Membrain
MAY 20, 2020
There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
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SaaStr
MAY 17, 2020
Q: What don’t they tell you about venture capital firms? A few things that aren’t obvious when you raise venture capital: Your VC partner may leave. There has been much more transition in VC firms in the past 5+ years. Partners leave to found their own firms in particular all the time now. Non-partners leave to join hot firms. You are stuck with the fund as an investor forever.
Force Management
MAY 18, 2020
When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.
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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.
RAIN Group
MAY 20, 2020
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.
Heinz Marketing
MAY 20, 2020
By Maria Geokezas , VP of Client Relations at Heinz Marketing. Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the midst of the pandemic, with the economy struggling and businesses feeling the pressure to keep selling, empathy has become the star of the s
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 18, 2020
I’m about 10 weeks into my own Covid 19 lockdown. I have to admit to some Zoom weariness, impatience with not jumping on a plane and meeting with clients face to face, even a nice dinner at a restaurant with friends. But we will continue with some version of the lockdown for some time. It’s been an interesting time. Many look forward to things getting back to normal, to the way they were Before Covid (BC) As I reflect on the past several months, there’s a lot I/we have learned
ConversionXL
MAY 19, 2020
Every marketing team needs fresh content ideas. Maybe you’ve been producing content on the same subject for so long that your idea well has run dry. Or maybe it’s your keyword well that’s reaching its limits, leaving you with plenty of ideas, but no clear path forward about how to prioritize them or the distribution channels for which they’re best suited.
Sales Hacker
MAY 21, 2020
When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.
Understanding the Sales Force
MAY 20, 2020
You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.
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
SaaStr
MAY 20, 2020
Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Usually I personally have to do too much planning, moderating, etc. I learned a lot! ?? So I thought I’d share my learnings from the sessions as we put them up on YouTube. My next set of 10 Learnings is from Jeff Lawson, CEO of Twilio, and his investor and board member, Byron Deeter of Bessemer Venture Partners.
Heinz Marketing
MAY 17, 2020
By Kayla Beard , Marketing Intern at Heinz Marketing. The past two months have been filled with uncertainty, panic, and a lot of downtime in the quarantine. I have binge watched Netflix, learned how to cook, and become an expert walker. . Likewise is a startup company located in Bellevue, Washington aimed at providing an easy, quick platform for people to find recommendations.
Salesmate
MAY 22, 2020
You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Some sales reps grumble while others tackle it wisely. Do you remember the times when you thought of not purchasing a product due to its high price? But then suddenly some words from a sales rep worked like a magic spell and made you change your decision.
SalesProInsider
MAY 20, 2020
Here’s a number to pay attention to…. It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling environment, it is effective.
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
KO Advantage Group
MAY 19, 2020
How do companies come up with their prices? Hint, it's a lot easier than you think! Not only is this method easy, but it doesn't make you compromise your price in a financially vulnerable time. This vlog talks about how to create your prices, and how to maintain it in a recession. Want to learn more about what sales looks like for your company? Sit down for a free 30 minute consultation with our knowledgable staff.
SalesLoft
MAY 18, 2020
TL;DR. While many organizations have hit pause on hiring plans, others are still onboarding and hiring during these uncertain times. SalesLoft is one of those companies onboarding new employees remotely. Technology’s role in onboarding and ramping up employees is more pronounced than ever. Connection among employees must be done deliberately and consistently.
Sales Hacker
MAY 20, 2020
To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless.
Partners in Excellence
MAY 21, 2020
“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our path forward. Using Simon Sinek’s popular terminology, our purpose provides us our “Why?
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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
MAY 18, 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.
SaaStr
MAY 19, 2020
Q: What Strategies Are Working Now? Many of us are struggling now; a minority are “Covid Beneficiaries”; and most are somewhere in the middle in SaaS. Parts of your businesses are struggling, but other parts are doing OK, and some segments are even doing well. What are some strategies that are working now in this new environment? 5 thoughts to maybe think about: Real Free Editions.
Engage Selling
MAY 22, 2020
We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.
Topline Leadership
MAY 20, 2020
This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement. Do all of your salespeople implement [.]. The post Great Sales Managers Answer “Yes!
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Membrain
MAY 17, 2020
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.
Sales Hacker
MAY 22, 2020
Let’s be real. Today’s methodologies and processes give us a lot of different types of leads. We have product-qualified leads , marketing-qualified leads, sales-qualified leads, and many more. As someone who works in sales, handling all these types of leads can be overwhelming and exhausting. Fortunately, there’s a way to make the entire process of getting, nurturing, and closing leads simple, and it only uses one type of lead — Sales Accepted Leads (SALs).
SaaStr
MAY 19, 2020
By Marcelo Lopez, UruIT CEO. The global healthcare industry is facing a crisis. While the COVID-19 pandemic is dominating headlines, it has also shed light on just how embattled the system has become, dealing with issues like aging populations, increasing burdens of illness, and rising demand, combined with aging infrastructure and even older, outdated policy.
Sandler Training
MAY 19, 2020
Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople. The post How to Succeed at Three Hidden Traits of Successful Salespeople appeared first on Sandler Training.
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.
Highspot
MAY 19, 2020
As Highspot’s Chief Security Officer, I believe security begins with people. Safeguarding information and data is essential, but doing so is only one cog in the wheel of an organization’s security. Everyday decision-making and processes across roles and functions have the power to bolster a company’s resilience or result in challenging incidents.
Sales Hacker
MAY 22, 2020
Looking for a prospecting email template you can easily personalize and that works for almost any situation? Keep reading to learn the simple, one-size-fits-all template that my team uses with huge success. In other words, it’s been proven in the trenches. That’s key, because as you and I both know, if you’re sending a prospecting email to just one prospect, you might be able to write an email so personal that the recipient may mistake you for a childhood friend.
SaaStr
MAY 21, 2020
It took me a little while to see activation rates as literally one of the 3-4 most important metrics in SaaS, but it probably is. I started to track activation rates at a lot of start-ups I work with, and I saw numbers that shocked me. I often say 60% or so activation rates 30 days in. Think about that. That means after all the time and money put into building your product, marketing your product, trialing your product, demo’ing your product, selling your product, closing the deal, cele
Sandler Training
MAY 22, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #20: The Bottom Line of Professional Selling is Going to the Bank [PODCAST] appeared first on Sandler Training.
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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