Partners in Excellence
JULY 3, 2020
Recently, I was having a discussion with an executive team. Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. They asked me to look at the dashboards to provide recommendations about what they might be doing. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more.
Membrain
JUNE 28, 2020
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
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SaaStr
JULY 1, 2020
Q: What impact will the effects of covid have on the SaaS industry? Many of us in SaaS are really struggling now. Restaurants, events, recruiting, and so many other industries are in deep trouble. But on balance, Covid-19 is dramatically accelerating SaaS: During “Shelter Plus” times, in the end, we’ve worked more in the Cloud: More Zooms. You know this, but also.
Heinz Marketing
JUNE 28, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. In the past few months, our team has taken on some big initiatives to improve our website, SEO, and internal processes. Some of these items have turned into mammoth-sized projects, but we are so happy with the progress we’ve made, especially considering the circumstances. . One of the projects we took on was to take better advantage of our chat function, Olark.
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
Sales Hacker
JULY 2, 2020
As companies continue to return to the office , the demand for remote work is unlikely to disappear. Even before COVID-19, remote work was gradually gaining popularity. In 2019, 3.9 million workers in the US were operating remotely. In 2020, that number increased to 4.7 million employees. However, just because working at a distance is becoming more common, doesn’t mean it doesn’t have its challenges.
Membrain
JULY 1, 2020
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
JULY 1, 2020
The goal of this month's episodes was to highlight the key things sales leaders, managers and reps should be focusing on to improve pipeline health and increase margins. Check out our rundown of episodes below. Use them as ways to keep yourself and your sales teams motivated. Each episode is available on your favorite podcast player, so you can easily download, listen and share.
Heinz Marketing
JUNE 27, 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. The State of Webinars: Length, Engagement, and Feature Trends [Infographic].
Sales Hacker
JULY 3, 2020
Sellers are having to work harder, get more “yeses,” and get more company stakeholders on the same page about ” why you?” and ” why now ?” than ever before. And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream. And these days, it’s becoming more and more necessary. This might sound overwhelming, but it’s doable.
SaaStr
JULY 2, 2020
Q: What makes a bad CTO? While there is no legal definition for CTO ?? or bright line between CTO and VPE, I’d suggest a start-up CTO really only has to do a few things — which are very hard: Assemble a small team (3–9) of very good engineers. That are super agile. And can ship a lot of very functional, very clever code that supports early, very rapid growth (from a very small base).
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.
ConversionXL
JULY 3, 2020
Think it’s tough to earn links or shares for your content? Try earning money. For publishers, doing so is a push-pull between discoverability and monetization. News sites have long been at the forefront, but plenty of speciality sites (e.g., The Athletic, Cook’s Illustrated, Adweek) have paywalls, too. Search engines are vital for discoverability. But, historically, they’ve undermined monetization—requiring crawler access that savvy users exploit and demanding free clicks for searchers.
Engage Selling
JULY 3, 2020
Don’t assume things in sales, doing so will often work against you! Imagine discussing your product or services for weeks or months with someone and realizing that they’re not a decision-maker.
Partners in Excellence
JUNE 28, 2020
I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. Too many are information concierges with an agenda. They are dependent on a prospect finding them, who has done all the heavy lifting. They’ve determined they have a problem, they are doing their homework, they have questions.
SaaStr
JULY 3, 2020
During these Shelter+ times SaaStr is focusing more on our digital events and assets … out of our necessity. Our IRL events are in a holding patten, for obvious reasons. During this time I’ve re-learned a lot of things. Perhaps the #1 thing is people don’t get podcasts. Podcasts are your #1 ticket. #1 in speaking.
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ConversionXL
JULY 3, 2020
Are you a CMO who thinks accurate attribution is a pipe dream? Or a customer experience director who has to hack together data to create something resembling a customer journey ? This article is for you. We’ll show you how to: Assess your company’s current approach to data. Map your data strategy against overall business goals. Build a data roadmap to deliver on the strategy.
Engage Selling
JULY 3, 2020
“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.
RAIN Group
JULY 1, 2020
Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost. We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings. When we teach it to sellers, we need to gain and keep their attention. It’s never been easy, but in a virtual environment, it’s significantly more difficult.
SaaStr
JUNE 29, 2020
We’ve talked a lot on SaaStr over the years about all different types of VPs of Sales. From Stretch VPs to stage-appropriate VPs. It’s worth also focusing on a related, high-level point. Especially if you sell to multiple customer segments (i.e., small, medium, and large) and through multiple processes (in-bound, out-bound, upsell, channel, partner) … you can’t expect your VP of Sales to be perfect at everything.
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Heinz Marketing
JUNE 30, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. What is content marketing? Content marketing is the lifeblood of your entire organization. And despite its name, it’s not only a tool for marketing or a second-thought hand-me-down for sales. In fact, content marketing isn’t really any one thing at all. It’s best to think about content marketing as an entire process of identifying, creating, and delivering relevant content to the people in your customer journey.
Salesmate
JULY 3, 2020
Like Steve Jobs and Travis Kalanick, even you thought of embarking on the entrepreneurial journey. Congratulations! That was a brave move. Well, like you, even these personalities started from scratch. However, their determination and passion towards helping the customers made them acclaimed personalities in their respective domains. You might have an excellent idea or product, but it is incomplete without the passion and determination to sell it.
Predictable Revenue
JULY 2, 2020
Building a sales culture that attracts and retains top performers takes more than just amenities, fun and games. Culture is actually the behavior your team exudes when going to work every day. The post How to build a culture that attracts top performers with Justin Welsh appeared first on Predictable Revenue.
SaaStr
JUNE 27, 2020
Q: What methods do VCs use for performing due diligence when they are interested in a deal? Everyone investor is a bit different, but I think it’s important to understand investors do 2 stages of due-diligence: pre-term sheet, and post-term sheet. In the old days … there was more time. VCs could do a ton of diligence over weeks before getting to a term sheet.
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.
criteria for success
JULY 1, 2020
Poor leadership has devastating effects on any team. Why? Because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. Leaders are a valuable part of any business because they determine the pace and progress of work.
Partners in Excellence
JUNE 29, 2020
You’ve just gotten promoted. You’ve moved from being an individual contributor to managing a team. As you reflect on what do you do in your new role? How do you transition from being a great sales person into being a great sales manager. The mistake, though completely logical and understandable, is to think, “What made me successful in the past?
Predictable Revenue
JUNE 30, 2020
The future looks uncertain, and many businesses are battening down the hatches in anticipation of a rocky few months.But for many, this disruption is temporary. Things will return at least to a new normal in which you can still thrive. It’s important to use this time wisely, spend some time adjusting and finessing your business so you can hit the ground running when they do.
SaaStr
JUNE 28, 2020
A debate so many start-ups go through is what to do about a Just OK VP of Sales they’ve hired. The VP of Sales turns out to be OK, but great. He or she doesn’t change the game. But they’re not failing either. Things are better than before — just not nearly as good as they could or should be. How do we define this? A Great VP of Sales has an immediate impact and closes much more than before she started.
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.
Sandler Training
JUNE 30, 2020
Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. The post How to Succeed at Vision-Based Execution [PODCAST] appeared first on Sandler Training.
Partners in Excellence
JUNE 30, 2020
Long time followers of this blog know that I’m a tremendous fan of the concept of micro improvements. The underlying concept is “how do I get 1% better each day.” Cumulatively, if I improve 1% every day, I will be over 37 times better at the end of the year. I’m a huge fan of Marshall Goldsmith’s approach, and have adapted some of his principles to my continuous learning/improvement process.
Sales Hacker
JUNE 30, 2020
This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. Andrew is a career salesperson, but he’s also a lecturer at Northwestern University’s Kellogg School of Business. He also runs a company called Habits at Work, and that’s really what we’re going to be talking about. And Habits at Work is all about how you form great habits.
SaaStr
JUNE 27, 2020
As it looks like Shelter may last even longer, our YouTube videos continue to grow much faster than before. So what are SaaStr folks watching most this week (not including top videos also watched last week)? Let’s take a look! #1: Q+A With Jason Lemkin + CMO of Algolia: “Top Mistakes In The Early Days” Algolia’s CMO was kind enough to have me be their kick-off guest for their “SaaS Expert” series and we did a pretty good deep-dive on top early-stage mistake
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