Engage Selling

NOVEMBER 28, 2019

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.

Product

Heinz Marketing

NOVEMBER 29, 2019

By Maria Geokezas , VP of Client Services at Heinz Marketing. So much is written about how to instill empathy into marketing. A quick search online brings up how empathy is used in B2B marketing, how to enhance marketing with empathy, or how to make empathy part of your marketing strategy. In my experience marketing is empathy. They are synonymous in business.

B2B

Sales Hacker

NOVEMBER 26, 2019

Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. We heard somewhere that December 13 is Salesperson’s Day.

Gaming

Neuromarketing

NOVEMBER 26, 2019

Understand how customer brains work - these are the most important cognitive biases for e-commerce marketers. The post 12 Cognitive Biases E-commerce Marketers Need to Know appeared first on Neuromarketing.

E-commerce

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

Sales

RAIN Group

NOVEMBER 27, 2019

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

Negotiate

Membrain

NOVEMBER 24, 2019

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

Drivers/motivators

Sales Hacker

NOVEMBER 25, 2019

This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad. Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at AdRoll, before becoming CEO and President at TalkIQ, which was acquired by Dialpad. Dan holds an MBA from the Haas School of Business at Berkeley.

Contract

Partners in Excellence

NOVEMBER 27, 2019

Today, in the US, it’s Thanksgiving Day. In principle, a day of giving thanks, though most often displaced with overindulging in food and drink, followed by football games or binging on Netflix (now you know my plans). While this is not a novel idea, it’s amazing that we reserve one day, out of 365, for giving thanks. I have to confess, as much as I try, I tend to slip up, not taking the time each day do find something to be grateful for—though there is always so much, when I j

Gaming

Membrain

NOVEMBER 27, 2019

Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.

Conversion

SaaStr

NOVEMBER 26, 2019

Duo Security is an Ann Arbor, Michigan based cyber-security startup. Duo Security was acquired by Cisco for $2.35B in August of 2018. The company’s customers include Etsy, K-Swiss, Toyota, Yelp and Facebook among others. Its customer base spans over 14,000 customers in over 100 countries. Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team.

Inside sales

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

Objection handling

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.

Account management

Hubspot

NOVEMBER 29, 2019

Have you ever visited a website you frequent and found that the text interacts with you? For instance, when I log onto Mailchimp , my dashboard says, "Welcome back, Kayla" -- this is because my account with the site has my first name in its system and uses smart targeting to make my interaction with the website more delightful. Smart targeting provides a more individual experience for webpage visitors.

Customers

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. Although I went through two weeks of training with my team, they were underwater too. I wondered, “How did no one teach us how to actually do the job we were hired to do?!”.

Sales

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table. They won’t go home until 11:59 on December 31. They’re going to do everything they can to hit the plan, or exceed it. (If they aren’t — you need a new VP of Sales).

Quota

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

Hospitality

The 5% Institute

NOVEMBER 26, 2019

Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate. That’s why in this article, we’ll be looking at five sales negotiation tips to help you stay on track, win more sales , and serve more people. 5 x Sales Negotiation Tips To Win More Sales.

Negotiate

Hubspot

NOVEMBER 27, 2019

As a social media consultant, I help entrepreneurs and businesses unlock the power of social media marketing. With over eight years experience spanning across both B2B and B2C industries, I'm passionate about everything involving social media -- especially Twitter. Twitter is exceptionally exciting to me because it's a fantastic tool for building a brand and brand influence.

Consult

Sales Hacker

NOVEMBER 25, 2019

Sales battlecards are one of the most common and most important sales enablement assets. They provide an overview of a specific competitor’s company, products, and services, and provide guidelines on how to win deals against that competitor. They’re also the ammo you give your sales reps to go into battle against your competitors. The better the cards the better your chances at beating your competitors to the deal.

Objection handling

Partners in Excellence

NOVEMBER 26, 2019

I’m an unabashed fan of Shane Parrish and the Farnam Street Blog. I study everything they publish, listen to every podcast, read every article and book they reference. It is the single smartest site I have ever found, I encourage everyone to visit and learn on a regular basis. So it was interesting reading a post, “How Performance Reviews Can Kill Your Culture” I found myself both agreeing with, but strongly disagreeing with the discussion in the article.

Construction

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

The 5% Institute

NOVEMBER 27, 2019

Sales probing questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of sales probing questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful sales probing questions to help you with: Learning how they buy Qualifying questions Finding pain Handling objections Asking for

Technique

Hubspot

NOVEMBER 27, 2019

Are you thinking about the quality of your email list? Or do you want to make sure your subscribers are intending to read the email marketing you send out? You may have found your answer in double opt-in, which is a process that ensures the best experience for your subscribers. Rather than single opt-in, double opt-in offers an extra step in the verification process.

Contact

PandaDoc

NOVEMBER 28, 2019

When you’re sending digital documents, capturing a valid e-signature can be critical to your business success. Without an efficient signing solution helping you capture legally-binding electronic signatures, you could be exposing your organization to legal troubles down the road. DocuSign can be a great starting point for businesses just getting started with digital signatures.

Legal

Force Management

NOVEMBER 26, 2019

Lots of companies seem to forget that when you put the word "manager" behind a sales title, you’re asking folks to become a developer of people. Many times, companies don’t actually put the right processes and tools in place to help front-line sales managers drive success for their teams.

Sales

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

Start-ups

SaaStr

NOVEMBER 24, 2019

Q: Is LinkedIn still used today? LinkedIn continues to show the power of brand, network effects, and modest incremental improvements and innovation. Even as part of Microsoft, LinkedIn is still growing 25% by revenue and 22% by sessions. That’s not Zoom-like growth, but it’s pretty substantial for an application that felt “done” with seeming 100% penetration years ago.

Networking

Hubspot

NOVEMBER 26, 2019

If you feel like the app TikTok came out of nowhere, you're not wrong. Since launching in early 2018 , TikTok's been covered by seemingly every major news publication and racked up millions of downloads globally. Despite TikTok's major early success, the app still feels like a bit of a mystery, especially to marketers. In fact, until recently, its parent company, ByteDance , hasn't disclosed many metrics at all.

Entertainment

Heinz Marketing

NOVEMBER 23, 2019

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 Maintain a Future Focus. You need to know where you want to go, but you also have to continue to see the future.

B2B

G2

NOVEMBER 25, 2019

It’s been twelve years since Apple introduced the first iPhone in 2007.

Sell

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.

High impact

SaaStr

NOVEMBER 24, 2019

Q: What are some of the advantages and disadvantages of bootstrapping? The biggest disadvantage is generally, it seems to take longer in SaaS at least. Often about 4 years longer: Bootstrapping in SaaS? It Works. But Add ~4 Years to the IPO Timeline. | SaaStr. The iconic bootstrapped and semi-bootstrapped (i.e., waiting a long time to raise) companies in SaaS just took longer to get to $100m ARR: Mailchimp.

Growth

Hubspot

NOVEMBER 26, 2019

This article was written in the first person by Rafaella Aguiar, Director of Marketing at Kicksta, following an interview with Erin Marie. Building a big following on Instagram, and doing it fast , takes hard work and dedication -- but it's also one hundred percent possible, and I have the proof. My name is Erin Marie. I'm from Portland, Oregon and attended Emerson College in Boston to study journalism and marketing communications.

Growth

SalesHood

NOVEMBER 25, 2019

There is much written about customizing your sales process to be sticky and adopted by sales leaders, managers and sales teams. Customize your sales process using your sales culture. It's hard work to get your sales process truly adopted by your teams. The trick is to find the right balance of proven, industry best practices [ ] The post How To Get Your Sales Process Truly Adopted appeared first on SalesHood.

Process

Partners in Excellence

NOVEMBER 29, 2019

I was stunned and appalled to read an article sponsored by a major sales publication promoting the “Art of the bluff.” The author was cautious to highlight the negative connotations around bluffing–the feeling of manipulation, the proximity to lying, and the knife edge a “bluffer’ must walk to avoid lying. Trying as hard as I could, I sought something redeeming in the article and that I could learn.

Negotiate

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B2B