Cerebral Selling
JUNE 28, 2022
It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually.
Membrain
JUNE 19, 2022
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.
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Iannarino
JUNE 28, 2022
Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent sales.
Anthony Cole Training
JUNE 16, 2022
Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Sales Pop!
JUNE 15, 2022
Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years. They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors. Remote selling has allowed businesses to overcome time constraints and geographical locations in a bid to engage with a larger number of customers over a shorter period.
Veloxy
JUNE 8, 2022
Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
David Meerman Scott
JUNE 13, 2022
David Gelles new book The Man Who Broke Capitalism is an account of how Jack Welch gutted the heartland and crushed the soul of corporate America - and how to undo his legacy. I learned a ton from this book, and it made me think a lot about the different ways that businesses can be run.
Iannarino
JUNE 29, 2022
One way to describe our current environment is AC/DC, an acronym for the A ccelerating, C onstant, D isruptive C hange we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium. Even though the Earth is still spinning its way around the sun, the people predicting the end of the world were right, even if their predictions were too literal.
Anthony Cole Training
JUNE 21, 2022
Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.
Sales Pop!
JUNE 13, 2022
We are creating a new category in the sales technology industry: the Sales Suite. Wrong Approach to Complexity. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. The technology industry has dealt with this complexity with an ever-increasing number of apps, a separate app developed to deal with every single factor in this complexity.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Veloxy
JUNE 21, 2022
Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan. What better way to satisfy the rising standards of customers than by inviting more trusted advisors from other departments into the sales process , such as
ConversionXL
JUNE 16, 2022
Consistency is the cornerstone of good marketing. You only have to look at top brands to see this in action: Apple’s sleekness, Coca-Cola’s playfulness, Disney’s magic. Consistency is equally critical for startups. Stacked Marketer turned a free newsletter into a six-figure revenue generator by staying actionable, convenient, and entertaining. Being consistent earns trust and cements brand status—qualities that add 10–20% to your overall growth, according to LucidPress research.
SaaStr
JUNE 2, 2022
A lot of folks are talking about how things were in ’08-’09 and even ’00-’01 these days. I don’t think today is anything like those times. The amount of folks buying SaaS software is a force like we’ve never seen before, and even with some stock market drama, many top SaaS companies still trade at $4B, $10B, $20B or more just a decade after being founded.
Iannarino
JUNE 21, 2022
I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number of my books, and I like them very much. Our small bit of conflict is the result of being two people separated by language.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Anthony Cole Training
JUNE 9, 2022
In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities. That response is: “I need to think it over”. There are three major areas that "think it over" typically appear- the initial phone call, the first appointment, and the presentation.
Sales Pop!
JUNE 10, 2022
One of the worst things you can do for a sales call is go into it unprepared. Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. They can tell when you’ve wandered into unknown territory. Just like they can tell when you’ve thoroughly researched who they are and what they need. The latter closes deals.
Veloxy
JUNE 13, 2022
Now that field sales is making a comeback post-Covid, road warriors are clamoring for a better way to mobilize and visualize their Salesforce data. Making up for lost time and revenue is no easy task. So what’s the solution? Sales managers are looking to empower their field teams with MORE sales technology than ever before. In this year’s State of Field Sales Report , more than half of the solutions that are being deployed to sales reps are making Salesforce data MORE actionable on smartpho
The 5% Institute
JUNE 23, 2022
In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn our recommended critical selling skills, and how and why you should implement this into your sales strategy.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
SaaStr
JUNE 26, 2022
In many segments, competition-to-the-almost-death seems the norm in SaaS. Just look at Larry Ellison or Marc Benioff. While both seemed to have mellowed a bit recently, you can still see it in their eyes, their press releases, their ads in the Wall Street Journal. Ellison and Benioff clearly want to kill their competitors. And each other. Every day.
Iannarino
JUNE 9, 2022
A decision maker is defined by their title. A person who is charged with making a decision, especially one with the potential of negative consequences, has an obligation to make the best possible decision for their company and the better future results they need. Throughout human history, leaders charged with making decisions have relied on advisors who could provide a perspective that would inform their decisions, increasing their ability to better understand the decision and the potential outc
Anthony Cole Training
JUNE 2, 2022
Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.
Sales Pop!
JUNE 29, 2022
Being the salesperson companies desire is no easy task, especially with vast differences in the company culture. Never assume a sale; work for it instead is the motto, but for a moment, let’s assume you like your place of work and you want to be a likable salesperson. The ultimate goal of a business is to create a loyal fan base. Similarly, salespeople are to strive to earn a returning and referring clientele.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Veloxy
JUNE 6, 2022
Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. Field reps pivoted to remote or inside selling. Business travel went on lockdown. Customer budgets were drastically reduced. It was hard times for all.
The 5% Institute
JUNE 13, 2022
In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. These sales stages will give you consistency and will simple to use framework to guide your potential clients towards the sale.
SaaStr
JUNE 30, 2022
With all the doom and gloom on Twitter, you could be forgiven for thinking SaaS customers have somehow evaporated. And perhaps they will. But not today. Not today. Kyle Porter, CEO of Salesloft, was kind enough to share that well into nine-figures of ARR, they are not only growing 53%, but hit the plan early for this quarter — and are seeing no signs of any slowdown, at least not yet.
Iannarino
JUNE 3, 2022
The shift from being an individual contributor to leading a sales force isn't an easy transition. The character traits are different, and so are the required skills. While it's helpful to have experience in a sales role, by itself, it's not enough to ensure success. Few sales managers are provided the training and development that would enable them to lead their team and reach their goals.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Anthony Cole Training
JUNE 24, 2022
Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.
Sales Pop!
JUNE 20, 2022
In the past, there have been concerns that private email within CRM could be seen by other users who shouldn’t see it, because email in CRM has been accessible by any user. We have just released a new email permissions feature for Pipeliner CRM that will ease anyone’s mind about integrating email with CRM. With Pipeliner’s new Email Permissions feature, companies can now decide how they want email to be shared, within CRM, with others within the company.
Veloxy
JUNE 2, 2022
Despite having one hell of a year in 2021, a lot of technologies and processes still continue to roll out and build. 5G in particular is one area that is sure to impact almost every industry out there. Not only will this technology and its capabilities delight customers, it will also bring in organizations that are prepared for new growth and revenue streams.
Martech
JUNE 3, 2022
Despite being so well-established, email marketing continues to attract more investment. Global spending on email software is expected to climb from $4.5 billion in 2020 to $14.9 billion in 2027, according to Global Industry Analysts’ predictions. That represents a compound annual growth rate of 13.7% over that period. Email growth continues to chug along because it delivers consistent and impressive results.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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