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Scooped by
Ann Zaslow-Rethaber
September 22, 2021 7:00 AM
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Why do teams sell the way they do? Modern sales techniques, especially those that your company uses, have been crafted and refined over centuries through trial and error. Most modern sales teams, though, use one of two methods: methods based around gaining consumer trust, and another based around data and research to make sales techniques more effective.
One aspect of sales that has remained true over centuries: human touch is crucial to a sales team’s success. I’ve said it before and I’ll say it over and over again -- people don’t buy from businesses, they buy from people.
Read the full article at: www.linkedin.com
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Scooped by
Ann Zaslow-Rethaber
September 20, 2021 1:14 PM
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Last year saw a surge in cybercrime exploiting the various aspects of the COVID-19 pandemic and the shift to remote work, with ransomware attacks soaring by 150%.1 The Thales survey found the pandemic’s effects have had a significant impact on security infrastructure, particularly on access management and authentication frameworks, pushing organisations to adopt modern security strategies like Zero Trust to support the demands of a more mobile and remote workforce.
Read the full article at: www.businesswire.com
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Scooped by
Ann Zaslow-Rethaber
September 16, 2021 7:00 AM
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Sales coaching is, without exaggeration, one of the most powerful ways to boost your team’s numbers and produce stellar salespeople. Companies that provide an optimal amount of coaching see 16.7% greater annual revenue growth over those that don’t. That says a lot about the impact a sales coach can have. And as sales manager, coaching sales is your responsibility. But it’s often a steep learning curve to go from doing to coaching. So I put together 14 best practice coaching techniques and tricks to help you out. Here we go! Read the full article at: www.leveljump.io
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Scooped by
Ann Zaslow-Rethaber
September 14, 2021 7:00 AM
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In 2020, sales teams across the globe were forced to transition to remote training. For sales enablement managers, the COVID-19 pandemic has meant re-thinking existing training processes and adapting per the new constraints.
Let’s kick things off by looking at the first big challenge: an overwhelming amount of training requests coming from all directions – left, right, top, bottom – at once.
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Scooped by
Ann Zaslow-Rethaber
September 10, 2021 7:00 AM
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When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle.
Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. But once you start to scale your startup, you can kiss those carefree days goodbye.
Read the full article at: blog.close.com
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Scooped by
Ann Zaslow-Rethaber
September 8, 2021 8:21 AM
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Remote sales teams are no exception. And with the advent of new tech, unlimited data, and what amounts to pretty much universal Wifi, telecommuting has become more accessible than ever. In fact, salespeople in particular may benefit from remote work—they can fly to Seattle for a conference one day, meet with a prospect in New York the next, and spend the following day touching base with clients in Europe.
Ultimately, remote salespeople enjoy flexible schedules, diverse experiences, and fulfilling work—but they still need to feel motivated. Read the full article at: pronto.io
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Scooped by
Ann Zaslow-Rethaber
September 3, 2021 7:00 AM
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Consumers spend nearly $1 in $5 online in Q2, but digital penetration for retail purchases is dipping. Offline sales grow at a record rate of more than 20% year over year as newly vaccinated consumers flock back to stores.
Online penetration hovers around 20%
Nearly $1 in every $5 spent on retail purchases continued to come from digital orders in the second quarter, according to a Digital Commerce 360 analysis of Commerce Department data, and online’s share of total retail sales was still elevated from pre-pandemic levels. But penetration dipped—down to 18.6% in Q2 from 20.3% during the same time last year.
Read the full article at: www.digitalcommerce360.com
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Scooped by
Ann Zaslow-Rethaber
September 1, 2021 7:00 AM
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Recruiting is a challenge right now. While the falling unemployment rate is certainly something to celebrate, it has also spurred intense competition for companies looking to hire top talent. This competition is even fiercer now that remote work has expanded the pool of potential employers across the world. Getting ahead in recruiting will require transitioning from a buyer’s mindset to a sales mindset.
Read the full article at: www.forbes.com
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Scooped by
Ann Zaslow-Rethaber
August 30, 2021 9:11 AM
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Long seen as ripe for consolidation, the fund administration sector is in the middle of another flurry of private equity-backed M&A.
The top fund administration players consolidating the industry — a number of which are backed by buyout houses — expect the large to continue to get larger. Private equity firms are still buying businesses to scale, but for those businesses starting at zero, it is difficult to gain market share in the fund administration space, Hughes said in an earlier interview. "You'll be able to pick up some smaller clients or some riskier clients generally if you're starting in the industry now and so there are significant barriers to entry, but some are able to get traction."
Read the full article at: www.spglobal.com
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Scooped by
Ann Zaslow-Rethaber
August 26, 2021 7:00 AM
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Big money-management firms expanded their dominance in Silicon Valley last quarter, crowding out venture capitalists in a once-niche business and putting 2021 on pace to nearly double last year’s record in startup financing.
Investment in U.S. startups for the first half of 2021 hit $150 billion, eclipsing full-year funding every year before 2020 Read the full article at: www.wsj.com
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Scooped by
Ann Zaslow-Rethaber
August 24, 2021 7:00 AM
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More and more, private equity firms looking to finance big leveraged buyouts are cutting out the Wall Street banks, and borrowing money from each other or from direct lenders.
These loans often come from the credit arms of private equity firms, or from standalone direct lending funds. The appeal of this financing for buyouts is the process is easier and sometimes lenders will offer more debt. But for banks, the transactions threaten one of the most profitable businesses on Wall Street: leveraged finance, where groups of banks arrange loans and junk bonds to fund private equity deals.
Read the full article at: www.bloomberg.com
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Scooped by
Ann Zaslow-Rethaber
August 20, 2021 7:00 AM
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Climate tech has significantly evolved since the first cleantech investment craze of the early 2000s. Today a growing group of investors is tackling one overarching global threat: climate change.
Today, the investment landscape is powered by a vastly broader base of investors who are marshaling billions of dollars to tackle one overarching global threat: climate change.
Read the full article at: pitchbook.com
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Scooped by
Ann Zaslow-Rethaber
August 18, 2021 7:00 AM
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Individual investors have always been a part of the venture capital ecosystem, but they generally have written small checks for the earliest-stage companies.
It's an open secret in Silicon Valley that this group of investors is willing to offer founders better terms and higher prices than traditional VCs in exchange for a chance to back fast-growing startups. Some are doing deals priced far above median valuations, such as last year's funding of software-development company
Read the full article at: pitchbook.com
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Scooped by
Ann Zaslow-Rethaber
September 21, 2021 7:00 AM
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Remote workers complicate CFOs' state sales tax compliance It takes just a single employee to create physical nexus in a state that would otherwise not generate a collection and remittance obligation.
Each state calculates economic nexus differently, but many follow the lead of South Dakota, which filed, and won, the lawsuit against online furniture retailer Wayfair. It requires a business to collect sales tax if it conducts 200 transactions or $100,000 worth of business in the state in a year. Read the full article at: www.cfodive.com
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Scooped by
Ann Zaslow-Rethaber
September 17, 2021 1:03 PM
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The United States, more than anywhere else in the world, is addicted to the concept of management.
We have a glut of people in management who were never evaluated on their ability to manage before being promoted to their role. We have built corporate America around the idea that if you work hard enough, one day you might become a manager, someone who makes rather than takes orders. While this is not the only form of management,
Read the full article at: www.theatlantic.com
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Scooped by
Ann Zaslow-Rethaber
September 15, 2021 7:00 AM
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Remote sales teams are widespread right now due to the global pandemic. Most remote sales teams are adjusting, albeit with a few aches and pains, to the new status quo. But there are still remote teams that are struggling with the reality that the team is connected by nothing more than Slack and other assorted software.
Read the full article at: www.chilipiper.com
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Scooped by
Ann Zaslow-Rethaber
September 13, 2021 7:00 AM
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Do you want to get better at sales? And beef up your sales resume so you could land a higher-paying sales job with generous compensation? There are certain hard and soft sales skills you need to master, and of course, back it up with increased revenue numbers credited to your performance.
We’ve done our research and compiled the top 30 sales representative skills you need to master if you want to achieve complete sales enlightenment.
Read the full article at: www.saleshacker.com
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Scooped by
Ann Zaslow-Rethaber
September 9, 2021 7:00 AM
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Revenue leaders have found themselves unexpectedly coaching and managing their team from afar every day—and all indicators show that remote sales team management will continue for some time.
While field sales teams were always remote, the inability to build in-person relationships with clients, or collaborate face-to-face during team meetings at the office, or huddle up for a critical one-on-one over coffee, is changing the way entire revenue organization must operate.
Read the full article at: www.clari.com
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Scooped by
Ann Zaslow-Rethaber
September 6, 2021 7:00 AM
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What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals? And how do some reps skyrocket their career growth? The answer is simple: Business acumen.
It's a term often thrown around boardrooms and blog posts, but today, I'm breaking down exactly what it is, why it's important, and how you can develop it.
Read the full article at: blog.hubspot.com
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Scooped by
Ann Zaslow-Rethaber
September 2, 2021 7:00 AM
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With advancements in technology and the rise of artificial intelligence (AI), salespeople now have the tools they need to find leads and close sales quickly — without leaving home. In fact, sales reps are increasingly likely to chat with a customer or prospect through a video chat rather than meet them in a conference room.
We asked 250 sales reps about their expectations for growth a year after the pandemic began. Their feedback was clear: Sales organizations have ramped up their efforts at connecting virtually three times faster than in-person sales.
Read the full article at: www.salesforce.com
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Scooped by
Ann Zaslow-Rethaber
August 31, 2021 7:00 AM
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2020 has been a year like no other and the PE industry has felt the impact. But despite its challenges, the industry has proven resilient and adaptable to the new working environment.
As the pandemic hit the market at the end of Q1 and going into Q2, the PE market saw an abrupt and strong decline in deal-making. Transactions were put on hold while GPs shifted their focus toward stabilizing existing portfolio companies and providing operational support.
Read the full article at: www.spglobal.com
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Scooped by
Ann Zaslow-Rethaber
August 27, 2021 7:00 AM
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Why success doesn't depend on your business idea, the quality of your product or your startup capital. The concept of “startup” has grown so big that its very essence has been mystified by industry norms, stories and the media. About 472 million entrepreneurs and 305 million startups are created each year. Of those startups, 1.3 million are tech-related. Irrespective of the industry, most of them fail. Why do 90 percent of startups fail to pull through? Here are the top three startup myths revealed: Read the full article at: www.entrepreneur.com
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Scooped by
Ann Zaslow-Rethaber
August 25, 2021 7:00 AM
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Nearly $161.5 billion of venture capital poured into U.S.-based companies last year, as the private markets and tech startup ecosystem had another banner year.
While the country as a whole saw new highs reached in venture, so did states such as Washington, North Carolina and Minnesota — not just in the amount of capital raised by private companies in those states, but also in terms of the percentage of total venture capital dollars in the country
Read the full article at: news.crunchbase.com
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Scooped by
Ann Zaslow-Rethaber
August 23, 2021 7:00 AM
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It's raining cat and dog deals in startupland. Venture capital investors are pawing at the door of startups in the pet industry, which have benefited from dog-loving millennials and a surge in animal adoptions during the pandemic.
VC-backed pet companies have attracted more than $1.1 billion so far this year to surpass a high-water mark set in 2019. Read the full article at: pitchbook.com
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Scooped by
Ann Zaslow-Rethaber
August 19, 2021 7:00 AM
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Funding for fintech companies as a whole also hit a new record. According to CB Insights, fintech start-ups raised an eye-watering $30.8 billion in the second quarter, up 30% from the previous quarter and almost triple the amount raised by fintechs in the second quarter of 2020.
Venture investors appear unfazed by declining cryptocurrency prices.
Read the full article at: www.cnbc.com
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