A Sales Guy
JULY 22, 2020
Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible. Cold calling is about establishing credibility as quickly as possible. The post The Only Thing That Matters When Cold Calling appeared first on A Sales Guy.
SaaStr
JULY 21, 2020
We’ve crossed 6,000 posts and answers on SaaStr and we held off for a long time on writing one on How to Have a Great Board Meeting, and most other VC tropes. We might write that post, soon, however, just from a founder perspective. But I thought it might be useful to assemble a “Top 10” list of things that are relatively easy to do, now, that will make your investors and board happier.
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The 5% Institute
JULY 24, 2020
Do you want to be a sales closer? Meaning – do you want the framework to consistently close more sales, without being pushy or having to rely on outdated scripts? In this article, we’ll give you 8 x solid tips for selling more effectively, so that you can close more consistently and effectively. These tips for selling are centred around consultative selling.
Engage Selling
JULY 24, 2020
It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.
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
JULY 24, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Well, I think it’s safe to say that it doesn’t look like COVID is going away anytime soon. Our team has been working from home for just over four months now. It’s crazy to think about that, even as I type this. I think we all feel the transition to remote life has been two fold – great in some ways, not great in others.
SaaStr
JULY 22, 2020
I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. I sold $6m our first year (man, that sounds good looking back on it). But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then at Adobe Sign / EchoSign I had some good — and painful — learnings.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 22, 2020
The second habit in Stephen Covey’s classic, The Seven Habit Of Highly Effective People, is “Begin with the end in mind.” It’s extraordinarily powerful in so many ways. Today, I was participating in a number of deal reviews. They weren’t remarkably different from the 1000’s of other deal reviews I participate in. The sales people, outlined the deal, where they were and the next steps.
Engage Selling
JULY 24, 2020
I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.
SaaStr
JULY 23, 2020
If you squint as you read TechCrunch, you’ll notice a pattern in a bunch of articles about Hot Startups. “Bob worked at Pinterest for 8 months before he …” or “after a stint as senior something engineer at Facebook [12 months], Bill joined …” etc. etc. It’s the one-year job culture. The rise of the engineer with highly portable job skills, and essentially zero percent unemployment for any top 20% developer, is in many ways a great thing.
The 5% Institute
JULY 21, 2020
Whether you work in retail, a showroom or generally just in product sales; you’ll most likely and regularly come across the I’m just looking sales objection. In this article, we’ll break down where the I’m just looking sales objection usually comes from, and how to handle it with ease using a step by step framework. The I’m Just Looking Sales Objection – Where Does It Come From?
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.
Membrain
JULY 19, 2020
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition.
SalesProInsider
JULY 22, 2020
In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Because whether we’re sitting physically with somebody or if we’re virtual and remote, the information exchange drives the productivity of that sales effort and makes everything that follows easier.
SaaStr
JULY 19, 2020
Are you excited for SaaStr Enterprise on July 29? You should be! 5,200+ Cloud CEOs, CTOs, CXOs, VCs and execs focused on the Enterprise. 200+ Invite-only CTOs and CIOs from Global 2000 and Fortune 500 and Tech leaders. 100+ Roundtables. Incredible sessions with CEOs and CXOs of Box, Shopify, Intuit, Coupa, Pagerduty, Algolia, Adobe, nCino, Salesforce, Velocity, and more!!
The 5% Institute
JULY 23, 2020
In this article, you’ll learn about our online sales training program ; which will be perfect for your mortgage loan officer sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based industries. That’s why we’ve created something to help new mortgage, loan officer and other related Sales Professionals thrive in sales, by focusing on the most important part of your sales toolkit
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Salesmate
JULY 24, 2020
Personal selling is one of the most effective techniques used by various companies and brands to increase their product sales. Whether it is Apple, Nike, or BMW, everybody uses this impactful technique to offer a great buying experience. Before we delve deeper into what is personal selling, let us look at a fictional situation. You lost your phone, and so you need a new one.
Partners in Excellence
JULY 23, 2020
It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. We developed action plans to address them. But I started noticing a problem, 100% of the deals required a “discount.” “What’s the problem, why do we need to discount in each of these deals?
Membrain
JULY 22, 2020
Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told “no” over and over. It takes guts to step in front of committees of decision-makers and tell them why they need to change and place their trust in your and your company to help them.
SaaStr
JULY 19, 2020
Q: How stressful is it to run a venture-backed startup? Being a CEO in general is pretty stressful ??. Being venture-backed is really only more stressful than any other company for two reasons: You have to carefully manage to your Zero Cash Dat e. You need to know exactly when you run out of money. More here: Knowing — and Sharing — Your Zero Cash Date | SaaStr.
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Heinz Marketing
JULY 19, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. When I sat down to think about the apps I’ve used the most the last few months, I kept coming back to those that have helped me stay connected with friends and family while also staying distanced. I’m sure you’ve used video calls and social media by now so I won’t go in to all that, but Zoom fatigue is a real thing, so how do you keep those meetings with friends engaging and fun?
Salesmate
JULY 21, 2020
Whether it’s chocolate, cheese, wine, or anything else, people will flock to wherever you are to try the “free samples”. . But when money comes into the picture, they often repel. SaaS businesses manage to convince people to sign up for a free trial. However, converting them into paid customers is a different ball game. Just having a strong SaaS product isn’t enough, you need to have effective selling strategies as well.
Partners in Excellence
JULY 21, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our numbers–our performance, often our compensation is based on whether we are hitting our numbers. As a result, we and our managers are intensely focused. We measure ourselves based on quota attainment. We focus on getting the PO, getting the order so that we achieve our goals.
SaaStr
JULY 20, 2020
Are you managing an SDR team yourself, as CEO / founder? Even just 1 or 2 SDRs? It can be … overwhelming. SDRs need a lot of management support and overhead. Lots of questions, lots of velocity, lots of motions. You don’t have time to do this as CEO. You’ll almost certainly be a poor SDR manager. Even most VPs of Sales are poor SDR managers.
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.
Understanding the Sales Force
JULY 22, 2020
Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn't good.
Heinz Marketing
JULY 18, 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. 9 Critical Beliefs of a Confident Salesperson. A lack of confidence creates a sense of uncertainty, that will have your contacts wondering if they’re taking too great a risk.
Partners in Excellence
JULY 20, 2020
It started with a pipeline review. The pipeline was anemic, despite having discussed this problem for some time, there was no change–at least for the positive. Some opportunities we had hoped for had fallen out or been deferred (Yet another time). No new opportunities had been qualified. Prospecting seemed to be sporadic and unfocused. If you have been on a pipeline review with me, you may be thinking I’m singling you out.
SaaStr
JULY 24, 2020
How do micro VCs find LPs to invest in new venture capital funds? If you want to raise a venture fund — doesn’t it look glamorous? — there’s a line of fund size. The line is how big a fund you can raise from individuals, and when you need traditional “Limited Partners” (LPs) like endownments, pensions, fund-of-funds, etc.
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
JULY 24, 2020
Every once in a while, I see a commercial that makes me think, " Well, who did they get to do that ?". As a marketer, it's something I can't really help. I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. When a video really impresses me, I research the advertising agency that conceptualized the campaign for its clients — like this one, from Sarto Restaurant: I loved how this commercial mixed funky music with action shots.
Miller Heiman Group
JULY 21, 2020
If sellers want to rebound from COVID-19, they must find ways to change. But the need for sales organizations to change is nothing new; it’s just more urgent now. Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. Because sellers don’t consistently deliver value to their buyers, there’s a significant “value gap” that creates even more distance between buyers and sellers: 77% of buyers don’t view sellers as a resource when
Sales Hacker
JULY 24, 2020
Knowledge is power. I’m sure you’ve heard this before, and it’s as true in Sales as anywhere else. If a salesperson knows their product like the back of their hand, there’s hardly a question or objection they can’t answer and overcome. That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals.
SaaStr
JULY 23, 2020
Q: What is a good model for SaaS product sales commission? The average package price is USD 500 for subscription/month. At the end of the day, most SaaS companies pay their reps from 20%-25% of what they close in total comp — base + bonus. Often at roughly at 50/50 ratio. $500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve
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