What You'll Learn:
- The video-enabled full cycle sales sequence.
- How to use video to enable your champions.
- How to keep top of mind during a long sales cycle.
- How to avoid dropped meetings and build lasting relationships.
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It StartsSales Hacker
We all want competitive sales success. But how we get there?
We know that successful organizations must have product-market fit, build trust, and deliver an amazing customer experience. Sounds easy, right? Surprisingly, there are a lot of organizations missing out on using competitive intelligence data to improve their close rates.
From marketing to sales to customer success, competitive intel can shape sales conversations from pre-deal all the way through onboarding.
Join us as we walk you through achieving alignment and strategies to leverage competitive intelligence.
Sales Managers & Enablement: Strengthening the ConnectionSales Hacker
What You'll Learn:
- The importance of the sales management-enablement partnership, and how data-driven strategies can strengthen that connection
- How data and technology can help provide both parties with a “single view” of sales rep success
- Practical examples of how data-driven sales readiness can improve your overall enablement strategy
Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best PracticesSales Hacker
What You'll learn:
- Purposeful practice: What it means and actionable tactics you can put into play
- The sales coaching gap and understanding if you're suffering from it
- The most common coaching challenges sales team face today and how to overcome them
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Break Through the Sales Noise and Grow Your Prospect and Client Relationships...Sales Hacker
What You'll Learn:
- How personalized outreach will increase response rates
- Tips for avoiding pre-close ghosting through leveraging emotional intelligence
- How to unstick pipeline stalls through demonstrating recognition
- Ways to expand current accounts through appreciation
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It StartsSales Hacker
We all want competitive sales success. But how we get there?
We know that successful organizations must have product-market fit, build trust, and deliver an amazing customer experience. Sounds easy, right? Surprisingly, there are a lot of organizations missing out on using competitive intelligence data to improve their close rates.
From marketing to sales to customer success, competitive intel can shape sales conversations from pre-deal all the way through onboarding.
Join us as we walk you through achieving alignment and strategies to leverage competitive intelligence.
Sales Managers & Enablement: Strengthening the ConnectionSales Hacker
What You'll Learn:
- The importance of the sales management-enablement partnership, and how data-driven strategies can strengthen that connection
- How data and technology can help provide both parties with a “single view” of sales rep success
- Practical examples of how data-driven sales readiness can improve your overall enablement strategy
Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best PracticesSales Hacker
What You'll learn:
- Purposeful practice: What it means and actionable tactics you can put into play
- The sales coaching gap and understanding if you're suffering from it
- The most common coaching challenges sales team face today and how to overcome them
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Break Through the Sales Noise and Grow Your Prospect and Client Relationships...Sales Hacker
What You'll Learn:
- How personalized outreach will increase response rates
- Tips for avoiding pre-close ghosting through leveraging emotional intelligence
- How to unstick pipeline stalls through demonstrating recognition
- Ways to expand current accounts through appreciation
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
Here are my slides from the live webinar we ran on the topic of virtual selling readiness. Here's a link to the video replay. https://saleshood.com/virtual-selling-guide/
Empowering Customer Success Managers as Adoption CoachesAmity
One of the most critical functions that Customer Success Managers perform is proactively driving user adoption within your customers' organizations. But how do you do this rapidly, effectively and at scale?
The answer is to develop and empower your CSMs to be Adoption Coaches. Adoption Coaches don't tell their customers how to run their business, but they guide and help them through adoption to achieve and maintain the full value of your system over the years.
How to Scale Your Coaching Efforts to Build a World Class Sales TeamSales Hacker
What You'll Learn:
- How to extend your reach as a leader
- Ways to identify top performers and utilize them
- Opportunities to implement technology to help scale
The Path to Year-End Success: Streamline Your Sales ProcessSales Hacker
What You'll Learn:
- How to avoid the year-end crunch with efficient, accurate data
- Why focusing on streamlined contracts can increase your speed-to-close
- How to play nice with legal to get your deals over the finish line
- Key things a rep (and entire company) must provide to win business
Use this eBook to help your customer success team better harness the power of customer engagement marketing to increase your renewal rate. In the presentation we define customer engagement marketing and lay out the steps you should take to implement an effective strategy.
In this e-book, you'll find tips for hiring the right people into your customer success organization, including the traits your customer success managers should have, interview questions to help you test for those traits, and a sample job posting.
In this exclusive webinar, Tiffani Bova (Global Customer Growth & Innovation Specialist, Salesforce) and Allison Pickens (Chief Customer Officer, Gainsight) will go in-depth on why there’s a clear distinction between customer experience and customer outcomes, and why both of them should roll up to an overarching Customer Success Strategy at your company.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
What Your Prospect Wants from Your Sales ProcessSales Hacker
What You'll Learn:
- Align product, customer success, and sales to match expectations to delivery.
- Communicate the reality of an implementation process.
- Optimize legal resources to build momentum for a smooth negotiation process.
- Lessons from frustrated customers who were promised more than they got—and what they want to hear from future sales teams.
Getting Your SOC Business to The Next LevelJustin Hedge
Presentation slides from a demonstration of Electron Storm's web based Customer Relationship Management System (CRM), designed specifically for SendOutCards.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
3 Videos Your Company Should Make (And Tips For How To Make Them)Chris Lavigne
In this workshop, Chris from Wistia will talk about 3 different types of videos every software company can benefit from. He’ll also walk through some of his favorite production tips that will help everyone in the audience feel excited and ready to hit the ground running with video.
The Automation Era was about scaling your outreach: a one-to-many approach and playing a numbers game with an impersonal cadence. But today's buyers expect more, a little something extra in the effort. Personal Experience answers the call by delivering truly one-to-one moments that build rapport, earn trust and drive loyalty with your customers. Oh, at scale.
On this webinar, Blake Grubbs, Senior Product Marketing Manager at Alyce and Alyshah Walji, Strategic Partnerships and Alliances at Vidyard, will break down:
- The DNA of a personal experience moment and how to inject it into all of your outreach
- How to leverage personal gifting and video to create memorable moments for your audience, without sacrifice of scale
- The optimal times to combine these two channels to leave a memorable impression on your audience
Travel Restrictions Got You Stuck? Video for Sales to the RescueVidyard
Are you experiencing sales-wide travel bans like we are? The power of video lets you stand out and build relationships, even when you can't be there in person. If interested, you can access the recording to this webinar here: https://www.vidyard.com/resources/video-to-the-rescue-webinar-series/
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
Here are my slides from the live webinar we ran on the topic of virtual selling readiness. Here's a link to the video replay. https://saleshood.com/virtual-selling-guide/
Empowering Customer Success Managers as Adoption CoachesAmity
One of the most critical functions that Customer Success Managers perform is proactively driving user adoption within your customers' organizations. But how do you do this rapidly, effectively and at scale?
The answer is to develop and empower your CSMs to be Adoption Coaches. Adoption Coaches don't tell their customers how to run their business, but they guide and help them through adoption to achieve and maintain the full value of your system over the years.
How to Scale Your Coaching Efforts to Build a World Class Sales TeamSales Hacker
What You'll Learn:
- How to extend your reach as a leader
- Ways to identify top performers and utilize them
- Opportunities to implement technology to help scale
The Path to Year-End Success: Streamline Your Sales ProcessSales Hacker
What You'll Learn:
- How to avoid the year-end crunch with efficient, accurate data
- Why focusing on streamlined contracts can increase your speed-to-close
- How to play nice with legal to get your deals over the finish line
- Key things a rep (and entire company) must provide to win business
Use this eBook to help your customer success team better harness the power of customer engagement marketing to increase your renewal rate. In the presentation we define customer engagement marketing and lay out the steps you should take to implement an effective strategy.
In this e-book, you'll find tips for hiring the right people into your customer success organization, including the traits your customer success managers should have, interview questions to help you test for those traits, and a sample job posting.
In this exclusive webinar, Tiffani Bova (Global Customer Growth & Innovation Specialist, Salesforce) and Allison Pickens (Chief Customer Officer, Gainsight) will go in-depth on why there’s a clear distinction between customer experience and customer outcomes, and why both of them should roll up to an overarching Customer Success Strategy at your company.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
What Your Prospect Wants from Your Sales ProcessSales Hacker
What You'll Learn:
- Align product, customer success, and sales to match expectations to delivery.
- Communicate the reality of an implementation process.
- Optimize legal resources to build momentum for a smooth negotiation process.
- Lessons from frustrated customers who were promised more than they got—and what they want to hear from future sales teams.
Getting Your SOC Business to The Next LevelJustin Hedge
Presentation slides from a demonstration of Electron Storm's web based Customer Relationship Management System (CRM), designed specifically for SendOutCards.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
3 Videos Your Company Should Make (And Tips For How To Make Them)Chris Lavigne
In this workshop, Chris from Wistia will talk about 3 different types of videos every software company can benefit from. He’ll also walk through some of his favorite production tips that will help everyone in the audience feel excited and ready to hit the ground running with video.
The Automation Era was about scaling your outreach: a one-to-many approach and playing a numbers game with an impersonal cadence. But today's buyers expect more, a little something extra in the effort. Personal Experience answers the call by delivering truly one-to-one moments that build rapport, earn trust and drive loyalty with your customers. Oh, at scale.
On this webinar, Blake Grubbs, Senior Product Marketing Manager at Alyce and Alyshah Walji, Strategic Partnerships and Alliances at Vidyard, will break down:
- The DNA of a personal experience moment and how to inject it into all of your outreach
- How to leverage personal gifting and video to create memorable moments for your audience, without sacrifice of scale
- The optimal times to combine these two channels to leave a memorable impression on your audience
Travel Restrictions Got You Stuck? Video for Sales to the RescueVidyard
Are you experiencing sales-wide travel bans like we are? The power of video lets you stand out and build relationships, even when you can't be there in person. If interested, you can access the recording to this webinar here: https://www.vidyard.com/resources/video-to-the-rescue-webinar-series/
Did you see the newest videos of twerking toddlers and cats afraid of cucumbers? Well, your customers have! Keep up with the newest social media trends by incorporating video into your marketing strategy. (Lachanophobic felines and graceful toddlers not necessary.)
By the end of December 2015, Marketing Profs contributor Tyler Lessard had announced that 2015 would be the year of video marketing. The advantages of video content in marketing strategies are undeniable. Whether it is the bite-sized format or the visually stimulating images, video is king for media marketing.
But what constitutes a good content marketing video? And what points should a business touch upon to ensure success? There are key components to any good video content.
To guarantee that you get the most return on your video content marketing, here’s a quick how-to guide to help you along the way.
Marketing Masterclass: Exclusively for LPL Financial Advisors:Samantha Russell
Do you have trouble differentiating your service and defining your unique value proposition? Do you know your marketing needs a facelift but you just aren't sure where to start or what to do?
In this webinar, exclusively for LPL advisors, Samantha Russell will share:
- Why traditional advisor marketing and messaging just doesn't work anymore
- How to think about establishing your own unique brand, and
- Practical tips you can implement right away - to help you nail your messaging in your website, copywriting, social posts, and more!
Social Video For Business Vistage Talk April 28Doug Lehman
Social Video Business Presentation for Vistage. Using Social Video by embracing social video, engagement tips,excuting a video distribution strategy and equipment and resources for Video Marketing Today. Leveraging Social video and social selling to increase revenue, sales, reduce costs and expand brand awareness.
Download free presentation training course catalogue from award-winning coaching team at Benjamin Ball Associates. Learn about public speaking coaching, leadership training, pitch coaching and investor presentation coaching. Call today +44 20 7018 0922
This document shows how companies can use video marketing tactic into their marketing automation strategy, to nurture their leads to finally make them real customers.of their brand and products.
The Art of Crafting Corporate Videos A Comprehensive Guide.pptxMotion Edits
Discover the art of crafting compelling corporate videos that captivate your audience and elevate your brand. This comprehensive guide explores the process, benefits, and tips to create impactful corporate video Services for effective business communication.
Building 1:1 Customer Relationships At Scale With Personalized VideoInfluitive
We all crave to be seen as unique individuals. But in B2B marketing, does individual connection have to come at a sacrifice to scalability? Not in the world of personalized video. Imagine you could invite all of your customers into their own, unique video story. Not only would this get them watching and keep them watching but it would build 1:1 relationships in an ever more impersonal world.
Boost Your Marketing Performance Using Video Editing.pptxMotion Edits
A company’s video editing services and content must be of the greatest possible quality to attract prospective clients. To meet the ever-increasing need for an online presence, businesses must place a greater emphasis on social media interaction and video marketing.
Video marketing is an excellent way to promote your brand & increase your business and sales. To achieve this make sure that video marketing should be a part of your overall marketing strategy.
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
“The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Comprehensive Encyclopedia of Sales PlaysSales Hacker
Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved.
First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want?
And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
The Only SDR <> Marketing Alignment Playbook You'll EVER NeedSales Hacker
“Our inbound leads are ALWAYS unqualified, already in the pipe, or a current logo.” - Sales Manager.
“Why can’t sales just, like, close 10% of the leads from my webinar last week?” - Marketing Manager
Sound familiar? Yeah… you’re not alone.
Becc Holland, as the Head of Sales Dev at Chorus.ai, felt the pain of sales & marketing misalignment too. So she set off on a year-long journey to fix it, and she did!
Learn the exact 7-step process that she implemented at Chorus.ai to drive marketing results that her salespeople actually care about.
A ~15 sec. Process to Qualify Your “Inbound Leads” (& How to Comp your SDRs t...Sales Hacker
What You'll Learn:
- A 15-second process to weed out unqualified inbound leads & “tire-kickers”
- How to identify “sales-ready” leads & move unqualified leads to the “back of your radar”
- Why defining your ideal customer profile (ICP) is critical (and how to do it the RIGHT way)
- How to select the right variable performance measures & calculate OTE for your inbound reps
Hire The Sales Team of Your Dreams: 10 “Tried & True” Interview QuestionsSales Hacker
The stakes couldn’t be higher when it comes to hiring the right sales talent for your organization.
But there’s a range of critical skills that separate the best candidates from the rest, and success belongs to companies who can identify and hire reps who have those valuable skills.
So... how do you ensure your potential new hires have the right skills for success?
By mastering your sales interview questions!
Learn from Carolyn Betts, Founder & CEO at Betts Recruiting, as she reveals her top 10 “tried & true” sales interview questions to find & hire the top sales talent from across the Nation.
2nd Annual State of Revenue Operations ReportSales Hacker
What You'll Learn
- The current state of RevOps (survey results from 2,462 B2B practitioners!)
- The biggest challenges & barriers that hinder companies transitioning to revenue ops for the first time
- The steps companies are taking today to fix the customer journey & deliver a unified customer experience across their go-to-market teams (sales, marketing, customer success, and operations)
- Real-world examples & stories “from the field”, from world-class RevOps executives and practitioners
https://www.saleshacker.com/lp/2nd-annual-revenue-operations-report/
Josh Braun’s Top Plays to Book More Qualified Meetings in 2020Sales Hacker
What You'll Learn:
- How to book high-quality meetings with prospects
- Josh’s exact cold outreach sequences that get double-digit positive response rates
- The plays that Josh uses (and coaches) to convert sales conversation into revenue
Sales Leaders: Aaron Ross’ Playbook to Re-Ignite GrowthSales Hacker
In this brand new tactical keynote, Aaron Ross will dive into the surprisingly few reasons that revenue growth stalls and stutters at even the best companies, no matter how hard they are pushing for it.
Revenue Ops: Our Proven Framework for Massive PipelineSales Hacker
What you'll learn:
- A proven framework to align & organize your revenue teams (sales, marketing & customer success)
- The “Ins & Outs” of Leandata’s & Outreach’s revenue operations
3. We keep doing more of the same.
Text emails. Phone calls. Social messages.
Too much noise
and too many distractions
Cold and
impersonal
Information
consumption
has changed
4.
5. So, how can you get their attention and hold it
throughout the sales process?
7. Why video works.
Grab attention
and evoke delight
Form a genuine
connection
Make it personal
(for real)
8. Video for Sales
Create custom video messages.
Connect with customers and prospects.
Track each and every view.
9. Selfie
Create compelling & personalized video content to capture attention, and stand
out by using video
Prospecting: Selfie
Introductions
Put a face to a name and form a
connection early on.
10. Screen Share
Create compelling & personalized video content. Use video to engage prospects
in your offering: deliver custom demos, and screen captures of what matters to
them
Personalized Screen Share
Capture more than just your pretty
face!
11. Use Pre-Existing Content
Video introductions to pre-existing demos or case studies maintain the personal
connection with generic content.
1. Record a quick intro to the content
2. Explain what it is and why it’s valuable to
them
3. Include an -invideo CTA to drive them to
the next great resource
14. Brainstorm Activity
Where does video fit in the cadence?
How do you mix up your medium?
What are you currently doing?
Where are there opportunities to use video?
16. Connect
Put your video to work to form connections and drive action.
Stand out with personalized
thumbnails
Add engaging video thumbnails to sales
outreach to improve CTRs by 5x!
18. Drive a next step
Put your video to work to form connections and drive action.
Add a call-to-action
Make your video interactive
and define a next step.
19. Exchange & Pass-off
Even after closing a video hand off from you to your CSM is an easy way to:
● Create a delightful experience for your
new customer
● Confirm they’ve made the right choice
partnering with you
● Make them feel taken care of
● Increase the likelihood of expansion
● Record remotely!
20. Enable Your Champion
Enable your champions effectively!
● Transfer key info to your champion so they
can share internally when you can’t.
● Check in regularly to stay top of mind
throughout long deal cycles.
● Address common objections with quick
videos.
● Bring in a subject matter expert whose
input can be easily shared.
21. Enable: Your Team MESSAGE FROM OUR VP
No good sales rep is single-threaded in
a deal.
Video is a creative and personal way to
engage your director, VP, or CEO and
connect them with the right people within
your prospects organization.
22. Connect
Put your video to work to form
connections and drive action.
Easily share your video
Share your video through email, on social
networks, or using your favourite apps.
23. Understand who is engaging with your
videos, so you can prioritize your follow-up.
Track
In-app & Email Notifications
Receive notification when someone
watches your video so you can
follow-up ASAP!
Advanced Analytics
If they didn’t watch it all…. Are they
even interested?
24. Increase Your Meeting
to Opportunity
Conversion Rate
● Meeting-to-opportunity conversion of 200%
● 12.75% positive response rate
● Inspired her whole team to adopt personal
video messaging
Vidyard helped us increase
response rates and reduce
meeting cancellations from
50% to less than 10%”
Lauren Wadsworth
Global Account Development Manager
Dynamic Signal
25. ● Cut Through the Noise
● Convey Your Message Precisely
● Vidyard Is Impactful at Every
Touchpoint
Vidyard helped our
team see 3X response
rates and zero-in on the
most engaged prospects.”
Kyle Norton
VP of Sales
League
Using Personal
Video to Boost
Response Rates