Sat.Dec 19, 2020 - Fri.Dec 25, 2020

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The Secret to Sales Success

Anthony Cole Training

In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition.

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Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?

Membrain

I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth.

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Sales Role Specialization

Partners in Excellence

A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” (There Bob goes with his “English” spelling.) Both articles are outstanding.

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Flexibility: The Key to Success?

Engage Selling

Could flexibility be the secret to success in 2021? We’re approaching the very end of a year that’s been, well, memorable to say the least. Regardless of how 2020 unfolded for you, it’s safe to say it’s a year nobody … Read More » The post Flexibility: The Key to Success? first appeared on The Sales Leader.

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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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A SaaS Founder’s Guide to PR

SaaStr

So as a founder, I was fired by 3 PR firms. In a row. Two actual PR firms, and the third, a solo shop. I was fired for one simple reason: I demanded results. First, I demanded we actually measure PR. That we score the PR hits each month, graded both on quality of the hit, as well as the prominence of my company in the piece. And second, I demanded we have a goal to Do Better.

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How to maximize selling in a virtual environment

Membrain

If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well?

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Five Steps to Help Your Team Master Virtual Selling

Miller Heiman Group

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. The pandemic has also impacted the length of time it takes to close a deal.

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Don’t Fire Your “Worst” Customers. Hire Them a Psychiatrist Instead.

SaaStr

There’s a lot of Internet advice that makes a lot of sense, but not necessarily in SaaS. Somewhat bad advice that entrepreneurs share again and again, without having really tested the ideas behind that advice. One bit of advice you hear again and again, that I 93% disagree with, is “Fire The Customers That Don’t Fit. Fire Your “Bad” Customers.” The ones that suck up too many scarce resources relative to the revenue they generate.

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How to Overcome 5 Common B2B Sales Challenges

Predictable Revenue

Generating and retaining business customers makes you deal with longer (and more complicated) sales cycles, more demanding customers, and huge amounts of data. But don't worry! Here's a little help. The post How to Overcome 5 Common B2B Sales Challenges appeared first on Predictable Revenue.

B2B
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7 Tips for Automating B2B Lead Generation

Sales Hacker

With all the events that took place during 2020, the digitalization of business has increased significantly. Businesses in all niches were forced to reconsider their models and seek additional profit streams online. While it is a difficult situation for an economy, it is a digital market shift that was not seen before. In the past, many were using digital tools to improve their business and be more efficient.

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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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Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With

Understanding the Sales Force

I'll get to the content related to the title, but first, some context.

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SaaS Pricing Pages Do Seem to Use the ‘Decoy Effect’. But Not So Much For Bundles.

SaaStr

Q: How is the ‘decoy effect’ used to increase add-on and bundle sales in SaaS? It’s an interesting question in SaaS. Do we see the classic ‘decoy effect’ — vs. just highlighting the most popular version — on SaaS pricing pages? The classic decoy effect is the Medium tub of popcorn, priced just below the Large to make the Large seem cheap: What do we see in SaaS?

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What is a Dofollow Link?

Hubspot

The easier it is for potential customers to find your site in search engine results, the more traffic (and sales) you’ll generate. As a result, there’s a kind of constant content competition underway as website owners and administrators look for ways to stand out from the crowd and improve search engine optimization (SEO). Gone are the wild, wild west days of the World Wide Web where keyword spamming and content stuffing were the norm to drive search engine interest.

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Podcast 141: How to Build an Achievable Revenue Plan with Mary Grothe

Sales Hacker

If you missed episode 140, check it out here: Habits of a Bootstrap CEO: Depth Not Breadth with Zak Hemraj. What You’ll Learn. The biggest mistake is being too silo focused. How to build a realistic, achievable revenue plan. Revenue-based compensation is a resounding yes. Write your own definition for success. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

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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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“But We Did It This Way In My Old Company!”

Partners in Excellence

I was speaking with a Sales Executive. He was relatively new to the company, he’d been in the role for a few months. The organization had been performing reasonably well, but they wanted to expand and grow quickly. He had been recruited to lead that effort. As we spoke, he said, “Dave, I don’t understand. We’re doing well, but not as well as I had hoped.

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What To Do if Your TAM is Too Small for VCs

SaaStr

If your TAM really does seem too small for VCs, 2 choices really: 1. Just find that 1 VC that still believes. This can work. 2. At least build a 1.0 of a product expansion that shows a larger TAM. This often also works. Even if you have few customers to start. — Jason BeKind Lemkin (@jasonlk) December 21, 2020. TAM (Total Addressable Market) is a tricky concept.

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Six Direct Response Copywriting Tips (and Examples)

Hubspot

Connecting with potential customers is critical to boost interest in your website and drive sales conversions. But this is often easier said than done — while many site owners understand the value of compelling content, creating copy that resonates with visitors is more complicated than it appears. Here's why: Gone are the days of keyword-stuffed content designed only to drive up SEO values.

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How We Built Highspot: Stories from Our Founders

Highspot

While working at Microsoft, Robert Wahbe, our CEO; Oliver Sharp, our Chief Solution Architect; and David Wortendyke, our Chief Product Officer, uncovered an urgent need for technology that could empower customer-facing teams to do their best work – and make the most of every buyer interaction. So they set out to build it. And thus, Highspot was born.

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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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Top 10 Responsibilities of a Digital Sales Specialist

APACSMA

The Digital Sales Support Specialist role is responsible for meeting new business development goals as well as acting as a resource to the sales department in developing, selling, and maintaining digital marketing initiatives. Here are the Top 10 Responsibilities of a Digital Sales Specialist: All Rights Reserved by Asia Pacific Sales & Marketing Academy.

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500,000+ Tuned into Our Digital Events in 2020. Here Were The Top 10 Sessions.

SaaStr

Well 2020 was certainly an interesting year for SaaStr. Things start off looking bleak, with SaaStr Annual 2020 the first big tech event to be postponed due to Covid. And then we all plunged into what looked like a big tech recession — at first. But that lasted just a few weeks, really. The Cloud picked itself up, and accelerated 6+ years into the future.

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The Beginner's Guide to Keyword Density

Hubspot

Keywords are a critical part of your SEO strategy. Along with relevant content and optimized website design, ranking for the right keywords helps your site stand out from the crowd — and get closer to the top of search engine results pages (SERPs). So it's no surprise that a substantial amount of SEO advice centers on keywords: Doing your research can help you select and rank for top-performing keywords in your market, in turn boosting user engagement and increasing total sales.

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Banish These Words, “For Now…”

Partners in Excellence

Before continuing, I have to give credit to this phrase and important concept to Brent Adamson. Brent and I were having one of our frequent conversations about the future of buying/selling. We were discussing the pandemic and it’s impact on buyers and sellers. We’ve seen our worlds turned upside down. We and our customers are re-inventing our business.

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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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Roles and Responsibilities of a Sales Team Leader

APACSMA

Sales Team Leader The leader of the sales department is the glue that keeps the sales staff together, provides the manager with the preparation and inspiration to achieve selling goals. Typically, the work environment is fast-paced, and the team leader often moves from one task to another, answering questions, holding meetings, delegating responsibilities, and acting as an encouraging voice.

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45% of You Let Your Office Go

SaaStr

At some point in 2021, we’ll be on the other side of this. We’ll be back to events, including the SaaStr Annual 2021 IRL. We’ll be eating indoors again. And we’ll be back, in many cases, to the office. For many of us, it will be a different office. 45% of you said you’d let the office just go, and another 18% of you said you’d downsized.

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How to Prevent Redirect Chains from Destroying Your SEO

Hubspot

Have a website? Then you’ve likely heard about search engine optimization (SEO) — the process of making your site easier to find, crawl, and rank for search engines. The better your SEO, the higher your website ends up on search engine ranking pages (SERPs) — as a result, the greater the chance of your site being noticed by potential customers. And with 68% of all website traffic coming from organic and paid searches — rather than through social media shares and other marketing channels — the ri

UX
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Social Entrepreneur building a blockchain ecosystem to change the world for better.

Closer's Coffee

In this Closer’s episode we connect with Kim Raath, PhD, the co-founder and CEO of Topl. Topl Inc is an impact technology company that is building a blockchain ecosystem to prove a company’s ethical and sustainable practices. Topl’s technology simplifies the certification processes, drastically cutting operational costs and increasing transparency throughout the supply chain.

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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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Prepare Your Sales Team With These Sales Training Best Practices

APACSMA

Corporate sales are a high-burnout job, filled with rejection and the stress of looming quotas, yet it’s crucial that sales reps are on top of their customer service game for each and every contact with customers. They have to be knowledgeable, pleasant and provide an excellent Customer Experience every time—that can be difficult for a new sales rep, or for someone who is just feeling overwhelmed with a big workload, or a wealth of new product information.

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“Imposter Syndrome” is Probably Just Part of Being a Founder

SaaStr

Q: How do I overcome impostor syndrome as a startup founder? Maybe you never do. When Michael Cannon-Brookes, co-CEO of $60B+ Atlassian, came to SaaStr Annual, he shared that he still hasn’t gotten over it: When I spoke with Todd McKinnon last week, CEO of Okta, he said he still felt vulnerable all the way to $30m-$40m ARR. And that it still hurts folks to think Okta isn’t “cool enough” or “big enough” … even though it’s now a $30B company!

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7 Ways SEO & PPC Can Work Together in 2021

Hubspot

If your SEO (search engine optimization) and PPC (pay per click) teams exist in complete silos, it's time to change that. Commonly held opposing viewpoints are: PPC is too complex, and SEO is too slow. (For the record, I don't agree.). When these two teams collaborate, you'll be rewarded with magical insights, learnings, and results that neither team could get on its own.

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Top 5 Social Media Marketing Analytics Software for Reporting

Capterra Sales & Marketing Software

The post Top 5 Social Media Marketing Analytics Software for Reporting appeared first on Capterra. Use the reporting feature of social media marketing analytics software to check how well your social media campaigns are performing. Here are the top five tools that offer this capability. Your customers spend a significant amount of time on social media platforms such as Facebook, Twitter, and Instagram.

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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.