At this time of year, many countries turn back their clocks to gain extra daylight. CloudShare wants to give busy sales pros some time back as well by lending a hand with research.
The following is a curated set of articles and other materials we’ve found to strengthen your strategy and help you close 2019 on a high note. In no particular order, here are our top favorites from the past few months, accompanied by details about an upcoming don’t-miss webinar.
Has the Demo Died?
Download this eBook with John Care, Peter Cohan, and more revealing the future of sales engineering.
How to Craft a Concise B2B Sales Pitch in Limited Time: Speaking of time, if you’re often crunched when coming up with your sales pitch, Kristen Bowie of MarketingProfs has some solid advice. She reminds us of the all-important elements of a good pitch and why taking a more natural approach to customer communications might be the answer.
The Content Marketer’s Guide to Sales Enablement: Need a little help developing the right content to put your sales team over the top? This Influence & Co. white paper provides insight into the relationship a buyer wants to have with a vendor, specific customer needs, and how you can craft the right materials to support the rock stars on your sales team.
16 Sales Contract Clauses to Balance Risk and Reward: Sometimes you make the sale in principle, but when it’s time to get down to brass tacks, you’re not certain you have all the contract details in place. In this article from Andreessen Horowitz, we get some great tips for negotiating and creating a partnership that’s beneficial for both parties.
What the Future of Sales Onboarding Looks Like: Always a popular topic, the folks at Sales Hacker are at it again discussing how to make sure you have consistent excellence across the team. This time they give us a glimpse into how onboarding will look over the next year, as teams look to ramp up their efficiency.
The Value of Giving Prospects Hands-on Control During Presentations and Leave-behind: Nobody knows the importance of sales demos like CloudShare CEO, Zvi Guterman. This time he joins The Sales Evangelist for a podcast on why you want to let potential customers have the full experience of your software to maximize the impact of your sales presentations.
Eliminate Churn Forever in 5 Simple Steps: It’s everyone’s favorite sales term – churn. In this “hot take” article, Lincoln Murphy of Sixteen Ventures talks about why churn is a dying term, and how it’s maybe not as inevitable as you might think. He begins by boiling it down to a simple equation of whether or not you’re meeting your customer’s expectations. He follows that up with five tips every company can use to help eliminate the churn problem for good.
The Benefits of a Data-Driven Sales Enablement Strategy: What are you using to drive sales enablement? This article from OpenView Partners encourages you to use data collected from self-assessments, big data analysis and other sources to ensure your sales team members have the individual skills they need for success.
Achieving SaaS Customer Alignment: It’s not always easy to ensure that you’re synced properly with your customers’ needs. But when you’re not quite connecting, the results can be disastrous. This eBook from Chaotic Flow gives you the scoop on using all that customer information you’re collecting for everything from classifying the customer to how you should handle pricing.
How to Optimize Email Follow-Ups for SaaS Sales: If you’re having trouble making email communications work with potential customers, SaaS Mag has some valuable advice on implementing an effective follow-up strategy. It’s a great resource for setting expectations and making sure you cross your t’s throughout the sales process.
How to Achieve a Winning Sales Mindset for 2020: Finally, don’t forget to mark your calendars for this one. On November 12 the experts at Selling Power have set up a webinar to discuss some of the key challenges stopping sales teams from achieving their goals. Tune in to set yourself up for success in 2020 and make sure you’re not leaving potential on the table.
Not quite what you’re looking for? To see even more resources that can boost your sales team’s success rate, check out the resources section on our website!