10m ARR, You Can Get To $300m ARR

SaaStr

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.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

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.

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Behavior-Based Attribution Using Google BigQuery ML

ConversionXL

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.

SQL 91
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Making the Shift to Selling the Platform Solution

Force Management

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.

Sell 90
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Personality Tests: a Gimmick or Helpful Management Tool?

Hubspot

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.

Meeting 90
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What are some no-no’s when it comes to funding a startup?

SaaStr

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.

Trust 94
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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

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The Laws Of Selling – 10 x To Succeed In Sales

The 5% Institute

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.

Sell 75
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Starting Over

Partners in Excellence

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.

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The Sales Cadence That Landed Me Meetings With the 11 Biggest ECommerce Companies in the World

Hubspot

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.

Meeting 81
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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?

SaaStr

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.

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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.

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Question Based Selling – Your Step By Step Guide

The 5% Institute

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.

Sell 75
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The Top Sales Engagement Podcast Episodes of the Decade

Outreach

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.

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Why Your Company Needs a CRM to Grow Better

Hubspot

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.

CRM 78
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What are your views on growth or valuation over profitability for startups?

SaaStr

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.

Growth 74
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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.

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Setting Up for Quarter Close Success with Dave Munson {Hey Salespeople Podcast}

SalesLoft

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.

Closing 71
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The Key to Predictable Results | Sales Strategies

Engage Selling

One of my clients chose “predictability” as their company’s 2020 theme.

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5 LinkedIn Mistakes That Kill Your Sales and Reputation [Podcast]

Sales Gravy

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.

Sales 69
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Five Trends Sales Professionals Should Watch for in 2020

Sandler Training

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.

Sales 69
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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.

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How Consumers Actually Responded to All Those Black Friday Ads [New Research]

Hubspot

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.

Promote 69
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Kick off 2020 with the New, Free SaaStr University!! 300 Structured Lessons!!

SaaStr

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!!

Launch 68
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2019: Taking Directional Cues From a Look Back

Richardson

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.

Growth 64
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B2B Reads: Discounting, Time Management, and Christmas Leadership Miracles

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. 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.

B2B 62
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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.