Tibor Shanto

OCTOBER 4, 2021

By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

ClickFunnels

OCTOBER 21, 2021

The post ClickFunnels Named as Most-Loved Workplace for 2021 appeared first on ClickFunnels. New York, NY, October 22, 2021 – ClickFunnels was featured in Newsweek’s Most Loved Workplaces list for 2021, ranking at 37 among the top 100 companies recognized for employee happiness and satisfaction at work. Produced in collaboration with the Best Practice Institute (BPI), a leadership development and benchmark research company, the Newsweek list results were determined after surveying more than 800,

Follow-up 264

Follow-up Service Up-sell Sell 264

Veloxy

OCTOBER 29, 2021

As you and I both know, there are thousands of professions that require a human touch. Sales is near the the top of that list. In order for salespeople to succeed, they must be proficient at establishing and nurturing value-driven relationships. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Anthony Cole Training

OCTOBER 7, 2021

One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling.

Sales 211

Sales Prospecting Sell 211

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.

Sales

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”?

Drivers/motivators 206

Drivers/motivators Objectives and Key Results Commission Sales 206

Gong.io

OCTOBER 19, 2021

Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.

Quota 164

Quota Sales Strategize Objection handling 164

ClickFunnels

OCTOBER 20, 2021

The post 3 Lead Generation Strategies For Higher Education appeared first on ClickFunnels. Want to attract more students to your higher education institution? Then you first have to figure out how to generate more leads. Here’s what we are going to discuss today: The basics of lead generation. How to build a lead generation funnel. Top 3 lead generation strategies for higher education.

Lead generation 264

Lead generation Education Niche Up-sell 264

Partners in Excellence

OCTOBER 11, 2021

As a preface, my friend, Hank Barnes , wrote me saying he and several others are declaring October 12 as “World B2B Pet Peeve Day.” He asked me to contribute a post commemorating this occasion. I struggled a moment. Regular readers know that I write a lot about “pet peeves.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth.

Sell 157

Sell Commission Up-sell Quota 157

Anthony Cole Training

OCTOBER 15, 2021

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up? Set time on your calendar right now for specific, sales skills coaching with your salespeople.

Sales 208

Sales Product 208

STAR Results

OCTOBER 11, 2021

Why You Need To Hire A Coach. Do you have a coach ? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.

Sports 167

Sports Clients Technique Drivers/motivators 167

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

OCTOBER 26, 2021

By Tibor Shanto. I remember working with someone who had a habit of asking that seemed out of place but were in fact right on target. In casual conversation about your pipeline, he would learn the average length of your sales cycle. That in itself was a challenge for most, the common response being depends. If the conversation took place in late October, and your average cycle is four months, he would ask the following.

Pipeline 157

Pipeline Closing Follow-up Conversion 157

Gong.io

OCTOBER 6, 2021

Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow made you forget you were there at all. Gong embraces the company of dogs as well.

Angle 153

Angle Represent Drivers/motivators Territory 153

ClickFunnels

OCTOBER 21, 2021

The post 11 Lead Generation Campaign Examples That Work Very Well appeared first on ClickFunnels. Lead generation is a critical part of growing a business. And what better way to learn lead generation than by analyzing examples of past successful lead-gen campaigns? That’s what we’ll do here! We’ll look at 11 lead generation campaign examples from many different industries and niches — there’s bound to be something here that’ll work for you.

Lead generation 258

Lead generation Campaign Referrals Niche 258

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. They provide a powerful means of learning and growth. It’s through questions and questioning, we think about change, doing things differently. But sometimes, our questions are less effective or actually weaponize our intent. They don’t help us or the people we are posing the questions to learn and grow.

Legal 155

Legal High impact Pitch Conversion 155

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

Anthony Cole Training

OCTOBER 29, 2021

Goal setting and effectively motivating salespeople by identifying what's important to them is one of the primary focuses in our Sales Management training. In this blog, we discuss the several steps a sales manager can take to establish a motivating, inspiring environment for their people.

Drivers/motivators 192

Drivers/motivators Sales 192

Membrain

OCTOBER 10, 2021

Marketing and sales could be so much more effective if they could find, engage, and facilitate not-yet buyers through their Pre-Sales, change management issues - the stuff that precludes them from identifying as buyers initially but who will be once they’re ready.

Sales 151

Sales 151

Tibor Shanto

OCTOBER 19, 2021

By Tibor Shanto. I’ll start by reminding people that most of the things salespeople do, they were led to do by their manager. So, they, managers, are to blame, they are also the ones to lead a change to make things better. While results are the final measure, there are many indicators along the way. The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones.

Closing 157

Closing Quota Prospecting Process 157

The 5% Institute

OCTOBER 31, 2021

Having consistency in direct sales, is crucial for a number of reasons. First – it gives you certainty. If you’re having positive results one day, and mediocre results on another; this doesn’t give you the certainty you need to plan your life accordingly. Another reason why consistency in direct sales is important, is because you can gauge as to what’s currently working, and what isn’t.

Objectives and Key Results 145

Objectives and Key Results Real Estate Technique Clients 145

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

ClickFunnels

OCTOBER 22, 2021

The post 11 Tips For Building An Explosive Sales Funnel appeared first on ClickFunnels. Direct response marketing is often touted as the pinnacle of marketing brilliance — it’s designed to elicit immediate engagement from an audience that’s never heard of your business before. For example, a TV commercial will tell viewers to call a specific number to get something for free.

Objectives and Key Results 248

Objectives and Key Results Sales Non-Profits Follow-up 248

Partners in Excellence

OCTOBER 22, 2021

For decades, there’s the image of the “customer is always right.” Sales people have been deferential to the customer, not wanting to seem disagreeable or contentious. Somehow, there’s a feeling that if we disagree with the customer, we become “unlikeable,” scaring the customer away. We’ve invested millions in techniques for handling customer objections and disagreements.

Customers 149

Customers Trust Technique Drivers/motivators 149

Anthony Cole Training

OCTOBER 21, 2021

In my 40+ years in and around sales training, I have experienced many different sales training methodologies either as a participant or facilitator and now as a marketer. There are many good training programs out there, some of them free and virtual, but there are three key things that differentiate professional sales training that will "stick".

Sales 150

Sales Customers 150

SaaStr

OCTOBER 8, 2021

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. If you missed out on attending SaaStr Annual 2021 – where our outdoor format earned an analogy to the “ Coachella of SaaS ” – or just want to understand PLG better, here are 6 sessions to study: PLG SaaStr Session #1: “Mastermind Masterclass: Beyond P

Growth 145

Growth Product Presentation Engineering 145

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.

Follow-up

Tibor Shanto

OCTOBER 18, 2021

Subscribe today , and take the Breakfast on the go! Christian Maurer , a Sales Leadership Methodologist , had 2.5 careers during his professional life. Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.

Strategic planning 157

Strategic planning Manufacturing Consult Strategize 157

The 5% Institute

OCTOBER 26, 2021

In this article, we’ll look at five reasons as to why coaching for sales performance is so important, and what it can do for you and your team. Although many businesses – both big and small invest in sales training and coaching, we’ll unpack as to why it should be something you should look at investing in too. Read on to learn why coaching for sales performance is critical for your business, and how it too can boost your profits and revenue.

X-functional 145

X-functional Sales Clients Closing 145

ClickFunnels

OCTOBER 18, 2021

The post A Guide To Sales Compensation For Lead Generation appeared first on ClickFunnels. How should you compensate your lead generation team? Today we are going to take a look at three popular compensation structures for full-time lead generation specialists: Salary. Salary + Commission. Salary + Bonuses. We will discuss the pros and cons of each option so that you could decide what makes the most sense for your business.

Lead generation 246

Lead generation Commission Profit margin Territory 246

Martech

OCTOBER 14, 2021

In this week’s Marketoon, we see a less virtuous stance on privacy. Fishburne’s take: “We value your privacy” is one of those meaningless marketing phrases, like “your call is very important to us” or “we’re all in this together”, where actions speak louder than words. A Deloitte survey found that 91% of US consumers consent to terms of service without reading them.

Legal 145

Legal Meeting Service Customers 145

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

Retail

Partners in Excellence

OCTOBER 27, 2021

As sellers, the pandemic has forced us to rethink our work and how we engage our customers. We’ve seen customers cancel “high priority/committed projects,” and shift funding to “ad hoc” projects that were more important. This creates both opportunity and threats. BTW, this isn’t really a new insight, Hank Barnes has been doing very thoughtful research for years.

Up-sell 142

Up-sell Meeting Technology Technology 142

SaaStr

OCTOBER 5, 2021

As it turns out, all of these are within your control [link]. — Robby Allen (@_RobbyAllen) February 23, 2021. We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). What we haven’t done yet is put it all together in a simple, quantitative spreadsheet.

Closing 145

Closing Quota Pitch Gaming 145

Tibor Shanto

OCTOBER 4, 2021

Subscribe today , and take the Breakfast on the go! Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

Clients 144

Clients Growth Service Sales 144

The 5% Institute

OCTOBER 24, 2021

The most important skill for any Sales Professional or Business Owner, is learning how to close the sales deal in a consultative way. Meaning – you need the framework to consistently close more sales, without being pushy or having to rely on outdated scripts. In this article we’ll give you 8 x solid tips, so you can learn how to close the sales deal in a consultative way, time and time again.

Consult 145

Consult Closing Sales Clients 145

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

Sales