STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Territory 274

Territory Sales Relationship building Account management 274

Anthony Cole Training

JUNE 3, 2021

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why?

Sales 157

Sales 157

Membrain

MAY 30, 2021

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Sales 158

Sales 158

RAIN Group

JUNE 2, 2021

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Quota 140

Quota Sales Meeting Sell 140

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Understanding the Sales Force

JUNE 1, 2021

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.

Clients 130

Clients Sales Sell 130

Sandler Training

JUNE 1, 2021

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

Prospecting 125

Prospecting Technology Technology Sales 125

SaaStr

MAY 31, 2021

Patrick Collision, CEO and co-founder of mammothly successful Stripe, a while back put together a list of things to do from age 10 to 20 to be a successful entrepreneur. I do wish I’d done all those things. In a small way, a few of those age 10-20 skills I did acquire from starting a tiny software company then were what carried through to whatever success I’ve had.

Start-ups 121

Start-ups Growth Closing Engineering 121

Heinz Marketing

MAY 29, 2021

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. A World Without Email: Reimagining Work in an Age of Communication Overload.

B2B 108

B2B E-commerce Customers Manufacturing 108

Sandler Training

JUNE 1, 2021

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. The post How to Succeed at Radical Relationships appeared first on Sandler Training.

Customers 111

Customers 111

Sales Hacker

JUNE 1, 2021

How do you respond to objections without getting flustered — or making your prospect frustrated? Tito Bohrt has been building SDR teams for close to a decade. In this interactive workshop, he’ll walk you through what works (and what doesn’t) when prospects raise serious questions during cold calls, disco and demos. Come ready with your questions! ARVE Error: src mismatch url: [link] src in: [link] src gen: [link] comparison url: [link] src in: [link] src gen: [link].

Objection handling 103

Objection handling Cold Call Prospecting Meeting 103

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

SaaStr

JUNE 1, 2021

The other day I went to buy a SaaS product. I know this SaaS product well, and have used it for years. It’s not a great piece of software, but it’s very effective and useful. I was finally ready to buy. I was forced to go to an SDR first — the only button was “Contact Us” I asked for a free trial. The SDR said that wasn’t possible, and wanted to talk about my “budget” first.

User Experience 117

User Experience Engineering Strategize Contact 117

Engage Selling

JUNE 4, 2021

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline. Creating a buyer-verified pipeline is actually quite … Read More » The post Your Buyer is Out of Sync with Your Sales Process | Sales Strategies first appeared on The Sales Leader.

Process 97

Process Pipeline Sales Sell 97

Adaptive Business Services

JUNE 2, 2021

The unfortunate fact is that a large majority of CRM implementations fail. Even a substantial percentage of those that have been deemed to be successful, are probably failing (you will need to look below the surface). A large part of this is due to HATE. In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM.

CRM 96

CRM Commission Repeat business Represent 96

Sales Hacker

JUNE 3, 2021

On this special episode of the Sales Hacker podcast, we have Asia Corbett , Head of Revenue of Operations at Postal.io. She’s got a really interesting story about how she got into revenue operations and why she’s passionate about it. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Now let’s get into this special podcast episode with Asia Corbett!

Sales 100

Sales 100

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

SaaStr

JUNE 3, 2021

Recently we did a great AMA-style “Quora Session” You can see the whole list of questions and answers here. One fundamental question asked was What Everyone Should Know Before Starting a SaaS Company. I think we’ve hit the core things on SaaStr over the years, and we’ve added more structure in the SaaStr University … but this was a good chance to pull together perhaps the 5 most key things to know IMHO/IME.

B2C 110

B2C Start-ups Meeting Process 110

Highspot

JUNE 4, 2021

Sales organizations today encounter two major problems: . Inconsistent rep performance: While many organizations report achieving revenue targets, participation rates (that is, the percentage of reps who achieved quota) are much lower. This inconsistent performance across sales teams can contribute to numerous problems, including rep churn – an expensive consequence.

Launch 98

Launch Quota CRM Strategize 98

Lead Fuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Salespeople who close more deals compared to their colleagues might be working with a different strategy. Here are the things the top sellers are doing right: They focus on the prospects’ needs. A great salesperson knows the difference between convincing their leads to buy to convincing them to buy now.

Technique 98

Technique Closing Cross-sell Sales 98

Sell Or Die

MAY 31, 2021

In this episode of The Sell or Die Podcast, we’re discussing the importance of following up with your potential clients and the process you need to have to make a sale. The truth is most people aren’t making the sale in the first sales call which is why your ability to follow through is everything to your success. Many people think following up makes them seem naggy or annoying but successful salespeople should be doing something before the sale to prime the prospect and/or doing something after

Closing 98

Closing Process Follow-up Sales 98

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Pipeline

SaaStr

JUNE 3, 2021

Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR. It accelerated. * Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. They did it the hard way, with SMBs. — Jason BeKind Lemkin (@jasonlk) May 6, 2021. A fairly incredible thing has happened as we leave Covid behind (at least in the U.S.) and as Cloud continues to scale: Many of the best in SaaS are accelerating even at mas

Growth 105

Growth Customers 105

criteria for success

JUNE 3, 2021

Here at CFS, we believe collaboration is the key to success. We structure our company's process around this philosophy; we meet for daily check-ins as a team, we set aside time for purposeful brainstorm sessions, we encourage an open discourse, and so on. And as a result, we see so many benefits to our collaborative culture. Our ideas are sharper, our processes are speedier, and everyone feels that they are able to pitch in, like they are truly a part of a team.

Growth 97

Growth Cross-sell Finance Represent 97

Sales Nexus

JUNE 2, 2021

Is it time for you to look for a Salesforce alternative? Thousands of companies just like yours start with Salesforce with great expectations only to be disappointed. Frustrations with under-utilization and ever growing costs are the norm. Worst of all, Salesforce keeps customers locked into long term contracts and makes it difficult to migrate to other tools.

Contract 96

Contract CRM Consult Start-ups 96

David Meerman Scott

JUNE 1, 2021

The new publishing model on the web is not about hype and spin and messages. It is about delivering content when and where it is needed and, in the process, branding you or your organization as a leader. Sometimes I call this Brand Journalism.

Process 95

Process 95

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Campaign

SaaStr

JUNE 3, 2021

When I co-founded my first company, way back in the dark stretch between Web 1.0 and Web 2.0, we got a terrible deal, from a dilution and valuation perspective. Yes, we raised $9m to get the company off the ground, but we had to sell just about everything to pull it off. The trade-off from the VCs? Big Salaries and 100% Vested Stock. We didn’t ask for either, but in their minds, I guess both were pretty cheap things they could do while still maintaining maximum ownership for themselves.

Finance 94

Finance Start-ups Up-sell Closing 94

criteria for success

MAY 31, 2021

Happy Monday, Let's Talk Sales listeners! On this week's episode, we have on comedian and company founder, Jake Hurwitz! We were excited to have Jake on the show because he is a unique guest for our roster. Jake started his career as a writer and performer for CollegeHumor. There, he became well-known for his web series, Jake and Amir , which he produced with his comedy partner, Amir Blumenfeld.

Launch 97

Launch Networking Follow-up Start-ups 97

Hubspot

JUNE 2, 2021

Whether or not you realize it, you judge every website by its visual appeal. And it only takes about 0.05 seconds to form an opinion. That means the hero image (the first photo, graphic, or video people see) has to be eye-catching enough to keep people scrolling the site. High-quality hero images are the key to a great first impression. If done well, they represent the essence of your brand identity and the overall theme of your web page.

Objectives and Key Results 99

Objectives and Key Results Retail Follow-up Start-ups 99

Partners in Excellence

JUNE 1, 2021

I was participating in a webcast recently. One of the speakers pose an intriguing and important question, “Do you have a daily learning objective?” The response from the audience was predictable, a minority of the participants had a formal objective. Some had good intentions, the majority had no formal plan. Later, I started posing the question to others.

Meeting 86

Meeting Start-ups Conversion Process 86

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

SaaStr

JUNE 1, 2021

Q: If I White-label my SaaS, will it hurt me on branding my own company? Just do it. If it’s easy to do. Lots of folks agonize over white-labelling. The brand benefits will go to my partner, not me. I’ll be valued less. Etc. etc. But bear in mind a few things: All money is green, all recurring money is ARR. If the revenue recurs, it counts. Customers often will figure it out.

Product 93

Product Customers 93

Highspot

JUNE 3, 2021

As organizations adjusted to the new world of work over the past year, business leaders across the globe had to become intimately acquainted with words like change, pivot, and transition. Although it may feel like we’ve just begun to adapt to the new reality, organizations are beginning to talk about transitioning back to in-person work looks like, leaving sales enablement practitioners left to plan how to enable reps through yet another transition. .

Up-sell 89

Up-sell Start-ups Drivers/motivators Sell 89

Hubspot

JUNE 4, 2021

"I've never been a natural, all I do is try, try, try.". These Taylor Swift lyrics, in the song " mirrorball ", perfectly explain my relationship with numbers, math, and anything concerning data analytics. However, as a marketer, data analysis is one of the most important aspects of my job. But like most marketers, who prefer strategy and creativity, numbers and Excel reports don't come naturally to me.

Follow-up 98

Follow-up Gaming Start-ups Process 98

Sandler Training

JUNE 2, 2021

Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization. The post Will Sales Transformation of the Future be Virtual or Face-to-Face? appeared first on Sandler Training.

Sales 88

Sales Technology Technology Process 88

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service