Anthony Cole Training

MARCH 16, 2020

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

Sales 287

Sales Consult Prospecting Growth 287

Engage Selling

MARCH 20, 2020

With everything going on the world with coronavirus, remember that it’s not time to stop selling! I understand at the moment, depending on where you are in the world, your situation may not allow for selling like you normally do.

Sell 147

Sell Prospecting Sales 147

Gong.io

MARCH 16, 2020

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.

Pipeline 145

Pipeline Quota Sales Strategize 145

SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats.

Meeting 145

Meeting Closing Up-sell Product 145

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

Sales

G2

MARCH 18, 2020

When it comes to digital marketing for businesses, as the saying goes: content is king.

145

145

Understanding the Sales Force

MARCH 16, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th

Price 140

Price Sell Presentation Sales 140

Force Management

MARCH 16, 2020

It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise.

Start-ups 131

Start-ups 131

G2

MARCH 19, 2020

Do you want your visuals to set your brand apart from the competition?

135

135

Sales Hacker

MARCH 16, 2020

There’s been a shift in how B2B organizations communicate through follow-ups and outreach. They’re taking a more B2C-like approach, optimizing the buying experience to win more business. Eight out of ten business buyers want the same experience as when they’re buying for themselves. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement.

Follow-up 130

Follow-up B2C Cold Call SQL 130

SalesLoft

MARCH 16, 2020

COVID-19 may be changing the way you work and where you work, but one thing it doesn’t change is the need to hit your numbers. We feel your pain because we’re feeling it, too. . Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. We get it. As a SalesLoft customer, our #1 priority is to help you hit your numbers , so let’s talk about how we can do that.

Sell 129

Sell Contact Pipeline Inside sales 129

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

Objection handling

Membrain

MARCH 18, 2020

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.

Sales 127

Sales 127

Salesmate

MARCH 17, 2020

You’re the CEO and a proud founder of a new startup venture. You also have a reliable team of sales professionals. You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. Your company is scaling at an affordable rate, giving you enough time to check how your operations are running right now.

Process 125

Process Objectives and Key Results CRM Sales 125

ConversionXL

MARCH 19, 2020

“Rare is the business that has a formal disaster plan, let alone one that covers a global Black Swan event.” Tim Stewart, trsdigital. An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. But nothing gets better if we stand still. Work can be a welcome intellectual distraction. It can also keep your employees employed or help you retain your job—a modicum of security in uncertain times.

Growth 121

Growth Non-Profits Price Promote 121

Sales Hacker

MARCH 18, 2020

Informed and actionable business decisions now happen easily, thanks to artificial intelligence (AI) and machine learning (ML). B2B salespeople can, at a single click, determine the customer’s buying behavioral patterns and personalize content and ads to align with their browsing history, industry trends, and interest. The stressful lead scoring and nurturing in the sales process is gradually becoming a soft work.

SQL 120

SQL Technology Technology Sales 120

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

Hospitality

Partners in Excellence

MARCH 16, 2020

It’s a unique time in history. We are all struggling with fear, uncertainty, risk. Physical separation and isolation is becoming increasingly important, both for our own safety, but also for the safety of others. Unfortunately, this separation and isolation creates social isolation–which is very unhealthy. Human beings are social creatures, we are used to and thrive on day to day interaction with our colleagues, suppliers, customers.

Customers 117

Customers Pitch Meeting Conversion 117

Heinz Marketing

MARCH 16, 2020

Most of the “how to work from home” blog posts I read last week missed one important element – how do you do it when your kids are stuck home with you as well?! I posted this question on LinkedIn last week hoping that other parents facing this new reality for the new couple/few weeks would have some ideas (proven or otherwise). And boy did you guys deliver !

Meeting 116

Meeting 116

G2

MARCH 20, 2020

Visual branding is of extreme importance for any business in multiple ways.

116

116

SaaStr

MARCH 20, 2020

In talking to dozens of SaaS companies this week and past, it’s clear most of us are seeing a big slowdown in new deals. Not all of us, but most of us. But one thing is still going on outside of the most impacted industries — discovery. In fact, in some cases, tech companies that are WFH have more time as customers to do discovery for new vendors.

Process 113

Process Trust Prospecting Follow-up 113

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. The need hasn’t disappeared, the customer, for various good/bad reasons just fail to make a buying decision. We are learning, as sales people, what we need to do is help the customer organize to buy and navigate their buying process.

Up-sell 114

Up-sell Start-ups Sell Customers 114

Predictable Revenue

MARCH 19, 2020

To achieve exponential growth, a consistent source of predictable opportunities is needed. That source is outbound sales. Tom talks about how he sources and closes leads on every salesperson’s favorite social media site, LinkedIn. The post How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott appeared first on Predictable Revenue.

Meeting 111

Meeting Growth Closing Sales 111

Salesmate

MARCH 20, 2020

History repeats itself. The same dissatisfying sales result again. As per the sales reports, you’ve made many calls. However, the question is how many out of them were successful? Sales call failures are the root causes of many lost deals. Sales call is one of the main communication channels used to interact with potential buyers. 92% of all customer interactions take place over the phone – Salesmate .

Sales 109

Sales CRM Prospecting Contract 109

SaaStr

MARCH 14, 2020

Q: Is having multiple investors back a startup in the first round a good thing? As a rough rule, every investor that owns more than 10% will act, at least ideally, as a “lead” investor: They will “reserve”, i.e. save, some more money in case you need it and do reasonably well. They will lead a “bridge” financing if you struggling but doing well enough to perhaps earn a little more money from the existing investors.

Finance 107

Finance Promote 107

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

Start-ups

Partners in Excellence

MARCH 20, 2020

The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. The risk, complexity, uncertainties, fear are profound. It impacts every individual, organization, society. But it’s fascinating to see how tragedy brings out the best in people and the best in addressing crises. Everyday, we are learning things that help us deal with the challenges presented by the virus and it’s impact on our lives, companies, nations, and economy.

Trust 109

Trust Presentation Customers Sales 109

Sales Gravy

MARCH 15, 2020

On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during the Coronavirus shutdown. Listen to Coronavirus Talk #2 - On Excuses Listen to Coronavirus Talk #3 - On Time Listen to Coronavirus Talk #4 - On Excuses On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during th

Prospecting 105

Prospecting 105

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. It’s not as easy as it sounds, though. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Growth 103

Growth Customers Referrals B2B 103

SaaStr

MARCH 18, 2020

NIck Mehta, CEO of Gainsight and I got on a Zoom with almost 1,000 SaaStr folks and talked about what we are seeing now, sales cycles, logo retention, and more. As well as a deep dive on what happened during the last downturn. It ended up I think, a pretty valuable and unique discussion. Take a look and LMK your thoughts. If these are helpful, we will do more.

Product 106

Product Customers Sales 106

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.

High impact

Hubspot

MARCH 19, 2020

Great content and attracting inbound links are major elements of your SEO strategy. If you’ve created an exciting blog post or ebook, you’ll naturally want to work on making sure that you are driving as much traffic to it as possible. Part of that strategy should always include internal linking, and understanding how the other pages of your website can contribute value toward your new page.

Engineering 101

Engineering Promote Campaign Start-ups 101

Sales Gravy

MARCH 16, 2020

On this special unscripted and uncut podcast, Jeb Blount discusses why it is is so easy to make excuses during the unprecedented Coronavirus crisis. Excuses though can be addicting, like a drug, the more excuses you make the easier it is to keep making them. Instead of excuses, you should double down on discipline and focus on the only three things you can control.

Prospecting 102

Prospecting 102

Heinz Marketing

MARCH 19, 2020

The CMO of a Fortune 500 company called me yesterday, livid. She’s up to her eyeballs in pivots, working around the clock with her team and peers to change strategy, redeploy resources, all in real time. And a young sales development representative (SDR) won’t stop calling her to get “15 minutes of her time” to show off their latest platform release. “I know they have a job to do, but it’s a little tone deaf to keep pushing when we’re scrambling for our

Inside sales 101

Inside sales Represent Sales Up-sell 101

SaaStr

MARCH 19, 2020

Q: How do I deal with “clients from hell”? Hire them a dedicated resource. Hire someone outside your core team to talk to them, hear them, and own their issues. Sometimes, that’s all it takes. Sometimes, they just need to be heard. Again. And again. And again. But that takes its toll on your core team. They need a break. They can’t handle endless drama from your “worst” customers.

Clients 102

Clients Customers 102

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