Mon.Aug 03, 2020

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Improving the Post-Sale B2B SaaS Customer Experience

Sales and Marketing Management

Author: Kaveri Kalavath Implementing enterprise software has never been easy. This hasn’t changed, even with software as a service (SaaS) and cloud-based technology. An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once.

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4 Ways to Find Your First Customer

Hubspot Sales

If the difference between a hobby and a business is making sales to customers, then how do you make the transition? It’s one thing to have a theory around who you’d like to sell to but how do you actually find those initial customers to sell to? You might be afraid that you’ll say something wrong and scare away a big prospect. Or you could get frustrated after a few weeks of trying every idea that came to mind.

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Why Leaders Are Shifting from SKOs to Virtual Sales Training Initiatives

Force Management

The typical sales kickoff event is going to look different this year. With the possibility of an in-person event becoming more and more unlikely, company leaders are using this opportunity to invest in strategic sales initiatives that they can launch virtually, during the time of their would-be SKO. The move often shifts travel and entertainment funds into tools, content and training to improve critical components of sales execution.

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Nonprofits Enjoy Prosperous Funding, Thanks to ‘Social Impact’ Investors

Zoominfo

When one thinks of industries that attract large investments, fields such as software, energy, and pharmaceuticals come to mind. But according to new research from ZoomInfo, it’s the nonprofit and charitable industry that has drawn the most funding since 2019 — north of $70 billion total from January 2019 through May 2020. Figure 1 : The nonprofit industry took the top spot by total investment amount.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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On Measuring Sales Performance

Partners in Excellence

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?

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How to Sell When You Don’t Have Leads

Anthony Iannarino

Two things benefit you tremendously when you start selling, even though they don’t feel very much like something positive and beneficial to your development. The first is selling a commodity, especially when you have little to no differentiation outside of your ability to sell. There may not be anything that improves your character or skills quite so much as not being able to rely on any factor outside of the value you create for your prospective client to win big deals.

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How To Start A Lead Generation Business

SalesHandy

In the realm of lucrative businesses, wouldn’t you like to build one where you don’t need to have a product to sell and still make a high income? Somewhat similar to affiliate marketing, a lead generation business generates leads and sells existing products and services for a fee. In the United States alone, there are over 30 million small businesses that generate trillions of dollars in revenues combined.

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Your Customer Testimonials Are Missing a Wheel

Product Management University

All customer testimonials pretty much follow the same blueprint. Customer background. The problem the customer was facing before our solution. Our solution and how it solved the problem. Benefits to the customer and success metrics. These elements are important parts of the story, but they still beg the question, So what? The Playbook: Customer Testimonials: The Wheel That’s Missing.

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Creating A-Player Sales Teams with Mary Grothe

criteria for success

Happy Monday, Let's Talk Sales listeners! Today's featured guest is Mary Grothe. She is the Founder & CEO of Sales BQ , a sales consultancy that grows revenue through behavioral assessments and other strategies. Mary started her sales career in an admin role and quickly rose through the ranks to achieve top-seller at multiple large corporations.

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How to Stay Competitive in the Evolving State of Martech

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

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5 Pandemic-Proof Sales Skills

Selling Power

Today’s post is by Brett Keirstead, CRO of GlobalVetLink and author of We Are All Sales, People. His book is written to celebrate what makes salespeople great throughout their lives at home, work, school, and in the community. Connect with Brett on LinkedIn and follow him on his blog, We’re All Sales People. The headlines are everywhere: “How to sell in a pandemic” “Selling will never be the same” “What lies ahead for sales?

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The True Cost of Building an SDR Team, and Why They Remain a No-Brainer Investment

Sales Hacker

It would be foolish to tell you that every CRO and CFO I talk to agrees with me in saying that SDRs are a no-brainer investment. In fact, it’s typically the opposite. Most companies are intrigued by the potential of SDRs, but cautious when investing the necessary resources to build a proper team. Setting up an SDR team is, after all, more expensive than an AE team.

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4 Focus Areas for Sales Training Right Now

The Center for Sales Strategy

The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate. The bottom line, already a tough job, is now even more difficult.

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Agile Selling

Selling Energy

As a sales professional we’re often kept on our toes and expected to be on top of every new development in the field. This is something I definitely encourage students to pursue through Selling In 6 TM and our Segment Guides TM , but as far as integrating all of it into your day-to-day, some extra guidance is needed.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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How to Succeed at Listening Intelligence [PODCAST]

Sandler Training

Mike Montague Interviews Laura Janusik on How to Succeed at Listening intelligence. Find Laura at: [link]. The post How to Succeed at Listening Intelligence [PODCAST] appeared first on Sandler Training.

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Building a Resilient Sales Mindset

Pipeliner

In today’s Expert Insight Interview, we are talking about the concept of preventing bad moments from turning into bad days. Our guest is Michael O Brien, the international speaker and the executive coach on a quest to help one million people have their last bad day. The conversation explores: The survival mode. The PBR concept. The peloton. The Survival Mode.

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5 Quotes to Promote Time Management

KO Advantage Group

It's summer. That means it is so easy to push off work to enjoy the beautiful weather. It's great for you and your business to take time off - but you always want to make sure that what you are doing instead is valuable. Take a look at these five quotes to inspire you to take the most out of your summer.

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Arianna Huffington: How to thrive during adversity

Gong.io

How can you build greater resilience? Why is prioritizing recovery time so important? How can micro steps and habit stacking make it easier to reach your full potential? On this special episode of the Reveal podcast, we’re going back to Celebrate Unstoppable, Gong’s virtual event from July of 2020. . Here are some of the highlights from our conversation with Arianna Huffington, co-founder of the Huffington Post and CEO of Thrive Global.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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#110: Todd Caponi of Sales Melon — Becoming “Flawsome” with Transparency in Sales

Xvoyant

Todd Caponi, Founder of Sales Melon, teaches us how to get your product’s imperfections considered and taken care of early in the sales process and reduce buyer defense mechanisms. Transparency outperforms perfection when you are talking to a customer because it removes some of the friction inherent in the sales process. Customers can just confirm the flaw, rather than putting time and energy into finding them when you are transparent right from the start.

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How to increase insurance sales in the digital age: 12 modern strategies the experts are using boost sales

Close

Looking to increase your insurance sales? Check out these 12 expert strategies for insurance agents to boost their sales.

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5 Tips for effective product demo webinars to increase your sales

PandaDoc

Product demos are essential. They allow you to show off your product to a prospective client in real-time. Fortunately, the internet has made it easy to do demos without having to meet with leads in person. Never has this been more useful than in the current era of canceled events and physical distancing. Since live virtual product demos are one of the best tools for closing deals remotely, you should take the time to get them right.

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Your Customer Testimonials Are Missing a Wheel

Product Management University

All customer testimonials pretty much follow the same blueprint. Customer background. The problem the customer was facing before our solution. Our solution and how it solved the problem. Benefits to the customer and success metrics. These elements are important parts of the story, but they still beg the question, So what? The Playbook: Customer Testimonials: The Wheel That’s Missing.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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QBE Insurance & Artesian Deal Sets a New Standard For Modern Underwriting

Artesian Solutions

LONDON, England, August 03, 2020 – Commercial Insurer, QBE European Operations has announced the wide-scale deployment of the Artesian Solutions client intelligence platform to boost frontline productivity in commercial insurance. The exciting multi-year deal which spans QBE’s UK underwriting division has seen Artesian deliver its new digital data platform for QBE, with the aim of setting a new standard for modern data and insight driven underwriting – according to the Insurer.

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How to Manage Business Income Loss During the COVID-19 Pandemic

Nimble - Sales

The coronavirus outbreak is as financially unprecedented as it is medically. There has never before been a period where almost all companies have to collectively check their liquidity and gauge the short-term future in such a critical way. Inevitably, the pandemic has severely disrupted the trade and revenue of several businesses across the world. The […].

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Collaboration vs. Competition

Accent Technologies

The post Collaboration vs. Competition appeared first on Accent Technologies.

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How to Master the Art of B2B Prospecting

OutboundView

Let’s admit that prospecting isn’t as interesting as closing a deal. As a result, companies often skip or delay proper prospecting tactics when it comes to the checklist of “important things” However, without a sales pipeline full of high-quality leads, no new purchases can be made. That’s why it’s important to realize that prospecting triggers the whole sales process, indicating, to a great extent, whether or not you should chase the account, and if the deal

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to Use B2B Webinars to Convert More Leads

PandaDoc

Webinars bring people together. Unlike seminars that can be reached only locally, webinars offer a global reach. This creates fantastic opportunities for participants and the webinar hosts. However, nowadays, webinars are not always about sheer knowledge sharing. Companies all over the world use webinars to reach a wider audience, build reputation, and convert their viewers into loyal customers.

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Podcast 158: Tim Harsch On Timing & Relevance In Prospecting

John Barrows

This week, Tim Harsch , CEO of Owler joins us on the podcast. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more! Follow the podcast: Subscribe on iTunes.