Openview

JANUARY 26, 2021

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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Anthony Cole Training

JANUARY 28, 2021

In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know that they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?

Prospecting 163

Prospecting Sell Contact Sales 163

Partners in Excellence

JANUARY 27, 2021

We are surrounded by complexity–in our business, in our communities, in our lives. Complexity can be, by it’s nature, overwhelming. Ironically, too often our approach to dealing with complex situations is to make them more complex. We do this, because we don’t understand what we face or what we may be trying to do. We do this, because we’ve never experienced the situation before.

Meeting 159

Meeting Clients Customers Sales 159

The 5% Institute

JANUARY 27, 2021

In this article, we’ll uncover the five selling basics you need to consistently close more sales. 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 our recommended selling basics, and how and why you should implement this into your sales strategy. 5 x Selling Basics to Close More Sales.

Closing 145

Closing Sell Consult Presentation 145

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

Membrain

JANUARY 24, 2021

In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant conversation with a prospective customer in a complex B2B sales environment: a win, an advance, a continuation or a clear “no sale”. I’ll define these outcomes in a moment.

B2B 145

B2B Prospecting Sell Conversion 145

SaaStr

JANUARY 25, 2021

Early in my career, I was a bit skeptical of big analyst firms like Gartner. Was it all sort of some sort of game in enterprise software? But like many things, time goes on and I learned. Yes, sometimes a vendor recommendation from Gartner can seem a bit circular. But it doesn’t mean the analysis isn’t valuable. It’s especially valuable in terms of market sizing and trends, because they do the work.

Gaming 145

Gaming 145

Understanding the Sales Force

JANUARY 28, 2021

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much. Baseball Hall of Famer Hank Aaron just passed away becoming the 9th baseball HOFer to pass in the last 12 months. Today there were multiple videos showing wild triple plays in my Twitter feed.

Sell 140

Sell Entertainment Gaming Meeting 140

Membrain

JANUARY 27, 2021

Many of the greatest ideas and advances in history occur when someone takes an idea from one area of expertise, and applies it in another. For this reason, I spend a lot of time listening to, reading about, and speaking with experts in a wide variety of disciplines outside of sales.

Clients 140

Clients Sales 140

SaaStr

JANUARY 24, 2021

2021 will be the year SaaS sales evolves the most since the Appexchange ecosystem started to take off ~15 years ago, which spawned the entire notion of a true sales app stack. What’s the change? The permanent move to distributed sales teams. Almost every SaaS VP of Sales and CRO I’ve talked to in the past few months isn’t going back. At first, they missed the “pit”, the floors of sales reps in San Francisco, in Atlanta, in Phoenix, in Portland, etc.

Sales 141

Sales Pipeline Engineering Technology 141

ConversionXL

JANUARY 27, 2021

Why do some ads perform better than expected? Why does an ‘ugly’ CTA sometimes convert better than one that is professionally designed? Understanding perceptual sets and how they affect our behavior and decisions can give you better insight into improving and optimizing your marketing strategy. . ( Image source ). How many legs does the elephant have?

Electricity 139

Electricity Represent Product Presentation 139

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

Heinz Marketing

JANUARY 29, 2021

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. A few days ago, I read Jill Konrath’s short piece 7 Paradoxical Sales Principles. It got me thinking about the marketer’s equivalent to the 7 principles and what that would look like. So, here’s my take on 7 marketing principles for ABM success: To drive more leads, lead with content.

Campaign 137

Campaign Prospecting Meeting Sell 137

Salesmate

JANUARY 26, 2021

“Strong customer relationships drive sales, sustainability, and growth.” – Tom Cates. From generating more leads to shifting the focus on nurturing leads, marketing tactics have evolved over the years. The rise in social media usage has shrunk the distance between a consumer and a company. Now, they’re not just making a purchase; customers are interacting with sales executives and following their updates on various social media platforms.

Campaign 136

Campaign Prospecting Closing Trust 136

SaaStr

JANUARY 29, 2021

There’s an exercise I’ve been through with many founders that are just getting to Initial Traction, say $1m-$2m in ARR or so, sometimes less, where I map out their future hiring. They are often a bit shocked at how many people they are going to need to hire as they cross $10m ARR. Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product ma

Cross-sell 140

Cross-sell Quota Engineering Finance 140

Understanding the Sales Force

JANUARY 26, 2021

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger! My wife and I have both scared the Fox away but he's a creature of habit and he continues to appear at the same time each day.

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Up-sell Sell Sales 136

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Heinz Marketing

JANUARY 26, 2021

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Every month, our team gets together to discuss a different LinkedIn Learning course. We rotate as a group, and January is my month! Because we’re starting off a brand new year, I wanted to find something that would inspire us and set us up for success. In flipping through different courses, I stumbled upon the class called “ Mastering Self-Motivation ” by Selena Rezvani.

Drivers/motivators 134

Drivers/motivators Consult Start-ups Networking 134

Sales Hacker

JANUARY 28, 2021

Would you slide into a prospect’s DMs to land a product demo? That idea might sound crazy, but it’s actually part of a new trend sales organizations are using to hit their revenue targets. With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. Social selling is a way for sales professionals to use social media platforms to connect with prospects and start building relationships.

Pitch 130

Pitch Networking Up-sell Prospecting 130

SaaStr

JANUARY 27, 2021

Advice is very context sensitive, so take this post with a grain of salt. But I thought I’d take a stab at the Top 10 Pieces of Classic SaaS Advice … that, in my experience at least, are usually Just Plain Wrong. Not always, but usually. The advice and thinking that leads you to make important mistakes there really is no need to make: “Ask VCs for Advice When You Want Money, Money When You Want Advice” I don’t know who started this, but they must be smarter and mo

Repeat business 139

Repeat business Engineering Pitch Closing 139

Engage Selling

JANUARY 29, 2021

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that? I want every single manager and seller on the call … Read More » The post Every Seller Has to Own the Story | Sales Strategies first appeared on The Sales Leader.

Technique 126

Technique Sales Presentation Sell 126

Advertiser: ZoomInfo

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Sales

Heinz Marketing

JANUARY 23, 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. Four Ways to Tackle Your Sales Enablement Strategy During and After the Pandemic.

Meeting 130

Meeting B2B Engineering Customers 130

Partners in Excellence

JANUARY 26, 2021

Sales people are singularly focused on making sales—getting the PO. In some sense, that’s great. We want sales people to be driven to win deals, to get new orders, to grow our revenue. Sadly, though, this singular focus on orders actually doesn’t serve us well. We miss the key issue that drives our ability to get an order. We focus on getting what we want–the PO.

Customers 123

Customers Process Sales Product 123

SaaStr

JANUARY 23, 2021

A little while back, I gave a great SaaS Founder CEO a Gift. A real gift. This founder CEO was at about $1m in ARR, doing well, but with only a smidge of angel funding and limited resources. And I gave him an insanely great VP of Sales candidate. An amazing fit for his company, his target ACV, his lead velocity and structure. And let’s be clear: the CEO was incredibly lucky to get this candidate.

Engineering 139

Engineering B2C Sales Drivers/motivators 139

Salesmate

JANUARY 29, 2021

SaaS sales these days are using a term quite often, that is the future of inside sales. Big companies are now implementing high-velocity sales into their business processes to boost their sales reps’ productivity and accelerate revenue growth. High-velocity sales integrate the approaches of a B2C sales model and apply it to B2B sales processes. It is also becoming part of Customer Relationship Management platforms as it helps to monitor and manage the sales processes better.

Inside sales 119

Inside sales Lead generation B2C Customer Relationship Management 119

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.

Sales

Sales Hacker

JANUARY 26, 2021

Sales qualification questions help compare the prospect to the ICP to determine if they are a great fit. With an ideal customer profile, sales teams can focus on optimizing the sales qualification process. What Is Sales Qualification? Sales qualification is a vital process that helps sales teams determine which leads to prioritize first and which ones to shelf and pursue later.

Sales 113

Sales Clients Prospecting Up-sell 113

Predictable Revenue

JANUARY 25, 2021

Are you new in leadership and wondering how to be a good boss? Or did you ever think about leaving your company because you had a bad one? Jaimie Buss is here to help! The post What Makes a Boss Great? appeared first on Predictable Revenue.

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SaaStr

JANUARY 24, 2021

“My CEO Told Me To Stop Selling So Much” Recently, I met with a sales leader I’ve known for years, and he told me The Most Curious Story. His SaaS CEO asked him to stop selling so much. Slow down. You are doing too good of a job, the CEO said. We can’t afford it. Now … how could this be? Well, it does make sense, when you understand the scenario, a combination of two things: First, this SaaS company has a mix of freemium customers and sales-driven customers (wit

Commission 137

Commission Construction Growth Engineering 137

Salesmate

JANUARY 24, 2021

Technology has changed a lot of things in the past two decades. It has changed the way we see things, it has changed our expectations about the future. And it certainly has changed the way our business works. Businesses have taken their tents and found a new place called the internet. Just like every important element of our lives, technology has changed the face of sales.

Inside sales 111

Inside sales Outside Sales CRM Sales 111

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.

Product

Hubspot

JANUARY 28, 2021

As a marketer, you're often tasked with accomplishing two main goals: making beautiful content that builds your brand recognition and tells your story. and generating qualified leads that will help you grow your business. Traditional marketing ethos may consider those to be two different streams of work — crafting impactful video ads, and digging up lower-funnel users — but it doesn't have to be that way.

A/B testing 101

A/B testing Contact User Experience Lead generation 101

criteria for success

JANUARY 27, 2021

Do you find yourself struggling with motivation, or are unable to motivate your team? You're not alone! All pandemic stress aside, we are at the point in the year when momentum slows down; the inspiration of the New Year wears off, the feeling of burn out creeps back up, and winter weather starts to get serious (at least in NYC where I'm writing from!).

Drivers/motivators 98

Drivers/motivators Construction Gaming Up-sell 98

SaaStr

JANUARY 27, 2021

We’ve talked a ton on SaaStr over the years on how to make sure your VP of Sales and top hires really work out. That they are the right ones. We can pretty much summarize a lot of it into the following: Your VP of Sales should have lots of experience selling at your average ACV. A great VP of Sales that has mainly sold $100k deals just isn’t going to make it at a $5k ACV start-up … no matter how strong they otherwise are.

Up-sell 133

Up-sell Sales Quota Start-ups 133

Eliminate Your Competition

JANUARY 26, 2021

I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only brought in 10-15%. Those three were dragging down the team.

Sales 98

Sales Contact Up-sell Start-ups 98

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