Sat.Dec 21, 2019 - Fri.Dec 27, 2019

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The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales 299
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How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot. Or anywhere in between. Because it costs next to nothing to deliver.

Price 135
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What Is Sales Enablement?

SalesHood

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?

Sales 117
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Sell like a Psycho(Therapist): 3 Counseling Techniques to Crush Your Quota

Sales Hacker

Top salespeople do a LOT of listening ? so much, in fact, that sometimes it can start to feel like a therapy session. We poured over the American Psychological Association’s 14 qualities of an effective therapist and found something kinda crazy (pun intended). Each trait that defined a great therapist also described the makings of an effective salesperson.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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Full cycle sales 201: using the lead bucketing technique to source and close more deals

PandaDoc

If you have to open and close your own sales, you’re going to prefer one over the other, and that’s usually closing. Why? Because the frequency of rejection is way lower, and the likelihood of success is way higher. But let’s face it — no deals get closed without getting opened first. This guide will give you a path to maximizing the little prospecting time you have so you aren’t left with an empty pipeline every month.

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Will VCs who invested in my startup be happy to exit with a 4-5x return after 4.5 years?

SaaStr

Q: Will VCs who invested in my startup be happy to exit with a 4-5x return after 4.5 years? It’s hard to say. On average, VCs are looking for the entire portfolio to do about 2.5x “gross” (before fees). They want to do much better, of course. But 2.5x is usually enough to raise another fund, make some money, and fight another day. So why isn’t 4x-5x good enough on any individual investment?

Closing 120

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Gap Selling Delivers BIG Results

A Sales Guy

I love the success stories I get from people who’ve read Gap Selling. They are a blast to read, as people share their own personal success stories about how Gap Selling has changed their career, how it’s earned them the top spot in the company or how it’s helped the reach Presidents Club or how it’s helped them make more money.

Sell 88
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Take a Step Back at the End of the Year | Sales Strategies

Engage Selling

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

Sales 87
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10 Fast Tips to Winning More Consulting Clients

Hubspot

You decided to launch your own consulting gig to put your expertise to good use — congratulations! The job outlook for consultants is expected to increase by 14% through 2028 , proving there is plenty of opportunity in this growing field. While there are increasing opportunities for consultants, you’ll need a steady stream of clients to sustain a consulting business.

Consult 87
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Quick Tip 10: 7 Keys to Effective Listening [Podcast]

Sales Gravy

For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening. For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening.

Sales 83
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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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Are we calling our customers by the wrong words?

Membrain

Every sales professional knows better than to make the cringe-worthy mistake of calling a customer by the wrong name. But it occurred to me recently that entire sales organizations may be making the mistake of calling their customers by the wrong words, and it may be limiting their effectiveness.

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3 Ways to Come to 2020 SaaStr Annual — For Free!

SaaStr

2020 Annual. Day(s). : Hour(s). : Minute(s). : Second(s). We’re less than 90 days out to 2020 SaaStrAnnual.com ! We’ll bring together 15,000+ total Cloud executives, including 3,000+ CEOs and 1,000+ VCs together March 10-11-12 in Silicon Valley. We work hard to make tickets as inexpensive as possible for an event of this scale and type.

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How HubSpot Service, Support, and Sales Reps Stay Productive on a Noisy Floor

Hubspot

As a customer-facing representative — whether you work in sales, service, or support — you’re probably used to working in a busy, noisy office space. Maybe you work on a loud sales floor surrounded by reps chatting on the phone with leads. Perhaps you work in an office space with customer service and support reps working to assist customers over the phone or video chat throughout the day.

Service 81
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Confusing Simplification With Simplistic

Partners in Excellence

Both we, our customers, our markets, our worlds are getting more and more complex. We face rapid change/disruption, overwhelm/overload, risk/uncertainty, turmoil, constantly shifting focus/priorities/agendas. In the face of this, we struggle to respond, whether it’s to fix performance problems, address new opportunities, grow and expand. As leaders and business professionals, we must constantly seek to simplify things.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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7 Rules of Sales Negotiation [Podcast]

Sales Gravy

In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations. In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.

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How to Build your Marketing Stack with Gorgias and OpenClassrooms (Video + Transcript)

SaaStr

There is no shortage of options when it comes to building your marketing technology stack. But with the seemingly endless options, how do companies navigate what to handle in-house and what to outsource? This session weighs the options to create the right combination for your martech strategy. Want to see more content like this? Join us at SaaStr Annual 2020.

B2C 74
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The Guide to Successful Silent Videos for Facebook Video Ads (+ Examples)

Hubspot

In recent years, Facebook has become a powerful platform for posting, sharing, and watching videos. In fact, nowadays, people watch more than 100 million hours of Facebook videos on a daily basis. However, unlike traditional viewing on television and even YouTube, a large percentage of people watch Facebook videos from their smartphones, and play them silently from their news feed.

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Increase Team Accountability With These 4 Simple Hacks

Sales Hacker

Do you ever wonder if your reps are on track to hit their quota ? How many times a week do you ask your reps: . “Where are we?” . “How’s your call number?” . “What’s entered the pipe ?” . “Are you on track to hit your quota?”. Holding your team accountable is one of the toughest jobs in frontline sales management. Staying on top of each individual sales rep to make sure they’re hitting their numbers can be taxing, and doing it day in and day out gives us grey hairs, anxiety, and sleepless nights

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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3 Choices With Time [Podcast]

Sales Gravy

Each moment of the day there are three choices you make about how to invest your time. You can do trivial things, important activities, or make an impact. Each moment of the day there are three choices you make about how to invest your time. You can do trivial things, important activities, or make an impact.

Product 72
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Developers and Engineers! Here’s everything you CAN’T miss at this year’s Annual.

SaaStr

Are you a developer coming to SaaStr Annual 2020 but afraid there might be not quite enough content for you? Have no fear, we have got you covered. From large scale mainstage sessions to intimate workshops and even a dedicated lounge, we are carving out some of SaaStr Annual just for developers and engineers. If you can’t make it through this post before checking out the landing page and buying tickets – click here now !

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Provide Coaching Or Feedback?

Partners in Excellence

We live in worlds of ever increasing complexity. Somehow, in our attempts to deal with complexity, we seem to seek simplistic answers (There is a huge difference between simplifying and simplistic). The most recent example I’ve run across ans an article posing the issue as Coaching or Feedback, seeking to show which approach was most effective.

Growth 62
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The Art of Ballpark Pricing

Adaptive Business Services

If you mention the term “ballparking” , most sales managers will first turn a fiery red and then they will melt down completely. Why? Because, if not used correctly, it is an extremely dangerous sales tactic that can often be interpreted by the customer as being some sort of a verbal quote. Always remember that, unless you are very very specific, most people have highly developed selective hearing.

Price 62
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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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A Holiday Message

SalesProInsider

Wishing you peace and joy this holiday season. It’s a perfect time to pause, breathe, and spend time with those you love. -Nancy Bleeke and the Sales Pro Insider Team. The post A Holiday Message appeared first on Sales Pro Insider.

Sales 62
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SaaStr Podcast 294 with Egnyte CCO Rajesh Ram — December 27, 2019

SaaStr

Ep. 294: The SaaS business model has risen to popularity for many reasons – it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. However, while many are flocking to reap the benefits of the SaaS model, truly understanding how it works sustaining success over time is not as easy as some make it look. Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and

Gaming 63
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B2B Reads: Back to the Future, Sales Pet Peeves, and 2020

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. 20 Ways To Create An Amazing Customer Experience In 2020. Some easy little things you can do to improve your customer experience this next year.

B2B 62
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Quick Tip 5: Life is Too Short to Spend it Doing Something You Hate [Podcast]

Sales Gravy

On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life. On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life.

Sales 59
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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PODCAST 89: How do Revenue Operations and CDP Relate to Each Other w/ Pat O’Brien

Sales Hacker

This week on the Sales Hacker podcast, we speak with Pat O’Brien , the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He’s been through two successful exits with LinkedIn and Dun and Bradstreet. Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups.

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The Most Popular Cloud Daily! Stories of 2019

SaaStr

In the past year, we’ve added 300,000+ followers to our Cloud Daily from SaaStr! news and story feed on Quora. And from that, we get data, at least some. We get to know what stories are the most popular in Cloud, at least. Here are the stories you read and upvoted the most in 2019: 1. Google’s Hope and Dreams in India. 105,000 views and 399 upvotes on where the Cloud is going for Google in India. 2.

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How to Succeed at Creating a Sales Playbook [Podcast]

Sandler Training

Give our podcast a listen to learn the right steps you need to take in order to create a sales playbook for your team. The post How to Succeed at Creating a Sales Playbook [Podcast] appeared first on Sandler Training.

Sales 53
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PART FIVE: Sales Differentiation – Prospecting Strategies [Podcast]

Sales Gravy

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects. On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.

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Get Higher-Quality B2B Leads That Convert!

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.