Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
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Partners in Excellence
JUNE 5, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.
G2
JUNE 6, 2019
The business of real estate is always changing.
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
Anthony Cole Training
JUNE 3, 2019
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
Membrain
JUNE 2, 2019
It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
JUNE 5, 2019
If you’re approaching sales enablement passively (or ignoring it completely), you’re leaving revenue on the table. Worse, your competition — who probably has a strong sales enablement strategy — will easily outpace you and drown out any of your basic prospecting efforts. Okay, maybe a little dramatic there, but you see where this is going. Even if you have a solid sales enablement strategy in place, most likely you can use some extra sales juice to boost engagement and visibility, or to accelera
Engage Selling
JUNE 6, 2019
You no longer have an ideal buyer. You have to throw out the notion that there’s a singular contact inside an organization who makes the buying decision.
Heinz Marketing
JUNE 7, 2019
By Kira Jerome , Marketing Intern at Heinz Marketing. There is a generational shift happening within buying committees. Millennials are taking the reigns as decision makers, influencers and project managers. Sure, we all saw it coming eventually—every generation grows up and moves into bigger roles with more influence and responsibility. The question is, are B2B sellers making the necessary changes in their approach in order to find success when it comes to engaging a millennial stakeholder or b
ConversionXL
JUNE 5, 2019
Usability testing is one of the most effective ways to uncover issues that users have on your website or app. It works whether you’re a behemoth with millions of users or a startup that’s just left the proverbial garage. The problem is that usability testing takes time—time to recruit participants, moderate and watch videos, and compile results. Tools can help with the analysis component, but: Tools won’t be useful if you don’t have a good methodology; Few tools help you go from data (videos) to
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.
SaaStr
JUNE 5, 2019
CEOs get fired all the time. Founder-CEOs getting fired seems rarer these days, though. Two that would be hard to imagine happening today: Pushing Steve Jobs out of Apple. Pushing Sergey Brin + Larry Page “down” to bring in an Outside CEO. A few that we don’t hear about too much: Elon Musk pushing out first CEO of Tesla. A necessity for funding. All the money was gone and the Roadster was hopelessly behind schedule and cost targets.
Women Sales Pros
JUNE 7, 2019
In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will throw in some extra features or upgrades at no additional cost. We will wine and dine you, give you some baseball tickets, or invite you to our special event.
Heinz Marketing
JUNE 4, 2019
By Maria Geokezas , VP of Client Services at Heinz Marketing. Your employees are essential to your customer’s experience with your brand. While marketing efforts may be the doorway into your organization, your frontline employees are the living room. Long term, sustainable hospitality within the “living room” of your brand is the lifeblood of customer retention and referrals.
Hubspot
JUNE 6, 2019
Gantt charts. Love ‘em, hate ‘em, or can’t live without ‘em, they’re a reality of a marketer’s life. But how do you make yours stand out from the rest? I’ve gathered some of the best examples around, along with some free templates to get you started. Dive in below and find your favorite. But first. What is a Gantt Chart? Gantt charts provide a way to track and manage project timelines, progress, and deliverables.
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SaaStr
JUNE 3, 2019
A ways back on SaaStr, we wrote an important post on your customer success leaders — The 5+2 Rule. That every member of your CS team needs to visit 5 customers in person a month — and be issued 2 customer badges a year (because they visit in-person so often). At least the ones that manage slightly larger accounts ($20k+). It’s an even better rule to follow today, now that we know the best customers in SaaS literally last decades: Want Happy Customers?
Partners in Excellence
JUNE 6, 2019
This post is the ninth post in my series on Sensemaking. Like the eighth post, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Normally, I’ve started this series with a recap of the Cynefin model.
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
Hubspot
JUNE 3, 2019
If you're a fan of HubSpot's Inbound Marketing Methodology , you probably understand the importance of customer success. If you don't, just know that 70% of businesses with growing revenue prioritize customer success as "very important." We can compare that to companies with decreasing revenue where only 49% believe it's important. So, if you want your business to succeed you must make sure your customers do, too.
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.
Miller Heiman Group
JUNE 4, 2019
It’s a buyers market, even in B2B sales. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales.
SaaStr
JUNE 7, 2019
By: Rob Nathan, EVP, Integrated Solutions at CardConnect. With thousands of new startups emerging everyday and the average turnover rate for business applications trending at 39% annually, the SaaS industry couldn’t be more competitive. Despite the hyper competition, many SaaS providers take their organization’s payment processing experience for granted.
Openview
JUNE 4, 2019
The post Highspot raises $60 million to apply AI to sales enablement appeared first on OpenView.
Hubspot
JUNE 2, 2019
"A good leader should always … ". How you finish that sentence could reveal a lot about your leadership style. Leadership is a fluid practice. We're always changing and improving the way in which we help our direct reports and the company grow. And the longer we lead, the more likely we'll change the way we choose to complete the sentence above. But in order to become better leaders tomorrow, we need to know where we stand today.
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.
CloserIQ
JUNE 6, 2019
There’s no doubt that small businesses know their customers. As a small business, you probably have specific types of people in mind when you consider your ideal and potential buyers. When you take the time to describe these customers—profiling them on a demographic, firmographic, and psychographic level—that’s called creating buyer personas. . Buyer personas, also known as marketing personas, help businesses visualize their customers.
InsightSquared
JUNE 5, 2019
Revenue operations is booming and Demandbase is excited to join InsightSquared at Ramp 2019. As the leaders in Account-Based Marketing (ABM), we believe that Rev Ops and ABM play hand-in-hand and can truly maximize ROI when done right. Sales and Marketing Alignment. ABM optimizes your marketing spend by focusing on target accounts that are most likely to turn into revenue.
Outreach
JUNE 6, 2019
First impressions are key. Would you show up to a black tie event in your favorite Netflix binge-watching sweats? Of course not. Your sales email subject lines are the first impressions you project to your prospects with every email you send. Are you putting on your best suit every time you hit send? We've learned a lot about what works by analyzing the data from tens of thousands of our own emails.
Hubspot
JUNE 7, 2019
How do you keep track of everything? Calendars, planners, to-do lists: these are just a few of the tools we use to stay on top of our day-to-day activities. But, how can you stay on top of your sales activities? Luckily, there are sales activity trackers that can help you out. A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc.
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.
SaaStr
JUNE 2, 2019
My Top 3, plus a few bonus questions: What are the most important goals / KPIs for Customer Success at a company of our size and stage? How often should we visit, and check in, with which customers? How do you think Customer Success should work with the Sales and Product teams? These three questions will tease out a lot. What goals they like to sign up for.
Partners in Excellence
JUNE 2, 2019
This post is the fifth in my series on Sensemaking. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I’ll do a deep dive into how we sell into organizations operating in the Complicated Quadrant. It builds on the previous discussion of selling in the Simple Quadrant. As a recap, the Cynefin model is displayed below: The Complicated Context is, probably, one we think we are operating in most of the time.
G2
JUNE 6, 2019
The project life cycle has five steps: initiation, planning, execution, control, and closure.
Hubspot
JUNE 6, 2019
Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. The result? A career and career path that draws heavily on your ability to think critically, analyze complex data, and communicate your results clearly to peers and executives.
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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.
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