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.

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Objectives and Key Results Contract Sales Clients 339

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.

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Prospecting Technique Gaming Process 326

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.

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Anthony Cole Training

JULY 29, 2021

The best cold calling strategies involve doing the work necessary to warm your cold calls up. In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today.

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Cold Call Process Sales 291

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

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.

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Price Trust Meeting Sales 165

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.

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User Experience UX CTR Engineering 162

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.

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Appointment Education Prospecting Meeting 321

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%.

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Anthony Cole Training

JULY 15, 2021

In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all.

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Sales Launch Sell 240

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.

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Promote Meeting Sales 160

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

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.

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Price Customers Closing Sales 159

Iannarino

JULY 29, 2021

The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions. There is never a reason to fear calling a stranger, especially since every won deal starts by meeting a stranger. Without meaning to, my friend Jeb Blount created quite a clamor on LinkedIn.

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Cold Call Referrals Clients Appointment 333

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.

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Pipeline Closing Sales Prospecting 302

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.

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Launch B2C Gaming Campaign 264

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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.

Sales

Anthony Cole Training

JULY 8, 2021

On average, salespeople possess only 15% of the attributes required to sell consultatively.

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Consult Process Sales Sell 210

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.

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Conversion Growth Gambling A/B testing 156

JBarrows

JULY 22, 2021

Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important conversations. This week with John she talks about how to approach conflict, triggers and why people react certain ways, as well tactical things to open up communication & build trust in a short period of time.

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Sales Trust Follow-up Clients 150

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.

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Sell Cold Call Contact Clients 326

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.

Product

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.

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Objectives and Key Results Quota Gaming Commission 301

ClickFunnels

JULY 28, 2021

The post 5 Online Business Marketing Ideas To Explode Your Revenue appeared first on ClickFunnels. Simply having a great product isn’t enough. You also need to figure out how to get the attention of your dream customers. Today we are going to look at five powerful online business marketing ideas that can help you do that. Ready to explode your revenue?

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Niche Promote Pitch Follow-up 246

Anthony Cole Training

JULY 1, 2021

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.

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Sales 174

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.

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Quota Sales Sell 147

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!

Sales

JBarrows

JULY 18, 2021

Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and personalization: telling people how you like to be connected with. Hang details how diversity, innovation, and creativity come into play in this new age of Gen Z sellers and buyers, especially as we re-enter into this “hyper hybrid world”.

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Networking Sales Customers 147

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.

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Contact Clients Territory Conversion 324

Tibor Shanto

JULY 6, 2021

By Tibor Shanto. Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. No will be surprised by the back-to-school TV ads in a week or two, then Halloween, Thanksgiving, Christmas, etc. This regularity leads to people developing habits in response, action – reaction.

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Pipeline Quota Presentation Process 235

ClickFunnels

JULY 22, 2021

The post Interstitial Ads – What They Are & How To Use Them Effectively appeared first on ClickFunnels. 54.8% of all global traffic is mobile. This means that mobile ads can be a great way to reach your ideal customers and grow your business. Interstitial ads can help you do that if you use them correctly. Here’s what we are going to discuss today: What are interstitial ads?

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X-functional Gaming Pitch Government 246

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!

Customers

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.

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Clients Sales Growth Sell 146

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.

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GTM Follow-up Technique Campaign 146

JBarrows

JULY 1, 2021

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this week to talk about core values, growth mindset, and elevating others. Brian explains how one sets the tone as the leader yet emphasizes staying flexible throughout your entire career. You don’t want to miss this conversation as it solidifies the connection between elevating others to be the most well-rounded version of themselves in life

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Growth Presentation Conversion Sales 147

Iannarino

JULY 3, 2021

The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.”. You can make the same mistakes when making a cold call by using the same flawed techniques. Creating opportunities is too important to emphasize quantity over quality. As a professional courtesy, I accept cold calls. I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession.

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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.

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