Iannarino
JULY 28, 2021
The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication offers many benefits for salespeople, including improved confidence. Asynchronous prospecting does not provide the experience necessary to become a great salesperson. There is a bottomless pit of people, especially on social media, who will tell you why you should not make cold calls.
Tibor Shanto
JULY 27, 2021
By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ClickFunnels
JULY 7, 2021
The post 9 Best Sales Techniques For Maximum Conversions appeared first on ClickFunnels. Like most artforms, sales is also a science. And before you can master the art, you must master the science — in the same way that before you can draw a forest, you must learn how to draw basic shapes. Here, we’re going to give you the tried-and-true sales techniques that top salespeople use to convert prospects into customers.
A Sales Guy
JULY 13, 2021
We’ve been giving away too much money in sales over the past century. Why? We’ve been trained to think the buyer’s budget matters. For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. In other words, we make the buyer’s budget problem our problem and we need to stop doing that.
Advertisement
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.
ConversionXL
JULY 22, 2021
The technical elements of your website’s SEO are crucial to search performance. Understand and maintain them and your website can rank prominently, drive traffic, and help boost sales. Neglect them, and you run the risk of pages not showing up in SERPs. In this article, you’ll learn how to conduct a technical SEO audit to find and fix issues in your website’s structure.
Membrain
JULY 7, 2021
Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Tibor Shanto
JULY 20, 2021
By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.
ClickFunnels
JULY 27, 2021
The post How To Effectively Promote A Product To Customers appeared first on ClickFunnels. If you’re wondering how you can promote a product to your existing customers, then you’re already on the path to success. According to Semrush …. Existing customers are 50% more likely to try your business’s new product. The probability of selling to an existing customer is between 60% and 70%.
A Sales Guy
JULY 26, 2021
We have a saying here ASG, Complete flexibility, ruthless accountability. The idea is we want people to feel they have the freedom to achieve their goals the way they best see fit and with as much autonomy as possible, with the understanding that with that freedom comes the responsibility of meeting goals and expectations. The environment we’ve created to do that is called R.O.P.E.
ConversionXL
JULY 8, 2021
Conversions are crucial to your business. But a good conversion rate doesn’t always mean more sales. The magic of a conversion rate formula lies in gleaning marketing insights. It’s a window into what’s working and what isn’t so you can test, optimize, and improve. In this article, we’ll explore how to calculate conversion rates and its application across different channels and customer journeys.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Partners in Excellence
JULY 5, 2021
Price is important—of course, but sometimes I think we, sales people, make it more important than it is to the customer. Too often, pricing, moreover our willingness to discount, is the centerpiece of our sales strategies. First, the customer will always say that prices is important. It is, customers want to pay a fair price, they want to make sure they are getting the best pricing they can get.
Iannarino
JULY 31, 2021
The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major outcomes, the better your results. Your goals and measurements should be based on these two outcomes. The idea of the OKR (Objective and Key Results) comes from Andy Grove, the CEO of Intel in the early seventies. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients.
Tibor Shanto
JULY 13, 2021
By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.
ClickFunnels
JULY 22, 2021
The post How To Create A Winning Display Advertising Strategy appeared first on ClickFunnels. Organic — that is, non-paid — marketing can grow a business over the long haul. But display advertising can help a business grow more quickly — you can launch display ads this morning and make sales tonight. And the more money you spend, the more precise your targeting, the more compelling your message… the better the results.
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!
Engage Selling
JULY 16, 2021
I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.
ConversionXL
JULY 28, 2021
Google Analytics 4 is the next generation of Google Analytics. For the first time ever, Google has rebuilt it’s platform from the ground up, transforming how data is collected to deliver holistic measurement across websites and mobile apps. Unlike previous upgrade iterations, GA4 is a brand-new product. This means starting afresh, with a new learning curve to navigate.
Membrain
JULY 28, 2021
Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends.
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. There are some conversations that create greater value for your clients earlier in the conversation.
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!
Tibor Shanto
JULY 7, 2021
By Tibor Shanto. Want to split a room of salespeople, just ask if “sales is a numbers game or not?” The debate has raged on for years with few converts. Ultimately, neither can convince the other that they were wrong, but neither can say they were right. Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends.
The 5% Institute
JULY 28, 2021
Learning how to be great in sales is an excellent move, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So; how to be great in sales? In this guide, you’ll learn how to be great in sales: Even if you’re not yet popular in your field.
Martech
JULY 15, 2021
Qubit, the personalization engine for e-commerce, has launched Qubit CommerceAI, a new offering which supports 1:1 personalization in-the-moment. The tool uses deep learning rather than standard machine learning — a technique which employs non-linear layering of algorithms to discover pattern recognition across large data sets. It brings together customer data and product data, sifting through possibly thousands of SKUs, to make real-time 1:1 product recommendations, and to recommend next best p
ConversionXL
JULY 30, 2021
Google Tag Manager (GTM) allows your team to collect data essential to making smart marketing decisions. Understanding the benefits of GTM and how to properly utilize it can be a challenge, so we’ve put together this guide as a reference point. You’ll learn how to set up your own account and get the most out of it. Why Google Tag Manager is important for tracking behavior and solving analytics problems.
Advertisement
Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Partners in Excellence
JULY 13, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to celebrate, high 5 each other and revel in the success. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more? Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better?
Iannarino
JULY 7, 2021
The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how much value you create for them in a number of areas. One way to improve your approach is to remove the crutches you have used to sell. To make a point about where we are today in B2B sales , let’s try a thought experiment.
Engage Selling
JULY 2, 2021
I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader.
The 5% Institute
JULY 26, 2021
Learning exactly how to close real estate deals, can make the difference between remaining a mediocre Real Estate Agent or Realtor, or reaching the top 5% of your industry. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too. So; what’s the process to learn how to close real estate deals?
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
SaaStr
JULY 28, 2021
Byron Deeter, general partner at Bessemer Venture Partners and I caught up on SaaS and Cloud in general and the upcoming Cloud100 awards and learnings. The full session is below and sign up for the Cloud 100 for FREE here. A few of the takeaways: #1. About 25% of the Cloud 100 top private SaaS companies are growing / grew 100% or more at $100m ARR (!).
Membrain
JULY 21, 2021
I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021.
Partners in Excellence
JULY 19, 2021
I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They are related concepts, but very different. The single question we answer in assessing the pipeline is, “Are we pursuing enough high quality/qualified opportunities to achieve our goals?” To answer this question, we have to start with a high quality/integrity qualified pipeline.
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. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you.
Advertisement
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Expert insights. Personalized for you.
348 
Let's personalize your content