Sales Hacker
SEPTEMBER 24, 2022
Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh.
Iannarino
SEPTEMBER 29, 2022
It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Nor is the contest between their solution and their competition's product or service. Instead, it's a contest between the salespeople trying to win the client's business. A salesperson with greater sales effectiveness will beat a salesperson with a lower level of effectiveness.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Cerebral Selling
SEPTEMBER 27, 2022
Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down. With heavy talk of inflation and a looming recession (or a recession that’s already started) buyers are anxiously shifting their budgets, headcount, and growth plans, leaving salespeople to hear objections like: now isn’t the right time. my CFO is asking me to put together a “recession plan”. call me back when the storm passes. we’re only moving forward with
Iannarino
SEPTEMBER 30, 2022
Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are those who believe Friday is the best day to do it. A technology company recorded the outcomes of 40 million calls, and their data revealed something quite simple and, perhaps, expected. The best time to make cold calls is between 9:00 AM and 5:00 PM on weekdays.
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.
Veloxy
SEPTEMBER 22, 2022
Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Using this software further streamlines and accelerates the sales process.
ClickFunnels
SEPTEMBER 12, 2022
The post Your First Funnel Challenge Review: Should You Sign Up? appeared first on ClickFunnels. Thinking about joining the Your First Funnel Challenge ? Not sure if it’s worth your time or money? In this Your First Funnel Challenge review, we’ll give you an inside look at the program and what it has to offer. We’ll also share our thoughts on who it’s for (and NOT for).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
SEPTEMBER 19, 2022
In this article, you’ll learn exactly what makes a salesperson successful, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques. Read on to learn what makes a salesperson successful.
Cerebral Selling
SEPTEMBER 12, 2022
One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. the real reason they buy). As a result, they suffer with low close rates and poor forecast accuracy. Does this narrative sound familiar?
Iannarino
SEPTEMBER 1, 2022
There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years old. The second and most common is the legacy solution approach, which is around 35 years old. The third approach is the modern sales approach, and ironically, it is the oldest of the three.
David Meerman Scott
SEPTEMBER 7, 2022
At most conferences, the panel discussions are terribly boring. In fact, some panels are so dreadful that many attendees use the time to network in the hallways or check emails. But it doesn’t have to be that way!
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.
ClickFunnels
SEPTEMBER 9, 2022
The post What is The Your First Funnel Challenge? appeared first on ClickFunnels. Have a business idea that you’re dying to get out into the world…. … but don’t know where to start? Russell Brunson’s Your First Funnel Challenge is a 5-day online boot camp where you’ll launch your first (or next) business idea side-by-side with real-world entrepreneurs… without taking on a mountain of debt or getting stuck in “analysis paralysis”.
SalesProInsider
SEPTEMBER 16, 2022
What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.
The 5% Institute
SEPTEMBER 12, 2022
In sales, positioning yourself as a trusted sales professional can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted sales professional; and how do you position yourself in this way to your potential clients? In this article, you’ll learn: What is a trusted sales professional? Behaviours that’ll break trust.
Membrain
SEPTEMBER 19, 2022
Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption.
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!
Iannarino
SEPTEMBER 7, 2022
The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and complex, it's worth looking at Sales 101, the fundamentals. Those new to B2B sales must master the fundamentals to find their footing and develop their skills. Experienced salespeople in a slump would do well to recommit to the foundational concepts of Sales 101.
SaaStr
SEPTEMBER 20, 2022
Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me? Founders are often guarded toward most VCs. Perhaps they should be. That’s a different, and longer conversation. And one thing founders tend to worry about is — can I be fired by my investors? First, it’s tough to be truly fired if you control the majority of the board, voting shares, et c.
Partners in Excellence
SEPTEMBER 27, 2022
I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.
SalesProInsider
SEPTEMBER 1, 2022
Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it take for YOU to be a winner in what is most important to YOU? Some people think winners are just lucky. But most winners know that it’s like the swans you see swimming–beautiful and effortless from above–with a lot of activity under the water.
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!
Martech
SEPTEMBER 20, 2022
Marketers are using more automation tools to improve workflow efficiency and scale campaigns. But they have to remember that they’re marketing to humans, and that customers expect a human touch. There are three main values that customers expect at every touchpoint, according to CEO and founder of B2B marketing consultancy Simple Strat, Ali Schwanke, who spoke at The MarTech Conference.
Membrain
SEPTEMBER 7, 2022
When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.
Iannarino
SEPTEMBER 10, 2022
One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective buyers worry about what they don't know and what the salesperson is not saying. Salespeople want to impress clients by accentuating the positives while avoiding the negative; however, there is no difference between not disclosing something the client needs to know and lying.
Understanding the Sales Force
SEPTEMBER 12, 2022
Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t
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
SEPTEMBER 12, 2022
I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals.
SaaStr
SEPTEMBER 9, 2022
Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Don’t take it literally. Most startups never get a single good acquisition offer, ever. So logic does state, take the best, good offer you get. It may be your last.
Martech
SEPTEMBER 16, 2022
It’s been said, ad nauseam, that content is king. But these days, a more accurate statement is probably: customer experience is king. And, in our hyper-connected world where everyone is fighting for attention, good content is what drives good experiences. . Businesses use content marketing strategies to generate brand awareness, educate prospects and customers and establish credibility.
Membrain
SEPTEMBER 11, 2022
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.
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
Iannarino
SEPTEMBER 21, 2022
Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same manager have different results? Both salespeople sell the same thing, to similar clients, at the same price. If one salesperson complains about an underhanded competitor, another salesperson has little trouble dispatching that same competitor.
Predictable Revenue
SEPTEMBER 19, 2022
Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.
Partners in Excellence
SEPTEMBER 21, 2022
I read a fascinating study from GTM Partners. One of the observations was, “There is an average of 8 handoffs in the average customer acquisition and delivery process.” As I read that, the image of eating in a cafeteria struck me. Think of the last cafeteria you ate in. A mind numbing experience. You grab a tray, start walking down the line.
Gong.io
SEPTEMBER 12, 2022
What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former. Some of the best sales teams start that way.
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.
124 
Let's personalize your content