2019

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10 Tips To Help Your Sales Team Meet Their Full Potential

CloserIQ

Meeting 145
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In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. So what’s going on behind the curtain? Yeah, we’ve been thinking about that too. Namely… What does the perfect sales stack look like? And is it possible to leverage technology for a better pipeline and bigger deals?

Sales 143
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Trending Sources

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How To Keep Your Customers For a Decade. Or Longer.

SaaStr

Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.

Customers 141
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Marketing is Empathy

Heinz Marketing

By Maria Geokezas , VP of Client Services at Heinz Marketing. So much is written about how to instill empathy into marketing. A quick search online brings up how empathy is used in B2B marketing, how to enhance marketing with empathy, or how to make empathy part of your marketing strategy. In my experience marketing is empathy. They are synonymous in business.

B2B 135
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Empowering Retail Associates to Enhance the Customer Experience

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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What Is Sales Enablement?

SalesHood

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?

Sales 117
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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

Negotiate 114

More Trending

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6 Effective Ways to Use Video in Your Email Marketing

Hubspot

This morning, as usual, I started my day by checking my emails. While this process doesn't usually excite me and is just my method for waking up, I came across a subject line that made my heart race with excitement: Knowing that I would be starting my day with a new music video from one of my favorite bands made me smile. It also made me feel valued as a subscriber to their record label's emails — with just one video, Specialist Subject Records strengthened the consumer relationship I have with

CTR 101
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What Cooking Thanksgiving Dinner Can Teach You About Building a Sales Stack

SBI

What Cooking Thanksgiving Dinner Can Teach You About Building a Sales Stack. My sister and her husband go all out on Thanksgiving. Our families pack up and head to her house from as far away as Iowa for 3 days of feasting on meals truly fit for a king or queen. They have the smoker, the deep-fryer, the sous vide (yeah, that’s a thing), the steamer, and – well, pretty much every machine you’d expect gourmet cooks to have in their kitchen.

Sales 56
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5 Interesting Learnings from HubSpot as It Approaches $1 Billion in ARR

SaaStr

We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs. 5 Interesting Learnings from Bill.com’s IPO. HubSpot is a great one that IPO’d way back in 2014 ??

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11 Tips for Improving Your Sales Process in 2019

CloserIQ

Process 113
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot. Or anywhere in between. Because it costs next to nothing to deliver.

Price 135
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Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

SaaStr

(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.

Sales 135
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SaaS Will Hit $116 Billion Next Year. Wow.

SaaStr

Gartner has its latest Cloud report out , and while one can always pick at any report, it’s at least a well-resourced and reasoned source on the size of SaaS and the Cloud. The big learnings for SaaS founders and execs: Cloud overall will grow 17% next year to $266 Billion. That’s a lot of growth, and it means we’re solidly in the mainstream phase but not the mature phase.

Growth 129
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10 SaaS New Year Resolutions For You. Pick a Few.

SaaStr

So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.

Up-sell 124
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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ABM Tricks that Boost Lead Generation and Sales Momentum

Sales Hacker

Account-based marketing isn’t new anymore. It’s time to stop winging it and to start doing it the right way. ABM allows you to craft efficient solutions to some of the biggest issues plaguing sales today. At Belkin, ABM helps us process a huge volume of data. We use it to explore over 50 data fields each day, research up to 20,000 leads every week, and constantly make content for email-outreach campaigns and customer communication.

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Sales Hacker Success Summit: Level Up Your Sales Game for 2020

Sales Hacker

Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. We heard somewhere that December 13 is Salesperson’s Day.

Sales 117
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B2B Reads: Attention-Grabbers, Mr. Rogers, and Thanksgiving

Heinz Marketing

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. Attention-Grabbers: Five Publicity Lessons From Unique Billboard Ads. Billboards are having a revival, here are some things you can learn from a traditional advertising method.

B2B 114
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20 Incredible New Experiences at 2020 SaaStr Annual

SaaStr

Phew. With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. It will be in March this year for one year in 2020, before we go back to February for 2021 on. March 10-11-12 in San Jose, CA just south of San Francisco. The headline metrics: 15,000+ attendees. 4,000+ CEOs. 3,000+ Mentorship sessions. 1,000+ VCs. 300+ Sessions. 250+ AMAs, Workshops, Super Braindates, and more. 100+ Unicorns. 3+ Days and Nights on sharing, learning, and

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The B2B Sales Leader's Guide for Any Economic Environment

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

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How to Prepare Yourself to Be a Great CEO

SaaStr

Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before.

Start-ups 111
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Millennials vs. Gen Z: Why Marketers Need to Know the Difference

Hubspot

In recent years, there's been a common misconception that Gen Z and millennials are essentially the same. When companies discuss reaching younger audiences, many often lump Gen Z and millennials into the same group and create one campaign strategy that they believe fits both groups. Sure, many millennials and Gen Zers are considered "young adults." Not to mention, both generations are highly connected to technology and the internet.

Campaign 101
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The Best Time to Send an Email (Research-Backed)

Hubspot

Here's a little exercise for you: Check the timestamps on the emails you've gotten in the past day. What have you found? For me, I noticed that most of my emails, especially my subscription emails, were sent between 9-10 AM, or 5-6 PM. This isn't a coincidence, either. While the answer to “ What’s the perfect time to send an email to my customers? ” isn't an exact science, there are some key findings we've discovered through heavy research, and those times listed above are right in line with wha

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26 TIkTok Stats to Know in 2020

Hubspot

If you feel like the app TikTok came out of nowhere, you're not wrong. Since launching in early 2018 , TikTok's been covered by seemingly every major news publication and racked up millions of downloads globally. Despite TikTok's major early success, the app still feels like a bit of a mystery, especially to marketers. In fact, until recently, its parent company, ByteDance , hasn't disclosed many metrics at all.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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How to Use TikTok: A Step-by-Step Guide

Hubspot

With more than 500 million monthly active users , TikTok is taking app stores by storm and serving as a worthy competitor to apps like Snapchat and Instagram. While Gen-Z has flocked to the app , brands like Chipotle and The Washington Post are also starting to experiment with TikTok's video marketing opportunities. The best way to learn more about the app, its user base, and the type of content that engages audiences is to start producing your own posts on a personal or business account.

Follow-up 101
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45 Essential Social Media Marketing Statistics for 2019

Hubspot

Social media is everywhere. For many people, social media is used daily for entertainment, socialization, and even news consumption -- myself included. Additionally, over the last two decades, it has risen as one of the primary marketing channels. With over 40% of the world's population on social media, it's critical your business devise an effective social media strategy to reach your intended audience.

Consult 101
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How to Master Non-Awkward, Effective In-Person Networking

Hubspot

Remember the good ol’ days when we found jobs through ads in the daily newspaper? Hard to believe, especially considering the fact that 70% of jobs are found through personal relationships , according to John Bennett , director of the Master of Science at the McColl School of Business. Whether you're trying to develop your personal career or forge new business relationships, making offline, personal connections has become even more critical as online social networking becomes the norm.

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5 New Social Media Platforms Marketers Should Watch in 2019

Hubspot

When you visit the App Store or Google Play and search "social media," there are hundreds of apps to choose from. But, as the pool of social platforms grows, will any of them really change the game for marketers this year? The truth is, probably not. In fact, HubSpot's own social media experts say we should be paying attention to how older platforms evolve in 2019.

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The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

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The Ultimate Timeline of Google Search Algorithm Updates [2019]

Hubspot

Google is a fickle beast. The search engine is imperative to the success of your web content, but no one truly knows how the Google algorithm works (except for the elusive Google search-quality team, of course). Google’s search engine is also ever-changing. Google didn’t become the #1 search engine in the world without prioritizing its user experience.

Technique 101
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The Ultimate Guide to Successfully Rebranding in 2019

Hubspot

When you're first starting a business, branding is likely the last thing on your mind. After all, it's hard to sit down and flip through fonts when you're still trying to figure out who your customers are (and where to find them). Plus, even if you made creating a brand identity a priority in the beginning, a change in business plans might have made your initial branding strategy obsolete.

Start-ups 101
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The Ultimate Guide to Product Marketing in 2019

Hubspot

During the 1950s, Volkswagen sold a bus. Although now considered a classic vehicle, the bus remains an icon for the car company decades later. The cool part? Volkswagen just introduced their new VW Bus this year — it’s electric and features modern and sleek styling. Volkswagen’s marketing for the vehicle is eye-catching, unique, and fun, and it fits the original “hippie” vibe the company was once known for.

Product 101
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The Ultimate Guide to On-Page SEO in 2019

Hubspot

So, you've read dozens — if not hundreds — of SEO articles online. You've digested countless tips and tricks for improving your website's SEO. You've even (over)paid that self-proclaimed "expert" to help you develop an SEO strategy that aligns with your business goals. But after all of the reading and learning and strategizing, it dawns on you: You haven't actually done anything yet.

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Sales Kickoff Beyond the Meeting: How to Plan & Execute a Successful SKO

Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off. Over the past few years, sales kickoffs have looked very different.