Martech

AUGUST 3, 2021

In fact, “RPA can’t fix bad processes – it just speeds them up.” Effective use of RPA requires a complete thinking through of business processes and the identification of repetitive tasks within those processes which can be automated to everyone’s benefit. Why Kanban is more than a visualization board. Editorial Director.

Technique 108

Technique Consult B2B Process 108

Martech

DECEMBER 2, 2021

In the ‘bad old days,’ marketing would be quick to blame sales for not following up on their ‘great leads,’ while sales would dismiss the quality of these so-called great leads.”. Three out of four of those surveyed have been working with ABM for at least three years, says Neisser. Belief in the sales value of ABM. Image: Renegade.

B2B 139

B2B Sales Contact Technology 139

SaaStr

NOVEMBER 8, 2023

Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. Being open about mistakes helps others see that you can win at business while still being human-first. What are the things that matter to you the most?

X-functional 94

X-functional Contract Growth Quota 94

Lead Fuze

AUGUST 7, 2021

Why all these questions? Why not make a decision? For many years, I’ve spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think. The buyer is probably too busy to focus on what you’re trying to propose. Behind the Buyer’s Desk. Click To Tweet.

Negotiate 98

Negotiate Price Up-sell Clients 98

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur?

Closing 88

Closing Hospitality Negotiate Price 88

SaaStr

JANUARY 12, 2022

Lost a bank customer we had served well for 5 years and up to.5M On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. There are some great teachable moments here, and also some deja-vu if you’ve been through it! A good one.

Customers 111

Customers UX Closing Up-sell 111

SaaStr

JANUARY 2, 2024

At 16 years and $1.6B ARR, Zendesk today gets 14% of new business from startups. Today, 50% comes from partnerships, and it’s been an important part of growth in the last few years. That’s a pretty significant part of the growth of their company. During SaaStr Annual, Zendesk Sr. You don’t want conflict with the sales team.

GTM 73

GTM Growth Start-ups Follow-up 73

Gong.io

MAY 12, 2021

Now what happens if we apply our understanding of illusions to the business world? Here’s why: There is an optical illusion at play here. You’ve heard the saying “ bad data in, bad data out ”? . We’re taught to believe that everything we see is ‘real’. After all, our senses wouldn’t lie to us, would they? .

Pipeline 71

Pipeline CRM Quota Closing 71

Search Engine Land

JULY 20, 2023

And why wouldn’t one want to do that? A built-in mechanism to police the practices of good consultants from the bad. Why, and what is the end result of those changes? The average salary for an SEO specialist per Glassdoor.com is projected at just over $56,000 as of June 2023. And, with the overall SEO market valued at $77.6

Consult 75

Consult UX Referrals Clients 75

Martech

JANUARY 6, 2022

Marketers are always in search of new strategies and technologies to gain a competitive advantage, so it’s not surprising that in outlooks for the upcoming year, there’s been a lot of talk about how NFTs and blockchain technology can give brands a lift. The digital landscape has expanded to include 3D AR and VR environments.

Technology 112

Technology Technology E-commerce Legal 112

SaaStr

AUGUST 25, 2023

Bad advice is everywhere these days. If you want to increase your odds of getting a deal done: Send the world’s best cold email Create the world’s best deck Have customer references ready to go Don’t play games Be clear on how much you want to raise, when, why, and where you’re at. Ask for money when you want advice.”

GTM 70

GTM Engineering Closing Start-ups 70

Hubspot

APRIL 4, 2018

By partnering with other vendors, your business can offer a stronger product/service and a better customer experience. Good channels will open your up business to new sales opportunities. This reason, generally why channel partners work, is also a prime source of conflict. Conflict 1: Winning the deal at all costs.

Territory 85

Territory Commission Contract Strategize 85

Gong.io

DECEMBER 9, 2019

Why is research on decision-making psychology critical to your sales messaging? Tim has more than 20 years of experience in marketing and sales, is the author of multiple books, and is Chief Strategy Officer at Corporate Visions. . How do you make the customer feel like the hero of the story? The Customer is the Hero. Not so fast!”

Sales 106

Sales Prospecting Inside sales Up-sell 106

Lead Fuze

NOVEMBER 2, 2021

Why do successful salespeople walk away from a deal? Here are 6 reasons why it’s important to know when to walk away from a deal. Their job is usually just to get the best price possible, no matter how good or bad a solution might be. Some people in business are just too eager to talk and will take up a lot of your time.

Commission 52

Commission Quota Contact Up-sell 52

Spiro Technologies

AUGUST 3, 2023

On this podcast, I talk with company leaders about how they’re monetizing the business of making, moving, and selling products and having fun along the way. Then you have this $25 billion a year industry in the US where almost no one is going directly to the factory. Everyone’s going through these traditional vendors.

E-commerce 52

E-commerce Cross-sell Up-sell Manufacturing 52

Outreach

OCTOBER 2, 2019

Prior to the 1990s, buyers largely relied on the vendor as the main source of information in order to make a confident and informed purchase. There were no smartphones or even personal computers, so predicting the product’s success and fit meant talking to the vendors themselves and most likely to their sales person.

Sell 45

Sell Commission Sports Finance 45

Sales Hacker

OCTOBER 16, 2020

On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Russell prepares to win by preparing his mindset. Prospecting in the enterprise environment is just different. Their calendars are blocked with 76 meetings.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Spiro Technologies

JANUARY 23, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. That was 34 years ago. To go back to your question about technical, our business, when I started here, was very much a catalog-driven business.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

SaaStr

NOVEMBER 11, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. This episode is the first half of the session. In this episode, Jason discusses: Breaking rules. Setting goals. Technical debt. Black Swan events. Y Combinator. You can watch the full video below, and we’ve included a transcript of the episode. Transcript.

Start-ups 72

Start-ups Up-sell Growth Product 72

Heinz Marketing

MARCH 21, 2022

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 on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. Changing the dynamic of prospecting and lead management strategies.

Pipeline 82

Pipeline Sales Follow-up B2B 82

Heinz Marketing

MARCH 7, 2022

Differentiating yourself by becoming more authentically “human” A manager’s perspective on autonomy and agency in the business. 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 You can even ask Siri, Alexa and Google!

Pipeline 103

Pipeline Sales Up-sell B2B 103

Xant

MAY 20, 2021

They don’t bring vendors in until the very end. Sales is going through a transformation. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way. Our relationships with brands changed once we got our hands on smartphones. And we discovered we could do a lot of things on our own.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence.

Technique 78

Technique Sales Negotiate Quota 78

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. Why does Vikas believe that a wave of SaaS incumbents are about to be displaced or disrupted? How does Vikas think about multi-year deals?

Finance 54

Finance X-functional CRM Engineering 54

Score More Sales

JUNE 25, 2014

Open Space Technology is a world-wide facilitation method created 20 years or so ago where everyone in the room has the same vote (executives have the same say as new individual contributors) and the room environment is set up for idea creation. Imagine being around the same people and ideas every day. Blurred Lines.

Growth 86

Growth Construction Sales Inside sales 86

SaaStr

JANUARY 28, 2020

Jason : We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. And was this inspired by the comment that you made to me in Paris like a year ago or something like that? Want to see more content like this? Join us at SaaStr Annual 2020.

Growth 84

Growth Promote Engineering Up-sell 84

Salesforce

NOVEMBER 30, 2021

Share wisdom and expertise on business growth and development. Share wisdom and expertise on business growth and development. Artificial intelligence quotes on business impact. In and of itself, it’s not good or bad. “In our business, we talk about emerging technologies and how they impact society.

Government 52

Government Technology Technology Education 52

Score More Sales

MARCH 1, 2013

For those on a calendar year, it is the beginning of the last month of the first quarter. Attitude isn’t something you can order from a SaaS vendor that resides in the cloud – it is within you. Why would your buyers be any different? The first day of a new month in selling offers so much promise.

Sales 102

Sales Referrals Pipeline Up-sell 102

Hubspot

MARCH 12, 2018

Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. After all, why should SDRs spend time crafting 100 personalized emails when sending the same generic email to 1,000 people results in the same number of responses? No, this isn't an infomercial. And you're right that they won't work every time.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Lead Fuze

DECEMBER 1, 2021

That has only been in this role for less than 1 year. Processes are important for scaling a business. The more successful businesses have processes in place. The more successful businesses have processes in place. This will be easy if they are both on the same page. ABM maturity model. Who have more than 10 employees.

Prospecting 52

Prospecting Follow-up Contact Territory 52

Xant

MAY 20, 2021

They don’t bring vendors in until the very end. Sales is going through a transformation. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way. Our relationships with brands changed once we got our hands on smartphones. And we discovered we could do a lot of things on our own.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Sales Nexus

NOVEMBER 10, 2021

The text message marketing part of SalesNexus is something that we’ve had for over a year now. I’m not going to get into why that is. Depending on the business you’re in, that can be hard. You may not be in the kind of business where there’s just, you know, 50,000 customers out there. Is it legal?

Legal 142

Legal Campaign Start-ups B2B 142

Hubspot

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These accounts make up the majority of the business' income. Why should you start a key account management program? The answer: Key account management. The benefits. Let's dig in.

Account management 89

Account management Objectives and Key Results Cross-sell Non-Profits 89

Sales Hacker

APRIL 27, 2020

Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Everything in business starts with strategy (or should!). Don’t forget you’re in the “people business”. Never forget that we’re in the “people business”! I hear you.

Strategize 88

Strategize Government Objectives and Key Results Sales 88

Sales Hacker

NOVEMBER 22, 2017

True sales professionals may vent at times — but they follow through by winning. With the new year just around the corner, it is high time to re-examine the many excuses sales professionals make (and what to do instead). Losers make excuses. Regardless of the field, this time-tested principle consistently rings true.

Cold Call 87

Cold Call Quota Technique Pipeline 87

Sales Hacker

JUNE 26, 2019

Too bad most of them lack any actual luster. It’s the reward you naturally receive for giving everything you’ve got to the business relationship you are developing with your prospect or client. Lots of businesses have this type of program. With this machine, you can earn hundreds of thousands of dollars of business.

Referrals 64

Referrals Gaming Territory Cold Call 64

Hubspot

DECEMBER 14, 2016

While the fundamental tenets of inbound marketing still ring true, many of the specific channels and methods prospects are using to find, evaluate, and purchase products are different than 10 years ago. In 2016, I've found that that number has spiked to approximately 14 or 15 different vendors -- and this holds among most industries.

B2C 78

B2C Retail Prospecting Contact 78