Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

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Sales Sell Service Product 165

A Sales Guy

APRIL 28, 2020

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.

Sell 131

Sell Price Pipeline Gaming 131

Jill Konrath

APRIL 28, 2020

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.

Prospecting 125

Prospecting 125

Membrain

APRIL 29, 2020

Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very often “accountability” is a code word for “perform or else” where “or else” is a threat.

Sales 119

Sales 119

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Follow-up

Sales Hacker

APRIL 28, 2020

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good.

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Cold Call Sales Trust Prospecting 121

SaaStr

APRIL 26, 2020

Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Too much planning, moderating, etc. I thought I’d share my learnings from the sessions as we put them up on YouTube. My first set of 10 Learnings is from Mark Suster of Upfront Ventures. The presentation is not only very good, but very compellingly narrated and put together.

E-commerce 118

E-commerce Pitch Price Start-ups 118

Sandler Training

APRIL 25, 2020

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.

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Sales Process 113

Sales Hacker

MAY 1, 2020

Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.

Pitch 105

Pitch Presentation Sales Legal 105

Cience

APRIL 30, 2020

Digital selling platforms are quickly replacing phone-based and in-person selling today. Though B2C industries may be leading this change, B2B sales are not far behind. Consumerization of customer expectations is a natural outcome of this shift. Therefore having a customer-centric mindset and providing a great customer experience is becoming more critical in the B2B space as well. 90% of B2B executives say that customer experience (CX) plays a key role in helping them achieve their organization’

Gaming 102

Gaming B2B UX B2C 102

SaaStr

APRIL 28, 2020

My second boss everywhere came from a very big, very old tech company. He inherited one of their firm rules: “When you leave, if you leave … you can’t ever come back!” I didn’t get that rule. If someone great left, wouldn’t you want them back later? Things change. Life changes. In fact, right after that we hired a roundtrip employee as our CTO in my first start-up and it was amazing.

Start-ups 102

Start-ups Promote Product Growth 102

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

Retail

criteria for success

APRIL 28, 2020

Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated. We love to share quotes on social media, so we’ve also made them shareable. Click on the Twitter logo next to the text to share any quote via Twitter.

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Drivers/motivators Sales Contact 98

The 5% Institute

APRIL 28, 2020

Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following way: Leadership. Experience. Their drive. Miscellaneous. Read on to learn what they are, and why they make our list of best interview questions for sales hiring.

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Intrinsic Drivers/motivators Sales Government 98

Heinz Marketing

APRIL 30, 2020

Hunkering down is over. Sure, many of us might still be working from home for awhile longer. But our businesses are re-emerging with pivots big and small to drive resurgence and growth into the rest of 2020. What may have started as day-to-day decisions four weeks ago has now coalesced into a company-wide strategy. For example, we have several clients in board meetings this week discussing and confirming their path forward – with broad product, customer, marketing and sales implications.

Teamwork 97

Teamwork Presentation Launch Drivers/motivators 97

Richardson

APRIL 30, 2020

In just two months, the selling industry has experienced sweeping change. The common characteristic of these changes has been the need to engage customers in a virtual setting. While this change was likely on the horizon, global events have forced businesses and individuals to fully embrace a virtual model practically overnight. This kind of wholesale change is demanding because it requires adaptation at all levels.

Sell 96

Sell Technology Technology Customers 96

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

Promote

Sandler Training

APRIL 25, 2020

Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team. The post Three Tips For Setting A Leadership Cadence For The Remote Sales Team appeared first on Sandler Training.

Sales 95

Sales 95

Hubspot

MAY 1, 2020

In the past year or so, live video has quickly become one of the most popular types of online content, especially on social media. Not only is Facebook Live thriving, with one in five videos being live streams , but other major platforms like Instagram , Twitter , YouTube , and -- most recently -- LinkedIn , have embraced similar features. Aside from the older social media platforms allowing live streams, some emerging platforms, like Twitch.tv , now cater specifically to live stream viewers.

Drivers/motivators 101

Drivers/motivators Entertainment Represent Growth 101

Heinz Marketing

APRIL 28, 2020

By Pei-Ming Tokuda , Marketing Intern at Heinz Marketing. Many of us are home staying safe and protecting the public from COVID-19, but it has still been a demanding time. It is hard to stay focused and positive through it all when there is still so much unknown about when this will come to an end. Instead of speculating on the “end” focus on what can be done now because when it is all over, your customers will remember who stayed connected with them through it all.

Customers 96

Customers Contact Strategize Service 96

Force Management

APRIL 27, 2020

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her bu

Engineering 80

Engineering Product Sales Growth 80

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Pipeline

SaaStr

APRIL 27, 2020

After we had 16,000+ register for our first SaaStr Summit on Bridging the Gap, we’re spinning up the second one on the next thing founders ask every day: What’s Really Going on in Venture Capital? May 27th. Free. Learning from the Best of the Best in venture. We’ll have a full-day event on May 27, together with VC mentorship sessions and more.

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Hubspot

APRIL 30, 2020

The economic impact of COVID-19 is undeniable. Businesses all across the globe are learning how to adapt to these new circumstances and we're all learning how to operate in a "new normal" that's constantly changing. That's why we'll be publishing week-over-week trend data for core business metrics like website traffic, email send and open rates, sales engagements, close rates and more.

Territory 100

Territory Inside sales Sales Outside Sales 100

Heinz Marketing

APRIL 28, 2020

As we continue into week 74 of work-from-home quarantine, checking the mail and getting packages has become an anticipated event in our house. It’s a lifeline to the outside world. And if you’re someone who leaves packages alone in the garage for a couple days, it’s like Christmas! That box could be anything, but you don’t get to unwrap it until Thursday morning!

Campaign 95

Campaign Gaming B2B Prospecting 95

Membrain

APRIL 26, 2020

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron.

Conversion 115

Conversion Sales 115

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Campaign

SaaStr

APRIL 29, 2020

Q: What are the next big trends in SaaS? I think the new trend, which is brand new — is that “Innovation” as a reason to buy SaaS is dead. For now. And maybe for 18+ months. But … this will be combined with a rapid acceleration of Digital Transformation. What do I mean? Well, the IT spend into SaaS has grown far faster than IT budgets overall in the past 5+ years: A big chunk of that is because the CIO’s role has become over the past half decade, in large part, the Chief Innovation Officer.

Product 93

Product Sales 93

Force Management

APRIL 30, 2020

Our podcasts are a great way to refresh you and your teams on selling best practices. This month’s episodes featured some short episodes on how sales leaders can maintain productivity and improve focus on the pipeline. For your convenience we’ve summed up the episodes below. Launch them on your favorite podcast player, download, listen and tell your colleagues!

Pipeline 78

Pipeline Launch Up-sell Sell 78

Hubspot

APRIL 28, 2020

When I was in college, I had a mentor during my summer internship. When we were talking about my career goals, I explained to her that I wanted to be someone who creates, distributes, strategizes, and promotes content. "It sounds like you want to be a content manager," she said. I had no idea what she meant by that — I'd never heard of a content manager.

Strategize 98

Strategize Campaign Start-ups Promote 98

Heinz Marketing

MAY 1, 2020

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Josh’s latest Heinz Marketing blog post on the 10 Tips to Quarantine with Your Partner inspired me to write a post of my own based on my situation. His tips are so great, don’t get me wrong, but if you have kids like me, you might be thinking “Surrreeeeee, there is SO much time to pick up a new hobby or binge watch 15 seasons of Survivor!”.

Gaming 90

Gaming Entertainment Start-ups Price 90

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 29, 2020

Post by Ollie Sharpe, VP of Revenue in EMEA for SalesLoft. Ollie loves to create go-to-market strategies in disruptive technology environments. Most people think that successful people are happy. But that’s not quite right. . I’ve come to understand that success follows happiness, and not the other way around. Because when we are happy, that’s when we’re most effective.

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Sales Hacker

APRIL 27, 2020

Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. I hear you. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Sales enablement strategy. Sales enablement execution. Sales enablement governance.

Strategize 88

Strategize Government Objectives and Key Results Sales 88

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques. Every salesperson knows the importance of sales prospecting, but many lack some of the essential skills to succeed.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Heinz Marketing

APRIL 29, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. As you’ve read in countless other blog posts across the internet: we live in a hugely unprecedented and unpredictable time. Behaviors have changed, routines have changed, entire ways of doing business have changed. And as people continue to spend more time working at home, it can be challenging to share your makeshift workspace with a new kind of coworker: your partner.

Drivers/motivators 89

Drivers/motivators Gaming Start-ups Meeting 89

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.

Service