Veloxy
MAY 4, 2021
Once upon a time, a clever sales rep sent out a nicely crafted email to dozens of prospects. Then, he had to wait without any way of knowing whether the emails were opened, forwarded, or simply thrown in the spam folder. For during those old, dark days, there was no email tracking. Fortunately for us, salespeople are now equipped with advanced email tracking.
A Sales Guy
MAY 7, 2021
As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.
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Anthony Cole Training
MAY 7, 2021
Success Formulas help us identify certain behaviors that we need to execute week in and out to achieve our goals. But how do you know if yours is set up for greatness or failure?
Partners in Excellence
MAY 6, 2021
My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.
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
Membrain
MAY 5, 2021
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
Engage Selling
MAY 7, 2021
When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
MAY 7, 2021
Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR. It accelerated. * Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. They did it the hard way, with SMBs. — Jason BeKind Lemkin (@jasonlk) May 6, 2021. We last checked in with HubSpot as they crossed $1B ARR , and ordinarily, it would be a little quick to check back in.
Force Management
MAY 5, 2021
I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”.
Engage Selling
MAY 7, 2021
This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.
The 5% Institute
MAY 5, 2021
Qualifying a buyer is one of the most important tasks of the sales process. The reason qualifying a buyer is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying a buyer, how to do it correctly, as well as a list of qualifying a buyer questions to help you with the task.
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
MAY 5, 2021
Worried about a bunch of VCs replacing you? You should be a little worried, probably. A ways back, a CEO that I know fairly well was fired by a VC. Strange thing was, the VC didn’t talk to the rest of the board. Who didn’t agree. So he got un-fired. Awkward. CEOs getting replaced and fired in start-ups doesn’t happen every day.
G2
MAY 5, 2021
Computer vision is the field of artificial intelligence that enables machines to "see".
Membrain
MAY 2, 2021
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.
The 5% Institute
MAY 4, 2021
An important skill to learn that’ll help you dramatically if you’re selling products and services, is how to close sales over the phone. In this article, you’ll find out the five important tips you need to know to learn how to close sales over the phone more effectively , and more consistently. Read on to learn what they are, and ensure you implement and take action on what you learn.
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SaaStr
MAY 3, 2021
It can be hard to tell from the media and Twitter just what’s happening in SaaS and Cloud startups these days. We see emerging leaders like Brex quickly raise at $7B+ and ClickUp raise at $1B just months after raising at a fraction of those valuations. We see hot earlier-stage startups out of top incubators getting funded at record valuations.
Sales Hacker
MAY 5, 2021
Our team learned a ton this year talking to RevOps leaders — and we want to share this knowledge with you. What better way than to round up the top RevOps professionals you need to be following, talking to and/or learning from? Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org).
Heinz Marketing
MAY 6, 2021
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. My goal with the Quick Start Guide series is to provide you a quick synopsis of a martech solution category. For each category I’ll highlight a few platforms/tools, the pros and cons of each, benchmarks and additional resources.
The 5% Institute
MAY 3, 2021
In this article, we’ll uncover five consultative selling tips you need to practice something known as the soft sell. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn how to practice a soft sell approach, and how and why you should implement this into your sales strategy.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
MAY 4, 2021
Five9 is a $12B SaaS company many of you haven’t heard of, but it’s an interesting beneficiary of Covid in many ways. While we all saw Zoom and Shopify explode during Covid, Cloud call centers boomed just as much. Overnight, 1000s of call center agents needed to work from home. And in many cases, pre-Covid, they’d been working on decades-old server-based phone systems.
Sales Hacker
MAY 6, 2021
We’re in the middle of a transformational time in the world of technology across all sectors. From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.
SalesHood
MAY 4, 2021
Sales enablement leaders do so much work above and beyond their job. Many are the glue that brings together go-to-market teams, departments and processes. You can watch this video to see what it’s like to be an enablement multiplier. One of the areas enablement professionals fall short on is sharing successes. We don’t [ ] The post Template For Sales Enablement Programs Summary Email appeared first on SalesHood.
The 5% Institute
MAY 6, 2021
In this article, we’ll explore how to sell any product, by focusing on these eight key selling tips. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.
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
MAY 3, 2021
There are two exercises I like to do with SaaS companies marching up-market. The first is to challenge them to double their highest ACV ever on the next similar prospect. If your highest paying customer pays you $30,000 a year … even if all the rest pay you only $3,600 a year (a not uncommon scenario) … then why can’t you get $60,000 a year from the next Big Prospect that come in the door?
Gong.io
MAY 3, 2021
1440 : Johannes Gutenberg invents the mechanized printing press. 1969 : Astronaut Neil Armstrong becomes the first American to land on the moon. 2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. All kidding aside, we are thrilled to announce the new and reimagined Gong for Deal Execution with enhanced features and functionality that provide visibility and guidance at every level. .
Heinz Marketing
MAY 1, 2021
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. What Good Leaders Do When Replacing Bad Leaders. Any leader who is assuming a role previously held by someone else has to face their predecessor’s legacy, but those who are replacing poor or controversial leaders have a s
The 5% Institute
MAY 4, 2021
The most important skill for any Sales Professional or Business Owner, is learning how to close sales deals consistently. Meaning – you need the framework to consistently close more sales, without being pushy or having to rely on outdated scripts. In this article we’ll give you 8 x solid tips, so you can learn how to close sales deals consistently time and time again.
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
MAY 7, 2021
Everyone of us that are hyper-driven wants to grow our careers faster. We’re impatient. We want to learn, grow, manage more, earlier. Let me share my best hack. My uber-learning: Find the best boss you can; and. Take on every initiative, project, task and endeavor you possibly can for them. The best career accelerator I ever got was working for a few great bosses.
Highspot
MAY 6, 2021
And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. It’s even harder to win back the interest of a buyer once you’ve lost it than it is to attract it in the first place. So, how do you get the attention of a buyer and create conversations with them? You need to create an Attraction Campaign – an organized sequence of customized outreach messages, sent to buyers over a specific period of time, for the specific pu
Sandler Training
MAY 4, 2021
Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. The post How to Succeed With Your 30-Second Commercial [PODCAST] appeared first on Sandler Training.
The 5% Institute
MAY 7, 2021
Trial closing questions are an excellent question type to add to your overall sales conversations and sales strategy ; because when used right – they work! Good trial closing questions open up dialogue with your potential clients and help them sell themselves on whatever product or service you may be selling. In this article, we’re going to look at 8 x must use trial closing questions, so that you can close a lot more easier, and consistently.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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