Sat.Apr 04, 2020 - Fri.Apr 10, 2020

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3 Steps to Double-Digit Sales Growth | Sales Strategies

Engage Selling

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

Growth 163
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How the next generation of sales managers are being trained

Membrain

Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.

Sales 153
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15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Understanding the Sales Force

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners,

Meeting 153
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Working From Home

Partners in Excellence

Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks. Some people have been asking me for hints/tricks about working from home, knowing that I have had a home office for the past 20+ years.

Clients 150
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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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Keep Track of What’s Working

Engage Selling

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what’s working.

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Your Product Has to Be Easier to Buy Than to Use

SaaStr

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Such is the way as you grow. And one thing I’ve been shocked about is how few sales processes have kept up. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well.

Product 145

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How To Perfect Your Sales Pitch – A Step by Step Guide

The 5% Institute

The sales pitch is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering your sales pitch can mean the difference between closing the sale – and breaking rapport and starting all over again. In this article, we’ll explore why so many Sales Professionals and Business Owners make mistakes when delivering their sales pitch, and what steps you need to include prior to delivering yours.

Pitch 145
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5 Ways to Close the Credibility Gap When Your Prospects Don’t Already Know You

Sales Hacker

Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility. Credibility helps you stand out and build trust with prospects who are complete strangers to you.

Closing 140
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If Times Are Tough — Don’t Hide. Be Present.

SaaStr

(Note: I wrote a version of this in 2017 when times were good. It’s just as relevant today, more so really, but thought it could use some updates. So here’s the 2020+ version). __. Hopefully, you are one of the 15% or so of SaaS companies getting a boost from these crazy times. Hopefully, things are great. Or maybe the impacts are mixed for now, but things still seem OK.

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Using Salesforce Campaign Hierarchies

Heinz Marketing

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Taking a break from COVID-19 content to share with you what I’ve recently learned about campaign hierarchies in Salesforce. I’m not sure how I didn’t know about this before but at least I know now! I am by no means a Salesforce expert but, I’ve spent my fair share of time in the platform.

Campaign 133
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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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Your Value Proposition Must Be More Valuable Now!

Partners in Excellence

Creating value with our customers has never been more important than it is now. Our customers face issues they have, probably, never had to deal with in the past. The safety of their people, restrictions on how they operate, profound shifts in their markets and with their customers, possible supply chain management issues, and the list goes on. Some customers are in areas critical to our current health and economic crises, they are struggling to respond to critical needs from their customers.

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Selling in a Global Crisis? Here’s My Approach (Template Included)

Sales Hacker

Is it wrong to “sell” in times of uncertainty or turbulence? What is the appropriate or preferred way of reaching out to a customer or prospect during a global crisis? In the face of COVID-19, these types of questions are popping up all over social media. Maybe you’re second-guessing yourself without any provocation or experiencing “sales shaming” from someone on Linkedin.

Sell 123
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10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out: The COVID-19 Edition

SaaStr

In the early days of SaaStr, we wrote a bunch of posts that were controversial at the time, but later, most sales leaders eventually agreed with. That you know early. That you know even in 1 sales cycle if a VP of Sales is going to work out. Yet, in some ways, this breaks down a bit in really tough times. If sales cycles are much longer and getting even longer, how can you know if it’s your VP of Sales … or just the economy?

Quota 136
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Build community & engagement into your virtual event: 7 ideas being tested right now

Heinz Marketing

The proliferation of virtual events right now is staggering. There has always been a glut of webinars out there, but with field events and trade shows off the table for awhile, many companies are going online only in an attempt to replicate the magic, engagement and impact of being there in person. This is, of course, tricky. Your attendees didn’t take the time and money to attend your event only to watch keynotes on a big screen from the back of a ballroom.

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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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Thinking About “Conversational Intelligence”

Partners in Excellence

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Just to be clear, for the purposes of this post, I’m talking about the application of AI/ML tools to analyze sales conversations, providing guidance to improve the quality of those conversations. We are in the early days of using conversational intelligence tools and understanding how to leverage them.

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Resources for Job Seekers in the 2020 Economy

SalesLoft

The REVCommunity is kind, generous, and thoughtful. They’ve proven themselves over and over through the years. It turns out that they’re not here just for the good times, they’re here for the hard times, too. They know that the market is uncertain and scary right now, and they’ve been graciously sharing their findings for job seekers with the REVCommunity over recent days and weeks.

Retail 119
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Why Would Microsoft Buy Wunderlist and Later Just Shut it Down?

SaaStr

Q: Why Would Microsoft Buy Wunderlist and Later Just Shut it Down? Because it was just a bet. And maybe even almost an experiment. Buying Wunderlist for $150m sure sounds like a lot to me and you. But the reality is, it’s 0.1% of Microsoft’s market cap. For a Really Big Tech Company, any acquisition of less than about $1b is somewhere between an experiment and a bet.

Closing 127
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Six Common Mistakes Salespeople Make When Using Videoconference Technology

Sandler Training

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option. The post Six Common Mistakes Salespeople Make When Using Videoconference Technology appeared first on Sandler Training.

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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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Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

Membrain

There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - healthcare and food retail amongst them - are seeing increasing demands for their services and increasing stress on their ability to deliver. Others are seeing an often-precipitous decline in demand.

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How To Tell Your Story As a Leader

Score More Sales

People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following.

B2B 109
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How You and Team May Feel Around May 15 or So

SaaStr

Everyone’s gone into War Mode of some sort. If you are one of the SaaS companies that is “benefitting” from the current crazy environment, you’re overloaded. If you are one of the SaaS companies that is in one of the hardest-hit categories (travel, events, housing, etc.) you’ve already been through gut-wrenching change.

Start-ups 125
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How You Can Use AI for Sales to Make Selling More Intuitive

G2

Among many industries that have dramatically changed thanks to the rapid technological development over the last few decades, the retail industry is one of those that have benefited the most.

Retail 109
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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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Lessons From a Crisis: 6 Essential Actions for Business Leaders

Heinz Marketing

By Maria Geokezas , VP of Client Services at Heinz Marketing. For most business leaders, navigating through a global health crisis which then turns into a global economic crisis is a skill that is rarely, if ever, used. I was lucky enough to have a front row seat of the train wreck that was WAMU during the Great Recession of 2007-2009. That crisis caused much anxiety for me and many of my coworkers.

Campaign 107
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Measuring performance the right way and working smart to peak productivity

Predictable Revenue

No sales team, or no sales process, is perfect. Even the most successful ones – there’s always something to fix, refine, or scrap altogether. Belal Betraway talks about measuring performance the right way and working smart to peak productivity. The post Measuring performance the right way and working smart to peak productivity appeared first on Predictable Revenue.

Product 105
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Capping New SaaStr Sponsors Going Forward

SaaStr

A quick note here we’ll update over the coming weeks and months, but we’ve learned a lot in the past weeks from our incredible partners and sponsors. The support has been tremendous and the connection the vast majority of our partners and sponsors have to our SaaStr community and to SaaStr has been heart warming in these crazy times. We’re also learned as part of this is that going forward, it makes sense to partner more deeply with roughly the same number of total sponsors, r

Promote 124
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How to Get the Most out of Your Ecommerce Marketing Strategy

Hubspot

What do a Hand Forged 1060 High Carbon Black Steel Blade Full Tang Samurai Katana Sword and a 7,541-Piece Lego Millennium Falcon™ Replica have in common? Well, first and foremost, they're both awesome. Second, if you have kids under the age of three, you probably don't want them playing with either — one is a choking hazard and one is a katana. And third, you can buy both through the magic of something called ecommerce — the sale of products or services online.

Referrals 101
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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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Increase LinkedIn Engagement by 86% in 2 Weeks (Case Study)

Sales Hacker

90 million senior-level professionals and 63 million decision makers now use LinkedIn, yet only 1% of LinkedIn users share content on a regular basis. Clearly, they don’t have a solid LinkedIn engagement strategy. But here’s the thing… Unlike other platforms, LinkedIn isn’t saturated with content. There’s still time for professionals to take advantage of this platform.

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How a Modern Sales Enablement Toolset Drives Business Impact

Highspot

There’s one thing that Disney does not receive enough credit for, and no, it’s not Avengers: Endgame — it’s their ability to provide seamless customer experiences both offline and online. Disney has helped to pioneer what it means to provide a consistent customer experience across various digital and offline channels. From Disney+ to Disneyland, we now have access to our favorite characters through whatever medium we choose.

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8 More SaaS Tools and Freebies For All Your WFH Needs

SaaStr

If you’re feeling the weight of being cloistered in your homes for several weeks now, have no fear Team SaaStr has compiled a list of five great tools that you can use for free to get you through this time! We’ll be releasing several upcoming posts featuring great tools and discounts that our community members are offering right now. 1. Divvy’s Free Expense Management Platform.

UX 121
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The Major SEO Trends of 2020, According to HubSpot's Director of Acquisition

Hubspot

In SEO, everything is anchored in user experience. And that experience hinges on providing the information that a person searches for, in a way that search engines can identify. That’s how search engines provide relevant information to users. Search engines are getting better and better at understanding search intent, which means they are providing more unique and granular search results that better address the user’s specific ask.

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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.