Cerebral Selling

AUGUST 8, 2022

Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession. For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs.

Sales 214

Sales Contract Clients Quota 214

Iannarino

AUGUST 10, 2022

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am concerned with effectiveness. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales.

Sales 258

Sales 258

Anthony Cole Training

AUGUST 11, 2022

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

Sales 223

Sales 223

Veloxy

AUGUST 11, 2022

Veloxy is a powerful Salesforce automation platform for streamlining the sales process and accelerating sales cycles. It includes a Salesforce inbox sidebar, smartphone access, sales engagement, and Ai-power lead qualification. In fact, Veloxy has been found to reduce or eliminate non-selling activity tied to Salesforce by as much as 90%. This makes it popular among sales managers and engineers, especially those most interested in improving Salesforce adoption.

Contact 189

Contact Quota Follow-up Engineering 189

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

The 5% Institute

AUGUST 11, 2022

Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is framing a sales conversation – also known as a pre-frame. Framing a sales conversation is a game changer. It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections.

Conversion 140

Conversion Objectives and Key Results Sales Trust 140

Iannarino

AUGUST 9, 2022

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies.

Sales 235

Sales 235

SalesProInsider

AUGUST 11, 2022

Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope.

Closing 132

Closing Education Sales Pitch 132

SaaStr

AUGUST 8, 2022

Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”? I took a look a little while back at how long it took the average SaaS company that was sold for $1B+ to get that acquisition. The answer? 11.7 years on average, with a median of 10.0 years (maybe the better metric): The fastest of the bunch was Divvy’s $2b+ acquisition by Bill 5 years after funding.

B2B 131

B2B Growth 131

Iannarino

AUGUST 12, 2022

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of the reasons salespeople struggle to create value for their contacts is because the sequence of the conversations doesn't match their client's needs. Could improving your sales approach be as simple as changing the order of the conversations?

Contact 224

Contact B2B Clients Sales 224

Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents? Wow. That makes the IRS larger than the State Department, Customs and Border Control, the FBI (Federal Bureau of Investigation) and the Pentagon (Military) combined.

Closing 118

Closing Service Sales Sell 118

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Membrain

AUGUST 10, 2022

Our team here at Membrain takes our customer reviews seriously. We see them as an opportunity to understand the customer perspective directly - what’s working, what’s not working, how we can improve, and how we can deliver more of the value that our customers actually, well, value.

Service 117

Service Customers CRM 117

SaaStr

AUGUST 9, 2022

Dear SaaStr: What Should I Do After a Failed Startup? Get a Job or Try Again? If it “failed” after < 12 months or so, even 24 months, it doesn’t matter too much. No one will care either way. And there’s no need to explain yourself, apologize, or feel like a failure. No need. Dust yourself off, and decide if you want to do another one. And if you do — the key is, just consider that one-year start-up an experience.

Start-ups 130

Start-ups 130

Iannarino

AUGUST 11, 2022

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you from your competitors and fill your pipeline. A large percentage of salespeople have been taught to pursue conversations they believe will help them to win new clients, with most of these conversations working against the salesperson's goals.

Conversion 220

Conversion Pipeline Clients Sales 220

Understanding the Sales Force

AUGUST 8, 2022

If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one. Somehow, my Genesis GV80 always knows to display its rear and overhead cameras when I'm pulling into the garage.

Manufacturing 117

Manufacturing Sales Closing Consult 117

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.

Sales

Martech

AUGUST 8, 2022

Since the pandemic started we’ve been tracking how COVID-19 in its many and various manifestations has affected the way marketers attend conferences and other in-person business events through our Event Participation Index. And, as you’d expect, overall comfort with attending in-person events began to grow once vaccines and boosters made the virus seem less threatening.

Hospitality 115

Hospitality Sports 115

SaaStr

AUGUST 11, 2022

So in the Boom Times of later 2020 and 2021, almost every VC pushed SaaS companies to at least become a little bit of a fintech. Why? It seemed such an easy way to bolt on more revenue to an underlying SaaS platform. And indeed, sometimes it can be. Shopify now gets 2x the revenue from payments and merchant services than it does from SaaS subcriptions.

Networking 126

Networking Service Process Customers 126

Iannarino

AUGUST 8, 2022

If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. Those who don't understand what clients perceive as value in the sales conversation will have a difficult time succeeding in B2B sales. A client that finds the salesperson unable to create value will likely dismiss them after a single meeting, continuing their search for someone more helpful.

Sell 213

Sell B2B Clients Meeting 213

Sales Gravy

AUGUST 12, 2022

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress!

Pipeline 114

Pipeline Prospecting Cold Call Quota 114

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

Martech

AUGUST 10, 2022

Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” . Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. They typically notice terms that could undoubtedly catch business stakeholders off guard.

Contract 114

Contract Contact Price Legal 114

SaaStr

AUGUST 9, 2022

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. Investments I've made that had so-so outcomes: – CEO not better than me – CEO couldn't control burn rate – Not really SaaS. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 6, 2022.

Start-ups 123

Start-ups Growth Product Sales 123

Iannarino

AUGUST 6, 2022

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" means a business is selling to another business. This term differentiates this type of sales from B2C sales (business-to-consumer) and B2G (business-to-government).

B2B 212

B2B B2C Government Sales 212

Heinz Marketing

AUGUST 10, 2022

By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Do you have the right people in the ‘right’ seats in your organization? What about in the marketing organization? What about your team? Having the ‘right person’ in the correct position is crucial for your organization’s success. So what does it mean? Lets break it down in two parts: Having the right person.

Pipeline 113

Pipeline Clients Consult B2B 113

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

Martech

AUGUST 11, 2022

The stakes have never been higher for marketers and agencies to produce striking content efficiently. There are also more challenges than ever to the content production process because the number of channels have increased dramatically. “[Content] plays a critical role in attracting new customers as well as fostering existing customer relationships,” said Anthony Welgemoed, founder and CEO of creative work software company Ziflow at The MarTech Conference.

Appointment 113

Appointment Campaign Start-ups Technology 113

SaaStr

AUGUST 11, 2022

Dear SaaStr: How Much Equity Do You Give to Extremely Early Employees? It’s a tough one because they really do deserve a lot. But the pie only adds to 100%. You really want to give the early folks a ton. At least — the very best ones. But it only adds to 100%. So my rough rule: Do 3x what you’d otherwise do if it’s super early , i.e. pre angel funding, pre product, pre revenue, etc.

Price 120

Price Service Product Growth 120

Iannarino

AUGUST 7, 2022

There was a time when the most important training a salesperson would receive was concerned with closing. During that period, selling was much more transactional than it is now, and the language was quite different, in a bad way.

Closing 211

Closing Technique Sell 211

Partners in Excellence

AUGUST 10, 2022

My social feeds are filled with advice and tips proclaiming, “If you just do this, you will blow away your quotas and max your comp plan!” Many of these seem to be focusing on that very first conversation with the customer. “Just use a pattern interrupt… ” “Say these words… ” “Do these sequences… ” There are others, focusing on specific objections, others may address closing, or how to handle the demo.

Objectives and Key Results 106

Objectives and Key Results Quota Technique Gaming 106

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

Martech

AUGUST 10, 2022

Google blindsided the marketing and advertising industry last month by pushing back third-party cookie deprecation in Chrome until at least late 2025. The reason? Feedback on the Privacy Sandbox initiative suggested much more testing was needed. There’s no simple answer to why Google did this — but there are a number of possibilities we explored with Andrew Frank, distinguished VP analyst at Gartner covering marketing and advertising.

Government 113

Government Drivers/motivators Represent Launch 113

SaaStr

AUGUST 6, 2022

One thing I took for granted was being CEO of an app that was beloved. If you have that, never ever give it up. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) April 26, 2019. When SaaS started getting going, folks would criticize SaaS start-ups as “just a feature” Oh Google/Salesforce/Microsoft will just build that. Back in the day when the world was a desktop OS, there was a lot of truth to that.

UX 120

UX Niche Start-ups Sales Support 120

Predictable Revenue

AUGUST 10, 2022

Tanya MFK joins the Predictable Revenue podcast to discuss how to optimize your appointment setting process for an improved show rate and better sales meetings. The post How To Optimize Your Sales Booking Process appeared first on Predictable Revenue.

Process 102

Process Appointment Sales Meeting 102

Partners in Excellence

AUGUST 8, 2022

I read an article, “ In Search Of The Frictionless Organization.” While some of the basic ideas about creating great customer experience by “eliminating friction,” are very good, I think the concept of eliminating friction demonstrates a huge misunderstanding of friction and how important it is. First, what is friction? In science, friction is “the force resisting the relative motion of solid surfaces, fluid layers, and material elements sliding against each other.&

Contact 102

Contact Up-sell Customers Sell 102

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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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