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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.
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.
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.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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?
This is the first in a series of articles on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions. Sales Transformation. For some years I’ve been saying that, as a society, we’re in the midst of a transformation.
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. “Do whatever it takes” sounds like a good way to succeed in sales , until you recognize that there are no constraints or guardrails.
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. “Do whatever it takes” sounds like a good way to succeed in sales , until you recognize that there are no constraints or guardrails.
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.
If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.
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?
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.
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.
Creating a flyer that works is not just about how unique the artwork is. Yes, that’s the part that catches the audience’s attention. However, an effective flyer is more than just visual prowess. It’s also about the copy placement, image-to-text harmony, the font you’re using, and even the flow of the content’s sentence breaks. That’s just some of it, by the way.
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.
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.
“How much money do you make?” “What’s your personal cell phone number” “How many sexual partners have you had?” If a stranger asked you any of these questions, would you feel comfortable answering them? Likely not. Yet in sales, we ask our reps to go out and ask our customers similarly contentious questions all in the name of moving our deals forward. “What’s your budget for this project?
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.
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.
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
What’s a ‘leaner’? It’s a prospect that’s leaning your way after having heard your ‘un-sales’ pitch over a rather lengthy engagement period. And it’s a prospect that, once they fall your way, will never have to be sold again. They’re all in with you and the organization you represent. They believe you and they trust you. They are convinced that you will forever look after their best interests.
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.
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.
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.
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.
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.
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?
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!
Tips on how to increase revenue can sometimes be too vague. We have put together all the tools to expand sales, and we’ll tell you what to work on to take your company to the next level. Sales Tools: 5 Points Of Automation. Some of the most effective tools for increasing revenue are setting up a CRM and automating business processes. 1. CRM System.
The Gist. At one time, information about your products and services would have been valuable enough to earn a meeting. Later, information about your solution seemed to hold the value, as it solved the client’s problem. Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations.
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.
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.
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!
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.
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?
It takes time, money, and effort to bring people to your website. Once they’re there, they might read some of your content, review your products – and maybe even load up a shopping cart. But what happens when they leave? Without a strategy in place, this is basically a lost opportunity. But with retargeting, you’ll have a chance to reclaim this potential sale.
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.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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