Membrain
MAY 27, 2020
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.
RAIN Group
MAY 27, 2020
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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Salesmate
MAY 26, 2020
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.
SaaStr
MAY 25, 2020
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.
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
Membrain
MAY 24, 2020
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.
Heinz Marketing
MAY 23, 2020
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. A Direct Effect: Direct Mail + Digital = Better Marketing Results [Infographic].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Miller Heiman Group
MAY 26, 2020
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.
Engage Selling
MAY 29, 2020
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.
Heinz Marketing
MAY 26, 2020
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.
Sales Hacker
MAY 24, 2020
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.
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.
SaaStr
MAY 29, 2020
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.
Salesmate
MAY 28, 2020
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.
Heinz Marketing
MAY 26, 2020
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.
Sales Hacker
MAY 27, 2020
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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SaaStr
MAY 25, 2020
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.
Partners in Excellence
MAY 27, 2020
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.
Heinz Marketing
MAY 25, 2020
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.
Gong.io
MAY 27, 2020
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?
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
MAY 28, 2020
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
G2
MAY 27, 2020
The world has significantly changed thanks to technology.
Heinz Marketing
MAY 28, 2020
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.
Sales Hacker
MAY 26, 2020
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.
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.
SaaStr
MAY 26, 2020
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.
Hubspot
MAY 28, 2020
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.
Predictable Revenue
MAY 27, 2020
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.
criteria for success
MAY 27, 2020
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.
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.
The 5% Institute
MAY 29, 2020
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.
Hubspot
MAY 29, 2020
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.
Salesmate
MAY 29, 2020
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. .
Heinz Marketing
MAY 27, 2020
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. This year, California’s CCPA law came into effect, and with that in mind I was asked to put together a document of recommendations for making sure we stay ahead of CCPA, so we stay compliant. To be clear, I am not a lawyer, nor can I give any legal advice. For that, always speak to your legal counsel.
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