Sat.Dec 26, 2020 - Fri.Jan 01, 2021

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Increasing Sales: The G2 Formula

Anthony Cole Training

Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?

Sales 238
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Right-Level Selling

Partners in Excellence

We’ve always been taught to “call high.” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly, “The Decision-maker” has become a buying/decision-making group. The number of people, directly and indirectly, involved in the buying process has grown.

Sell 152
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Capture Attention with Interactive B2B Content

Heinz Marketing

By Lauren Dichter , Marketing Consultant at Heinz Marketing. The Case for Interactive B2B Content. As humans, our attention spans are at their shortest ever, thanks to technology. If you don’t believe it, just watch The Social Dilemma on Netflix! Or simply think about how long it takes you to write a decent blog post without removing typical device and app distractions from your environment.

B2B 139
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One Simple Rule On How Much To Pay Yourself Once You Raise Venture Capital

SaaStr

Q: How do Venture Capital Firms really feel about founder salaries? I was told that a general rule of thumb is 75% of fair market value. I am considering taking on a well established, rather expensive co-founder. Let me add just one thought to the discussion on founder salaries, once you are venture-backed. There are lots of good ideas for all different situations: 75% of market for founders’ salaries. $10k a year. $10k a month.

Start-ups 138
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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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15 Sales Statistics That Will Change How You Think About Revenue In 2021

Sales Hacker

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market.

CRM 134
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Making A Difference, Pursuing Your Passions

Partners in Excellence

As we come to the end of 2020, I want to reflect a moment. Yes, I know we are all supposed to write about New Year’s Resolutions—99% of which will be abandoned before the end of January. But given this year, I want to focus on something else. When I started this blog, about 13 years ago, I chose to call it “Making A Difference.” My hope has been to make a difference in the lives of people reading these posts.

More Trending

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The Most Common Objection in SaaS Sales is “Not Right Now”

SaaStr

The most common objection you’ll get in SaaS sales, which will drive you nuts at first, is … Not Right Now. I Don’t Have Budget. It’s Great, But Not This Quarter. Let’s de-pack this for a minute. No one needs another piece of business software. No one. Every business is mostly running OK already with its tech stack, and it’s unlikely your little app, alone, is going to change the revenue/profits course of any customer.

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Sales email tips and tricks for effective prospecting

Salesmate

“Email has an ability many channels don’t: creating valuable, personal touches – at scale.” – David Newman. Well, isn’t that the truth! We firmly believe that email, as a communication channel, can turn out highly beneficial if approached in the right way. If you’re tired of constantly putting effort into prospecting without getting any desired results, you might want to stick around till the end of this blog for helpful sales email tips and tricks.

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Here is it. Your 7-Step Sales Strategy Framework For 2021.

Gong.io

All sales organizations are masters of sales tactics. . We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

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Here's why I’m excited to greet the New Year

Membrain

There’s no question 2020 has been a year for the history books, and not necessarily in a good way. The impact of the pandemic + political uncertainty and upheaval has taken its toll.

Sales 118
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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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5 Interesting Learnings from New Relic at $650,000,000 in ARR

SaaStr

New Relic is one of my favorite Cloud stories. CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. Today New Relic is worth more than 10x that, at $4.3B. And more than previous rivals such as AppDynamics, acquired by Cisco for $3.2B. Yet New Relic doesn’t get the same attention from everyone it did a few years back when it was everyone’s favorite devops app.

Contract 136
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How to grow with a CRM for your advertising business?

Salesmate

You are your customer’s favorite advertising agency because you have original ideas, and you know the right ways to implement them. You are an agency driven by creativity and innovation; you customize your services for your clients according to their needs. But is this enough to retain your clients for long? It often happens that despite the best-in-class services and visible results, you are still not able to retain these customers and lose them after a project or two.

CRM 119
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Best of 2020: Our Top 10 Virtual Selling Resources

RAIN Group

2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.” Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.

Sell 105
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How to Create a Sales Accountability Culture

Sales Gravy

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Kristie: How I Developed My Passion for Creating a Sales Accountability Culture I actually started in SaaS sales leadership back in 2000.

Negotiate 105
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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.

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2020: When You Could Raise Millions Over Zoom. And No One Cared If You Were Based in SF Anymore.

SaaStr

Q: What was the biggest news in the venture capital world in 2020? The biggest news by far was the ability for founders to raise millions of dollars or more just over Zoom — without ever meeting face-to-face. Before Covid, it was required to meet investors face-to-face for any material sized investments. There have been some exceptions, but they were rare.

Start-ups 126
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B2B Reads: Writing, Inactive Subscribers, and Christmas Songs

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. How To Build A Customer-Centric Culture In Your Workplace. Building a customer-centric culture in your workplace can be difficult, but here are some steps you can take to get started.

B2B 102
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10 questions that build trust and make people coachable, accountable, and engaged

Membrain

Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you.

Trust 102
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6 Ways to Use Icons in Your Infographics [+ Where to Find Free Icons]

Hubspot

Whether it’s an explainer on solar panels or the farm-to-cup process of making your favorite coffee, infographics compress a world of information into one simple, digestible format. But designing an infographic that successfully communicates a lot of information in a simple visual format requires more than a quick idea and a template. Fortunately, there's one design element that the best infographics all have in common, and it can help you build a professional infographic that gets your point ac

Represent 101
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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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After $2m in ARR — Start Specializing Your Sales Team

SaaStr

There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? Should you pay sales reps on upsells a long time down the road? Should you pay sales reps on … ? I am a huge proponent of paying sales professionals well. But for these sorts of questions, my answer is almost always: No. Pay closers on closing. Period.

Quota 126
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Your 30-Second Introduction is a Dance

criteria for success

Interested in learning how to deliver a 30-second introduction? This resource is for you. Imagine you are at a fancy ball, and you have started dancing with your partner. But instead of clasping hands and whisking off through the night, you turn your back and waltz off alone. Your partner is left staring at you, bored and rejected, and eventually wanders away.

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Our Latest Podcasts: Tips to Drive Better Execution Right Now

Force Management

Each December episode can help your sales reps make an impact on current pipeline opportunities, no matter what stage of the sales process they're in. Share these episodes with your managers, account reps and even SDR/BDR organization to help them improve their ability to execute on critical deals and start the new year strong. Review our rundown of episodes below.

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How to Make a Timeline Graphic in Google Docs, Word, Excel, Google Sheets, and PowerPoint

Hubspot

Infographics are a great way to capture user attention and communicate key concepts. Why? Because they combine relevant information with graphic impact to increase retention and engagement. Data backs up this common-sense assertion: Research found that people retain 65% of the information they see — but only 10% of the information they hear — and spend 39% less time searching for the content they need when it’s displayed in infographic format.

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The Intersection of AI and Sales: Personalization Without Compromise

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.

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The Many Types of Angel Investors in 2021

SaaStr

Q: Are there different types of angel investors that should be sold differently when trying to raise money to start a business? There are several key types. Let’s break them into several categories: Professional vs. non-professiona l. Professional angels generally have very specific criteria in terms of valuations, team make-up, check size, etc. You do need to ask and listen to what their sweet-spot is.

Price 124
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PODCAST 142: Restructuring Customer Experience Through Employee Experience with Mike McNary

Sales Hacker

If you missed episode 141, check it out here: PODCAST 141: How to Build an Achievable Revenue Plan with Mary Grothe. This week on the Sales Hacker podcast, we speak with Mike McNary , VP of Acquisition at Mimeo , a company that helps people print and deliver documents. Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment.

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“For The Loss Of A Horseshoe….”

Partners in Excellence

There’s the old fable, “For the loss of a horseshoe, a Kingdom was lost.” The story goes that the King’s horse lost a horseshoe. As a result, the King was not able to lead his troops into battle, and because of that they lost the battle, then the war, then the Kingdom. We sell horseshoes. Regardless of what we sell, we basically sell horseshoes.

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What is Technographic Data? (And Why It Matters)

Hubspot

Digital transformation is more than just a buzzword — as noted by Forbes , 70% of companies have already deployed a strategy to improve digital service and solution uptake or are actively working on one. And, in 2019 alone, enterprises spent more than 2 trillion dollars worldwide to help drive digital adoption and improve overall organizational performance.

Cold Call 101
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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

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.

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Quick Ways to Get More High Quality Leads. Right Now.

SaaStr

Q: What’s the best way to get more leads right now? There are many “lists” you can buy out there, and most will perform relatively poorly. After all, no one on that list opted in to hear about your product. Still, they can be worth buying if your value prop is so unique and strong it can clearly be defined in one great subject line, and a short, tight email.

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2020: A Look Back in Revenue Intelligence

InsightSquared

Let’s face it, 2020 has been…err…complicated. Before we turn the page and welcome in the much anticipated new year, we’re taking a look back at all that was accomplished. It wasn’t an easy year, but it was productive—and we’re proud to play a key role in the advancement of the Revenue Intelligence market. . When it comes to innovation in revenue intelligence—this has been a year that has transformed this industry drastically—for the better.

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How to Qualify a Lead Over the Phone in Less Than 10 Minutes

TaskDrive

Sujan Patel shares his tips for how to qualify a lead over a phone in less than 10 minutes. Step by step from Minute 1 to 10. The post How to Qualify a Lead Over the Phone in Less Than 10 Minutes appeared first on TaskDrive.

Sales 52
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What is the 7x7 Rule in PowerPoint?

Hubspot

Despite its reputation for dry content delivery across virtual and in-person meetings alike, PowerPoint remains the go-to choice for many professionals , even as other options emerge that offer greater usability and flexibility outside of the Microsoft ecosystem. Part of the presentation platform’s popularity stems from its familiarity — many organizations still run Microsoft-first IT software environments, making PowerPoint the obvious choice for straightforward presentation design.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.