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?
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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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.
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.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
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.
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?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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.
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.
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
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.
Sales Hacker
JANUARY 29, 2021
Words matter. According to a Salesforce study , a UK-based company saw a 139% increase in its conversion rate by simply changing their landing page’s headline from “Request a demo” to “Watch a demo now.”. The right words can give you the boost you need to make a winning sales pitch every time. But similarly, some words may break your flow, weaken your pitch, or put your prospects off.
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.
Partners in Excellence
JANUARY 26, 2021
In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. Sales growth has become a “predictable” math equation. “If it takes so many emails/dials to produce a conversation, to double the conversations, we
Advertiser: ZoomInfo
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
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.
Sales Hacker
JANUARY 25, 2021
In today’s difficult business environment, you don’t have the time or the resources to waste time on a prospect that’s not a sure thing. That’s why qualifying your prospects is even more important now than when the economy was roaring. The good news is that your prospects are probably more than happy to help qualify (or rather, dis -qualify) themselves.
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
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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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.
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.
Adaptive Business Services
JANUARY 27, 2021
First off, let’s get this out of the way. Everybody has a budget! Now then … They may not know how much your service will actually cost – Educate them! Most, if not all, buyers today will self-educate with Google. I am certainly no exception. In many cases, this means that I know about as much of what is needed in order to be considered dangerous.
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.
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!).
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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.
Closing Bigger
JANUARY 26, 2021
Where do you go from here? In this podcast we talk about what 2021 has in store for sales organizations and sales professionals. I also discuss key stats from organizations like Gartner and dig into market shifts we need to be aware of. We are now in a digital-first virtual selling environment. With that said it is just the beginning of a permanent and accelerated redirection in sales and commerce.
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.
Predictable Revenue
JANUARY 28, 2021
Dirk Van Reenen is here to talk more about the importance of finding the right people and keeping the team motivated. The post How to Build a Top-Performing Inside Sales Team From Scratch appeared first on Predictable Revenue.
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.
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.
Hubspot
JANUARY 26, 2021
Nowadays, significant career shifts are as prevalent as they've ever been. Some people want to assume a different degree of responsibility. Some want to pursue a passion they've put on hold for too long. And some flat-out need a change of pace. It's a popular course that comes with a host of challenges, several potential pitfalls, plenty of barriers of entry, and a lot of requisite hard work — especially when it comes to transitioning to a role in marketing.
SaaStr
JANUARY 29, 2021
Having recently raised one, I’ve learned a lot: Jason Lemkin just raised a $70 million fund; here’s how he did it. In order to start a VC Firm you need a track record. If you haven’t already made some good investments — it’s going to be tough to start your own fund. Go work at a fund first and make some good investments there. Assuming you have at least a partial track record, then, there are two-and-a-half basic paths on how to start a venture capital firm. 1.
Force Management
JANUARY 28, 2021
If you’ve launched a strategic initiative to improve your sales organization’s success rate this year, ensure your managers are prepared to drive consistent execution and make it stick. Opportunity coaching sessions are an ideal place to reinforce new methodologies and sales behaviors. However, they have to be structured and executed in a way that salespeople see the value in these sessions and managers know how to provide it.
Advertiser: ZoomInfo
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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