Anthony Cole Training
DECEMBER 9, 2019
In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.
SaaStr
DECEMBER 9, 2019
(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!
Sales Hacker
DECEMBER 9, 2019
Are you looking for B2B sales techniques that actually work? You’re not alone! Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. What I found was shocking!
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
Anthony Cole Training
DECEMBER 11, 2019
In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".
SaaStr
DECEMBER 10, 2019
Bill.com is a bit — OK, maybe a lot — more lower profile than many of the SaaS Unicorns to IPO lately, but it’s one of my personal favorites. Why? First, we run SaaStr on Bill.com. We wouldn’t be able to approve bills, get paid, and pay our vendors effectively without it. I love Bill.com as a product. Also, Bill.com got started about the same time as Adobe Sign / EchoSign and I got to know second-time CEO Rene Lacerte a bit over the years and always thought he was bo
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
DECEMBER 13, 2019
Despite (and because of ) the many technologies marketers use, determining what drives a sale remains one of the messiest areas of marketing. Figuring out which channel or touchpoint convinces a customer to make a purchase is as much of an art as it is a science. To get to the bottom of it, marketers use attribution modeling. But attribution modeling comes in many forms. read on to find out how attribution marketing can help your business.
Highspot
DECEMBER 11, 2019
Hypergrowth means rapid change. Over the last 12 months, we raised our Series D , launched our EMEA operations, released industry-first SmartPage technology , doubled our revenue growth and customer base, leased a new Seattle headquarters (that we move into next week), and a whole lot more. But through this evolution, one thing has remained constant: our commitment to people — our customers, investors, partners, and each other.
SaaStr
DECEMBER 7, 2019
A few years back, Aileen Lee and Cowboy Ventures put out 2 seminal posts on TechCrunch about Unicorns. The first one defined the Unicorn age in 2013, and the second one updated it in 2015. Many remember them just for data on Unicorns as they began to emerge from rare to seemingly everyday (100+ this year so far). But her and her team’s post also had tons of other amazing data, from what % of start-ups have solo founders to average age at inception.
The 5% Institute
DECEMBER 12, 2019
Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten questions to ask a potential client to help you with this. Although there are various questions to ask a potential client; we’ll be looking at it with the following structure: Rapport. Qualification. Objection handling. Probing. Read on to learn our recommended questions to ask a potential client. 10 x Questions To Ask A Potential Client.
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.
Hubspot
DECEMBER 12, 2019
In 2019, Google began rolling out what is arguably one of the most significant changes to its search engine since the introduction of dedicated video carousels in June 2018, or the introduction of featured snippets in October 2017: Google has begun to ad podcasts to search results. Every minor tweak to the search algorithm can have marketers scrambling to understand how they can take advantage of this shift — or, for the more pessimistic, how to avoid getting pushed to the dreaded page two of se
Sales Hacker
DECEMBER 13, 2019
In the digital era, customer rapport rules the day. People expect more communication and personal connection than ever before. . That being said, building rapport with clients in the digital era is also more complex than ever before. People are finding your company through a variety of methods and platforms , and yet they expect extreme personalization.
SaaStr
DECEMBER 9, 2019
We’re heads down for SaaStr Annual 2020 in March (and SaaStr Europa in Paris June, tracking to 3,000+). But you wanted us to come to Asia, so we are — finally! SaaStr East is a GO! We’ve booked the stunning Gardens-by-the-Bay in Singapore on October 21-22: 1000+ SaaS and Cloud founders, VCs, and execs. 200+ Mentoring sessions. 100+ VCs. 20+ Speakers. 2 Stages. 2 Nights of Parties. 1 Full Day (October 22) of content.
The 5% Institute
DECEMBER 10, 2019
Are you tired of missing sales opportunities? You may have an awesome product or service; but if your potential clients aren’t seeing the value in this, it ends up in frustration and of course – lost sales. In this article, we’ll explore five key factors to learn and implement if you want to close more sales consistently. If you’re tired of missing sales targets and opportunities, read on to learn how to win more sales.
Advertisement
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.
Hubspot
DECEMBER 11, 2019
In recent years, there's been a common misconception that Gen Z and millennials are essentially the same. When companies discuss reaching younger audiences, many often lump Gen Z and millennials into the same group and create one campaign strategy that they believe fits both groups. Sure, many millennials and Gen Zers are considered "young adults." Not to mention, both generations are highly connected to technology and the internet.
Gong.io
DECEMBER 10, 2019
At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. Now up: ‘strategy success’ based on a talk by Geoffrey Moore, author of “Crossing the Chasm” and investor at Wildcat Venture Partners. In the 20th century, the product was king, so executives had a product-first approach.
Membrain
DECEMBER 8, 2019
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.
SaaStr
DECEMBER 8, 2019
Q: Why would an investor invest in a pre-revenue company? This is an important question to understand. If you don’t understand it, it’s hard to understand how early-stage venture capital works. If you are a start-up investor, in a perfect world, you would wait. As long as you could. To get more data, more information, more traction. To see if the team can really do it.
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.
Hubspot
DECEMBER 9, 2019
Before my blog writing days at HubSpot, I was working at a marketing agency where I was in charge of social media posts for our clients. One time, I was posting a blog on Facebook, but it kept aggregating the wrong image. Frustrated, I went to Google to find the answer: social media cards. I found out that on Twitter, businesses using Twitter cards get 89% more favorites, 18% more clicks, and 150% more retweets.
Gong.io
DECEMBER 10, 2019
You’re on a sales call that just feels…off. . Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step. . You can feel the tension on the line. . Any kind of pushback can be intimidating. And many times, sales reps will start to back away when they feel friction. . They get timid. . We get it. Friction is uncomfortable.
The 5% Institute
DECEMBER 11, 2019
Cold canvassing is a common phrase heard in business and sales circles; but what is it, and how does it work? In this guide, you’ll learn what cold canvassing is, how it works, its drawbacks, and whether cold canvassing would be useful for your business or not. Cold Canvassing – Your Ultimate Guide. What Is Cold Canvassing? Cold canvassing is the act of going into a particular area, and then asking business owners or home owners questions to see whether they qualify for your offer or not.
SaaStr
DECEMBER 13, 2019
Q: What is the best sales advice you can give? I’m actually not that good at sales myself. But I have observed a lot of successful sales folks and leaders. Here’s my Simple Guide To Be In The Top 25% of Sales Reps: Sell a product you truly believe in. If you don’t, sell something else. You won’t go the extra mile if you don’t believe. Know the product cold.
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.
Hubspot
DECEMBER 11, 2019
Since Snapchat launched in 2011, brands have been experimenting with new ways to reach the platform's Gen-Z and millennial audiences. However, marketing on Snapchat hasn't always been easy. Between 2015 and 2017, brands like NASA, Warby Parker, and Sour Patch Kids started their Snapchat strategies by creating individual accounts. Based on the fact that none of these accounts are still posting, it seems that they quickly found that Snapchat's platform did not do them any favors.
Predictable Revenue
DECEMBER 11, 2019
Relevance is how your product or service can help your prospect, and trust is the degree to which they believe you. When these elements are working in unison, they become a powerful force – the aforementioned spear – in starting sales conversations. The post The Importance of Relevance and Trust in Outbound Sales appeared first on Predictable Revenue.
The 5% Institute
DECEMBER 12, 2019
Finding your potential clients pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy.
SaaStr
DECEMBER 10, 2019
Q: What happens to the founders after big tech acquisitions? It varies, but generally, the acquirer identifies which founders it really wants to keep … and then places a series of carrots and sticks in front of them to get them to stay. The carrots often include: Additional shares / equity, often 20%+ more, with new vesting. Be it options, RSUs, or other vehicles, if the acquirer wants the founders to stay, they’ll generally come up with retention bonuses equal to at least 20% of the considerati
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.
Hubspot
DECEMBER 10, 2019
If I asked you what marketers identify as the number one most exciting business opportunity in 2019, I bet most of you would guess "social media", "mobile-first experiences", or even "video marketing". However, the Annual Digital Trends report by Econsultancy and Adobe revealed a surprising truth — marketers actually identified "optimizing the customer experience" as the most exciting business opportunity.
Membrain
DECEMBER 11, 2019
In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than $12,000 per salesperson and year in sales technology, not counting implementation costs and lost productivity.
The 5% Institute
DECEMBER 10, 2019
Learning topics surrounding the psychology of sales can have a massive impact on your closing rate, because quite frankly – you’re selling to people. Although many people read and learn about sales topics that are logical; the emotional is just as – if not more important. That’s where the emotional fundamentals and psychology of sales topics come in.
SaaStr
DECEMBER 10, 2019
Q: Are Hubspot and Salesforce competitors? Barely. Yes, on the surface, Hubspot competes with Salesforce. It’s 4 core products also 4 core product for Salesforce: Sales, Marketing, Support, and Service. These are also 3 out of 4 of Salesforce’s big “Clouds”: But … Salesforce has become very enterprise. Yes, it has SMB customers. but its focus is on $1m+ customers to get to $100b in ARR: More here: How to Build a $100 Billion SaaS Company | SaaStr.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Expert insights. Personalized for you.
221 
Let's personalize your content