Anthony Cole Training
AUGUST 4, 2020
Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.
Membrain
AUGUST 5, 2020
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.
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Partners in Excellence
AUGUST 3, 2020
It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?
SaaStr
AUGUST 5, 2020
OK so this I think the first negative or at least “bummer” post I think I’ve ever written on SaaStr in 8 years. We’ve been through ups-and-downs in SaaS since 2012 (the start of SaaStr), flash crashes, multiple contractions, as well as the crazy bull run of 2020. And almost entirely, I’ve tried to stay out of Debbie Downerisms.
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
Heinz Marketing
AUGUST 5, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Have you redefined your visual strategy post pandemic? Now that most of us are working from home, we need even better communication tools and strategies to help us get our message across to both colleagues and clients. The importance of visual communication is emphasized even in the pre-COVID era, and with the current new normal, it has become extremely important to get your message across efficiently and effectively.
Membrain
AUGUST 2, 2020
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
AUGUST 7, 2020
The best salesteams seem to just do amazing things together. What differentiates them? Well, they do tend to work at some of the best companies, so there is that. But it’s more than that. A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota.
Heinz Marketing
AUGUST 6, 2020
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. As of this past week I have officially been at Heinz Marketing for 1 year, and what a weird year it has been. With all the things that have happened just in 2020 I can barely remember 2019. Because of that, I wanted to look at some of the things I have learned here framed through our company values : Results-driven, respectful, curious, creative, proactive, and generous.
Sales Hacker
AUGUST 5, 2020
As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself.
Salesmate
AUGUST 5, 2020
The great effect of the coronavirus pandemic on several industries is no longer breaking news, but businesses may have yet to experience the full force of change brought about by local lockdowns, halted operations, and an emphasis on social distancing and quarantine as the new normal. The pandemic has only sped up the transition of businesses to remote work and fully digital workflows for all teams – including, and especially, sales.
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.
SaaStr
AUGUST 1, 2020
This has been an incredible roller-coaster for us in SaaS and Cloud since March 15, for some even more than others, but an incredible amount of change for all of us. Some of you are in the “Covid Decimated” category (travel, IRL events, etc) and things in many ways are as tough and rough as March. But most of you are in either the “Covid Impacted” (down but still growing) or “Covid Beneficiary” (growing faster since so many now have to work-from-home) categor
Engage Selling
AUGUST 7, 2020
The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value?
Sales Hacker
AUGUST 7, 2020
When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Every detail is important, but here’s something you can’t afford to overlook — diversity. There’s no way to sugarcoat it… female speakers are underrepresented at professional gatherings. A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male.
Salesmate
AUGUST 6, 2020
Previously, many businesses have conceptualized their sales and marketing teams and functions as two separate entities. In this context, marketers’ job is to produce content and promote the company to bring in as many leads as possible, while the sales team are left to attempt to convert these leads into customers. The two teams may have little understanding of each other’s strategy or day-to-day work, and in the worst-case scenarios, may even look somewhat disparagingly at each other.
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SaaStr
AUGUST 4, 2020
I remember the first time I worked directly for a CEO. I’d reported to leaders before, and a VP before, but never the CEO. It was also my first start-up job. The start-up I joined had about 60 people and just 1 office, a big shared office like a fishbowl. My desk was in there. In there, sat the CEO, the President, the Controller, and as of my first day … me.
Heinz Marketing
AUGUST 3, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Score More Sales
AUGUST 6, 2020
During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.
Sales Hacker
AUGUST 5, 2020
As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself.
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.
SaaStr
AUGUST 7, 2020
Q:As a founder of a series A startup, was it unreasonable for me to use the company’s money for first class tickets? A European company was interested in doing a 7-figure deal with us and I paid $32k for 4 first class tickets. My VC is now mad at me. Is $32k a fair investment to bring in a 7 figure deal? Of course. Your logic is sound, or at least, not unsound.
KO Advantage Group
AUGUST 3, 2020
It's summer. That means it is so easy to push off work to enjoy the beautiful weather. It's great for you and your business to take time off - but you always want to make sure that what you are doing instead is valuable. Take a look at these five quotes to inspire you to take the most out of your summer.
ConversionXL
AUGUST 4, 2020
Your new boss read that customer experience (CX) improvements can deliver billions in additional revenue. So HR hot-footed it onto LinkedIn and recruited you to make this a reality. As if expectations like that weren’t enough, you might have heard that one in four CX employees are predicted to lose their jobs this year–if you can’t prove value, you don’t get a paycheck. .
Sales Hacker
AUGUST 4, 2020
This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he’s got a thriving business that is not venture capital backed. He’s one of the small and medium-sized business owners of the world trying to build a huge business.
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.
Highspot
AUGUST 5, 2020
Building a diverse team is core to how we grow as a business. As part of that commitment, we are honored to not only be sponsoring this year’s virtual WiT Regatta — but to have many of our incredible employees speaking at the event. In advance of the WiT Regatta, we asked several of these speakers to share their vision for the future of tech, what it means to build a diverse workforce, and advice for anyone looking to make the jump into the industry.
Adaptive Business Services
AUGUST 4, 2020
I am currently spending some time each week investing in myself. While I am performing a number of initiatives, a big one is upping my game in the referral marketing (sales) arena by taking a course from a gentleman, Tom Gay , who I have known for over 10 years. When he moved to Boise, Tom and I connected on LinkedIn and he also became a member of my networking groups, NetWorks!
ConversionXL
AUGUST 5, 2020
Not long ago, it was common for marketers and web analysts to spend the bulk of their day staring at Excel spreadsheets, manually collecting and organizing ad spend data across dozens of sources. You had to go to each advertising account and export statistics on advertising campaigns, such as ad impressions, clicks, and costs, then export data from the web analytics system, and, finally, combine all the data manually.
Sales Hacker
AUGUST 3, 2020
It would be foolish to tell you that every CRO and CFO I talk to agrees with me in saying that SDRs are a no-brainer investment. In fact, it’s typically the opposite. Most companies are intrigued by the potential of SDRs, but cautious when investing the necessary resources to build a proper team. Setting up an SDR team is, after all, more expensive than an AE team.
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.
SalesHood
AUGUST 7, 2020
Sales enablement content is critical to your organizations sales enablement efforts. If the Apollo 11 astronauts were sales people, their Sales Enablement team would have been the guys back in Houston. One of the sales team’s crucial tasks is to tell a story. In order to enable the sales team to believe [ ] The post What Are the Essential Types of Sales Enablement Content?
SalesHandy
AUGUST 3, 2020
In the realm of lucrative businesses, wouldn’t you like to build one where you don’t need to have a product to sell and still make a high income? Somewhat similar to affiliate marketing, a lead generation business generates leads and sells existing products and services for a fee. In the United States alone, there are over 30 million small businesses that generate trillions of dollars in revenues combined.
Heinz Marketing
AUGUST 1, 2020
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. Outsourcing Content Marketing? Here’s How to Make That Partnership Successful.
Sales Hacker
AUGUST 7, 2020
Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? This is a question most salespeople have had to ask themselves at some point in their career. And it’s not an easy decision. There are pros and cons to both. I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.
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