Anthony Cole Training

NOVEMBER 12, 2020

H. Personal Goal Setting from Anthony Cole Training on Vimeo.

Sales 296

Sales 296

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Be sure to read that, to understand the thinking and rationale. Let’s first understand the basics of project management. Project management is basically a work plan/process that enables us to accomplish our objectives in a disciplined, effective, and efficient manner.

Manufacturing 168

Manufacturing Launch Sales Process 168

Membrain

NOVEMBER 11, 2020

When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.

CRM 164

CRM Education Launch Customers 164

SaaStr

NOVEMBER 12, 2020

I held off for 6+ years and 3000+ Quora answers on writing a post on Board Meetings. Why? Because every investor in the world writes lengthy posts on How to Have a Great Board Meeting. How to Have a Great Pre-Board Meeting. How to Have a Great Board Meeting Week. Etc. etc. etc. etc. VCs, once they have been doing it a while, basically become professional Board Members, and they write a lot about that.

Meeting 145

Meeting Presentation Strategize Engineering 145

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

The 5% Institute

NOVEMBER 13, 2020

In this article, we’ll explore eight tips to help you on your way towards sales mastery; which are 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.

Sales 145

Sales Presentation Clients Follow-up 145

Heinz Marketing

NOVEMBER 11, 2020

By Payal Parikh , Director of Client Engagement at Heinz Marketing. With technological advances we’ve seen over the last two decades on data visualization and integrating data from various sources, there are still gaps in how we process that data, how we present it, and how we tell the story behind it. In my early career days I had been guilty of presenting all the data I could find into ‘pretty’ charts and would scroll through my slides in a room full of executives.

Presentation 141

Presentation Start-ups Clients Technology 141

SaaStr

NOVEMBER 10, 2020

Let’s take a look at 3 recent transactions and valuations in SaaS around $1.5 billion – $2 billion: Coupa acquired Llamasoft for $1.5 billion, 18 years after founding, at $100m ARR. Adobe acquires Workfront for $1.5 billion, 19 years after founding, at $200m ARR. and. Hopin raises $175m at a $2 billion valuation, less than 12 months after founding, at “just” $20m ARR.

Growth 137

Growth Strategize Price 137

The 5% Institute

NOVEMBER 11, 2020

In this article, we’ll detail exactly how to be successful at sales, by following an eight step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale. Read on to learn how to be successful at sales, by following a proven and simple step by step framework.

Consult 145

Consult Technique Sales Clients 145

Heinz Marketing

NOVEMBER 10, 2020

Guest post by Caroline Tien-Spalding CMO at Aptology. As of this writing, there are over 211,000 jobs on Indeed in the category of “product marketing.” On the flip side, there are only 19,000 jobs under the “demand generation” category. How can it be that the need for marketing a product can be so much higher than pipeline creation and lead gen? . The answer is surprisingly (and sadly) simple: Companies are building products and trying to fit them into a marketplace that never asked for that sol

Product 140

Product Launch B2B Pipeline 140

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. But with the rapid advancement of tech and so many options on the market, choosing the right technology for your sales team can seem like a tall mountain to climb.

Contract 133

Contract Sales Consult Represent 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

SaaStr

NOVEMBER 9, 2020

Things are still going to get worse. But a 90% effective vaccine is a reminder that things snap back faster than we realize. E.g., trade shows are already full in China. Maybe: – Go grab that office lease at half off – Hire Bay Area VPs now while they'll work anywhere. — Jason BeKind Lemkin (@jasonlk) November 9, 2020. So while Covid rages across the U.S. and Europe, news comes that we may have a 90% effective vaccine coming.

Tradeshows 133

Tradeshows Retail Promote Meeting 133

The 5% Institute

NOVEMBER 12, 2020

In this guide, you’ll learn exactly how to sell high ticket consulting services, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.

Consult 143

Consult Service Sell Clients 143

Heinz Marketing

NOVEMBER 13, 2020

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Advertising in the month of November and December is worth it for B2C companies and some B2B companies with short purchasing cycles. Take advantage of the 50% increase in ad impressions, 100% increases in click-through rates, and 60% increase in conversions. Many companies will see an average order value go up by 30%, making the ad spend worth the investment.

Click Through Rate 136

Click Through Rate B2C B2B Consult 136

Sales Hacker

NOVEMBER 13, 2020

Let me guess. You started your career in sales because someone said you’d be good at it. You’re outgoing and competitive, so you should be great at sales… Right? While these are both excellent traits for salespeople to have, there’s a lot more to it if you want to succeed in sales. If I had someone tell me this when I started my career in sales, I would have avoided a lot of unnecessary stress and self-doubt.

Drivers/motivators 125

Drivers/motivators Sports Sales Quota 125

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B2B

SaaStr

NOVEMBER 13, 2020

The other day I checked in with Bernadette Nixon, the new CEO of search-as-service leader Algolia. Aloglia’s been a part of SaaStr content and events since the beginning, and I invested at $12k in MRR, and wrote about that here. Now with Bernadette now joining to power the company to $1B ARR and beyond, I thought it would be great to check-in and see and learn what she’s seeing: A few interesting learnings from the convo above: 1.

E-commerce 128

E-commerce Niche Up-sell Start-ups 128

The 5% Institute

NOVEMBER 9, 2020

In this article, we’ll detail the step by step system you’ll need to become successful at personal selling. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A personal selling process will give you consistency as well as a simple to use framework to guide your potential clients towards the sale without being pushy.

Sell 142

Sell Consult Technique Clients 142

G2

NOVEMBER 12, 2020

Branding is about so much more than striking the right creative note.

122

122

Sales Hacker

NOVEMBER 11, 2020

The relationship sale is on its way out. I know this sounds like blasphemy, but hear me out before you start throwing sarcastic memes my way. All I mean is: the way people buy has changed drastically. In the past, strong relationships were the main way to get in front of a prospect and close a deal. Now, data, media, and technology allow us to get in front of prospects and convince them that a complete stranger has a better solution than their incumbent partner.

Launch 124

Launch Sales Price Clients 124

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

SaaStr

NOVEMBER 11, 2020

I note a whole bunch of announcement from the recent past : Salesforce is now competing with a whole ‘nother bunch of its top partners with its new High Velocity Sales Cloud. And yet, Outreach, Salesloft, Mixmax and others are growing faster than ever. Salesforce now competes with many of its partners via Service Cloud, and even in the contact center now.

Cross-sell 127

Cross-sell CRM Contact Launch 127

The 5% Institute

NOVEMBER 12, 2020

In this guide, you’ll learn exactly how to sell high ticket items, by using a proven step by step formula we teach Sales Professionals and Business Owners around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.

Sell 137

Sell Clients Closing Presentation 137

Engage Selling

NOVEMBER 13, 2020

Recently, Gartner shared intriguing research to a group of us sales experts.

Customers 121

Customers B2B Sales Product 121

Highspot

NOVEMBER 12, 2020

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. McKinsey found that more than 75% of buyers now prefer digital self-serve and remote human engagement over face-to-face interactions. Moreover, only 20% of B2B buyers say that they hope to return to in-person sales.

Sell 119

Sell Up-sell Technology Technology 119

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

SaaStr

NOVEMBER 12, 2020

We recently brought together a powerhouse panel of women in revenue to discuss when, why, and how a company should consider going upmarket. . Kelly Del Curto, Senior Director of Sales @ Lever, joined with Tammy Aguillar, Area VP, Commercial Sales @ DocuSign, Kate Earle Jensen, Head of Platform Sales @ Stripe, and Lauren Schwartz, VP of Enterprise Sales @ Fivetran share the following suggestions about how to move your sales organization into larger markets. # 1 Build.

Sell 119

Sell Cross-sell Drivers/motivators Technical Sales 119

G2

NOVEMBER 9, 2020

VoIP traffic comprises of a variety of codecs and protocols leading to mismatches affecting communications, areas superbly handled by the session border controller’s ability to transcode codecs and translate protocols.

119

119

Gong.io

NOVEMBER 9, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. My grandfather was a field sales rep for 3M in the ‘90s. . He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment.

Trust 118

Trust Commission Sports Territory 118

Understanding the Sales Force

NOVEMBER 11, 2020

The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front panel for $125. While I was researching this stupid, preventable issue, I found that many LG owners have the same problem.

Sales 118

Sales Product 118

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

Sandler Training

NOVEMBER 9, 2020

Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.

Technique 117

Technique Sales 117

Membrain

NOVEMBER 8, 2020

Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects.

Prospecting 117

Prospecting Sales Sell 117

SaaStr

NOVEMBER 9, 2020

Q: Does the wise advice to always say no to sponsored features would also apply to a SaaS startup selling to mid-market (ACV 20k to 50k+) and has yet only 2 clients? No. This is not wise advice, it is bad advice in many cases. As long as the deal size is big enough. If a potential deal, is > $20k-$50k-$100k+ in the early days, you should consider one-off features if: the paid feature would also benefit other similar customers , now or in the future; the feature is or should be on your roadm

Closing 116

Closing Cross-sell Up-sell Clients 116

Partners in Excellence

NOVEMBER 9, 2020

Recently, I was on a road trip. I knew where I needed to end up and what time I had to be there. Before leaving, I looked at Google Maps, got a rough idea of how to go and how much time I should allow. I sent the destination to my car, so the nav system could guide me on the best route. I was a little worried, I saw there was some construction, and the weather report said there might be snow over the mountains.

Construction 113

Construction Follow-up Start-ups Up-sell 113

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Sales