Sales Pop!

JANUARY 7, 2025

Before we proceed with a client call or appointment, we need to fully concentrate on client matters to have a satisfying conversation. For a better outcome, it is wise to review all notes concerning the person and the company and research the internet for new insights to fuel the conversation in your favor further. Celebrate Success!

Appointment 293

Appointment Clients Represent Follow-up 293

Hubspot

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges.

Conversion 78

Conversion Customers Gambling B2C 78

Partners in Excellence

OCTOBER 1, 2024

It helps us research our customers, prepare emails, actually do the outreach, plan calls, manage many of our responses, update CRM, understand our numbers, alert us to new opportunities, …… It seems each day, we see parts of our jobs that AI can do better than us, freeing up our time, making us more productive.

Up-sell 139

Up-sell Sell CRM Strategize 139

SaaStr

MARCH 25, 2025

In SaaS, its easy to assume that virtual selling has completely taken over. But if you listen to many top CROs in SaaSlike Jonathan Vassil of Toast, Christian Smith of Splunk, Loren Padelford of Slice, and Sam Blond CRO emeritus of Brextheyll tell you that in-person selling is far from dead. Slice does much of the same.

Conversion 75

Conversion Territory Referrals Inside sales 75

Partners in Excellence

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. Think about the conversations you have within your own organizations. Think about the conversations you have with colleagues and partners. Let’s look at the most impactful conversations and meetings.

Conversion 139

Conversion Meeting High impact Pitch 139

Sales Gravy

FEBRUARY 20, 2025

Silence shutting up and listening is your secret weapon. Your job is to guide the conversation in such a way that they articulate the problems theyre trying to solve, the goals they want to achieve, and the obstacles blocking their path. They ramble on, trying to fill every pause, unnerved by any lull in the conversation.

Up-sell 48

Up-sell Sell Pitch Trust 48

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Veloxy

JANUARY 7, 2025

This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages. Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. There's more, read today!

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market 133

Go To Market Quota GTM Price 133

Iannarino

JULY 5, 2021

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. It’s also important that you have the right conversations at the right time. Time each conversation based on its ability to create value for decision-makers and your other contacts.

Contact 341

Contact Clients Territory Conversion 341

Search Engine Land

AUGUST 14, 2024

Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy.

CRM 116

CRM Campaign Niche Negotiate 116

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Think of conversations that happen internally at your company when you’re making decisions about a purchase. Many tools aren’t set up to target multiple buyers simultaneously, but that doesn’t mean you can’t set up some of this process manually.

B2B 127

B2B Legal CRM Lead generation 127

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. They’re using chatbots for top-of-funnel conversations, digital tools for custom price quotes, marketplaces for placing orders—the list goes on and on.

B2B 131

B2B X-functional Cross-sell B2C 131

Iannarino

JULY 28, 2021

The ability to have a synchronous conversation is also the key to acquiring the other benefits, some of which may seem counterintuitive but will still enhance your professional growth and development. Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Hearing the Word No.

Cold Call 352

Cold Call Clients Contract Meeting 352

Iannarino

AUGUST 3, 2021

The reason clients disengage is because the conversation isn’t one they find valuable. That first meeting can end with you impressing your client by using their time wisely and making the experience a valuable one, moving both of you forward in the sales conversation. Low-Value Conversations. How to Avoid a Second Meeting.

Meeting 321

Meeting Clients Prospecting Construction 321

Veloxy

AUGUST 6, 2021

Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. Time wasted on unqualified leads quickly adds up to hours in dead calls. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Iannarino

JULY 7, 2021

One way to improve your approach is to remove the crutches you have used to sell. ” At the twenty-five-minute mark of your meeting, your contact will decide your fate: either you will be allowed to schedule another appointment, or your contact will end the conversation without making any future commitments. A Short Explanation.

Sell 328

Sell Cold Call Contact Clients 328

Iannarino

JULY 21, 2021

You best approach to differentiating yourself from your competition is enriching the sales conversation. His main goal, though, was to sell his solution, something his email made perfectly clear. Any conversation about your competition takes up time that would be better spent in a conversation that creates value for the client.

Cold Call 301

Cold Call Cross-sell Gaming Clients 301

Partners in Excellence

JANUARY 2, 2025

We script every conversation, yet the customers we are engaging don’t have the same script. Attrition is up. Virtually every indicator says “selling is broken!” Sometimes it’s as simple as shifting our conversations. ” What happens in these small shifts in focus and conversations.

Pipeline 127

Pipeline Government Education Conversion 127

Martech

OCTOBER 22, 2024

Conversely, lower points should be given to leads outside your service area. Conversely, if you’re targeting SMBs, adjust your scoring model accordingly. Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring.

Cross-sell 116

Cross-sell Lead generation GTM Territory 116

Sales Gravy

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Maybe you need to tighten up your proposals so more of them convert.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Cerebral Selling

FEBRUARY 23, 2025

Why it works: It shifts the conversation from solutions to challenges. But the truth is customers dont wake up thinking about products or processes. Its problems and challenges that keep them up at night! ” until you get to a critical and strategic business problem Follow up with the next question, How do you know?

Customers 130

Customers Objection handling Strategize Negotiate 130

Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. In early conversations, your intentions must focus on creating value for your contacts.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

AUGUST 1, 2021

But in more cases than not, you’ll still need to sell. When what you sell is simple enough that the client can buy without any help, you don’t need salespeople; you just need effective marketing. Neither the new lead nor the old one will benefit from a salesperson who is not prepared to do the work of selling.

Intrinsic 336

Intrinsic Clients Contact Contract 336

Iannarino

JULY 3, 2021

Do not target the companies that already buy what you sell or are highly likely to start doing so. The primary ingredient in phone spam is the fact that what you sell has no relevance for the person receiving the call. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product.

Cold Call 325

Cold Call Pitch Retail Meeting 325

Martech

AUGUST 12, 2024

Prompt: How might a marketer for a large B2C company incorporate a CDP into their martech stack to improve the customer experience, increase customer engagement, and increase conversion rates? Data quality and governance: Ensure the data collected is accurate, up-to-date, and compliant with regulations (e.g.,

Customers 110

Customers A/B testing B2C Cross-sell 110

Iannarino

JULY 20, 2021

It is important to give them what they need in order to move forward in the conversation. The new sales conversation has shifted to new areas where buyers need greater help. As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.”

Clients 317

Clients B2B Up-sell Gaming 317

Iannarino

JUNE 29, 2021

You might still start this pitch by sharing information about your company, but follow up by extolling the tremendous value in your products and services. As they went from selling products to selling “solutions,” salespeople had to identify and solve each client’s specific problems.

Clients 344

Clients Price Technology Technology 344

Partners in Excellence

FEBRUARY 21, 2025

But what happens when we start to think about conversations, rather than questions and answers? A conversation is a shared experience, between the participants. Conversations tend to be dynamic, evolving, and fluid. In great conversations, we find the the development of new ideas, and each idea builds on the previous ideas.

Customers 100

Customers High impact Gaming B2B 100

Veloxy

JUNE 17, 2021

Conversion Rate. Drive Up Your Average Deal Size. 3: Conversion Rate. Your conversion rate is the percentage number of prospect that make it all the way down the pipeline to the final stage to become paying customers. The conversion rate also shows the success of your current approach. What Impacts Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Salesforce

AUGUST 6, 2024

Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Generative AI for sales , when integrated into CRM, can speed up and personalize the sales process for Sandstone in a number of ways. For example, service reps might be empowered to sell ancillary products.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Iannarino

JULY 30, 2021

The same trend has made many best practices so prevalent that entire swaths of selling are now fully commoditized, making many sales conversations transactional rather than consultative. I can imagine salespeople from Dimon’s competitors flipping through those books, thrilled to discover that no one from Chase had bothered to show up.

Technology 306

Technology Technology Clients Meeting 306

Martech

AUGUST 6, 2024

This has happened at a perfect time for their competitors because you’ve got OpenAI, you’ve got Microsoft and the fundamentally different conversational search underpinned by AI, which I think completely transforms the consumer experience,” Amelia Waddington, chief product officer for search intelligence vendor Captify, told MarTech.

Non-Profits 130

Non-Profits Engineering Price Market share 130

Iannarino

JULY 15, 2021

How you sell—not what you sell or who you work for—is your most important competitive advantage. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. Conversely, having less time is a tremendous disadvantage, limiting how much you can cover.

Gaming 299

Gaming Clients Contract Up-sell 299

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. That meant weekly business reviews, measuring it at each segment, the team level, the individual level, and looking at bookings to revenue conversion more closely.

Objectives and Key Results 118

Objectives and Key Results Growth Engineering Quota 118

Veloxy

OCTOBER 22, 2024

From improved lead generation to higher conversion rates , AI-powered sales tools are making it easier than ever to close deals and scale your business. Increase in Lead Conversion Rates AI ranks leads based on their likelihood to convert. A real-world example of this can be seen in how AI handles follow-up timing.

Prospecting 130

Prospecting Technique Pipeline Sales 130