Membrain
SEPTEMBER 13, 2020
Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”.
Engage Selling
SEPTEMBER 18, 2020
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.
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Understanding the Sales Force
SEPTEMBER 17, 2020
Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.
SaaStr
SEPTEMBER 13, 2020
90% of my evaluation of any leader that works for me is the quality of people they can get to work for them. This could be wrong… Maybe it should be 95%. — Todd McKinnon (@toddmckinnon) September 13, 2020. Recruiting is tough. I certainly don’t do it well enough. But to be a great CEO, you need to find a way to force yourself to be a great recruiter.
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Membrain
SEPTEMBER 16, 2020
There are certain sales and marketing technology companies that have become practically household names over the past several years, and Hubspot is certainly one of those. With the release of a “free” CRM, integrating marketing and sales data has been promised to do wonders.
Partners in Excellence
SEPTEMBER 14, 2020
So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Alternatively, we listen for triggers to talk more.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
SEPTEMBER 17, 2020
Ok on the heels of 100,000+ across social, Zoom and more at 2020 SaaStr Annual at Home, our next big digital event is the 2nd edition of SaaStrScale.com on Dec 8-9. Scale particularly focuses on helping founders scale to $1B ARR … and beyond. We’ll have top CEOs like Todd McKinnon, CEO of Okta, and Howie Liu, CEO of Airtable, top product leaders like Carl Gold, Chief Data Scientist at Zuora, and 40+ CROs, CMOs, CCOs, and much more!
Sales Hacker
SEPTEMBER 18, 2020
Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. All while delighting customers along the way. Newly minted Chief Revenue Officers are what I like to call revenue architects.
Partners in Excellence
SEPTEMBER 17, 2020
Recently, the NY Times had a fascinating article: “Faces Of Power, 80% Are White As The Country Gets More Diverse.” There were a couple of interesting data points, of the 25 highest value publicly traded companies in the US, only 6 were people of color, none were women. In the Fortune 500, there are only 4 black CEOs. We have long known that we have a diversity/inclusion problem in our country.
Salesmate
SEPTEMBER 18, 2020
It is enticing to play the role of a manager in a sales team. However, with power comes great responsibility. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. Ronald Reagan once said, “The greatest leader is not necessarily the one who does great things. He is the one that gets the people to the greatest things.”.
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
SaaStr
SEPTEMBER 16, 2020
You want to hire that VP you saw at an event, that was a VP at that hot company, that did it all there. But first, they probably didn't do it all. And second, if they did, they probably don't want to do it >all< again. It's probably a mirage. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 15, 2020. Ok this is a simple post, and one we’ve touched on many times before.
Heinz Marketing
SEPTEMBER 15, 2020
By Maria Geokezas , Vice President of Client Services at Heinz Marketing. Even before the pandemic, we were all experiencing the feeling of being overwhelmed by the amount of content available. It seems to have gotten more intense. So far in 2020, 70 million new posts appear monthly on WordPress blogs alone (WordPress accounts for 27% of all blog posts – if you do the math that equals 8.6 million new posts per day!
Partners in Excellence
SEPTEMBER 18, 2020
I spend much of my time in meetings with clients and their customers. Since the pandemic, it seems I have more meetings on my calendar, starting early in the morning running into the afternoon. I know we are supposed to complain about how much time we waste in meetings, frankly that’s not my experience. One, I insist on an agenda, if I’m to participate.
RAIN Group
SEPTEMBER 16, 2020
To succeed in sales, you need to have the right skills. You have to be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, and manage sellers. And today, you need to be successful in doing all of this with no face-to-face interaction. That's a lot to have to master.
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
SaaStr
SEPTEMBER 17, 2020
One of our top sessions from our recent Annual at Home event was from GitHub’s COO, Erica Brescia. For those unfamiliar with her background, Brescia started off as the founder and COO of Bitnami, a 75 person startup. Just over a year ago, she sold to VMware and the company has since doubled in size. In her session, Erica shares her hard-earned leadership lessons– from selling her company to what she’s learned at Github, we’ll share her most essential leadership principle
Heinz Marketing
SEPTEMBER 13, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. I love productivity tools. I recently learned about Cozi , a family organizing app that does it all. It helps coordinate and communicate everyone’s schedules and activities, track grocery lists, manage to do lists, plan ahead for dinner, and keep the whole family on the same page. If you’re homeschooling, whether by choice or by default because of mandated online learning, this could really be a big help to families!
Partners in Excellence
SEPTEMBER 16, 2020
The “5 Why’s” is a tool developed decades ago, attributed to Sakichi Toyoda in developing the Toyota Production System. Anyone involved in TQM or Lean knows about the “5 Why’s,” and how to leverage them. It’s one of the most powerful collaborative tools to help us help our customers learn and think differently.
Jill Konrath
SEPTEMBER 15, 2020
If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
SaaStr
SEPTEMBER 17, 2020
I get sent this resume to review all the time. Director+ of Sales at Slack / Zoom / DropBox / Pick Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $30m as VPS from Day 0. Was there “early” through IPO and did amazing things. That all sounds impressive, for sure. But were they great? Or just lucky? The thing is, it’s actually hard to know on the surface.
Hubspot
SEPTEMBER 17, 2020
When I worked at a marketing agency, one of my duties was to create Instagram accounts for our clients who had never used social media before. More often than not, those clients soon realized how helpful Instagram could be for their business. With 140 million estimated monthly active businesses across Instagram, Facebook, and WhatsApp and over 200 million Instagram users visiting at least one business profile daily , it makes sense.
Partners in Excellence
SEPTEMBER 15, 2020
I found myself talking about a “Value Proposition.” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation. To make sure our customers don’t miss it, we tend to say, “Our value proposition is…… ” When we remember the “script” and articulate our Value Proposition
KO Advantage Group
SEPTEMBER 15, 2020
The influencer vs. the decision maker. Do those two ever get confusing to you? Buyers can be liars. So how do you know which is which? Once you figure out who is who, then you have to decide who is the better person to pursue for a lead. B2B sales can be more complex than B2C in some aspects. Answering these questions can help you in your sales cycle.
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SaaStr
SEPTEMBER 14, 2020
In case u missed @SaaStrAnnual State of the Cloud w @bdeeter @TheValuesVC. ??Future of work = remote ??Privacy debt = new technical debt ??Cloud proliferating globally ??B2B txns moving online ??APIs driving innovation ??Automation at scale. Don't forget: tone starts at the top! pic.twitter.com/peiSffkwP4. — Janelle Teng (@NextBigTeng) September 2, 2020.
Hubspot
SEPTEMBER 17, 2020
This post is a part of Made @ HubSpot, an internal thought leadership series through which we extract lessons from experiments conducted by our very own HubSpotters. How do customers discover new products nowadays? Despite there being many ways of becoming aware of a product, there is a simple route to considering it for purchase. If you’re like me, you do it every time you’re looking to buy or try something new: You turn to your friends (and in many cases, Google) and ask, “What are the best X
Partners in Excellence
SEPTEMBER 17, 2020
I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say, “people will find their own path to the target… ” Well, yes, but…… There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic.
Sales Hacker
SEPTEMBER 14, 2020
Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. It seems simple, but let’s start with the foundational: what an RFP is, how to separate the good opportunities from the bad, and then how to begin responding to an RFP.
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.
SaaStr
SEPTEMBER 16, 2020
You want to hire that VP you saw at an event, that was a VP at that hot company, that did it all there. But first, they probably didn't do it all. And second, if they did, they probably don't want to do it >all< again. It's probably a mirage. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 15, 2020. Q: Have you ever regretted firing an employee?
Hubspot
SEPTEMBER 15, 2020
Nowadays, it's critical you invest in a video marketing strategy to build brand awareness and expand your reach, particularly since so many people prefer watching video over other types of content. But even the most robust video marketing strategy often misses one key element: live streaming. Over the past few years, live streaming has become a popular marketing tool.
ConversionXL
SEPTEMBER 15, 2020
Like any popular business term, “customer centricity” is often abused by businesses that shoehorn it into their core values. Unsurprisingly, this doesn’t cut it. It’s actually better not to claim customer centricity if you can’t get people across your business to really care about your customers. To be customer centric, you need to speak to your customers, understand their wants and needs, and use data to inform ideas and decisions.
Heinz Marketing
SEPTEMBER 18, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. This year has been quite the whirlwind, to say the least. Can you believe it’s already mid-September? I was thinking the other day about how weird it would be to show up to the office again and how the calendar on my desk would still read “March” It would almost feel as though we put a pause on life.
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.
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