Iannarino

MAY 1, 2022

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work. Two people in accounting in two different companies are not engaged in a contest to see which of them will win a third party's business, but this is exactly what salespeople do every day.

Sales 334

Sales Growth 334

Membrain

MAY 8, 2022

Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States. Among them, only about 200 have more than two courses in selling or sales management.

B2B 145

B2B Sell Sales 145

Predictable Revenue

MAY 9, 2022

The best outbound sales emails all share a few common characteristics. This post will walk you through how to master each of these traits and increase your reply rates. The post How to Write Outbound Sales Emails That Convert appeared first on Predictable Revenue.

Sales 122

Sales 122

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

Sales 236

Sales Process 236

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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

Veloxy

MAY 30, 2022

You and I know that Salesforce is the most powerful CRM on the planet. We love it! But when you’re assigned hundreds or thousands of leads and contacts, tracking their activity in real time can be a challenge. In Salesforce’s latest State of Sales Report , high performing salespeople are 1.5 times more likely than underperformers to track customer communication history.

Inside sales 189

Inside sales Contact Follow-up Outside Sales 189

Partners in Excellence

MAY 17, 2022

Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management.

Sales 159

Sales High impact Conversion Process 159

Martech

MAY 18, 2022

It was a balmy evening in the summer of 2006. A friend of mine had taken me to the house and home studio of Draxtor Despres, an award-winning documentarian, who I was interested in interviewing for a piece I was writing. Immediately I was smitten with this bespectacled, headphone-wearing character who spent much time puttering around his home studio cooking up creative projects.

Networking 144

Networking Strategize Technology Technology 144

SaaStr

MAY 28, 2022

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

B2C 143

B2C Drivers/motivators Up-sell Sell 143

Anthony Cole Training

MAY 12, 2022

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Sales 233

Sales Sell 233

Veloxy

MAY 24, 2022

When you’re a salesperson, some days go slower than others. Mondays. Rainy days. Popular vacation days that you happen to work on. It’s a long list. Luckily for you and me, Salesforce did the necessary research to discover one of the biggest pain points that cause slow workdays. Did you know that salespeople spend over 1,300 hours every year not generating revenue?

Non-Profits 189

Non-Profits Commission Up-sell Technique 189

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

Partners in Excellence

MAY 15, 2022

I wrote, People Buy From People, focusing on the importance of human based engagement as a wake up call to the overwhelming trend to depersonalize the relationship. In comments on the post, Larry Levine and Brent Adamson added some fascinating and important insights (though I struggle with the concept of Brent creating insights–it just doesn’t seem to be him.

Customers 146

Customers Trust Drivers/motivators Meeting 146

Iannarino

MAY 3, 2022

I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a big Italian banquet center. His mother had taken a job there and the owner mentioned they need dishwashers. I jumped at the chance to make money, and I was paid $3.35 per hour. The family that owned the business also fed me prime rib, lasagna, and chocolate mousse.

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Membrain

MAY 1, 2022

In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.

Customers 142

Customers Sales 142

Martech

MAY 24, 2022

If there ever were a golden word in marketing, it’d be evolution. As consumers access more advanced technology, old marketing strategies fail to impress them. This is why modern marketers need to adapt to the constantly changing media and technology landscape to appeal to customers. Two innovations marketers should stay abreast of are augmented and virtual reality devices.

Sports 141

Sports Construction Gaming Transportation 141

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

MAY 6, 2022

One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.

Sales 222

Sales 222

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. As a high-performing sales professional, you don’t have the time to sift through dozens, if not hundreds of sales resources.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Partners in Excellence

MAY 22, 2022

What if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. We know some things about our customers: They don’t care about how much we talk about our success, who we are, and our companies.

Customers 143

Customers High impact Consult Process 143

Iannarino

MAY 14, 2022

Without a sales culture, you will experience results that are less than they should be, including the net new revenue that leads to growth.

Sales 298

Sales Growth 298

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

SaaStr

MAY 31, 2022

So Creandum, one of Europe’s leading VC firms (and they’ll be speaking at 2022 SaaStrEuropa.com in Barcelona on June 7-8 ) updated its report on What Founders Really Want from VCs , and if VCs add value: The data is interesting: Only 30% of founders think their VCs have been helpfu l. That sounds about right. VCs aren’t helping enough in recruiting, not for real. 69% of VCs they are making a difference in recruiting, but 79% of founders say they aren’t.

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David Meerman Scott

MAY 9, 2022

The most exciting aspect of my book The New Rules of Marketing & PR is I have the honor of showcasing some of the best examples of building successful marketing programs. There are more than 50 profiles throughout the book, many of them featuring the marketers’ own words from interviews with me.

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Anthony Cole Training

MAY 19, 2022

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Sales 185

Sales 185

Veloxy

MAY 21, 2022

Tell me if this story sounds familiar to you. Someone in your office finds a creative subject line in a blog post. They get a 38% open rate after using the subject line for one month. You begin using the same subject line, but your open rates are not as promising. I just spent ten minutes reviewing the top ten Google search results for “best cold email subject lines”.

A/B testing 173

A/B testing Prospecting Sports Pitch 173

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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.

Follow-up

Partners in Excellence

MAY 10, 2022

Thought leadership is important. Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. Thought leadership helps us stand out as being different than others. Having a point of view, creates interest. Others will want to learn more. We, sometimes, think of thought leadership as insight. It helps us change the conversation to something that is more relevant to our customers, rather than focusing on pitching our products.

Pitch 142

Pitch Presentation Process Customers 142

Iannarino

MAY 6, 2022

Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more demanding than closing. So, do you need a sales prospecting process, or can you just follow your gut and see what sticks?

Prospecting 297

Prospecting Closing Process Sales 297

SaaStr

MAY 6, 2022

So the public markets are in tumult. Many SaaS and Cloud leaders are down more than 50% from their all-time highs. But Covid did create a lot of artificial demand for Cloud products, especially the lockdown phase. The boosts Zoom (can’t go to the office anymore), Shopify (can’t go to a store anymore) were real, but could never be sustained.

Finance 139

Finance Start-ups Growth Customers 139

Martech

MAY 25, 2022

There’s nothing virtual about the sea change marketing teams have experienced in the last two years. The fact that marketers are working remotely over digital channels is a very concrete reality calling for new approaches to workflow. Here are four tactics to help your team adapt. Improve visibility and centralize. Virtual meetings, chat apps, automated calendars and workflow management software all became necessary to bring together teams from remote workspaces.

Territory 138

Territory User Experience Campaign Meeting 138

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

Heinz Marketing

MAY 5, 2022

By Win Salyards , Marketing Consultant at Heinz Marketing. Targeting professional online communities for your ad campaign through LinkedIn, Reddit, or specialized sites like Stack Overflow can have great success. Still, there are some key things to consider when choosing communities to target as well as how you target them. Here are 3 key things to consider: Is it relevant?

Campaign 131

Campaign Consult Launch Technology 131

Veloxy

MAY 24, 2022

Jordan Belfort has been inspiring salespeople at live seminars for over thirteen years. But that’s not how you best know his name. You also know Jordan as “ The Wolf of Wall Street “ It doesn’t take long for Belfort to motivate a salesperson. He uses high energy , optimism , and empowerment to get even the most pessimistic of people out of their chair and clapping their hands with enthusiasm.

Cross-sell 162

Cross-sell Drivers/motivators Contact Trust 162

Partners in Excellence

MAY 4, 2022

Everything in selling today is about “Insight.” But we make insights more complicated than they need be. We tend to think that insights are game changing things we can tell customers. Whether it’s industry/market data, things that are happening in the industry, observations about what is happening with their customers or competitors; we believe we need to make a statement or take a position.

Conversion 139

Conversion Gaming Customers Process 139

Iannarino

MAY 21, 2022

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before speaking to them. This misguided belief often comes from training, and it indicates the salesperson may be One-Down. While some find it difficult to accept, the truth is that you should know where your client has problems and needs better results—without even asking.

Clients 296

Clients 296

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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

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