Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. But sales managers simply don’t have time to sift through thousands of hours of calls to find the nuggets of feedback that will unlock greater potential in their salespeople.

Sales 115

Sales Conversion Prospecting Follow-up 115

Iannarino

MAY 4, 2023

It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching. The benefits of sales coaching include better engagement from your salespeople while helping you ensure they succeed in reaching their goals.

B2B 228

B2B Sales Sales Experience 228

Search Engine Land

MAY 4, 2023

We’re still not yet in a recession, but everything in life costs more. When everything costs more, sales are harder to come by. Especially if you aren’t the cheapest option, or worse, your website is less than ideal to encourage a purchase. If you’re selling an in-demand good or service, have an amazing website, and are at the lowest price point among your competitors, stop reading.

Sales 100

Sales Campaign CRM Up-sell 100

Iannarino

MAY 3, 2023

Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Many good or average salespeople lack these important sales attributes. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect.

Consult 229

Consult Prospecting Sell Clients 229

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

TSIA Sales

MAY 5, 2023

When times get tough, as they are projected to continue to be through most of 2023, focus often turns to protecting the revenue you already have. This puts the attention squarely on renewals. Generating revenue from existing customers is inherently cheaper than generating revenue from new customers. For this reason, XaaS companies need to focus on customer growth and renewals for sustainable and profitable growth.

Growth 195

Growth Customers Process 195

Partners in Excellence

MAY 1, 2023

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.

Sales 133

Sales Conversion Customers Contact 133

Iannarino

MAY 5, 2023

If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better than others. Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.

Conversion 252

Conversion Sales B2B Sales Experience 252

SaaStr

MAY 3, 2023

So Freshworks in another in our line of “hero companies” in SaaS. While Freshworks is very much a global SaaS leader, its history as perhaps the first with deep roots in India to IPO in the U.S. makes it one we all root for as a break-out global leader. It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit!

Non-Profits 128

Non-Profits B2B Cross-sell CRM 128

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).

Sell 132

Sell Up-sell Consult Quota 132

Search Engine Land

MAY 3, 2023

Google now says the canonical link element is not recommended for syndicated content; instead, block the syndicated content from being accessed to avoid duplication. Google posted this new piece of information in this help document over here. What’s new. Google posted this paragraph under the section “syndicated content:” “The canonical link element is not recommended for those who wish to avoid duplication by syndication partners, because the pages are often very differe

Engineering 131

Engineering 131

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Price

Iannarino

APRIL 29, 2023

As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big brands that belonged to The Limited. I was making great money and taking care of my three giant clients. I visited the two retail brands daily and met with the state every month.

Prospecting 259

Prospecting Retail Clients 259

Adaptive Business Services

MAY 3, 2023

Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?

CRM 122

CRM Pipeline Sales Sell 122

Partners in Excellence

MAY 5, 2023

Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer.

Presentation 126

Presentation Customers Start-ups Conversion 126

Search Engine Land

MAY 3, 2023

One of my biggest challenges with designing link building campaigns is that a successful strategy for one website may not work on another. For instance, the technique for an information-heavy affiliate marketing site may yield a different number of links for an ecommerce product page or localized service pages. The techniques below can be used for almost any situation, with varying degrees of scale depending on many factors.

Niche 123

Niche Technique Pitch Angle 123

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Contact

Iannarino

APRIL 30, 2023

If you feel like something has shifted with sales communications, you are paying attention. We have more ways to communicate with our prospective clients than ever, yet it is more difficult to reach them on the phone. And just try to get a prospect to read an email, let alone respond to one. I read a statistic that, worldwide, there are 4 billion people with email.

Sales 230

Sales Prospecting Clients 230

SaaStr

MAY 4, 2023

So Cloudflare is one of our hero Cloud / SaaS companies and even under tougher macro conditions, still grew a stunning 37% at $1.2 Billion in ARR ! But it’s getting harder for Cloudflare, just like it is for many of us. The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021.

Quota 115

Quota Closing Pipeline Sell 115

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Most of what we call selling forces the customer to do all the heavy lifting of recognizing there is an opportunity to change, identifying problems, understanding it, learning about it, engaging other in thinking about the issues and things they might do in addressing those problems by changing and leveraging solutions.

Consult 126

Consult Sell Customers Process 126

Force Management

MAY 4, 2023

Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

Negotiate 101

Negotiate Sales Process 101

Advertiser: ZoomInfo

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

B2B

Iannarino

MAY 2, 2023

Sales leaders use many KPIs to assess their sales teams. These metrics help sales managers improve their results and achieve their sales goals. While these sales KPIs are helpful, sales leaders and sales managers need their own set of KPIs to assess their own performance.

Sales 223

Sales B2B 223

Martech

MAY 2, 2023

On May 2, designated as International Martech Day, Scott Brinker unveiled the latest edition of his marketing technology landscape. From 9,932 last year, the total number of solutions in the landscape has grown to 11,038. This represents something like a 7,000% growth in the space over the last 12 years. One new feature launched alongside the landscape is the Marketing Technology Capability Heatmap.

Technology 116

Technology Technology Represent Launch 116

Partners in Excellence

MAY 3, 2023

We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time. But, as much as I argue for these changes, they seem unlikely to be accepted.

Sell 122

Sell Up-sell CRM Prospecting 122

Search Engine Land

MAY 2, 2023

Evaluating the true ROI of a customer data platform means understanding how the technology improves key business metrics and enables working more efficiently. That’s why BlueConic commissioned Forrester Consulting to conduct a Total Economic Impact study that measures both the profit and operational efficiency gains that can be unlocked with BlueConic.

Strategic partnership 115

Strategic partnership Commission Consult Conversion 115

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

Retail

Iannarino

MAY 1, 2023

Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the less likely you are to recall the details of any conversation. Have you ever promised to send something to your client and then forgotten because you were overwhelmed with work and life? Have you ever been reminded about a commitment you made?

B2B 223

B2B Sales Prospecting Clients 223

Martech

MAY 1, 2023

B2B marketers say pressure to prove ROI is increasing, but budgets are not. Some 41% are feeling more pressure to do this, 27% say it’s getting overwhelming and 14% say it makes them want to pull their hair out. That is according to a new report from B2B marketing solution provider Anteriad. Dig deeper: How clean, organized and actionable is your data?

B2B 116

B2B B2C Trust Growth 116

SaaStr

MAY 1, 2023

So we’re getting closer! It’s the 4th SaaStr Europa, coming to LONDON for the very first time ! And we’re adding the very last batch of speakers A new incredible addition is Daniel Dines, founder and co-CEO of UiPath. UiPath has had an incredible history, taking 10 years to get to that first $1m in ARR … and then turning into one of the fastest growing software companies to $1 Billion in ARR ever !

Growth 113

Growth 113

Search Engine Land

MAY 5, 2023

A strong brand bolsters marketing efforts. From being just another provider, it transforms you into a business your audience wants to buy from. You might not think about brand building’s relationship with organic search. After all, SEO ‘s primary goal is getting brands into the top spots in Google for non-branded search terms. Let’s dig into the relationship between SEO and brand building and how they benefit your business. 1.

Trust 110

Trust CTR Non-Profits Conversion 110

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Contact

Heinz Marketing

MAY 5, 2023

By Carly Bauer , Marketing Consultant at Heinz Marketing Defining a target audience is a crucial step in any marketing campaign. By identifying and understanding the specific group of people who are most likely to engage with a product or service, marketing teams can then tailor their strategies to resonate with their audience effectively. In this blog post, we will explore five practical tips that can help marketing teams better define their target audience and develop messaging that resonates

Campaign 105

Campaign Target audience/market A/B testing Click Through Rate 105

Martech

MAY 5, 2023

See something — like something — want something — buy something. That’s how people shop. Marketers know this as “the sales funnel”. The concept has different names and maybe an additional element or two, but it works pretty much the same way since the concept was first described—in the late 19 th century. The advent of AI and the avalanche of data has distorted the shape of the funnel.

Sales 112

Sales B2B Customers Conversion 112

SaaStr

MAY 5, 2023

[link] So personally, with SaaStr Fund , I am what is called a “Solo GP” I’m the only general partner, and that means most of the eventual gains from any investment do go to me. The partners themselves get to keep roughly 20% of the gains (their own investors, the Limited Partners, keep 80% in most cases).

Closing 108

Closing 108

Search Engine Land

MAY 4, 2023

I recently connected with Fabrice Canel, a 26-year search veteran at Microsoft and principal product manager leading the team crawling, processing and indexing at Bing. Canel offers insights into the state of artificial intelligence in search and the integration of chat experiences in the new Bing. Can you discuss your most recent announcements with Bing Chat?

UX 106

UX Engineering User Experience Customers 106

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

Contact