Iannarino
JULY 23, 2022
One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it is: the only vehicle for creating value, creating an opportunity, and winning the client's business. Because salespeople trained in the legacy approaches have been taught to believe the value is located elsewhere, they fail to participate in the sales conversation in a meaningful way.
Membrain
JULY 24, 2022
It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value?
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Anthony Cole Training
JULY 21, 2022
While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).
Sales Pop!
JULY 16, 2022
If you read our previous two articles, The Fundamental Error of Approach in Today’s Sales and Theory and Practice of Pipeliner , you’ll clearly see that Pipeliner CRM is not simply a mechanical application—it has a clear theory and purpose behind it. We created Pipeliner because we are in the midst of a great societal transformation that some cannot keep up with.
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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.
Veloxy
JULY 14, 2022
What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent). Let’s say you had 10 opportunities last month and you closed 3 deals. Your closing ratio for June would have been 30%.
Partners in Excellence
JULY 12, 2022
It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Every professional athlete prepares for the event. It’s not just the normal practice, running plays, practicing serves, working out.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JULY 25, 2022
Careful attention to CTA (call to action) copywriting is the difference between brands that drive conversions and those that only drive traffic. Brands that slap a “Buy Now” button on a page and call it a day wonder why their campaigns fail to convert. Companies that engage in strategic CTA testing continue to drive success metrics like CTR (click-through rate) up and to the right.
Anthony Cole Training
JULY 14, 2022
Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you. You can’t make them move forward in your sales process and you certainly can’t make them buy from you.
Sales Pop!
JULY 12, 2022
Sales are the lifeblood of any business; investing in the training of your salespeople can help you grow your sales in no time and improve your sales representatives’ work culture and motivation. Sales training is an efficacious way to help you make your sales departments run optimally, though many businesses are reluctant to spend on it. However, such an approach can hinder an organization from reaching its true potential.
Veloxy
JULY 28, 2022
The average Salesforce instance has thousands of prospects, leads, and customers. Here’s the problem. Each of those contacts has a uniquely different propensity to buy. As a salesperson, every single day you have to find the proper balance between selling activity and non-selling activity. For example, you have to balance making calls and meeting customers with prioritizing your leads and opportunities.
Speaker: Jesse Hunter and Brynn Chadwick
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.
SaaStr
JULY 26, 2022
So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. Customers often can deploy on their own. There is often just 1 stakeholder to sell to. Often can avoid procurement, RFPs, and so many other headaches. Customers don’t expect you to build a feature before they buy.
Iannarino
JULY 15, 2022
There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right characteristics. While different sales managers may require different competencies, the following 10 are relatively universal in B2B sales.
The 5% Institute
JULY 5, 2022
In this article, you’ll learn 8 x sales hacks for closing easily, so that you can win more sales consistently and effectively. These sales hacks for closing easily are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front. Read on to learn how these eight tips to improve your closing rate will help you win more sales.
Anthony Cole Training
JULY 28, 2022
It would be great if you could hand a new salesperson a manual, ask them to read it, take a knowledge test and they could successfully begin their job. Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales? Let’s try to demonstrate that with a short example.
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Sales Pop!
JULY 28, 2022
You are currently on the job selling to a specific audience. Training is complete but does not reveal how to resolve various issues concerning your clientele. First and foremost, to keep your job, it is necessary to know the company’s expectations of you in detail and where the boundaries are to avoid over-stepping. On the other hand, management will do best by considering whether they are training robots or humans to sell.
Veloxy
JULY 6, 2022
In today’s post-pandemic sales world, 23% of field sales professionals are prioritizing the addition of email tracking and buyer signals to their tech stack [ report ]. Sending an email is comparable to mailing a letter. Once you send a letter, it’s a guessing game if and when it will be received and opened—unless you ordered Proof of Delivery.
SaaStr
JULY 10, 2022
I originally wrote this post way, way back in the first year of SaaStr and have updated it every 2 years or so, because it’s an important thing to think about as a founder. Especially now in 2022, when venture capital again is scarcer, and more expensive, and far harder to close than it was during the go-go times for SaaS of 2021 and late 2020.
Iannarino
JULY 24, 2022
What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ability to bounce back from struggles, flexibility, and an indomitable mindset. If you’ve come to this post, you’re not only interested in resilience: You’re interested in how to coach sales leaders to embody these traits.
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.
The 5% Institute
JULY 7, 2022
In this article, we’ll detail how to succeed as an inbound closer; by following a simple yet highly effective step by step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Anthony Cole Training
JULY 7, 2022
Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’. Well, before you do something rash, dig this- everybody plays the fool!”.
Sales Pop!
JULY 2, 2022
Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job. It was certainly not always this way. Up until the mid-twentieth century, salespeople were competent, and remained stable on the job (some even stayed with one company their whole career).
Veloxy
JULY 26, 2022
The Golden Rule. This is the moral principle that teaches people to treat others as they would want to be treated. It has been taught by every civilization in the world for thousands of years. But does it apply to the world of sales? Yes, but with a caveat. Sales has been around just as long as the golden rule , and some may say that the latter came about because of the former.
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!
SaaStr
JULY 25, 2022
Q: Dear SaaStr: How Do You Split Up Founder Shares? It’s a question for the ages. First, let’s note that most successful SaaS startups do not have equal founder splits. Less than 15% do. That data here: At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO. And Most Co-Founders Are Not Equal (And That’s OK). Second, note that some founders leave.
Iannarino
JULY 22, 2022
We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.
The 5% Institute
JULY 29, 2022
In this article, you’ll learn how to sell in a recession, by using these simple yet highly effective sales tips to make the most of the sales conversations you have with your potential clients. These sales tips are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front.
Understanding the Sales Force
JULY 11, 2022
On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road. All of the national brands, chains, franchises, and well known businesses had professionally designed and recognizable logos.
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!
Sales Pop!
JULY 14, 2022
I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles. And active participation in the real world of selling, of course, is worth much more than 50% of the grade.
Sales Hacker
JULY 26, 2022
Sales pros, I’m calling on you to end the debate on live chat versus chatbots. Sure, on one hand, there’s the convenience and power of an automated chat function. On the other is the valid claim that technology used to replicate human interaction just isn’t there yet. In reality, we need to move beyond this “either/or” mentality. At a high level: Your chatbot should function as a qualifier to ensure the person on the other end is a real prospect.
SaaStr
JULY 15, 2022
So Hunter Walk of Homebrew aptly summarized what I’ve been trying to say less eloquently for about 2-3 months. For 90% of startups, if you’re struggling right now … sure blame the market. But it’s not that, if your market is huge. It’s You. “Note: I don’t want to hear seed companies complain about ‘the market.’ You literally just showed me a deck that said your TAM was 10,000 customers” @hunterwalk [link]. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonl
Iannarino
JULY 12, 2022
One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the external environment changes enough so that what once worked no longer generates reliable results. When this happens, the sales force's approach causes them to struggle. Results that were once easy to obtain slip out of reach. Making a decision to change your sales approach isn't easy, and executing it is even more difficult.
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