Iannarino
FEBRUARY 27, 2022
What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is it some seemingly new approach that is really an old pig with touched-up lipstick? While it's important to practice a consistent approach, it’s more important that the approach you practice serves your prospective clients by helping them decide what to do to improve their results.
Cerebral Selling
FEBRUARY 21, 2022
“How should I talk about my competition to customers and prospects?” A great question and deceptive complex question that I get asked a fair bit. Of course, as salespeople, we have a natural tendency to want to defend our products and services but also to elevate and differentiate them over our competitors. At the same time, we need to do it all in a way that comes off as authentic and credible and not arrogant or petty.
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Iannarino
FEBRUARY 9, 2022
If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve?
Tibor Shanto
FEBRUARY 22, 2022
By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess. As with most things it is rarely about the what and the how, success is always about understanding why.
Advertiser: ZoomInfo
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Anthony Cole Training
FEBRUARY 10, 2022
The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common. In part 1 of this blog series, we will discuss the first most critical trait, curiosity.
ClickFunnels
FEBRUARY 2, 2022
The post What Is A Splash Page [Questions Answered] appeared first on ClickFunnels. You may have heard the term “splash page” before. But what exactly does it mean? That’s what we are going to discuss today: What is a splash page? When should you use a splash page? What is the difference between splash pages and other types of pages (homepages, landing pages, squeeze pages, etc.)?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
FEBRUARY 7, 2022
The Customer Success Bow Tie. Customer success is a vital, yet often overlooked part of keeping and growing a business. All too often, companies struggle with onboarding and engaging their clients in a way that gives the customer maximum value. You put so much work into developing a great product or service a ton of time and effort into marketing and talking to potential customers and clients.
Iannarino
FEBRUARY 23, 2022
The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new leads and converting them into customers. This natural attrition is why prospecting is essential for every sales team.
Tibor Shanto
FEBRUARY 8, 2022
By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.
Anthony Cole Training
FEBRUARY 23, 2022
If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.
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.
Partners in Excellence
FEBRUARY 16, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do we need to do next to move this opportunity forwards?” The problem is this focuses on our own perspectives and needs.
Veloxy
FEBRUARY 22, 2022
When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement? Why has the number of solutions in my sales technology stack increased at the same rate as my customers’ higher standards?
Sales Pop!
FEBRUARY 23, 2022
Productive teams are integral parts of successful companies. The right individuals can start a company, but a team that makes sure each facet of your business performs at its highest level ensures its longevity. Each team and its members must be on the same page about what should be prioritized to grow the business. One of those priorities is consistently increasing conversions.
Iannarino
FEBRUARY 3, 2022
There are several reasons that prospecting receives outsized attention, especially on LinkedIn and other social media sites.
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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.
Tibor Shanto
FEBRUARY 15, 2022
By Tibor Shanto. Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. So here we go with there is real and then there’s pipeline real, part 2.
Anthony Cole Training
FEBRUARY 17, 2022
We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are turning our attention to trait #2; Confidence. Great salespeople are almost always confident and express that confidence in three areas.
Partners in Excellence
FEBRUARY 14, 2022
What sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamenta
Veloxy
FEBRUARY 28, 2022
Despite the growing use of Google Maps and Waze amongst field reps for getting from client a to client b, route planning has more to do with optimization and time efficiency than mere directions. While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations.
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.
Sales Pop!
FEBRUARY 13, 2022
Long ago, I learned there are two sides to every situation and to figure out my thoughts before responding to an important issue. But upon moving forward, I realized that the concept of there being only two sides is not valid! Sometimes, multiple sides pop up upon examining an initial and seemingly straightforward question. Accordingly, it takes dedication to the issue to develop new ideas, strategies, and implementation.
Iannarino
FEBRUARY 17, 2022
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% success rate. The truth is, with the right scripts, you can make cold calling work for your business.
Tibor Shanto
FEBRUARY 1, 2022
By Tibor Shanto. Friday, I hosted Craig Rosenberg, of Gartner , to The Breakfast For Champions. Craig always brings unique insights, opinions, and observations. Craig shared all the exciting developments in sales and marketing tech; things are on fire. Hyper growth, hyper possibilities, hyper excitement. This led to the obvious question, given everything what is happening, why are 40% plus of B2B reps missing quota.
Anthony Cole Training
FEBRUARY 4, 2022
When developing a salesperson’s advanced selling skills, it's important to focus on not only what the prospect says but also what the prospect doesn’t say.
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!
Membrain
FEBRUARY 27, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward.
Partners in Excellence
FEBRUARY 1, 2022
How do we innovate in selling? How do we change, adapt new methods, approaches, even entirely new business models to engage our customers more effectively? How do we learn and grow? Sadly, too often, we don’t challenge ourselves with these questions. “If it ain’t broke…… ” The problem is, it IS BROKEN! Year after year, we see declined in percentage of people achieving quota, declines in our ability to achieve our goals.
Sales Pop!
FEBRUARY 11, 2022
Technology has revolutionized customer service. Businesses can use many technologies to engage with customers and fulfill their requests. New technologies are emerging that will transform the way companies deliver customer service in the years to come. Businesses that learn about these technologies today are well-equipped to integrate them into their customer service operations and maximize their value.
Iannarino
FEBRUARY 22, 2022
Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch within twenty-four hours. We exhort Netflix to post an entire series at a time, so we can binge watch without having to wait a week (the horror!) between episodes. We instruct our music apps to play the exact song we want at the exact moment we want to hear it.
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!
SaaStr
FEBRUARY 26, 2022
So we’re in the 5th or so “SaaS crash” since I’ve been doing SaaS. This one is the worst, not because SaaS companies aren’t’ doing well. No, they are doing better than ever. Not because valuations are terrible. No, they are still decent, in absolute terms. No, this SaaS Crash is so tough on VCs and public market investors because the market was just so, so high for Cloud stocks from mid-2020 to late 2021: You can see above in the BVP Nasdaq Cloud Index that while these are still Great Times
Anthony Cole Training
FEBRUARY 25, 2022
We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Courage. There are two primary challenges for salespeople that require the most courage.
Membrain
FEBRUARY 23, 2022
It’s no secret that I believe Salesforce has outlived its ranking as a top-rated sales tool. It was a game changer when it came out, by moving CRM to the cloud, but it’s grown top-heavy, expensive, cumbersome, and, frankly, makes life hard for salespeople and their leaders.
Martech
FEBRUARY 23, 2022
A new study from Gartner found that consumer opinions about the metaverse are vague and largely uncertain. Marketers should keep this in mind as they look at new ways to engage consumers in virtual spaces. Only 6% of consumer respondents told Gartner that they were “very familiar” with the metaverse and that they “understand and can describe it to others.
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