January, 2023

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How to Make Time for Sales Coaching

Iannarino

When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. This is true, even when salespeople want more coaching to increase their sales effectiveness. The sales manager would also benefit from having a sales force that wins more deals.

Sales 242
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Prospecting via Email? You Need to Nail These 3 Things

Cerebral Selling

Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. It’s also one of the most overused and abused. If you’re not doing it right, it can not only be a colossal waste of time but can also damage your personal and corporate brand.

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Trending Sources

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5 Interesting Learnings from Docebo at $145,000,000 in ARR

SaaStr

So there’s a quiet SaaS success story you probably don’t know much about, but can learn a lot from. It’s Docebo. It’s a leader in a pretty crowded space (Learning Management Systems) with dozens of top vendors. And yet … It’s worth $1.1

Contract 107
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Becoming a Unicorn Company: What Top Tech Startups do Differently

Force Management

If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition?

Growth 101
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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When Should You Add Automation to Your Sales Process?

Membrain

Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.

Process 99

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Uncovering 9 Closed Lost Reasons + Winning Sales Strategies

Iannarino

There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is "closed lost reason." The field in your CRM may have a drop-down menu, so you can easily document the reason you lost the deal.

Closing 204
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Leading Your Sales Team Through a Tough Year-End

Cerebral Selling

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. It can also be the hardest. As an AE, you may be blowing through your number, signing deals, and having the time of your life.

Pipeline 170
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Why Now is a Great Time to Raise Seed Funding. Even If It’s Awful for Series A-E Rounds.

SaaStr

So now is simply a terrible time to be raising growth stage venture capital.

Finance 97
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Start the Year Strong: What Sales Leaders Are Doing Now

Force Management

As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start.

Pipeline 106
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Gretchen Gordon for a deep discussion of the complex world of B2B sales

B2B 93
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5 Impactful Sustainable Business Practices

Learn Hub | G2

Sustainability is no longer a choice; it's a necessity. Guest Post Productivity

Product 91
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How to Bust Out of a Sales Slump

Iannarino

Occasionally, even successful salespeople find themselves in a sales slump, where their pipeline isn't working as well as it has in the past, and they are struggling to create or win new business.

Pipeline 217
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Running Into the Same Objections Over And Over Again? Try this Tactic!

Cerebral Selling

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming!

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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SaaStr Has 1,500+ No-Cost VIP Equality, Inclusion and Balance Passes for 2023. Apply Now!!

SaaStr

For the 7th year in a row, we’re expanding our Equality, Inclusion and Balance program.

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Sales Points – 7 x Powerful Ways To Win Clients

The 5% Institute

Have you ever felt stuck when it comes to convincing prospects to buy your product or service? Knowing the right sales points can make a big impact in your strategies, and can make the difference between success and failure.

Clients 92
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How to Engage More Stakeholders and Win Better Deals

Membrain

There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.” Sales Management

Sales 88
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G2 Now Has 2M+ Reviews: Here's What That Says About Software Buying

Learn Hub | G2

Each of us has a story to tell. Milestones are just one small part of ours. Marketing

88
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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

Iannarino

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. One side believes doing so is a matter of increasing efficiency , while the other side believes improvement comes from greater effectiveness. Sales LL-Vault 2023

B2B 187
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The 9 Do’s of Better Hiring: An Alternate Perspective to LinkedIn’s Talent Solutions 9 Mistakes

Anthony Cole Training

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

Sell 87
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5 Interesting Learnings from Okta at $2 Billion in ARR

SaaStr

So Okta is one of the leaders in SaaS that has always just kept growing. They had a bit of dip in growth as they worked to integrate the mega-acquisition of Auth0 — but then went right back to growth. Even now, even in times of tighter scrutiny of budgets.

Growth 97
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Highspot Expands Global Footprint to Canada

Highspot

New office in Vancouver to bring world-class career opportunities, customer growth to vibrant Canadian technology hub . VANCOUVER, Jan.

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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Jennica Dixon , COO of Slattery Sales Group , for an insightful discussion on all things sales

Sales 94
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How to Build a B2B Content Marketing Strategy that Converts

Learn Hub | G2

Content marketing plays a key role in both customer acquisition and retention. Guest Post Marketing

B2B 88
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Five Powerful Discovery Call Questions

Iannarino

The discovery phase of the sales process always proves to be critical. Most salespeople waste discovery by asking the client about their problem or their pain. The reason is that many salespeople were taught to ask these poor discovery call questions for a long time. Modern Discovery 2022 LL-Vault

Clients 195
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Can Malcom Gladwell Explain the Sales Hiring Problem?

Understanding the Sales Force

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Sales 87
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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

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Yes, There’s Lots of “Dry Powder” in Venture Today. But There is Zero Pressure to Deploy It.

SaaStr

So 2023 is a whole near world in venture. 2022 was sort of a tale of 2 worlds. At the start of 2022, things were still part of the Boom Times of 2021. Unicorns were minted daily and weekly, and valuations were sky high. By late Q1, it was over.

Growth 95
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5 Key Takeaways from Celebrating 30 Years in Business

Anthony Cole Training

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

Sales 75
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Consistent Customer Success is the Key to Scale Up Your SaaS (or Any) Company

Membrain

Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.