Iannarino

JUNE 29, 2021

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these approaches settled on “solutions” as the main advantage. Over the last decade, the competitive advantage has shifted to the salesperson’s ability to create value around decisions and results. Salespeople have tried many ways to compete for and win new business , most of which have produced uneven results.

Clients 343

Clients Price Technology Technology 343

Veloxy

JUNE 23, 2021

The pandemic has contributed a lot to sales transformation. For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. Well, here’s some hard news for you. Stop waiting. You shouldn’t even be thinking about going back to the old ways.

Sell 317

Sell Education CRM Up-sell 317

Tibor Shanto

JUNE 17, 2021

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

Prospecting 294

Prospecting Sales 294

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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.

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ClickFunnels

JUNE 24, 2021

The post Lead Generation Vs Prospecting – The Differences Explained appeared first on ClickFunnels. The terms “lead generation” and “sales prospecting” are often used interchangeably. But should you do that? Here’s what we are going to discuss today: What is lead generation? What is sales prospecting? What is the difference between lead generation and sales prospecting?

Lead generation 253

Lead generation Prospecting Cold Call Contact 253

A Sales Guy

JUNE 16, 2021

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.

CRM 163

CRM Prospecting Follow-up Conversion 163

Veloxy

JUNE 17, 2021

We’ve all heard the saying over and over; time is money. Unfortunately, there isn’t really a method to calculate how resourceful we are with our time. Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Tibor Shanto

JUNE 29, 2021

By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

Understanding the Sales Force

JUNE 11, 2021

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.

Gaming 163

Gaming Sell Sales Account management 163

ClickFunnels

JUNE 22, 2021

The post How To Use Google Analytics To Improve Lead Generation appeared first on ClickFunnels. Google Analytics is the most popular web analytics solution out there. Today we are going to discuss how you can use it to improve lead generation: How to create a lead generation funnel. How to to analyze Google Analytics data. How to improve the lead generation funnel conversion rate.

Lead generation 230

Lead generation A/B testing Contact Conversion 230

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.

Product

ConversionXL

JUNE 14, 2021

Why should customers buy from you? How do you stand out and solve their problems better than anybody else? Every marketer knows these are important questions, but finding the answers can be a challenge. In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. We’ll cover why a unique selling proposition is important, how to uncover what your customers are hungry for and share a framework for developing and testing a

Sell 158

Sell Objectives and Key Results Up-sell Drivers/motivators 158

Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your prospective client, making you untrustworthy. A better approach is to speak about your experience in your prospective client’s industry, something that shows both your expertise and your integrity.

Appointment 273

Appointment Clients Sales Trust 273

Veloxy

JUNE 7, 2021

Email marketing might be an effective way to promote your business. But according to The Radicati Group, the average business person gets 115 emails a day, and that number is growing. In other words, if you want to make an impact, you’ve got to craft an email that stands out from everything else in your customer’s inbox. One way to do that is to use a subject line guaranteed to get a great open rate.

Launch 300

Launch Promote Technique Sports 300

Tibor Shanto

JUNE 8, 2021

By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.

Prospecting 284

Prospecting Appointment Contact Conversion 284

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

Partners in Excellence

JUNE 9, 2021

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls.

Manufacturing 149

Manufacturing Up-sell Technology Technology 149

ClickFunnels

JUNE 18, 2021

The post 5 Ways To Increase Sales Online For A Small Business appeared first on ClickFunnels. Wondering how to increase your online sales? It boils down to: Increasing your conversion rate. Increasing your traffic. Today we are going to share five ways to do that. Ready to start making more sales than ever? Continue reading… Table of Contents #1 Create a Sales Funnel #2 Optimize Your Website for Lead Generation #3 Build a Popular Blog #4 Build a Popular YouTube Channel #5 Build a Social Me

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

ConversionXL

JUNE 15, 2021

Who. What. When. Where. Why. Answer the proverbial “Five W’s” through storytelling, and you’ll build meaningful connections with your audience. Fail to do so, and you’ll likely lose their attention. Not every piece of content needs to tell a story. Applying storytelling in the right place, at the right time, in the right way makes all the difference.

Education 153

Education Presentation Promote Trust 153

Iannarino

JUNE 30, 2021

The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, making language a primary variable to success. An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say.

Prospecting 262

Prospecting Cold Call Pitch Clients 262

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

Veloxy

JUNE 21, 2021

Are your cold call scripts costing you potential qualified leads? Cold call scripts are not one-size-fits-all, so what works for one team may not work for the next. If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Tibor Shanto

JUNE 28, 2021

By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.

Sell 274

Sell Sales 274

Membrain

JUNE 6, 2021

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.

B2B 146

B2B Sell Sales 146

ClickFunnels

JUNE 23, 2021

The post Lead Generation Vs Lead Nurturing – What You Need To Know appeared first on ClickFunnels. Online marketing terms can be confusing. There’s lead generation. There’s lead nurturing. But what’s the difference between the two? That’s exactly what we are going to discuss today. Want to get some clarity? Continue reading…. Table of contents What Is a Lead?

Lead generation 219

Lead generation Appointment A/B testing Pitch 219

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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

ConversionXL

JUNE 30, 2021

Your unique selling proposition (USP) is what separates you from the competition. For customers, it’s a reason to trust and choose you ahead of someone else. For you, it’s the linchpin that powers your sales and marketing efforts. But what does a USP look like? In this article, we’ll demonstrate what makes an effective USP by sharing some of the best examples from the worlds of SaaS, e-commerce, and DTC.

E-commerce 149

E-commerce Sell Angle Up-sell 149

Iannarino

JUNE 18, 2021

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. The modern approach requires the ability to resolve difficult concerns that prevent clients from moving forward. Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients.

Objectives and Key Results 239

Objectives and Key Results Clients Price Sales 239

Veloxy

JUNE 24, 2021

Crafting a killer sales pitch? Well, did you know that it’s not what you say but how you say it ? In fact, how you’re visually perceived by your audience can matter more than what you say. You could have the best speech written down and not a single person would remember it if you spoke in whispers while looking down. How you deliver a pitch is far more important that what you actually have to put across.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Tibor Shanto

JUNE 15, 2021

By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.

Meeting 261

Meeting Prospecting Cold Call Presentation 261

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

JUNE 8, 2021

It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The way customers learned about new things and how they might solve problems or addressed new opportunities was largely interactions with sales people.

Education 141

Education Price Service Gaming 141

ClickFunnels

JUNE 24, 2021

The post Creating A Sales Prospecting Process That Works appeared first on ClickFunnels. Sales are the lifeblood of any business. And to get more sales, you need to get more leads. So how can you convert more potential customers into leads? That’s exactly what we are going to discuss today: What is sales prospecting? How to create a sales prospecting process that works?

Prospecting 215

Prospecting Process Cold Call Customer Relationship Management 215

Membrain

JUNE 16, 2021

People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.

Trust 157

Trust Sales 157

Iannarino

JUNE 27, 2021

The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any value within the sales conversation. Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. We take our lessons where we find them. Today’s lesson is about size, and comes from the world of professional boxing.

Clients 223

Clients Conversion B2B Prospecting 223

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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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