Force Management
DECEMBER 10, 2020
Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.
Membrain
DECEMBER 9, 2020
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
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Anthony Cole Training
DECEMBER 10, 2020
Selling is hard. Especially with the easy access prospects have to critical decision-making information. However, the struggle often begins with how and what we think. In this blog, Tony discusses the personal beliefs and myths that often get in the way of a sales persons ability to see greater overall success.
Understanding the Sales Force
DECEMBER 9, 2020
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides.
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SaaStr
DECEMBER 7, 2020
I know you are probably like me. You go to a web service. What do you do? Free trial. Sign Up Now. The very, very last thing I am going to click is “Contact Me.” The last thing I want, as a web-centric small customer/user, is some sales rep selling me on some product I just want to try for 20 minutes and see if it works for me. You and I are like that.
Membrain
DECEMBER 6, 2020
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 7, 2020
It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years.
SaaStr
DECEMBER 9, 2020
At @Mailchimp , US customers’ email marketing activity is up 15% since the beginning of the pandemic compared to the same time last year. Email will continue to be an effective way for entrepreneurs to connect with their audience and meet them where they are in 2021 and beyond. [link]. — Ben Chestnut (@benchestnut) November 12, 2020. These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there
RAIN Group
DECEMBER 9, 2020
Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.
Heinz Marketing
DECEMBER 11, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. The inbound methodology is creating and distributing content utilizing marketing channels like organic search, social media, blogging, lead nurturing, and live chat, to name a few. Inbound marketing focuses on providing content to the buying committee responsible for making a purchase decision for your services or product.
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
Gong.io
DECEMBER 10, 2020
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Look at your pipeline. How many DMs do you have? No, not direct messages. . I’m talking about Decision Makers. DMs. .
SaaStr
DECEMBER 10, 2020
I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc. Basically, in SaaS, everyone “gets” that they need a VP of Sales.
Selling Power
DECEMBER 9, 2020
Perhaps you’ve heard the old saying, “This product sells itself.” Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation!
Sandler Training
DECEMBER 11, 2020
Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong. The post How to Succeed at Sales Enablement in 2021 [PODCAST] appeared first on Sandler Training.
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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
Understanding the Sales Force
DECEMBER 10, 2020
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.
SaaStr
DECEMBER 8, 2020
In both my start-ups, I was constantly worried about losing all my investors’ money. The first time, my first start-up which we haven’t talked much about, NanoGram Devices, I mainly worried about it because I realized we’d almost never have enough capital to achieve our long-term goals. So, FBOW, we sold for $50,000,000 after 12.5 months.
ConversionXL
DECEMBER 9, 2020
It’s one of our favorite parts of the year! This is our fifth annual State of Conversion Optimization report. In partnership with Convert , we surveyed 399 optimizers from around the world to get a pulse on the state of the CRO industry today. What were some of the biggest challenges in 2020? What should you keep an eye out for in the new year? Here are four takeaways.
Sandler Training
DECEMBER 11, 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 #49 – Leave Your Child in the Car [PODCAST] appeared first on Sandler Training.
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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.
Sales Hacker
DECEMBER 11, 2020
Both my grandmas came to America with nothing. They had to work hard for a better life. Sales works the same way. Your prospects owe you nothing. And if you want to be successful in business, you need to take massive action. In this post, I will share my ultimate checklist for winning at business (and life) — curated by life lessons I’ve learned from both of my grandmothers.
SaaStr
DECEMBER 7, 2020
Ok the Best But Craziest Year Ever for SaaS isn’t quite over, but as it drives to a conclusion, we thought it would be worth looking back at top posts you may have missed in 2020. Let’s take a look at the Top 10 of 2020: 1. “The Era of the SaaS Decacorn is Here” That’s for sure. Many Cloud leaders grew 500% or more this year.
Understanding the Sales Force
DECEMBER 7, 2020
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.
Partners in Excellence
DECEMBER 11, 2020
There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” Sadly, I’m not certain we consciously consider this issue enough. This question is the foundation of our engagement customer engagement strategies. It gets customers to think about how our solutions might be a better fit than our competitors.
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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
Predictable Revenue
DECEMBER 10, 2020
Troy Angrignon has sold into huge companies in every space imaginable, from IT, to state government, to Fortune 100 oil and gas. Over 25 years he has come up with some indisputable tactics on what exactly you need to do to get a meeting with any decision-maker at a large account. The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue.
SaaStr
DECEMBER 11, 2020
Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. But, with up to 1 million ISVs crowding the $528 billion cloud services market by 2027 , vying for the most strategic route to meet your customers’ demand depends entirely on how
Salesmate
DECEMBER 8, 2020
Enterprise sales is undoubtedly a hard nut to crack. But if done right, it can augment your business revenue. Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Moreover, working with well-known clients can also bring credibility that can lead to better things. Businesses can easily trust you when they see the testimonial from renowned enterprises.
Partners in Excellence
DECEMBER 7, 2020
We all know the world has changed profoundly in the past year. So much of what we have always done no longer works–or may no longer be smart. Our work as sales people has changed, probably forever. We are learning how to engage our customers in new ways, and across multiple channels. Within our own organizations, we are having to engage our peers and people in different ways.
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.
Heinz Marketing
DECEMBER 5, 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. CX for Gen Z: How to Appeal to the Youngest Generation of Customers. An in depth look at Gen Z and how to tailor your CX strategies for this next generation of customers.
G2
DECEMBER 9, 2020
In a world where new businesses are popping up every day, brand visibility is everything.
SaaStr
DECEMBER 9, 2020
We try to use Twitter, in part, as a true micro-blogging platform to share some learnings and insights in 280 characters or less. What were the top 25 Tweets of 2020, so far? Let’s take a look: Folks join startups for many reasons. Career advancement. Speed. A great boss. A great mission. Less bureaucracy. To make money. But really, it is for a sense of purpose.
Partners in Excellence
DECEMBER 9, 2020
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth. But in each of these reviews, there is a common pattern. Whenever I ask the questions, “What is the customer trying to do, What are they seeking to change about how they grow their businesses,” the responses follow a similar pattern. “They need to buy data
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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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