Mon.Aug 03, 2020

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. It doesn’t have to be this way.

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Why Leaders Are Shifting from SKOs to Virtual Sales Training Initiatives

Force Management: The Command Center

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.

Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times

Sales Benchmark Index

For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t difficult enough to identify where your organization’s growth will be derived from next year while trying to forecast the back-half of.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

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. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap. Join us next time!

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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 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. Blog Posts Professional Development how to succeed professional development sales podcast

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.

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. routine being more productive time management

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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?” ” Particularly, when many people contribute and we need to credit different people.

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. sales tips book recommendation sales performance recession selling

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


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. Source: ZoomInfo.

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


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. Help your customers do their homework.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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. Interview with Mary Grothe. In today's episode, I talk to Mary about optimizing potential within sales teams.

How To Start A Lead Generation Business


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.

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.

Collaboration vs. Competition

Accent Technologies

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

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Building a Resilient Sales Mindset


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. The human psyche works in a way that lets just one bad moment dominate over multiple good ones.

How to Use B2B Webinars to Convert More Leads


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. In fact, hosting webinars have become one of the most effective B2B marketing strategies.

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How to Master the Art of B2B Prospecting


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.

5 Tips for effective product demo webinars to increase your sales


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.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

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 […]. The post How to Manage Business Income Loss During the COVID-19 Pandemic appeared first on Nimble Blog. Business Success