Anthony Cole Training
JANUARY 14, 2021
In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.
SaaStr
JANUARY 13, 2021
Burnout is a real risk in SaaS. Not usually in the early days. But as time marches on — It’s a huge risk. . One piece of “evidence” — a lot of fairly successful SaaS startups all sell at about the same point in time … about 5 years in.
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Heinz Marketing
JANUARY 14, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. A new year has begun and while 2020 wasn’t a great year (to say the least), it’s time to move on and take a look at helpful marketing trends for 2021. Majority of businesses experienced changes due to the pandemic including working remote, cancellation of in-person events, change in business/services provided, and more.
Partners in Excellence
JANUARY 12, 2021
We are all busy. Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. Inevitably, things slip, delay, priorities change—not because they need to change, but people’s attention is diverted to something else. Dealing with the reality of people being too busy and constantly shifting focus, requires us to do things differently, to engage our customers differently.
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
Membrain
JANUARY 10, 2021
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
SaaStr
JANUARY 12, 2021
One of the most tiring things for founders can be always being compared to Unicorns and now Decacorns. Certainly sometimes it’s inspirational. I loved it when many of the founders come out of each SaaStrAnnual saying they needed to grow faster: But the reality is as a founder there are different ways to make real money and build something meaningful.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
JANUARY 15, 2021
One of the greatest things you can ever invest in, is investing in yourself by learning high income skills. High income skills are great because you generally don’t have to go to college to learn them, they don’t cost an arm and leg to invest in, and thirdly – they’re skills that can pay you time and time again. In this article, you’ll learn what high income skills are, as well as the ten recommended skills you should look at to potentially increase your income.
ConversionXL
JANUARY 13, 2021
This is my last week at CXL. It’s bittersweet. I started on a Monday and published my first post on a Thursday. Since then, it’s been rinse and repeat for nearly two-and-a-half years. In sum, I wrote 46 posts and edited another 156. That works out to about a half-million words and a new post every 4 days for 870 days. Through it all, here’s what I figured out—and what I failed to solve. 5 things I learned. 1.
SaaStr
JANUARY 15, 2021
25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. — Jason BeKind Lemkin (@jasonlk) January 15, 2021. If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema.
Heinz Marketing
JANUARY 9, 2021
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. Should You Join a Startup During the Pandemic? A look at some of the appeal and risks of joining a startup during COVID.
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.
The 5% Institute
JANUARY 15, 2021
Sales training for Small Business Owners is crucial for your small business success, because nothing happens until a sale is made. Small Business Owners require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
Partners in Excellence
JANUARY 15, 2021
The other day, I had a conversation with a salesperson. She wanted some coaching on her career and how she might advance and develop. She said, “Dave, it seems the only way to advance in my sales career is to be a manager. But I love selling, I love working accounts and doing deals. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to.
SaaStr
JANUARY 14, 2021
It seems every day there’s not just a new SaaS unicorn, but 2 or 3! How can this be? How can there now be 100s of SaaS Unicorns (startups worth $1B or more) … vs just a handful 5-6 years ago? The technical reasons are two-fold: SaaS markets have exploded, so there are more and more that get to $100m+ ARR. And hence a unicorn. SaaS “multiples” are at an all-time high, so a fast-growing SaaS company can be worth $1B earlier than a few years ago.
Gong.io
JANUARY 12, 2021
How do Gongsters use Gong? We get asked that question a lot. . And it’s a fair question. As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. The people want to know: How do YOU (Gong) use YOUR PRODUCT (Gong)? Spoiler Alert: We drink our own champagne. We eat our own dog food (don’t worry we save some for Bruno).
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RAIN Group
JANUARY 13, 2021
As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them. But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.
Understanding the Sales Force
JANUARY 14, 2021
Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here. The data in that November article was for the last 10 years.
SaaStr
JANUARY 13, 2021
We’ve done so much great content with Atlassian over the years, with CEO Michael-Cannon Brooks to Trello Founder and CEO Michael Pryor to ex-President Jay Simons, and the learnings are always amazing. Atlassian is a fascinating case study because it showed so many of us that developer-focused SaaS products can be huge, and not just huge, but huge even in competitive markets.
G2
JANUARY 11, 2021
You were banking on your sales team to increase business growth, and it fell short. You can’t seem to figure out why.
Advertiser: ZoomInfo
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.
Sales Hacker
JANUARY 13, 2021
Nearly a year in and we’re still not ready to call it a new normal just yet. With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020. And with a new year just around the corner, many sales leaders are wondering how to navigate the uncertainty of 2021. Life is still very much in flux, so we decided to ask the sales community how they’re doing: what’s working, what’s not, and how WFH frontline reps and sales leaders are adjusting to moving i
Hubspot
JANUARY 15, 2021
Ever wake up on the wrong side of the bed? Of course you have. We all have. Ever wake up on the wrong side of the bed, and then have to be cheery? Like, interact in social media? Write an engaging blog post? Put together a lovable email marketing campaign? Ugh. Those are the times you wish you could shut out the world, or at least channel a little of your inner snark.
SaaStr
JANUARY 15, 2021
Qualtrics is one of our favorite SaaS stories at SaaStr. Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. Founder and Chairman Ryan Smith is also one of the most engaging and transparent CEOs out there, and we’ve had 3 amazing SaaStr sessions with him: And most interestingly … they’ve gotten a second chance to IPO.
Sandler Training
JANUARY 15, 2021
Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss. The post How to Succeed at Finding Bliss [PODCAST] appeared first on Sandler Training.
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.
Partners in Excellence
JANUARY 14, 2021
I’m sure you are victim of the kind of email and social outreach I get. What spurred this post was an InMail I received this morning. It was a prospecting post, the same one, word for word, this individual sends me every month. Each time, my response is the same, “Thank you, but I’m not interested in learning more. I wish you the best.” Then I reflect on much of the email prospecting I get.
Hubspot
JANUARY 14, 2021
Meetings suck. They're time for people to avoid doing actual work, stare blankly at each other, throw in generic comments to look like they're paying attention, and if you're lucky, maybe come out with some wicked notebook doodles. Is that how people perceive your marketing meetings? I hope not, because they don't actually have to be that way. Turn your marketing meetings into something useful by — you guessed it — creating compelling content !
SaaStr
JANUARY 11, 2021
The moment comes when it’s time to hire your first VP Sales. We’ve talked in the past about the 48 Different Types of VP Sales , What a VP Sales Really Does , and even given you a Script to Use When Interviewing a VP Sales. So then that time comes. Probably, unless you have a ton of funding, the time to hire your VP Sales will come after you have Initial Traction but well before you are at Initial Scale.
G2
JANUARY 15, 2021
You can’t run a successful startup on gut instinct alone.
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.
The 5% Institute
JANUARY 11, 2021
Objection handling as a part of your sales conversations is a very important part of the sales process , and something you’re most likely to come across from time to time. So how should you go about overcoming objections in sales? In this article, you’ll learn the exact five-step approach we teach Sales Professionals and Business Owners for non-pushy objection handling, Prior to exploring this though; first we’ll cover where objections come from.
Hubspot
JANUARY 13, 2021
When it comes to event marketing , there are many tasks that need to be completed prior to (as well as during and after) your event. This can become overwhelming, especially if you're on a small team. The good news is that there are a variety of event marketing tools available to help with all aspects of your event, including event registration. In this blog post, we’ll cover seven of the best event registration tools on the market today.
SaaStr
JANUARY 12, 2021
We last checked in at Xero when it crossed $650m in ARR. Xero is a very interesting SaaS case study with (x) the majority of its revenue outside the U.S., and (y) a complex sales process with sales reps selling to very small businesses not paying all that much. A tough way to build a decacorn — sales-driven very small-business sales — but they’ve done it, so there’s a lot to learn here.
Partners in Excellence
JANUARY 13, 2021
We set ourselves up for failure, we set our customers up for failure when we focus on the price–even the costs of our products and services. Sadly, most selling and much buying focuses on the wrong thing, “What’s the price?” We train our customers to focus on price, by the way we sell. Early in their buying process, we bring up our price, “We are cheaper than the competition… ” “We are willing to discount… ” “If you buy by the end
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