February, 2022

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7 Principles for Your Sales Approach

Iannarino

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.

Sales 269
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5 Tips for Talking About Your Competition

Cerebral Selling

“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.

Price 226
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6 Elements of a Sales Process Flowchart

Iannarino

If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve?

Process 284
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The Why Of It All  

Tibor Shanto

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.

Quota 293
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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The Four Cs of Great Salespeople: Part 1

Anthony Cole Training

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.

Sell 258
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What Is A Splash Page [Questions Answered]

ClickFunnels

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.)?

Legal 246

More Trending

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What Does The Customer Need To Move Forward?

Partners in Excellence

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.

Customers 153
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Slowing Down & Doing Good Work

Iannarino

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.

Product 271
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There’s Real and Then There’s Pipeline Real

Tibor Shanto

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.

Pipeline 282
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Virtual Selling: What Can Go Wrong?

Anthony Cole Training

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.

Sell 236
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5 Ways You Can Win Faster with Gen AI in Sales

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.

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What does the customer need to move forward?

Membrain

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.

Customers 148
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10 Social Selling Best Practices for Field Sales

Veloxy

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?

Sell 231
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Why Should We Expect Our Customers To Change?

Partners in Excellence

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

Customers 152
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Going Beyond Cold Calling: 5 Sales Skills Worth Developing

Iannarino

There are several reasons that prospecting receives outsized attention, especially on LinkedIn and other social media sites.

Cold Call 271
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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There’s Real and Then There’s Pipeline Real – Part 2

Tibor Shanto

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.

Pipeline 157
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The Four C’s of Great Salespeople: Part 2

Anthony Cole Training

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.

Sell 233
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Your VCs Are Worried About Public Multiples. Do You Need To Worry, Too?

SaaStr

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

Price 145
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Best Route Planner for Field Sales Reps

Veloxy

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.

Territory 221
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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Driving Innovation In Selling

Partners in Excellence

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.

Sell 147
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How to Build a Sales Prospecting Plan in 6 Simple Steps

Iannarino

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.

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“The Human Has To Make The Jump Shot”

Tibor Shanto

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.

Quota 157
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Mastering Advanced Sales Techniques: A Tribute to Meat Loaf

Anthony Cole Training

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.

Technique 218
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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8 x Construction Sales Tips To Close Easier

The 5% Institute

In this article, we’ll explore 8 x construction sales tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Construction Sales Tips To Close Easier.

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20 Interesting PLG Learnings from The Leaders in SaaS

SaaStr

We’ve been doing the 5 Interesting Learnings at SaaStr for quite a while, looking at many of the public SaaS leaders and pulling out the top learnings for founders and SaaS execs. I think it would be interesting and helpful to pull out the Top 20 PLG / Self-Serve learnings from the series. If you read the list of learnings, you may well find a few to learn from.

Contract 145
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What does the Metaverse mean to consumers and marketers?

Martech

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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4 Cold Calling Scripts to Close any Sale

Iannarino

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.

Cold Call 263
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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My top 7 anti-Salesforce rants, all in one blog post

Membrain

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.

CRM 144
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The Four C’s of Great Salespeople: Part 3

Anthony Cole Training

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.

Sell 212
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The Monday Morning Breakfast For Champions Podcast – Episode 60 – Olivier Rivière

Tibor Shanto

Incudes OVERTIME segment. Olivier helps Sales and Marketing leaders and their teams at companies operating in COMPLEX B2B and B2G ENVIRONMENTS improve SALES PERFORMANCE and CUSTOMER MANAGEMENT for RETENTION and GROWTH. Working with Sales or Marketing organisation with KAM/GAM programme, a Sales Enablement & Effectiveness Team or a Sales Academy.

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6 x Proven Tips For Outbound Sales Calls

The 5% Institute

In this article, you’ll learn our six proven and effective sales tips for outbound sales calls. Outbound sales calls can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Outbound sales calling can have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively.

Cold Call 144
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How to Improve Email Deliverability and Optimize Each Send

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.