Understanding the Sales Force

APRIL 6, 2020

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,

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Membrain

APRIL 8, 2020

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.

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The 5% Institute

APRIL 8, 2020

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.

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Engage Selling

APRIL 10, 2020

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.

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Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to

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SaaStr

APRIL 6, 2020

I wrote an early SaaStr post way back in 2013 on my “Year of Hell” as a SaaS CEO in 2008. In 2013, we were just 2 years removed from the real recovery from ’08-’09. And the one thing that was clear to me was that as hard as it was to see at the time, once we got out of our Year from Hell at Adobe Sign / EchoSign … things roared back.

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Engage Selling

APRIL 9, 2020

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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Partners in Excellence

APRIL 8, 2020

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.

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SaaStr

APRIL 8, 2020

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.

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SalesLoft

APRIL 6, 2020

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.

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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

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Sandler Training

APRIL 10, 2020

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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Sales Hacker

APRIL 8, 2020

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.

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SaaStr

APRIL 10, 2020

(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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Score More Sales

APRIL 8, 2020

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.

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B2B Sales 109

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

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G2

APRIL 7, 2020

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.

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Retail Sell Technology Technology 109

Heinz Marketing

APRIL 9, 2020

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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Predictable Revenue

APRIL 8, 2020

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.

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SaaStr

APRIL 8, 2020

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.

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Closing Product 105

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Partners in Excellence

APRIL 6, 2020

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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KO Advantage Group

APRIL 4, 2020

Stay tuned to meet the rest of the team! "I am a family first person who has been blessed with 2 kids and 4 grandkids. Some of my best memories include many family trips with Puerto Vallarta being our favourite spot. I can hardly wait to eventually get everyone down to our Mexican hideaway soon. I have been married for almost 28 years. This marriage allowed me to eventually get involved in a family business that has changed my life forever.

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Meeting 96

Heinz Marketing

APRIL 7, 2020

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.

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SaaStr

APRIL 7, 2020

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?

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Highspot

APRIL 10, 2020

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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The 5% Institute

APRIL 5, 2020

An important skill to learn that’ll help you dramatically if you’re selling products and services, is the ability to close on the phone. In this article, you’ll learn five important tips to help you close on the phone more effectively, and more consistently. Read on to learn what they are, and ensure you implement and take action on what you learn. How To Close On The Phone – 5 x Tips To Succeed.

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Partners in Excellence

APRIL 9, 2020

In these difficult times, there is the very real need to reduce discretionary spending as much as possible. Every dollar we save in discretionary spending can be diverted to saving jobs. I’ve discovered a solution–a huge source of discretionary spending, that is virtually wasted. If we stop spending in this area, millions can be saved and much of that can be diverted to retaining jobs.

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Contract High impact Technology Technology 91

SaaStr

APRIL 9, 2020

The #1 question founders seem to be asking each other is “What are you seeing?” We’re going to do more on this at SaaStr. Two new reports from HubSpot and SAP from today are interesting. Hubspot sells primarily to SMBs, and SAP is very enterprise, so the inputs are very different. What is HubSpot seeing? Well, according to them, new deal creation across their 70,000+ customer base fell 23% the week of March 30 : That’s a good proxy for what is happening generally in new d

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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.

Gaming

SalesLoft

APRIL 6, 2020

TL;DR. In this blog post we’ll discuss how customers are using SalesLoft to facilitate remote activities that inspire healthy competition and maintain team rapport: Hosting remote power hours. Gamifying content competitions. And celebrating success — a lot! Going Remote Without Going Dark. Many companies are scrambling to adapt to a new normal right now.

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The 5% Institute

APRIL 7, 2020

Sales blogs are an excellent way to up skill your sales education, because you can quickly navigate and read up on a specific area you’d like to enhance. However – like many other Sales Professionals and Business Owners; you’re most probably strapped for time and want to know which sales blogs and worth regularly checking into. That’s where this article comes in.

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Partners in Excellence

APRIL 8, 2020

We are still in the midst of the global health and economic crisis, yet many of the conversations I’m hearing are focused on “what’s next.” Some people talk refer to what’s next as, “when things get back to normal.” Implicitly thinking what we are going through is a momentary interruption, and, at some point, we are back to doing business and interacting socially in the same ways we were doing as little as a few months ago.

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Hubspot

APRIL 8, 2020

The economic impact of COVID-19 is undeniable. In the face of closures and shifting consumer behavior, businesses across the world have had to adapt to rapidly changing economic circumstances. At HubSpot, we’re asking ourselves the same questions many of you are: What now? What should we change about our strategy, and what can go on, business as usual?

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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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