Sat.Jan 16, 2021 - Fri.Jan 22, 2021

article thumbnail

Uncover Sales DNA Upfront and Generate Greater Success When Hiring

Anthony Cole Training

In the 3rd article of our series Hiring No Assembly Required Salespeople , we cover the Sales DNA competencies a successful candidate must have and how to identify these traits prior to making a hiring decision.

Sales 223
article thumbnail

New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Understanding the Sales Force

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.

Sales 153
Insiders

Sign Up for our Newsletter

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

Trending Sources

article thumbnail

Three steps to improved negotiation and sales success

Membrain

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

Negotiate 144
article thumbnail

How to Align Your Sales Team After a New Acquisition |Force Management

Force Management

Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function. Depending on what was acquired, it may bring changes to your sales process, your qualification process, your negotiation frameworks and/or your sales message.

Negotiate 134
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

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.

article thumbnail

Is Your Solution Easy To Buy?

Partners in Excellence

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them. But we are missing something important. Just because we are making our offerings easier to sell, doesn’t mean we will sell more.

article thumbnail

Why Sales Transformation Achieves Better Results Than Sales Training Alone

Understanding the Sales Force

You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious. Bringing it closer to sales, you invested in the CRM application you needed but your salespeople aren't using it the way you had hoped.

Sales 149

More Trending

article thumbnail

The #1 Reason SaaS Companies Stall Out at $15m-$20m ARR

SaaStr

In theory, many things can kill a SaaS startup after $4m-$5m ARR. In practice, quitting is the only thing. In theory, many things can stop a SaaS startup after $4m-$5m ARR from getting to $100m. In practice, high churn is the only thing. — Jason BeKind Lemkin (@jasonlk) January 17, 2021. Part of my job when I invest in a start-up is to get folks excited about the company.

Legal 145
article thumbnail

Female sales leaders’ advice to women in sales

Gong.io

Gone are the days when sales was a boys’ club. A new generation of women is at the forefront of sales, and they’re shaping the art of selling on their own terms. These sales leaders have valuable knowledge to share based on their experiences as they advance their careers and climb the corporate ladder. . We recently asked women from our sales community what career-pumping advice they’d give other women coming up in sales.

Sales 139
article thumbnail

Rethinking Your Personal Habits

Engage Selling

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to … Read More » The post Rethinking Your Personal Habits first appeared on The Sales Leader.

Customers 139
article thumbnail

Hot Buttons – Your Ultimate Guide

The 5% Institute

If you’ve been involved in sales for a while, you may be familiar with the term hot buttons. But what do hot buttons mean? And more importantly in a sales context – how do you use this throughout your sales process ? In this article, we’ll unpack the meaning of hot buttons, as well as what you need to do to use them during your sales conversations. Hot Buttons – Your Ultimate Guide.

article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

Listening Well: The Key To Providing A Premier Customer Experience At Every Touch Point

Sandler Training

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly. The post Listening Well: The Key To Providing A Premier Customer Experience At Every Touch Point appeared first on Sandler Training.

Customers 133
article thumbnail

5 Interesting Learnings from Twilio at $2 Billion in ARR

SaaStr

We checked in on Twilio at $1B in ARR , but it’s interesting to check in again at $2B+ in ARR as the engine just hasn’t stopped worth. Twilio is still growing an epic 53% at $2B in ARR; has diversified its product portfolio further acquiring Segment; and now has a stunning $60B market cap! Up from $3B at IPO! 5 Interesting, Updated Learnings: #1.

article thumbnail

A guide on Enterprise Sales – What it is and how to scale it?

Salesmate

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. “How do you manage to excel at Enterprise Sales, Jay?” I asked. And so he presented me with a detailed guide on how one can leverage Enterprise Sales to grow their business and scale it.

Represent 124
article thumbnail

How to Run Sales Trainings Your Reps Will Actually Enjoy

Sales Hacker

Have you ever presented something to help level up your team and just saw blank stares looking back? Or saw nothing but people looking down at their phones? How about when you ask…” are there any questions? ” and all you hear is crickets? In-person training is hard enough, but now that we’re doing everything virtually, we have to deal with team members working on their second screen or giggling while messaging their team members through slack.

Contract 123
article thumbnail

How to Stay Competitive in the Evolving State of Martech

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

article thumbnail

5 reasons that superstar salesperson will fail you

Membrain

Anyone would get excited about snagging a superstar salesperson away from a competitor. You start dreaming about taking over the competitor’s customers, expanding into new territories, crushing your numbers, and slam-dunking your competitor.

Territory 117
article thumbnail

A Simple Commitment Test For You And Your Co-Founders

SaaStr

Don't pick a cofounder that. – has something better to do – wants to see how it goes – has a clear backup plan – sees it as risky – argues over who should be CEO – doesn't 100% believe. You'll see. — Jason BeKind Lemkin (@jasonlk) July 18, 2020. As we’ve talked about before, the great thing about SaaS, is it compounds.

Launch 132
article thumbnail

How to Succeed at Being Part of a Community [PODCAST]

Sandler Training

Mike Montague interviews Randy Seidl on How to Succeed at Being Part of a Sales Community. The post How to Succeed at Being Part of a Community [PODCAST] appeared first on Sandler Training.

Sales 116
article thumbnail

Recap Emails: Better Follow-Up for More Wins

Sales Hacker

You’ve just had a great discovery call with a qualified prospect. You’ve both agreed to meet next week for a demo, and your champion has agreed to invite the economic buyer to the call. You need to ensure that they follow through and show up to the demo, while also setting yourself apart from the other vendors that they’re evaluating. A tight recap email is a great way to do this.

Follow-up 115
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

Actions Sales Leaders Need to Take in a Recession

Predictable Revenue

There are a few key challenges that sales leaders face during a bad economy that they may not be thinking about already, and Steve Benson is here to talk about them. The post Actions Sales Leaders Need to Take in a Recession appeared first on Predictable Revenue.

Sales 111
article thumbnail

5 Interesting Learnings from Datadog at $700,000,000+ ARR

SaaStr

$30B+ Datadog became the great darling of developers and devops years ago, and never stopped pushing on the accelerator. It’s expanded its product portfolio to build an incredible observabillity engine approaching $1B ARR. At ~$700m ARR, Datadog was still growing an incredible 61% year-over-year.

Growth 124
article thumbnail

Don’t Forget Your Accomplishments!

Engage Selling

While striving for success, it’s important that you don’t forget about your accomplishments! It’s common, as we all work toward new heights and achievements to focus almost entirely on how far we have to go rather than how far we’ve … Read More » The post Don’t Forget Your Accomplishments! first appeared on The Sales Leader.

Sales 103
article thumbnail

Mergers & Acquisitions: The Best Sales Opportunity You (Probably) Haven’t Thought About

Sales Hacker

What if I told you there was a little-known strategy to close huge deals with large companies you never thought you’d have a chance with? Well, good news — there is. If you know what to look for, acquisitions, mergers, and divestitures can represent that unique opportunity to make the sale of a lifetime. Why Mergers and Acquisitions Offer a Great Opportunity.

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

article thumbnail

How to Strengthen Your Company Through Sales-Marketing Alignment

Predictable Revenue

Marketing and sales teams may work for the same company, but they behave like enemies way too frequently. Learn how to prevent that! The post How to Strengthen Your Company Through Sales-Marketing Alignment appeared first on Predictable Revenue.

Sales 105
article thumbnail

Mastering the Art and Science of Product-Led Growth With Gainsight

SaaStr

What does it mean to make your product the star in your SaaS growth strategy? It’s imperative to incorporate critical elements in your product-led strategy to ensure its success. Ciara Peter (Gainsight VP of Product & Design) and Mickey Alon (CTO & Founder of Gainsight PX) share their practical tips for product leaders looking to achieve business growth.

Growth 110
article thumbnail

Virtual Sellers: Here’s How to Connect with Buyers and Build Strong Relationships

RAIN Group

As a classic advertising slogan once reminded customers, you never get a second chance to make a first impression. That’s true now more than ever. When we could interact face-to-face at events or in meetings, it was easier to attract the attention of a potential buyer and begin making connections naturally. But as a virtual seller, you don’t have the luxury of allowing relationships to unfold organically.

Meeting 98
article thumbnail

What It’s Really Like to Build a Sales Team at a Unicorn Company

Sales Hacker

You get the job at your dream company — a unicorn with valuation over $1B. The pressure of building a successful team – and building it fast – starts to sink in. The post What It’s Really Like to Build a Sales Team at a Unicorn Company appeared first on Sales Hacker.

Sales 105
article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

article thumbnail

Coronavirus Talk #9: On Mental and Physical Resilience

Sales Gravy

Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. Back then we were talking about new possibilities— about how going through a crucible of adversity helps you lift the chains of limitations off of yourself so that you can see that anything is possible if you m

article thumbnail

Everything is Sort of the Same at a Given ACV (Annual Contract Value)

SaaStr

As you try to hire up for your SaaS company, you’re going to be faced with a lot of choices and trade-offs. No hire is the perfect package. Do you take a risk on someone a little more junior than you’d like? Someone from a company a little larger than you’d like? Someone from a very different industry? I don’t have all the answers here.

Contract 107
article thumbnail

Being Part of the Global Tribe with Doug Bruhnke

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's featured guest is Doug Bruhnke. Doug is the founder and CEO of the Global Chamber , the only chamber of commerce that is located in hundreds of locations—helping executives grow their companies from anywhere to everywhere. He is also an advisor for the US Global Leadership Coalition. We recorded this episode a few months back and are excited to finally share it.

Sell 98
article thumbnail

How To Make a Vlog [Step by Step]

Hubspot

I will argue with alarming confidence (and no actual data) that 90’s kids were the original vloggers. When I was about 14 years old, someone handed me a digital camera that I spent hours talking to. I would take my audience (AKA me) on my teen adventures and say things like, " Hey guys, it’s Martina. Today, my cousin and I are going over to her friend’s house. " Exciting stuff.

Niche 101
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.