Anthony Cole Training
JUNE 26, 2020
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.
Membrain
JUNE 24, 2020
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
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Partners in Excellence
JUNE 24, 2020
When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. SaaS companies have invented their own versions of the numbers, including ARR, CLV, LTV, CAC, MRR, Churn, and so forth.
SaaStr
JUNE 23, 2020
One of the very firm SaaStr-isms what that while $0-$1m ARR is Impossible, and getting from $1m-$10m ARR is Unlikely … that getting from $10m to $100m ARR is Inevitable. Let’s take a look at a version of that basic math. Today, the very best SaaS companies are scaling faster than ever. Often 200% or even 300% at $10m ARR. Look at Zoom, Slack, Datadog, UiPath etc.
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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.
Sales Hacker
JUNE 25, 2020
Even before the uncertainties of COVID-19, Americans were underslept. And there’s a lot of research that shows we’ve been quite unproductive as a result. The current crisis has introduced even more threats to our sleep and productivity. Anxieties keep us up at night , and distractions from working from home , burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom are all killing our focus.
Heinz Marketing
JUNE 25, 2020
By Win Salyards , Marketing Coordinator for Heinz Marketing. Generosity is one of our key values at Heinz Marketing. We work to live that throughout our customer experience and engagements. We believe our clients are our partners and should be treated as such, and part of that is celebrating significant life events with them. I was recently asked to review our client gift process so we could better respond and scale.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesmate
JUNE 26, 2020
Capturing and sustaining buyers’ attention can be a real challenge in the SaaS world. With the rapid evolution of SaaS products, buyers’ expectations are also increasing. Besides, new players are entering the market and doing all that it takes to prove their mettle. And how can we forget the old players who are innovating and improving the user experience to maintain their position in the industry?
Membrain
JUNE 21, 2020
Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time. Whatever situation we’re in, good or bad, we must ask ourselves what we refer to as the Loyalty Question: “What am I doing right now that will make the customer come back the next time they need what we sell?” It’s not about a lifetime.
Heinz Marketing
JUNE 26, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. It is typical for companies to be given a marketing budget before setting sales goals for the year. According to the article B2B Budget Benchmarks: how much should you be spending on average 9-10% of the company’s annual revenue is allocated towards marketing efforts. But often, when I work with clients, I see a big disconnect between the sales goal and the ability to drive enough lead volume to meet the sales goal wi
Understanding the Sales Force
JUNE 25, 2020
You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.
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
Salesmate
JUNE 23, 2020
Every business is revenue-driven. SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. This is a simple cycle of extending their stay in the market and compete. As a business, you have to start out with little expandable resources and you have to follow a strict plan of action for the customer base, the finance, the market research, and logistics!
SalesProInsider
JUNE 25, 2020
The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. These are actions you have control over, not your technology or your company policies. Conversations Not Sales Meetings.
InsightSquared
JUNE 23, 2020
Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process. Some of them are actually useless and can be removed from the calendar, while others carry immense value, but lack the structure and accountability to realize it. . As a team leader, you hold weekly or biweekly pipeline reviews with every rep to gauge the health of their active deals.
SaaStr
JUNE 25, 2020
One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. All the questions still hold today, interestingly. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. It works. Ready to hire your first VP Sales? But haven’t done it before?
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
Salesmate
JUNE 26, 2020
In our previous product update article , we gave you a glimpse of what’s coming in this month. This post specifically revolves around a very crucial feature that we all are very excited about. We are proud to announce that Power Dialer is officially accessible to our users in the freshly-introduced Boost Plan. Power Dialer is one of the most demanded features by businesses to ace their calling game.
Partners in Excellence
JUNE 23, 2020
We struggle with achieving goals and producing results. Whether it’s prospecting or working a deal, we diminish our impact and results because we aren’t doing our homework and preparing ourselves and our customers/prospects to accomplish our shared goals. It starts with our prospecting and establishing new relationships. For example, this morning I get a LinkedIn invitation from someone in the ‘protection and counter-terrorism” field.
G2
JUNE 23, 2020
Blogger outreach is an effective way to tap a relevant audience and introduce your brand to a whole new set of readers.
SaaStr
JUNE 21, 2020
Q: Can B2B sales ever be 100% automated? Of course it can. It is called self-service. And it works great, up to a point. The question is, do you want to do better than that? Do you want to sell deals much more than $299 / month? Prospects really want to a live human before putting much more than that, at least to start, on a credit card. Do you want to close more of the potential seats / revenue up front?
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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.
Sandler Training
JUNE 23, 2020
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.
Understanding the Sales Force
JUNE 23, 2020
Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip. All three of these are examples where the brand and the product were one in the same. We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!
Predictable Revenue
JUNE 22, 2020
On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.
Cience
JUNE 23, 2020
When it comes to outbound email, there are many important things to consider. Here’s a few examples: Writing to a specific audience based on persona and industry Using the right tone and cadence Keeping your email short, enticing, and readable (at an elementary level). These are just some of the most important aspects of any great outbound email that create positive engagements.
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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
Sales Hacker
JUNE 22, 2020
Does this question sound familiar… “Actually, can you make this out to our CFO?”. You’re closing a deal and after sending the order form to your so-called champion, you learn that they aren’t the one signing. The fate of your deal now depends on someone you’ve never met. To make matters worse, today is the close date of this forecasted opportunity and your manager asks you when it’s coming in.
Engage Selling
JUNE 26, 2020
I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.
SaaStr
JUNE 22, 2020
These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some founder liquidity. And these days, the valuations where it is offered is creeping down a bit as bigger funds do earlier stage deals. It’s not out of the goodness of their hearts. It’s so they can buy more and/or win the deal.
Sandler Training
JUNE 26, 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. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #25: When You Want to Know the Future, Bring it to the Present [PODCAST] appeared first on Sandler Traini
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.
Partners in Excellence
JUNE 21, 2020
Over the past several weeks, I’ve gotten into a number of discussions about the “economics of selling.” They’ve covered the gamut from rationalizing what we spend on sales and sales people, affordability and how much we can invest, to optimizing the investment we make in sales, assuring we get return on those investments. In one conversation, a statement struck me, “Sales people have to pay their own way.” All of a sudden, it struck me that the reality is sale
Predictable Revenue
JUNE 26, 2020
COVID-19 established a new reality, forcing businesses to close their doors or adapt to new working conditions. Such drastic changes also had a negative impact on numerous workers who couldn’t handle working from home or felt pressured. Did you know that your sales team is the one that is affected the most by the new virus? The post How COVID-19 Impacts Your Sales Team appeared first on Predictable Revenue.
SaaStr
JUNE 21, 2020
Our YouTube views continue to hit records during these Shelter+ times. What are folks watching the most this week? Let’s take a look at the Top 10 Videos of the Week (that weren’t also in the Top 10 last week or so): #1: A Decade of Learnings From Y Combinator with CEO MIchael Seibel. This one always floats near the top. #2: “The Cadence: How To Turn Your SaaS Startup into an Army” with David Sacks, Craft Ventures and ex-CEO Yammer and ex-COO of PayPal.
criteria for success
JUNE 24, 2020
Sales email templates are huge time-savers. And for salespeople, time is their most valuable resource. Any amount of time one of your salespeople spends chasing non-responsive prospects is time he/she could be spending closing deals or building a productive pipeline. As a sales manager, you want to keep a close eye on your sales team’s activity and encourage them to cut the cord when necessary.
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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