Sat.May 23, 2020 - Fri.May 29, 2020

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How and when to leave Salesforce CRM

Membrain

So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.

CRM
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Think Like Your Competitor to Beat Your Competitor | Sales Strategies

Engage Selling

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

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17 Common Virtual Selling Mistakes to Avoid

RAIN Group

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

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How often to follow up on sales leads?

Salesmate

You might have heard the adage, “The fortune is in the follow-up.” This is definitely true in sales. For converting leads into sales, you need to follow-up consistently. Prospects have a lot on their plate, so they might not remember your product. They are like those busy neighbors who are lost in their world. You need to knock on their door and remind them that you exist.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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The obvious benefits of taking a team approach

Membrain

According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.

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50 Top Tips To Take Friction Out of Your Sales Processes. And Close More, Faster.

SaaStr

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. I put together an excerpt video here of a few of my thoughts … but even better, we got great #1 top ideas from everyone from the GM of Shopify Plus to the CRO at Brex. I think it would be a tremendous exercise to share these ideas with your team and see what folks think they should change / implement at your startup.

More Trending

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The 9 Talent Strategies That Drive Customer Experience Success

Miller Heiman Group

Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.

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The 6-Step Cold Calling Framework (How to Cold Call, with Examples)

Sales Hacker

Cold calling is (and will always be) a foundational skill in sales. But it can be daunting if you’re new to it. If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. Having said that, you’ll continue to struggle if you don’t understand the underlying structure of a successful cold call.

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Salesforce and Workday: ?Yes, Covid-19 is Slowing Us Down. But We Are Still Growing?

SaaStr

It can be hard to know what to make of the world today. On the one hand, unemployment is at close at an all-time high, and many businesses are either shut down or crippled. On the other hand, as a group, SaaS stocks and companies are at an all-time high: The root cause may be as simple as most of the decacrorns in SaaS seems to be getting a “Covid boost” Zoom, Atlassian, Slack, RingCentral, Five9, etc. all support work-from-home.

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Social Media Marketing: How to Get Started

Heinz Marketing

By Pei-Ming Tokuda , Marketing Intern at Heinz Marketing. In the age of social media , it’s no secret companies need to be active on these platforms so not to be left behind. One amazing aspect of social media platforms is hey are free and reach millions around the world. As social media continues to grow, it can be hard to navigate each platform and get your brand noticed by your intended audience.

B2C
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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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Aligning project management and CRM: The secret to A+ business outcomes

Salesmate

For many of us, project management and CRM (Current Relationship Management) are two distinct processes that are largely different from each other. However, in reality, they aren’t. The range of activities carried out under both these management disciplines tends to achieve a common goal, that is, to satisfy customers and stakeholders alike. Most business leaders and even the individuals working in different project management and CRM roles fail to recognize the common ground between the two.

CRM
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Predict Conversions and Close With Product Qualified Leads

Sales Hacker

There’s a dominant, new trend in sales qualification, and it’s quickly replacing the traditional MQL and SQL lead filtering systems, particularly in the SaaS space. It’s called Product qualified leads (PQL). And it’s taking for a good reason — it’s a much better predictor of conversion. But what is a PQL? Why is it better? And how do you incorporate these leads into your sales funnel?

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Top 10 Videos of the Week: Veeva, TripActions, G2, Podium, Intercom, and More

SaaStr

As we’re all watching more YouTube in shelter, I’ll continue to highlight the 10 Most Popular Videos of the Week. Generally, excluding the Top 10 from last week so we surface fresh content. #1: Veeva: The Biggest Vertical SaaS Success Story of All Time (a SaaStr Classic). This one from 2017 Annual is really one of my favorite deep-dives with one of the top SaaS CEOs of all time.

GTM
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What’s The Purpose Of A Pipeline Review?

Partners in Excellence

I sit in dozens of pipeline reviews. They all tend to have the same format, someone displays a pipeline chart–sometimes a standard report in the CRM system, too often, an excel extract. The report typically has a list of deals, target close date (usually we are focusing on this month or this quarter), and expected deal value. The deals may be positioned in sales stages, with subtotals for the total value of the deals in each stage, and the total value of the deals in the pipeline.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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This (surprising) cold email CTA will help you book A LOT more meetings

Gong.io

It’s time to hit Send. . Your email is air-tight. . You’ve done your research. . The opening line is personalized. You even have a crisp “why you, why now” line. . You’re about to let it fly, but something still feels off …. And it’s your CTA. Should you ask for a specific time to meet? What about suggesting a conversation instead? Or… maybe just ask whether they’re interested?

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Why Workflow Management Is Essential to Business Success

G2

The world has significantly changed thanks to technology.

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How Much Equity Should a CEO Have? Answer: 6%-15% On Average At IPO

SaaStr

Q: How much equity should a CEO get in a startup? There’s no magical answer, but for venture-backed start-ups, for years VCs have aligned on around 6%-8% equity for a non-founder / outside CEO. As you approach IPO and very late stage, that often goes down. A few examples. Dev Ittycheria joined MongoDB as CEO after the Series B, and had 6.3% at IPO: Jennifer Tejada joined PagerDuty as outside CEO, similarly had 6.4% at IPO as well: Gregg Schott joined Mulesoft as CEO after founder Ross Mason, and

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What Market Narrative Are You Shaping To Help Your Customers?

Partners in Excellence

The pandemic is impacting everyone and everything in profound ways. Few of us have seen this level of disruption in our life times, something that impacts every individual, in every country, and every business and community in the world. Many are reeling with the personal, organizational, and community impacts. Each of us is searching for answers–often the questions are unanswerable, currently.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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Virtual Selling Is Here To Stay: 3 Benefits of Remote Sales

Sales Hacker

Virtual selling is more than just a workaround for social distancing. It’s become clear that virtual selling offers long-term benefits in a post-pandemic world. Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. In this article, we’ll look at the three key benefits of continuing to sell virtually over the long term.

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“Right Now, You Are Selling Money”: Highlights from Featured Book Club Author Tom Searcy

Heinz Marketing

People buy safe. They will say yes if you can help take fear off the table, if you can lower the likelihood of failing. This was one of numerous insights shared by Hunt Big Sales and How To Sell In Place author Tom Searcy in last week’s installment of our Sales Book Club (no reading required!). A healthy portion of the conversation focused on reducing barriers and building immediate value for prospects buying in the current uncertain environment.

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Do You Really Need Venture Capital To Build A Top SaaS Company?

SaaStr

Q: How many companies in the Fortune 500 raised venture capital? Why are so many people obsessed with venture capital when many successful businesses didn’t raise it? There are many successful companies that did not raise venture capital, and VC does seem to get a bit too much media attention. But … I looked at all the top Cloud 100 private SaaS/Cloud companies a little while ago.

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24 LinkedIn Stats That Marketers Need to Know in 2020

Hubspot

With nearly 700 million active users in 2020, LinkedIn's expanded from a networking site for professionals to one of the top social media platforms. By now, most of us have used LinkedIn to market our brands , post industry thought leadership , or look for our dream jobs. As LinkedIn's continued to evolve by adding new features, like live video, it's steadily grown its user base.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

Predictable Revenue

With the arrival of the COVID-19 crisis and trade shows and conferences being cancelled left and right, many B2B businesses are now left scrambling to figure out how to survive without their best weapon. The post Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales appeared first on Predictable Revenue.

B2B
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Sales Pipeline Radio, Episode 207: Q & A with Mike Schultz @mike_schultz

Heinz Marketing

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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The Top 5 Personality Traits for Problem Solving in Sales

criteria for success

What does it take to be a great problem solver? What personality traits does one need to develop in order to excel in sales? If you want to be a successful salesperson (and problem solver), it is critical that you work on the following traits. Top 5 Personality Traits for Problem Solving in Sales. 1. Adaptability. A good problem solver can adapt easily.

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The 13 Best Email Template Builders for Any Budget

Hubspot

Email marketing is an undeniably powerful strategy for lead acquisition and customer retention — in fact, 59% of marketers say email is their biggest source of ROI, and 93% use email as a major channel for content distribution. Of course, creating an email marketing campaign isn't easy, and it might require you to build a template using HTML so you're not designing and altering every new email from scratch.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Consistently Increase Sales With These 10 Methods

The 5% Institute

In this article, you’ll learn 10 effective ways to increase sales on a consistent basis. These tips work best for Sales Professionals and Business Owners who sell by using consultative methods ; meaning you’ll speak with your ideal clients face to face or on the phone, before a sale is generally made. From learning why people buy, to executing on a consistent process – these 10 tips will help you increase sales and make a bigger impact.

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How to Create an Effective Engagement Schedule

Heinz Marketing

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. When it comes to a new client engagement, having a clear and defined schedule is essential. This is true not only for your internal team who will need to know which tasks are assigned to them and when, but for your client as well. Giving your client insight into what’s happening behind the scenes allows them to better understand the work that goes into each deliverable.

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7 sales challenges faced by sales reps (with solutions)

Salesmate

Every sales rep wishes to end their month on a happy note celebrating their wins. But sadly, for most of the sales reps, it ends with the disappointment of unfulfilled targets. Sales reps are often plagued with challenges that affect their sales results. The issue is that sales reps overlook these challenges and continue selling but that brings them back to the same disappointing sales results every month. .

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14 Signs Your Remote Team is Communicating Ineffectively

Hubspot

Every weekend, my friends and I have online video calls to catch-up with each other. Sometimes it feels like certain people dominate the conversation and others don't feel comfortable speaking up. These types of communication issues via remote conversations are actually normal. In fact, for remote teams communication with co-workers is a challenge that remote workers face daily.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.