Martech

SEPTEMBER 26, 2024

The lack of a single point of contact and an internal champion To develop a clear narrative and generate successful story ideas, agencies need one reliable contact who can provide consistent feedback. Your PR team can often present information in a more favorable light or downplay negative news, but they need accurate information.

Territory 128

Territory Contact Pitch Cross-sell 128

Iannarino

OCTOBER 15, 2023

You’ve been working with your contact and their team for several weeks. You are getting close to where you will need a commitment to go forward, and you need to start putting together a presentation and proposal that documents how this will work.

Contact 294

Contact Presentation Closing 294

Iannarino

JULY 5, 2021

Time each conversation based on its ability to create value for decision-makers and your other contacts. They’re not necessarily bad topics to cover, but they are out of sequence—they don’t give your contacts what they need at the beginning of their journey. It’s also important that you have the right conversations at the right time.

Contact 342

Contact Clients Territory Conversion 342

Veloxy

JUNE 24, 2021

Simply nodding, maintaining eye contact and smiling will help create a receptive and positive atmosphere. . Eye Contact. Nonverbal Cue #2: Eye Contact. Think about it; what does minimal eye contact translate to? And if you happen to be standing or giving a presentation, make sure you stand and walk confidently.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Iannarino

MARCH 2, 2023

This makes your contact One-Down , lacking the information and experience that would ensure they make the right decision. Without educating your contacts about these key topics, you create uncertainty, which is the opposite of what your client is looking for. The second question was how people were treated.

B2B 286

B2B Contact Clients Entertainment 286

Iannarino

MAY 2, 2024

In an era dominated by digital screens, the profound advantage of investing time with your contacts cannot be overstated. The gesture surprised the contact, highlighting the rarity and value of personal engagement. Address Challenges : In my sales journey, each day presented unique challenges for my team and clients.

Clients 241

Clients B2B Contact Sales 241

Veloxy

JUNE 23, 2021

Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present. One that gets you from first contact with the prospect all the way to a closed, new customer. All while utilizing the coach’s advice without them having to be physically present.

Sell 317

Sell Education CRM Up-sell 317

Martech

SEPTEMBER 12, 2024

That’s reflected here in the presentation of unified account views, based on data from marketing, sales and service clouds. Sales is focused on accounts and marketing is focused on contacts. New capabilities within Oracle Unity. It even makes it possible to introduce product teams into the mix.”

Assembly Line 110

Assembly Line Contract B2C GTM 110

Iannarino

JUNE 23, 2021

Instead of hinting at intrigue, you need to trade value for the time you are asking your contact to give you. The problem with this low-integrity gambit is that it presents you as a spy, not a trusted partner. There are a number of problems here, all of which are easily solved by a better and much more professional approach.

Appointment 309

Appointment Clients Sales Trust 309

Martech

JULY 11, 2024

For marketers, this presents a dilemma: reducing investment in tools could potentially hamper performance. Additionally, legacy marketing automation providers have increased costs for additional contacts and seats, leveraging their entrenched position due to established workflows, integrations and customizations.

A/B testing 97

A/B testing Niche CRM Price 97

Iannarino

JULY 8, 2021

Finding the presenting problem is now a superficial, commoditized level of discovery. When there is a lack of certainty, keeping the status quo can seem like the safest choice, especially when your contacts have adjusted to the negative consequences of just doing what they have always done. The Problem Behind the Problem.

Clients 236

Clients Gaming Presentation Contact 236

Veloxy

JANUARY 7, 2025

It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. Presenting: Showing the value of what you sell. All these strategies will allow you to minimize the time elapsed from initial contact to the closing of the deal. Qualification: Evaluating a leads needs and fit.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Search Engine Land

AUGUST 20, 2024

Whether good or bad, stay in close contact with your sales and CS teams, and you’ll get some great nuggets.) Go for objectivity over quick sales I love teaching clients that presenting opposing or alternate viewpoints is great for rankings. Highlighting audience testimonials of the product in use in different settings and scenarios.

CTR 100

CTR Cross-sell Promote Presentation 100

Iannarino

JULY 22, 2021

Other evidence emerged when decision-makers and decision-shapers started to discourage—or in some cases, forbid—PowerPoint presentations in sales meetings, having already lost too many hours of their lives to soul-stealing conversations about the salesperson’s company and their products. Instead, they wanted to “talk” and “ask questions.”.

Technique 316

Technique Growth Clients Contact 316

Veloxy

OCTOBER 4, 2022

Frankly, I think it means more for a woman to be recognized by her peers onstage than to receive an expensive present in the mail that nobody knows about!". Eye contact is very important because if you don’t make eye contact at least 72 percent of the time, people won’t trust you.”.

Drivers/motivators 264

Drivers/motivators Sales Contact Promote 264

Veloxy

FEBRUARY 22, 2022

When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement? Find your audience.

Sell 231

Sell Niche Referrals Sales 231

Veloxy

JUNE 4, 2024

Ask them how much time they spend manually prioritizing leads or creating new contact records. How Veloxy helps: With a centralized view of each account and contact, Veloxy users can quickly review sales collaboration efforts before meeting with their customers. Inviting more players into the sales process helps in this regard.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Martech

AUGUST 23, 2024

A deeper conversation with my contacts revealed that employees felt their voices were not heard and that they did not feel valued. Engaged employees are more present, productive and attuned to customer needs, improving customer interactions and satisfaction.

Customers 116

Customers Drivers/motivators Teamwork Retail 116

Iannarino

JULY 2, 2021

I have a friend who asked me to help him understand why his team was losing deals after being invited to present to their prospective clients. One question revealed that it wasn’t what happened in the presentation that lost them every deal—it was what didn’t happen. The Big Picture.

Sales 288

Sales Clients Price Presentation 288

Sales Gravy

FEBRUARY 27, 2025

You are how you present yourself. A firm handshake and steady eye contact show confidence and can put your client at ease. Its your responsibility to present a professional front online as well as in person. Its relevant in every step of the selling process including how you present yourself as an engaged listener.

Pitch 82

Pitch Presentation Clients Trust 82

ClickFunnels

AUGUST 18, 2021

The difference between lead generation and brand awareness is that lead generation focuses on collecting contact information (usually email addresses) for people within the target market while brand awareness’ focus is more simple: creating awareness of the brand’s existence among the target market. For example…. Lead Magnets.

Lead generation 245

Lead generation Contact Niche Gaming 245

Sales Pop!

MAY 20, 2023

There are appointment setters, product presentation specialists, and many others. Or, in a B2B setting, such a person could never walk into a room full of people they’ve never met, contact and address them. They will emerge into the business world as mere machines—appointment setters, product presenters, or customer success reps.

Appointment 243

Appointment Education Sales Contact 243

Iannarino

JUNE 24, 2021

The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. Many sales challenges stem from outdated approaches that create too little value for contacts and clients. When what you’re doing isn’t working, you need to change your approach.

Sales 329

Sales Cross-sell Clients B2B 329

Salesforce

AUGUST 6, 2024

For example, it knows which customers prefer to be contacted by text, email, or phone. These 5 steps will help transform your business into an AI enterprise (The Salesforce Futures team, in the latest edition of its magazine, presented three fictional companies at varying degrees of AI transformation. Sandstone is one.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Sales Gravy

JANUARY 28, 2025

Keep a virtual whiteboard and track dials, contacts, and appointments in real time. You have to show up, be present, If youve been banging your head against the wall trying to get your team (or yourself!) Keep a virtual whiteboard and track dials, contacts, and appointments in real time. Make it fun and competitive.

Drivers/motivators 91

Drivers/motivators Prospecting Appointment Follow-up 91

Iannarino

AUGUST 2, 2021

As my vantage point was sharpened over time, it was easier to propose next steps that made sense to the contacts I was working to serve. Structures that focus on problems, pain points, and solutions pay no heed to the meta problems, which often cause more trouble than any given presenting problem. No more pushy sales tactics.

Process 328

Process Sales Clients Conversion 328

Search Engine Land

JULY 24, 2024

Prepare your data : Have your key metrics and initial analysis ready before you make contact. Unless your contact is a PPC expert him/herself or at least in marketing, stay away from abbreviations and highly specific PPC terms. Presenting a clear action plan with timelines Clients want to know you have a solution.

CTR 96

CTR Objectives and Key Results Click Through Rate Campaign 96

Iannarino

JUNE 28, 2021

You are almost certain to be invited to present: most people avoid making mistakes, so once you suggest you know something they don’t, you are playing a game of heads I win, tails you lose. A tip: any litany about how of your competitors are terrible followed by effusive praise of your presentation should put you on guard.

Clients 197

Clients Presentation Contact Up-sell 197

Martech

JANUARY 2, 2025

In a presentation at the Fall MarTech Conference , Julie Jones, product manager at Baylor Scott & White Health, demonstrated for marketers how to create an actionable list of events they need to track and the reports they need to create to eliminate customer friction points. Downloads Contact clicks. Any outbound clicks.

Customers 113

Customers Contact Presentation Service 113

Iannarino

JUNE 18, 2021

Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients. ” Even if your contact could make that decision, it wouldn’t be a good idea to move forward without their team’s buy-in.

Objectives and Key Results 236

Objectives and Key Results Clients Price Sales 236

Veloxy

JUNE 23, 2021

This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. AEs are the foundational role of inside sales teams.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

NOVEMBER 29, 2021

Veloxy : Having a 360° view of your account and contacts prior to a meeting can help tailor your talking points around recent and relevant intelligence not found on LinkedIn or Zoominfo. Sales managers have experienced this certainty the past 20 years with varying results when presented with solutions. Accelerate Salesforce Adoption.

Sales 290

Sales Quota Up-sell Contact 290

Hubspot

APRIL 9, 2025

For example, they might call new prospects every morning, send emails in the afternoon, and contact existing opportunities in the hour before they leave the office. Pro tip: Use the email tracking tool in HubSpot Sales to see when individual contacts engage with your emails. And thats not factoring in your contacts internal influence.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Hubspot

AUGUST 7, 2024

I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck. A SaaS company isn’t future-proof without a centralized database of customer data, leads, and contact information. Or have you repressed these memories?

CRM 81

CRM Price User Experience Customer Relationship Management 81

Iannarino

JULY 12, 2021

Salesperson A walks into a client’s office, desperately attempts to create rapport , spits out a bunch of facts about his company, points to his high-profile clients, and hopes that his contact finds them credible. He then asks the client a set of questions designed to get them to confess that they have a problem.

Cold Call 306

Cold Call Clients Follow-up Prospecting 306

Iannarino

JUNE 26, 2021

Your contacts have information you lack, much of which comes from their own knowledge and experience. ” Your contacts are also pursuing their own personal initiatives. ” Every interaction with a contact inside your prospective client’s company is an opportunity to learn something useful.

Clients 202

Clients Negotiate Contact Strategize 202

Veloxy

APRIL 15, 2021

Training should not just be PowerPoint presentations. It integrates with Salesforce and Google to contextualize them for easy user presentation. Veloxy also boasts of a super speed search engine that can browse through your calendar, emails, contacts, sales opportunities among others. That’s the good news.

Technology 240

Technology Technology Presentation CRM 240