Sat.Apr 24, 2021 - Fri.Apr 30, 2021

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How Telling Stories will Help Increase Sales

Anthony Cole Training

Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.

Sales 224
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Is your sales process a help or a hindrance?

Membrain

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.

Process 152
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How to Build a Beloved Product Without Email Marketing

ConversionXL

My co-founder and I consider his sister to be a trusted confidant. So when she told us that she’s uncomfortable providing her email address to companies—including ours!—and didn’t want more email clogging up her inbox, it made us stop in our tracks. Could this be true across the board? We dug into our data and quickly discovered that our users shared her sentiment.

Product 151
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8 x Consultative Selling Tips To Close More Sales

The 5% Institute

In this article, we’ll explore 8 x consultative selling tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Consultative Selling Tips To Close More Sales.

Consult 145
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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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Is it Really ARR? In 2021+, Yes. As Long As NRR is > 100%

SaaStr

A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. So many startups these days are claiming they have “ARR” from revenue that … doesn’t recur. Doesn’t ARR stand for Annual Recurring Revenue? Well of course it does. But like “Cloud” and “SaaS”, its definitely has evolved.

Contract 144
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How to build account plans in Salesforce - the easy way

Membrain

Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.

CRM 149

More Trending

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5 Sales-Marketing Alignment Best Practices for ABM Success

Heinz Marketing

By Win Salyards , Marketing Coordinator at Heinz Marketing. I cannot overstate how vital sales and marketing alignment is to a successful ABM program sale. With a well-maintained sales-marketing partnership, prospects are participants in a seamless sales pipeline transition through to the end, with the right content and message served up to them at the right time.

Education 137
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Creating an Online Course – No Skills Required

Adaptive Business Services

At least that is what I had hoped since … I have none. I’m about to bare my soul. Approximately ten months ago, I decided to set about creating an online course. I have since worked on this 7 days a week every week. Now, I’m about as dumb as a box of rocks in this particular endeavor. I still am. I had literally no idea as to …. How to create a course from scratch.

Territory 133
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We All Sort of Underestimate the Power of 110%+ NRR

SaaStr

120% NRR: Your revenue doubles in 5 years even with no new customers. 110% NRR: Your revenue doubles in 8 years even with no new customers. 100% NRR: Your revenue stays the same with no new customers. — Jason BeKind Lemkin (@jasonlk) April 20, 2021. We all have figured out now that top-tier NRR is the key to the winners in SaaS. Some best-of-breed examples: Snowflake’s NRR is 162%.

Growth 129
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How to Conduct a Content Audit – and Why You Should

G2

Content audits are a valuable process to help you identify weaknesses and opportunities in your existing library of content assets and your overall content strategy.

Process 131
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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Sales Pipeline Radio, Episode 244: Q & A with Pouyan Salehi @psalehi

Heinz Marketing

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 on LinkedIn (also on demand) 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.

Pipeline 127
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How to Succeed at Getting Tough [PODCAST]

Sandler Training

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.

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Revenge of the SMB: Zoom & Shopify Got Even More SMB at $4B ARR, Not Less

SaaStr

So many curious things have happened as Cloud and SaaS companies have exploded to $2T+ in market cap. One of them is a challenge to the rule that at some point, you have to go enterprise to really scale. Another is a related challenge to the idea that SMBs, since they don’t pay all that much, sort of “max out” These rules are still true in many cases.

Growth 128
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Helping Your Customer Navigate Their Own Organization

Partners in Excellence

We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdle

Customers 123
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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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B2B Reads: Account-Based Podcasting, Perfectionism, & Bad Typign

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 Well Does Content and Marketing Help Sales Teams? How do marketers develop sales content within their companies?

B2B 124
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Marketing Integrations: The Challenge of Getting Your Marketing Tech Stack to Play Nice

ConversionXL

More than 60% of marketers use 20+ marketing tools on a regular basis according to Airtable. For email marketing alone, more than half of small businesses use two or more tools according to Litmus. And the number of sales and marketing tools each company uses is forecasted to continue to increase rapidly as the number of available tools and the amount of customer data grows.

Contact 116
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5 Interesting Learnings from Shopify at $4 Billion in ARR

SaaStr

Shopify’s first quarter revenue: Q1 2021: $989 million Q1 2020: $470 million Q1 2019: $321 million Q1 2018: $214 million Q1 2017: $127 million Q1 2016: $73 million Q1 2015: $37 million Q1 2014: $19 million Q1 2013: $9 million. — Jon Erlichman (@JonErlichman) April 28, 2021. It wasn’t that long ago we checked in at Shopify at $3B in ARR. But Shopify is growing so fast — 110% a year (!

Growth 126
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The Future Of Selling Driven By The Future Of Work!

Partners in Excellence

I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other.

Sell 116
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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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Conversion Rate Optimization: Top 10 Strategies for Success

G2

Converting customers is like getting a second date.

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How to Support Your Outbound Motion With a Sales Content Supply Chain

Sales Hacker

Your sales org is fundamentally different today than it was a year or two ago. With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. Those who have, until now, only flirted with the idea of operationalizing their sales content will need to make a call: create a distinct supply chain for your sales content or run the r

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Salespeople Will Always Exist

SaaStr

Ah, the age-old question of if you really need salespeople these days. Isn’t that kind of … old school? Can’t bots replace them? Well, there are probably at least 3 core true-isms with customer buying: For a product much more than $299 a month, most prospects want to talk to someone before they buy. For almost any product that requires real business process change, most prospects will want to talk to someone before they buy.

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“Show Me Your Calendar….”

Partners in Excellence

Let me share a “secret” from my consulting/coaching practice. I ask to look at people’s calendars. Looking at someone’s calendar tells me a lot. I understand their priorities because I see where/how they are spending their time. I look for things that should be on their calendar that aren’t. This tells me what they might be missing.

Meeting 112
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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

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Don’t Forget to Grow Your Accounts!

Engage Selling

Amongst your sales efforts, don’t forget to grow your current accounts!Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. But, not only … Read More » The post Don’t Forget to Grow Your Accounts!

Clients 112
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The Shift from an App-Centric to Data-Centric Architecture

G2

For most of human history, it was widely believed that the Earth was the center of everything.

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Top 10 SaaStr Videos of the Week: Safegraph, MongoDB, Loom, Qualtrics and More!!

SaaStr

Missed some of the top SaaStr content of the past few months? We got you. It’s on YouTube! Here are the most popular sessions that 1000s of you were watching this week: #1. “How to Build a Unicorn in 8 Simple Charts with SafeGraph CEO Auren Hoffman” Safegraph CEO Auren Hoffman (and past co-founder/CEO of $2B+ Liveramp) takes some of his super-popular charts from Twitter and does a live session on how to build a unicorn in 8 simple charts.

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3 Salesforce Alternatives for CRM

Capterra Sales & Marketing Software

The post 3 Salesforce Alternatives for CRM appeared first on Capterra. Salesforce is everywhere, but it’s not the only option. We did the research to give you choices. One of the most popular ways to learn about your clients and improve their experience is by building a customer journey map , and one of the best ways to collect customer data to build one is customer relationship management (CRM) software.

CRM 111
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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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Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times”

Sandler Training

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

Sales 110
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How Dungeons & Dragons and Pokemon Moved Me Up and Out of My SDR Role

Sales Hacker

No one wants to talk to a sales robot… Let’s be honest, most people don’t want to talk to any salespeople. But a one-dimensional salesperson whose whole life is sales is even worse. A healthy work-life balance, along with hobbies and interests outside of work will only make you a better salesperson. Join AJ in his sessions as he helps you find balance in your life: how to use the skills and talents you cultivate outside of work to take your sales game to new heights!

B2C 110
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Maybe Every SaaS Contract Should Have An Automatic Out Clause

SaaStr

Lately at SaaStr, we’ve become more and more buyers of SaaS software ourselves. Our own tiny little team and organization has grown, and we have to start putting the infrastructure in place for a $20m+ business. And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy.

Contract 113
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What Is an Ad Exchange? How to Choose One for Business Growth

G2

Ad exchanges are primarily brokers for media trading on the open web.

Growth 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.