Anthony Cole Training
DECEMBER 17, 2020
Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.
Membrain
DECEMBER 13, 2020
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
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Partners in Excellence
DECEMBER 18, 2020
I was doing a deal review. We were in the final stages of closing a big deal. The team had worked really hard. It’s the end of the month/quarter/year. They not only wanted the deal, but they needed the deal. Then it happened. The customer says, “We are almost there, but we’ve hit a roadblock…… ” I won’t go into the details, but the customer presented a fascinating discussion.
Force Management
DECEMBER 15, 2020
2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times. Taking a look back, we put together a list of the content that resonated most with our network of revenue leaders.
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
SaaStr
DECEMBER 15, 2020
It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. [link]. — Aaron Levie (@levie) September 11, 2020. It seems like everyone wants to be a SaaS founder these days. I meet with great VPs of Sales and Product in particular who are Ready. It’s time. To go out on their own.
Membrain
DECEMBER 16, 2020
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether some people have a sales advantage due to natural empathetic abilities. And the role of empathy in AI’s ability (or inability ) to support or even replace salespeople.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
DECEMBER 17, 2020
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. Sales and Marketing alignment is critical to any ABM transition’s success, and while sales-marketing alignment requires changes in mindset, changes are also needed on an individual level. Here are 5 key sales mindsets needed for sales success during an ABM change. Quality over quantity.
SaaStr
DECEMBER 14, 2020
“Churn” is a term we all use in SaaS as a core metric, but its roots, as near as I remember and can tell, come from our B2C colleagues. Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., semi-commodity storage, semi-commodity hosting, etc. etc.), the dynamics are similar.
The 5% Institute
DECEMBER 15, 2020
Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities.
Sales Hacker
DECEMBER 18, 2020
Focusing on overcoming sales objections is likely holding you back and poisoning your customer relationships. This may seem backward. Afterall, objection handling is often considered one of the foundational pillars of sales — one of the critical elements necessary to win more deals. But there’s an important problem lurking beneath the surface — and if you want to be a better salesperson, you’ll need to work actively to address it.
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.
Heinz Marketing
DECEMBER 13, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. . With the New Year upon us, I think it’s safe to say we’re all ready for a fresh start. And although resolutions may look a bit different (especially with gyms being closed), we don’t have to abandon all efforts to set new goals. We can still experience growth personally and professionally, right at home. .
SaaStr
DECEMBER 16, 2020
We’ve talked a lot on SaaStr about how to make that critical hire: the VP Sales. I’ve done it right, and I’ve done it wrong. When it’s good … it’s just so good. It all clicks. But when you make a mis-hire, it’s about the worst mis-hire you can make. Because you’ll lose not just some incremental revenue, but potentially far more.
Understanding the Sales Force
DECEMBER 15, 2020
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker. Please read my original post because it's one of my best analogy articles ever!
SalesProInsider
DECEMBER 17, 2020
It’s that time of year – thinking about next year! You’ll hear or be asked: “ It’s time to set goals!” or “ What are your goals for next year?” and that is important of course. But too often the goals for next year are set without important information to identify realistic and achievable goals, the information gleaned by pausing to review THIS year!
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Heinz Marketing
DECEMBER 18, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. It’s hard to know what you don’t know. Marketing Automation is complex and changing all the time, and even after over a decade using tools like this, I’m still learning new things and new ways to get the job done better, faster, and more efficiently. Here’s a list of 10 simple things that you may not know about Marketo. #1 – Batch Campaigns and Wait Step Priority.
SaaStr
DECEMBER 13, 2020
The past 7 years I’ve had a chance to observe a lot of SaaS founders, as an investor, as an advisor and more … and the vast majority I’ve worked with have in the end just killed it. Gone on to bigger and better things. Three have become unicorns. A few have sold at solid valuations. Many are just getting going. But … it’s never all roses.
Gong.io
DECEMBER 15, 2020
Your annual sales kickoff (SKO) is ALMOST HERE. . (Groans from the planning committee. Excitement from sales reps!) . SKOs have long held significant value for sales organizations. They’re a superb way to boost morale; build a sense of community, networking, and culture; celebrate big wins; and recognize individuals. They get everyone on board and fired up with new goals, products, and services. .
G2
DECEMBER 17, 2020
The talent market is a competitive place.
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.
Heinz Marketing
DECEMBER 14, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
SaaStr
DECEMBER 14, 2020
So as you’ve seen, acquisitions have picked up in SaaS. Slack was acquired for $27B — that’s 27x its $1B in ARR. Zoom and Shopify trade at even higher multiples: And yet, here’s the thing. So many acquisitions, so many IPOs, so many public and private valuations of great SaaS companies are actually at / worth less than 10x ARR.
Sandler Training
DECEMBER 14, 2020
Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. The post How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST] appeared first on Sandler Training.
Sales Hacker
DECEMBER 17, 2020
What Goes Into Creating a Successful Cold Email? 10 Sales Email Templates. The 3 Most Important Sales Email Best Practices. Sales emails that land in spam folders have a zero percent conversion rate. That might sound harsh, but that’s the reality every salesperson should accept. Technology has transformed how we connect with prospects, but it has also put consumers on guard.
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.
Heinz Marketing
DECEMBER 12, 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. What’s The Difference Between Sales Enablement And School? Managers play a key role in helping sales people apply their skills to specific situations, it’s not all up to sales enablement programs.
SaaStr
DECEMBER 12, 2020
There’s an interesting corollary to the fact that the best SaaS companies grow faster than ever today. The corollary is that the window to hire a Stretch VP is shorter than ever. If you hit $1m ARR growing 6-8% a month, you can probably hire a Stretch VP of Sales any time the following 12 months. If you hit $1m ARR growing 15-20% a month, you probably only have a 3-6 month window to hire a Stretch VP of Sales.
Openview
DECEMBER 16, 2020
The post Business Insider: How software testing startup Cypress.io went from nearly broke with no revenue two years ago to winning big customers like Disney, Shopify, and Slack, with $40 million in fresh funding appeared first on OpenView.
Sales Hacker
DECEMBER 15, 2020
If you missed episode 139, check it out here: The Science of Becoming a Better Sales Leader with Luke Rogers. What You’ll Learn. Bootstrap companies deserve massive respect. 40% of revenue is impacted by the RFP process. The pandemic has caused increased scrutiny on companies. Bootstrap habits mean structuring your day for both productivity and peace.
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.
Predictable Revenue
DECEMBER 17, 2020
Having worked with many diverse corporations, Claire Chandler has experienced most companies fall apart once they start to scale. As a solution, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. The post How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup appeared first on Predictable Revenue.
SaaStr
DECEMBER 18, 2020
Q: How old is too old to start a startup? Let me try to add some practical answers: 1. First, you need to give it a full 24 month commitment to hit Initial Traction. 6 months isn’t enough. 12 isn’t. It’s going to take you 9-12 months just to get the product right. And another 6-12 to get any material revenues. >> Can you “afford” to commit for 24 months just to get to Something?
G2
DECEMBER 17, 2020
In SaaS, a partner program is like the electrical grid: the oft-overlooked backbone that makes our modern life possible.
Miller Heiman Group
DECEMBER 16, 2020
How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Organizations seem to have the same idea: focus and execute on what you can control as the surest path to success. They’ll need to consider a range of strategies and tactics to succeed.
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