Anthony Cole Training

AUGUST 28, 2020

Everyday, there are things that can be learned that can impact our personal and professional lives.

Sales 314

Sales Growth Process 314

Membrain

AUGUST 26, 2020

Choosing a CRM is a major decision that will impact every aspect of your sales performance. Choose the right CRM, and your team will be enabled to perform more efficiently and more effectively. Choose the wrong CRM, and not only will you sink a lot of investment into an inappropriate tool, you may actually make it harder for your team to do their jobs.

CRM 169

CRM B2B Sales 169

A Sales Guy

AUGUST 27, 2020

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

Entertainment 168

Entertainment Sales Gaming Sell 168

Heinz Marketing

AUGUST 26, 2020

By Win Salyards , Marketing Coordinator at Heinz Marketing. So you have an understanding of your buying committee and how to market to them , now it’s time to build out your buyer personas. Creating an accurate and actionable B2B buyer persona means asking the right questions about your targets, the outcome of an effective buyer persona isn’t a grouping of stereotypes or uninformed assumptions.

B2B 141

B2B Campaign Represent Education 141

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

Hospitality

Sales Hacker

AUGUST 26, 2020

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent. Mary Shea, Principal Analyst at Forrester, addressed this in a recent Sales Hacker webinar. “ Many, if not most of these trends were already in play before COVID hit … I thought these trends were going to play out over the next 2

Outside Sales 138

Outside Sales Sales Referrals Trust 138

Membrain

AUGUST 23, 2020

As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis go to waste”.

Sales 163

Sales 163

Heinz Marketing

AUGUST 28, 2020

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. One could argue ABM is no longer considered a “buzzword.” What seemed revolutionary and maybe borderline controversial at first has become widely accepted in the world of marketing today. Account-based marketing (commonly referred to as ABM) is “a focused growth strategy in which marketing and sales collaborate to create personalized buying experiences for a mutually-identified set of high-value accounts” (source: H

Cold Call 139

Cold Call Pipeline Lead generation Consult 139

Sales Hacker

AUGUST 27, 2020

Giving reps an email template is a surefire way to give them a bad case of templatitis. This is the disease of thinking it’s the template that makes emails work instead of the context or meta-framework, and it’s everywhere! I can share the exact sequences, cadences, plays, and flows that I write, but it’s less powerful than zooming out to 36,000 feet and analyzing the why.

Sales 135

Sales Appointment Prospecting Referrals 135

Engage Selling

AUGUST 28, 2020

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

Quota 135

Quota Sales Growth 135

SaaStr

AUGUST 28, 2020

I know we’ve hit a number of these points individually before on SaaStr, but after getting asked about the top mistakes hiring your first sales team so many times over the years, I thought it would be worthwhile to assemble a Top 10 List. Because it seems like so many of us just make these mistakes again, and again. And again. Make fewer of them and you’ll scale faster with less stress.

Quota 133

Quota Sales Price Up-sell 133

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.

High impact

Heinz Marketing

AUGUST 27, 2020

By Shannan Seely. “Gallup research shows that fewer than three in 10 customers (29%) across B2B industries are “fully engaged,” meaning they are emotionally and psychologically attached to the B2B companies they do business with.” Gallup. In a post about declining account engagement , Maria Geokezas writes “an overwhelming amount of content and messages” is a contributing factor. .

B2B 132

B2B Healthcare Service Price 132

Partners in Excellence

AUGUST 22, 2020

This is one of those posts that starts with an apology or a disclaimer. I hesitated writing it, because what I am writing can be so easily misinterpreted, or I may be very naive/poorly informed. (I’m less worried about the latter, I know I need to learn). Diversity is important–it’s critical for our organizations. We need to have diverse organizations across all dimensions: Gender, Race, Orientation, Religion, Nationality, Age and so forth.

Education 132

Education Start-ups Customers Trust 132

Force Management

AUGUST 28, 2020

First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative.

Launch 126

Launch Sales 126

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. Maybe you can wait longer, sometimes a lot longer. But you see growth start to decline in new bookings, that's a sign. A sign to hire a real sales leader. — Jason ?BeKind? Lemkin ?? (@jasonlk) August 26, 2020. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle.

Sales 131

Sales Growth Closing Process 131

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B2B

Heinz Marketing

AUGUST 25, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. Last month, I talked about how to create an ideal customer profile. Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted li

B2B 129

B2B Sell E-commerce Cross-sell 129

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? A: They show up early and leave late. B: They are veterans with years and years of sales experience. C: They are the hardest workers. Yes. Yes. Yes. All of these ring true for the best salespeople. . Turns out, time spent on your craft, experience, and hard work all contribute to success, regardless of industry or job type. .

Gaming 122

Gaming Trust Up-sell Retail 122

Understanding the Sales Force

AUGUST 28, 2020

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less? Would you walk from Boston to Miami - a 3-hour plus plane flight?

Process 113

Process Sales 113

SaaStr

AUGUST 26, 2020

Satya Patel | Partner @ Homebrew. That technology, as it’s getting cheaper, more flexible, more accessible is democratizing access and doing so most profoundly in industries and functions and for constituencies that haven’t been able to leverage technology in the past. I’m here to talk to you today about raising capital in today’s environment, particularly at the seed stage, so we’ll touch on the Series A stage as well.

Pitch 126

Pitch Finance Product Start-ups 126

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

Partners in Excellence

AUGUST 27, 2020

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the difference between good and bad revenue? Good revenue has the following characteristics: It generates strong profitability because it is from deals that we know how to support well.

Strategize 112

Strategize Prospecting Growth Sell 112

ConversionXL

AUGUST 23, 2020

According to a study of 3,000 mobile searchers by Google & IPOS, nearly half indicated that they are more likely to convert elsewhere if they can’t call a business directly from the search result. That’s kind of a big deal. That same study shows that phone calls are a powerful measure of purchase intent and are most likely to happen when a prospect is ready to convert (see the full study here ).

Drivers/motivators 112

Drivers/motivators Campaign Conversion Technique 112

Heinz Marketing

AUGUST 22, 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. How to Sell When You’re Not A Salesperson. It’s pretty common for “non-salespeople” to ultimately have to be a salesperson.

B2B 112

B2B Non-Profits Up-sell Sell 112

SaaStr

AUGUST 25, 2020

Q: What is more important, getting new customers or customer retention? It’s a trick question, of course — the crazy high net negative churn of top SaaS companies means that of course retention matters more than new customers. If you have 140% net revenue retention at, say, $100m ARR and want to grow 50% that year … well, 80% of that growth will come from your base and existing customers!

Customers 126

Customers Growth Engineering 126

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.

Sales

Salesmate

AUGUST 28, 2020

“Cold calling” is one of the sales tasks that most salespeople wish to skip. Why? Well, because it is the first contact with a prospect who has no prior knowledge about the call. Most sales professionals dread that first interaction with the prospect as they have no clue how the prospect would react to the cold call. They fear that the call will end in rejection, or they might infuriate the prospects by disturbing them. 48% of sales are afraid to make cold calls.

Cold Call 111

Cold Call CRM Prospecting Start-ups 111

G2

AUGUST 26, 2020

Details matter. Especially in legal agreements.

Contract 111

Contract Legal Sales 111

Sales Gravy

AUGUST 28, 2020

On this episode of the Sales Gravy podcast, Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills.

Cold Call 111

Cold Call Sell Up-sell Technique 111

SaaStr

AUGUST 28, 2020

We’re off to the races for registration for 2020 SaaStr Annual at Home on Sep 2-3. 1000s of folks haven’t chosen their sessions yet. And also note a handful of super-popular sessions like the COO of Github and SVP Product at Zendesk have just kicked off reg, so those likely will soon be in the Top 10, just give it a day or two. But for now what’s the most popular — so far?

Price 121

Price Growth Service Product 121

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.

Product

Predictable Revenue

AUGUST 27, 2020

Learn how, in the middle of Covid-19, Michael’s team had their best month ever, Michael’s philosophy on cadences, writing the first email, how to find the right messaging for your company, and much more! The post The 2 personalized touches that generate 80% of Chili Piper’s opportunities appeared first on Predictable Revenue.

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105

Engage Selling

AUGUST 28, 2020

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.

Sales 103

Sales Meeting Sell 103

Hubspot

AUGUST 28, 2020

When I first learned how to ride a bike, I remember being scared. It was a daunting process because I'd never done it before and was terrified of falling. I actually remember feeling similarly when I first started getting into paid advertising campaigns at the marketing agency I worked at. The first time doing anything can be an intimidating process.

Campaign 101

Campaign Lead generation Price Conversion 101

SaaStr

AUGUST 25, 2020

Ok, time to have some fun in the run-up to 2020 SaaStrAnnual.com Sep 2-3!! We’ve set aside 500 SaaStr T-Shirts, Socks, and Water Bottles for the SaaStr Scavenger Hunt!! It only takes about 100 seconds to sign up to start!! Sign up now here and get scavenging! You’ll also get to attend amazing sessions with the CEOs of YCombinator, ZoomInfo, StackOverflow and more!!

Start-ups 114

Start-ups 114

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