Anthony Cole Training

NOVEMBER 5, 2020

How important is it that you or your sales team close more business, more quickly at higher margins?

Meeting 274

Meeting Prospecting Closing Sales 274

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.

Up-sell 155

Up-sell Sell Strategize B2B 155

Membrain

NOVEMBER 1, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 163

Sales Presentation 163

The 5% Institute

NOVEMBER 6, 2020

Selling real estate the correct way, can make the difference between remaining a mediocre Real Estate Agent or Realtor, and reaching the top 5% of your industry. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too. So; what’s the correct way to go about selling real estate?

Real Estate 145

Real Estate Sell Cross-sell Objectives and Key Results 145

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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

Heinz Marketing

NOVEMBER 3, 2020

By Maria Geokezas , VP of Client Services at Heinz Marketing. Managing a marketing team can be difficult. It can also be the most rewarding aspect of your job. When you search for marketing management you get all sorts of information about what marketers do – the theories, tools, and frameworks used that make up the field of marketing. It’s a lot more difficult to find information about leading a marketing team.

Promote 138

Promote Campaign Drivers/motivators Clients 138

Sandler Training

NOVEMBER 2, 2020

Mike Montague interviews Kevin Shulman on How to Succeed at Achieving Your Goals. The post How to Succeed at Achieving Your Goals [PODCAST] appeared first on Sandler Training.

Growth 117

Growth 117

SaaStr

NOVEMBER 5, 2020

One of the biggest challenges in scaling a SaaS company has always been VP and SVP level talent. Especially, past $10m ARR and beyond. Outside of the SF Bay Area, and a little bit of NYC and Salt Lake City, the bench talent just isn’t there. Even today. It’s an even bigger deal in the enterprise, where the playbook to closing large deals is more critical to have down.

Start-ups 115

Start-ups Closing Sales Growth 115

Heinz Marketing

OCTOBER 31, 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. How to Work in Crazy Times. Some great advice for these crazy times. Great video, Jill Konrath.

B2B 136

B2B Prospecting Cross-sell Cold Call 136

Sandler Training

NOVEMBER 2, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #43 – You Don’t Learn How to Win By Getting a Yes; You Learn By Getting a No appeared first on Sandler Training.

Sell 114

Sell Growth 114

Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). We couldn’t manager our personal or organizational performance, without metrics, though, I’ve observed we tend to have too many metrics, and tho

SQL 107

SQL Territory Pipeline Quota 107

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

NOVEMBER 4, 2020

So finally, after likely trillions of minutes of sessions, Zoom is rolling out end-to-end encryption. And while it sounds great, it’s also sort of a bit, well, almost silly as a feature. Almost. Or at least, not really necessary. Too much form over substance. Why? Because of course “end-to-end encryption” sounds like something you’d want, and it sounds like a big upgrade.

Contract 113

Contract Meeting Customers Sell 113

Heinz Marketing

NOVEMBER 4, 2020

By Sheena McKinney , Executive Assistant & Operations Specialist at Heinz Marketing. Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies.

Pipeline 112

Pipeline Follow-up Sales Clients 112

ConversionXL

NOVEMBER 4, 2020

Freemium to paid conversion rates for SaaS businesses hover around the 2% mark on a good day. That means that 98% of your free users will stay that way forever—never diving into their wallet to provide you with the MRR that will lower your CAC. Now, there are many methods you can use to try and increase your conversion rate. You can create a sense of urgency with a well-timed offer (e.g., “Get 50% off your annual plan, this weekend only”).

Conversion 103

Conversion Gaming Teamwork Start-ups 103

Predictable Revenue

NOVEMBER 5, 2020

Learn how Nick's strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. The post Deal Mechanics: How to Work (And Close) 3x The Deals appeared first on Predictable Revenue.

Closing 105

Closing Pipeline Meeting 105

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

RAIN Group

NOVEMBER 4, 2020

Emotions are powerful motivators of buying. Consider that, in 2019, total U.S. spending in the weight loss category was $72.7 billion according to marketresearch.com. That's a lot of money spent on products and services that help people eat well and exercise more.

Drivers/motivators 105

Drivers/motivators Service Product Consult 105

SaaStr

NOVEMBER 3, 2020

18 years to $100m ARR and unicorn exit. You want it to be faster, but sometimes, it just takes longer. Stay with it [link]. — Jason BeKind Lemkin (@jasonlk) November 2, 2020. The other day Coupa did its first $1B+ acquisition, of 18+ year old Llamsoft. It took Llamasoft 18 years to get to $100m ARR, and 18 years to a $1B+ exit. There should be a lot more billion+ acquisitions in Cloud and SaaS, if only because there are more decacorns to buy them.

100

100

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. And I had been tasked to build out our new EMEA team (and later, I did the same in Melbourne, Australia; Tokyo, Japan; and Kyiv, Ukraine).

Territory 99

Territory Launch Sales Up-sell 99

Highspot

NOVEMBER 3, 2020

But like any other skill, the ability to successfully navigate the world of work can be learned. Year Up, an organization dedicated to closing the Opportunity Divide, and one of our community partners, knows this well. Through a rigorous curriculum, Year Up provides young adults with the professional and technical skills they need to launch successful careers.

Launch 98

Launch Hospitality Presentation Start-ups 98

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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.

Pipeline

SalesHandy

NOVEMBER 2, 2020

Linkedin is the largest professional network in the world with over 700 million active users. There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. 89% of B2B marketers are already using Linkedin for lead generation and 62% state that it generates 2X more leads than the next best social channel.

Prospecting 98

Prospecting Campaign Networking Follow-up 98

SaaStr

NOVEMBER 5, 2020

Q: Can salespeople really get customers to buy a product they don’t need? In many ways, getting folks to buy a product they don’t truly need is the art of sales. If they really, truly needed it right now … all you really need is an order taker. I’m exaggerating, but not by that much. Any “1 call close” deal really is almost pre-sold before the lead even comes in.

Customers 99

Customers Price Sales Closing 99

Sales Hacker

NOVEMBER 5, 2020

It’s that time of year: the fourth quarter. For many of us, this is when budgets get set, deals get drafted, and your commission gets solidified. And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email. Unfortunately, there’s a lot of downsides that come with the convenience of email. You don’t get the benefit of reading body language, and you miss out on the responsiveness of other mediums, like a phone call.

Meeting 97

Meeting Closing Commission Pipeline 97

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. The power of machine learning guides teams to make better and more informed decisions.

CRM 90

CRM Technology Technology Strategize 90

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

Hubspot

NOVEMBER 4, 2020

I can guarantee you that this article will be absolutely eye-opening. It will provide actionable , research-backed insight that's proven to take your marketing copy from mind-numbing to mind-blowing. I know what you're thinking — "Wow! The language you just used was absolutely electric! I'm totally engaged and emotionally invested! I need to read this article and learn more about whatever it's discussing!

Electricity 101

Electricity Service Trust Product 101

SaaStr

NOVEMBER 6, 2020

Building a new business in a crowded space with already established competitors can be quite nerve-wracking, to say the least. Market fluctuations, rather than stability, are often the norm, and it’s hard to feel like your brand will have a place in it all. If you’re starting out in an already crowded market, this next case study should give all founders some confidence.

Growth 100

Growth Start-ups Customers Product 100

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. He went on to say, “Ultimately, we can track most issues to how we opened the engagement…” My immediate reaction was, “Well, yes, but…… ” I think too many managers don’t even look this deeply, but have similar views, the solution to all anemic pipelines is more prospecting.

Pipeline 85

Pipeline Territory Sales Prospecting 85

Sales Hacker

NOVEMBER 4, 2020

Connecting with prospects is harder than ever. Personalization may capture someone’s attention, but you have to be creative in order to win their heart and close a deal. The post Creativity is the New Sales Hack appeared first on Sales Hacker.

Sales 83

Sales Closing Prospecting 83

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

Hubspot

NOVEMBER 3, 2020

Two years ago, I was asked to give a presentation about my HubSpot article on emotional marketing. It was by far the both exhilarating and nerve wracking experience of my professional life. I don’t necessarily hate public speaking. However, leading up to the event, I felt the full responsibility of not only delivering a good presentation but also teaching the audience valuable , actionable information — and that was very intimidating.

Presentation 100

Presentation Entertainment Education Clients 100

SaaStr

NOVEMBER 2, 2020

Ok, it’s November now and it’s time to start getting excited for the second annual SaaStrScale.com 2020. SaaStr Scale is our growth-focused event with the best lessons learned from CEOs, CROs, CMOS, CCOs, and much more on how to scale to $1m, $10m, $100m, $1B ARR … and beyond! The core sessions are FREE and we have a very inexpensive workshop pass if you want to be mentored in small sessions by literally dozens of the top revenue and customer professionals in SaaS and Cloud.

Growth 94

Growth Start-ups Meeting Customers 94

Predictable Revenue

NOVEMBER 3, 2020

Accept the new normal, and keep your sales team calm and motivated during difficult times. The post Content For Increased Sales Enablement: A User’s Guide appeared first on Predictable Revenue.

Drivers/motivators 76

Drivers/motivators Sales 76

Adaptive Business Services

NOVEMBER 4, 2020

Seems like, for a lot of folks, there is never enough time to do it right, but there is always enough time to do it over. However, in selling situations, there is rarely enough time to do either. You simply don’t get the chance. It’s over, the fat lady sings, and you have squandered your opportunity. I hate losing probably even more than I like winning.

Repeat business 71

Repeat business Referrals Sales Education 71

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