Anthony Cole Training
JUNE 11, 2020
In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.
Partners in Excellence
JUNE 7, 2020
Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “… It’s more challenging than I expected… ” My knee jerk reaction was, “Fantastic!
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Understanding the Sales Force
JUNE 8, 2020
Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm. Four weeks laster, we still don't have the glass replaced. One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again.
SaaStr
JUNE 8, 2020
Given that so many VC pitches are over Zoom now, I thought it would be worth re-freshing this classic SaaStr post on things it’s easy to get wrong when pitching investors. Pitching VCs is like anything. You’ll get better at it over time. Later, you’ll even get great at it. Once you know how it works, it’s not even that hard to knock it out of the park.
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
Salesmate
JUNE 9, 2020
Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.
G2
JUNE 11, 2020
Successful marketing comes in all shapes and sizes.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JUNE 12, 2020
There are some questions in SaaS that are, at some level, almost a mystery: Why was Veeva able to burn only ~$10m net on its way to an IPO? Yet Box needed $250m? Both sell to the Enterprise. So it’s not that. Yes, Veeva has a very high ACV, with prepaid contracts. That helps a ton. Yet … is that really the whole story? Why did Atlassian essentially need no capital to IPO, yet Slack raised epic amounts ?
Partners in Excellence
JUNE 9, 2020
Anyone who has spent any time with me knows that I’m focused on planning and preparation. Whether it is applying design thinking to the next meeting with a customer, or a manager doing a pipeline review, or developing and executing a deal plan; I am hard over on planning and preparation. I can quote all sorts of statistics on the difference in results produce by those who plan and prepare, and those that wing it.
Sales Hacker
JUNE 11, 2020
Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. Prospecting is something every sales organization needs to master. Without it, there would be no deals to close. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.
Membrain
JUNE 10, 2020
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
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.
SaaStr
JUNE 9, 2020
For us SaaS Old Timers, it’s still all sort of about Salesforce. We built apps on Salesforce. We hired our VPs from Salesforce. We learned from Salesforce. We “copied” Salesforce. It remains the #1 pure SaaS company by far and is a force of nature. A $150 billion+ mega-company. The first to $1b in ARR, the first to $10b in ARR, and likely, the first to $100b in ARR.
Partners in Excellence
JUNE 11, 2020
I’m always stunned by the number of sales people and leaders that don’t know their numbers. By that, I mean the numbers that help them understand the leverage points in driving performance. Some readers will push back, “I know my quota and the revenue I produced…I know what I have to do each month, quarter!” Those are important numbers, but not very useful in managing performance.
SalesProInsider
JUNE 11, 2020
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience.
Engage Selling
JUNE 12, 2020
Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.
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SaaStr
JUNE 10, 2020
How much do you talk about Customer Marketing? Be honest. While the concept may sound old hat to those that have been in the software business for a long time, in SaaS in particular, very little tools, processes, and software are applied to marketing to customers after they are closed. Over the last 5+ years, we’ve all started to turn Customer Success into a science and a key discipline in SaaS.
Partners in Excellence
JUNE 8, 2020
I have to admit, I’m going stir crazy. My days are filled with back to back Zoom, Team, Skype meetings. I’m “connecting” with people, perhaps more than before. But I’m longing to jump on a plane and go to a face to face meeting. There’s something about physical presence that virtual meetings cannot replace, at least yet.
Sales Hacker
JUNE 10, 2020
An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. And that’s simply not true. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. And the potential rewards make it more than worth the extra trouble. The difficulty lies with the fact that salespeople forget the true value of a C-suite sale.
Engage Selling
JUNE 12, 2020
In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.
Advertiser: ZoomInfo
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SaaStr
JUNE 11, 2020
Q: What is customer lifetime value, and why is it important? It might not be that important. CLTV is critical (of course), but it has become less useful as a planning tool over time in SaaS. In the early days of SaaS, we all focused on Customer Lifetime Value. In B2C and high-churn environments, it’s indeed a critical metric. You do need to know how long your customers last.
Partners in Excellence
JUNE 6, 2020
The past weeks and month have been, interesting. (If ever there was an understatement). In times of crises, we all look for leadership. We seek understanding, caring, answers, support, direction. As usual, in times of crises, it’s amazing and truly heartening to see how leaders and leadership emerge. So often, it’s from the most unexpected people and places.
Hubspot
JUNE 12, 2020
For businesses to grow in today's climate, marketers must think about their content and strategies on a global scale. The internet has opened doors to new markets around the world, and yet, without paying proper attention to these new customers' preferences and culture, marketers can miss out on significant opportunities. So, how can marketers make sure their content is prepared for when new markets open?
Heinz Marketing
JUNE 6, 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 CMOs Are Identifying Shifting Customer Needs. With customers working more on fighting fires than planning for the future, customer data gathering isn’t as effective currently.
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.
SaaStr
JUNE 8, 2020
With 25,000+ attendees to our digital events so far this year, and most of our digital assets (podcast, newsletter, etc) under heavy demand during Shelter, we’ve been putting together a weekly update to our partners and sponsors. Want to learn more about how to connect with 1000s of Cloud CEOs and execs? Come learn on Friday! We’re excited to invite you to our sponsor webinar on Friday, June 12 @ 10am PT.
Partners in Excellence
JUNE 8, 2020
So much of what I hear and read focuses on “getting back to normal,” or “the good old days (pre-pandemic).” It’s stunning how short our memories are. Reflecting back, as little as six months ago, “normal” wasn’t so great. The “good old days,” weren’t very good. Think about it: The majority of sales people were not making quota.
Hubspot
JUNE 11, 2020
This post is a part of Made @ HubSpot, an internal thought series through which we extract lessons from experiments conducted by our very own HubSpotters. Have you ever tried to bring your clean laundry upstairs by hand, and things keep falling out of the giant blob of clothing you’re carrying? This is a lot like trying to grow organic website traffic.
Sales Hacker
JUNE 9, 2020
This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales.
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.
SaaStr
JUNE 12, 2020
Q: When should you raise the salary of your employees as a startup? A few thoughts to at least think about: Try to pay “market” to all your employees as soon as you can. Some folks that join a start-up will be OK taking a salary cut when you have almost no revenue or money in the bank. But you do have to go to market rates once you can afford to. You are asking too much, otherwise.
The 5% Institute
JUNE 12, 2020
Inside sales refers to any sales role, where you speak to your potential and ideal clients remotely. Over the last few years – and even more so today; inside sales is becoming increasingly popular, because it’s got excellent benefits compared to Sales Professionals that don’t sell remotely. Just some of the business methodologies utilising inside sales include: Software as a service.
Hubspot
JUNE 11, 2020
70% of companies are actively investing in content marketing, and 60% regard it as an important part of overall strategic planning. These points emphasize the need for a strong content marketing strategy. A strategy is only as good as its tools. If you have a winning strategy, but unreliable resources to pull it all together, your plan might fall apart at the execution level.
Heinz Marketing
JUNE 8, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
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