Sat.Aug 29, 2020 - Fri.Sep 04, 2020

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Catching a Wave with Hispanic Consumers

Anthony Cole Training

Within 10 years, Hispanics will account for over 21% of the population in the United States. There is a valuable opportunity to understand and proactively adjust to this coming shift in demographics.

Closing 272
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4 Types of Questions to Uncover Customers’ Most Pressing Needs

Miller Heiman Group

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Customers 154
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How video REALLY impacts remote sales in 2020 (according to data)

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Two months ago, I bought some software. I needed a solution to help my team move faster towards a strategic goal.

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What the Best Sales Negotiators Do Differently

RAIN Group

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)

Negotiate 143
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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.

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6 Lessons for Sales Organizations I Learned on My Summer Vacation: Part 2

Anthony Cole Training

Being successful in sales requires continuous growth and learning from day-to-day experiences. Identifying those buyer's you can actually help by doing great research and keeping detailed prospect notes, it part of that success.

Growth 176
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B2B Reads: Page One, Predictability, and Polarity Maps

Heinz Marketing

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. Seven Factors That Separate Winners From Losers In An Economic Downturn.

B2B 140

More Trending

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How to Master Customer Value Optimization

ConversionXL

What do Amazon’s Jeff Bezos and Costco’s Jim Sinegal from Costco have in common? They both have a history of focusing on the lifetime value of a customer rather than chasing short-term profits. And their success speaks for itself. If you want to be a leader in customer loyalty and grow your business for the long term, Customer Value Optimization is key.

Customers 132
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Avoid the pot bunkers of selling

Membrain

The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different.

Sports 127
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Best Sales Statistics To Boost Your Sales Team Productivity

SalesHandy

You need to stay updated with the latest sales statistics for setting up your goals, defining the KPIs, and measuring the performance metrics of your sales team. But, the sales statistics frequently change depending on the buyer’s behavior and sellers’ persona, economic conditions, and market sentiments to reflect trends. So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case stud

Product 131
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Don’t Accidentally Bootstrap Yourself to Death

SaaStr

Almost Screwed: Bootstrapping From $0 to $20M ARR in 2 Years with ClickUp [link]. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 2, 2020. There’s a phenomenon, a type of SaaS company, that I think if you are scrappy, if you can make things happen as a founder — that you need to be careful not to become. . It’s the Bootstrapped-to-Death Start-up.

Start-ups 126
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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

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Building a Successful B2B Outbound Sales Strategy From Scratch

Predictable Revenue

Co-Founder and CEO of Lemlist, the coolest sales automation platform ever created, shares tips and tricks to grow a SaaS company in a B2B space, from scratch! The post Building a Successful B2B Outbound Sales Strategy From Scratch appeared first on Predictable Revenue.

B2B 124
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How to drive new behaviors at scale, one trainer’s story

Membrain

When it comes to sales performance improvement, driving behavior change is one of the stickiest challenges of them all. How do you get the people in the field to adopt and actually become good at the new techniques and behaviors you want from them?

Technique 122
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Sales Pipeline Radio, Episode 219: Q & A with Ashley Welch @Somersaultus

Heinz Marketing

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.

Pipeline 124
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The Most Dangerous Sales Number

Engage Selling

There is a “dangerous” sales number that you need to know about. It’s the number one. Let me explain. A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

Clients 112
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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

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Win-Loss Themes | What Your Price is Too High Really Means

Force Management

This blog contains content from originally from Clozd. We're excited to announce that our very own Tim Caito , Senior Partner at Force Managment, will be taking part of Clozd's #winlossweek , the largest online event dedicated to win-loss analysis. The free conference runs from Sept. 15-17, you can register here. Mark your calendar to join Tim for a conversation on September 17th as he discusses how to build an organizational competency around winning the deals you want to win and avoiding the o

Price 99
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Why It Shouldn’t Really Matter If Your VC Loses All The Money They Invested in You — On The First Check In, At Least

SaaStr

Why do venture capitalists invest in lots of companies even though 90% of them go bankrupt? Well, 90% of most venture-backed startups that don’t go bankrupt. They at least try to pick the best ones they can. That helps — a bit. But many still do. The “loss ratio” at early-stage VC firms is often around 40% by logo, and 20%-30% by dollars. In other words, 4/10 may go bankrupt or at least lose money … but since the winners tend to get more than the losers, in the end, maybe “only” 20%-30%

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Experience Does(nt) Matter

Partners in Excellence

Experience is an interesting thing. It is, sometimes, very helpful. But, too often it limits us. Experience can be helpful. As we do our work, our past experience in similar situations shapes how we address current situations. We know how to respond to customers that ask certain questions, or when certain things happen, we know certain responses/actions enable us to successfully deal with them.

Process 104
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How to craft effective sales emails for every stage of the sales pipeline (with examples)

Salesmate

With the help of sales emails, you can connect with potential prospects, nurture and convert them into paying customers. Oh, wait! Let me rephrase this sentence. With the help of “Effective” sales emails, you can grab the attention of potential prospects, engage them, and increase your conversion rate. Bland, no-salt-added sales emails often hit the thrash in seconds.

Pipeline 103
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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.

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Why Relevance and Customization Are Key to the Success of a Sales Initiative

Force Management

Many companies spend significant time and resources planning and executing their sales transformation initiatives and/or sales kickoff events. If done right, the effort can set your sales organization (and yourself) up for long-term success. Positive results can accumulate in the coming quarters and years down the line. that is if you can ensure that critical concepts of your initiative stick with your sales team.

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The 3 Types of Day 1 Pricing: Low End of Normal. Identical. And Anchor High.

SaaStr

Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? For most of us, as we build up our confidence, the best initial pricing strategy to start is the Low End of Normal. Why? It creates the least friction. And you want the least friction possible in sales when you are starting out. What is the Low End of Normal?

Price 107
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“Do As I Say, Not As I Do!”

Partners in Excellence

My parents were core in establishing my values and helping me grow as an individual (my Mom still teaches me lessons every day). They were phenomenal role models for my sisters and me. But I was a bit of a “challenge” to them, particularly to my father. I was very precocious–actually I was an ass. My father would talk to me about some critical behaviors and what I should do.

Trust 101
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Cultural Competence: What Is It and How To Develop It At Your Company

Hubspot

When I went to college, it was the first time I truly interacted with a bunch of people who were completely different from me. I grew up in Orange County, an almost infamously undiverse, homogeneous place. It was during college that I was able to broaden my horizons and I quickly realized how important diversity is to every area of life whether it be education, or even business.

Education 101
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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

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Best Practices for Driving Greater Connections and Performance with Remote Teams

Heinz Marketing

By Matt Heinz , President & Founder of Heinz Marketing. The human brain is amazing in its capacity to accept massive change in a short period of time. What felt like a massive disruption in March, when many of us stopped traveling and started working from home full-time, now feels a bit more normal, in part because it’s become more routine. But that doesn’t make it any less disruptive or stressful.

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Never Let Your Pipeline Run Dry

Engage Selling

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

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The Benefits of Connecting to the Right People

Adaptive Business Services

You can use either a shotgun or a sniper rifle. Early on my career, I used the only prospecting weapon that I had at my disposal was … the shotgun. I picked a street and knocked on every door hoping to find the jewel buried in the dirt. . Times have changed. I’ve grown smarter and we now have smarter tools. With a little preparation, prospecting is now much easier and more effective, to focus on those who are most likely to do business with you.

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The Critical Role Ethics Plays in Modern Marketing

Hubspot

As much as it might be difficult to define what "ethics" is in relation to marketing, it's easy to define what it isn't. Take, for instance, a product pricing landing page that gives incorrect information (or, hides the price entirely … ). Alternatively, consider a social media advertisement that claims a product will do X, Y, and Z — but then, when you order it, you find it can only do X.

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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.

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Our Latest Podcasts: Closing High-Value Deals

Force Management

The goal of this month's episodes was to share key strategies for sales teams looking to execute on critical pipeline deals. Each episode covers timely tactics sales leaders, managers and reps can use to build and maintain pipeline. Review our rundown of episodes below. Share these strategies with your sales teams to help keep them focused and motivated.

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Execute Your Vision: 6 Steps to Activate Your Demand Generation Plan

Heinz Marketing

By Payal Parikh , Director of Client Engagement at Heinz Marketing. How many of you have seen great vision fail? And why did it fail? Well it is easy to point fingers at the vision itself or at others in the execution roles, market conditions and even some alien virus that is affecting us all. Have you thought about certain factors most marketers fail to look at?

GTM 90
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Sales Skills are Transferable—You Can Sell Anything!

Sales Coach Dew

In my years as a sales coach, I’ve seen this situation play out a million times: A salesperson gets a new job and doesn’t want to call on prospects until they feel like they’ve learned absolutely everything there is to know about the product or service they’re selling. They feel like making those calls would be “wasting” a lead on someone before they become “good enough” at their job.

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10 Zoom Backgrounds HubSpotters Love

Hubspot

When I first started working remotely, I quickly realized that I didn't like the available backdrops in my house. First, there's the cluttered living room. Then, there's the rarely spotless kitchen. Or I could go with the yellow wall. That's when I started looking into Zoom backgrounds. I found a few funny ones, some professional ones, and even a couple of creative options.

Meeting 101
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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.