Iannarino
JULY 16, 2021
The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how your rivals compete. You should, however, know their approach so you can counter their strategies. Chances are, you worry too much about your competition. For one thing, you can’t really do anything about how your competitors go about pursuing deals.
Tibor Shanto
JULY 13, 2021
By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.
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Sales Pop!
JULY 14, 2021
A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. In some cases, these can be minor setbacks, but in others, it could mean the end of their business. This is probably why an estimated 20% of all new small businesses fail within the first year. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started.
Anthony Cole Training
JULY 15, 2021
In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all.
Advertiser: ZoomInfo
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.
Iannarino
JULY 14, 2021
The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. The new conversation provides value in areas where we have not yet enabled salespeople. There is a new sales conversation , and it shares little with legacy sales techniques of 10, 25, or even 50 years ago.
A Sales Guy
JULY 13, 2021
We’ve been giving away too much money in sales over the past century. Why? We’ve been trained to think the buyer’s budget matters. For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. In other words, we make the buyer’s budget problem our problem and we need to stop doing that.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
JULY 16, 2021
I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.
Iannarino
JULY 12, 2021
The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is to ask directly: “what’s keeping you up at night?”. A more modern approach starts with a different type of discovery, one that has not yet been commoditized. You are not going to create a new opportunity if your prospect is not compelled to change.
Martech
JULY 15, 2021
Qubit, the personalization engine for e-commerce, has launched Qubit CommerceAI, a new offering which supports 1:1 personalization in-the-moment. The tool uses deep learning rather than standard machine learning — a technique which employs non-linear layering of algorithms to discover pattern recognition across large data sets. It brings together customer data and product data, sifting through possibly thousands of SKUs, to make real-time 1:1 product recommendations, and to recommend next best p
Sales Pop!
JULY 15, 2021
Going from being part of a team to becoming the supervisor can be a difficult transition. Knowing how to continue your relationship with the people you worked with is important in your new role. Read on as we break down ways to make the transition easier for you. Have One-on-Ones with Your Team Members. Transitioning into a supervisor role after having been part of a team isn’t just going to be new for you.
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.
G2
JULY 16, 2021
Expensive outbound marketing isn’t the only way to approach prospective clients.
Iannarino
JULY 16, 2021
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. We cannot continue to choose prospecting methods that destroy any possibility of a future relationship. The salesperson who sent me a connection request on LinkedIn wrote that he wanted to “connect, learn, and grow,” an admirable set of outcomes.
The 5% Institute
JULY 12, 2021
A Business Development Manager is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So how do you become a successful Business Development Manager? In this guide, you’ll learn how to a successful Business Development Manager: Even if you’re not yet popular in your field.
Sales Pop!
JULY 13, 2021
Color has long been a vital part of marketing. It appeals to people both aesthetically and psychologically and has been proven to influence customers’ buying decisions. Companies even pay to study the effects of different colors on consumers and audiences. This helps them make decisions about packaging, marketing, and even website and interior design.
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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.
Martech
JULY 16, 2021
Pre-pandemic life is starting to return. Travel is up. Masks are coming off. And indoor dining is an option once more. The relaxation in pandemic restrictions is also rippling through the business world as conferences and trade shows schedule in-person events for this summer and fall. We’re not surprised, since the last edition of our Events Participation Index showed that many marketers were ready to hit the conference hall floor as early as the third quarter of 2021.
Iannarino
JULY 11, 2021
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position. Switching your pitch from “why us” to the conversations necessary for better results improves your approach and your odds of winning.
Partners in Excellence
JULY 13, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to celebrate, high 5 each other and revel in the success. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more? Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better?
Force Management
JULY 14, 2021
Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool. Your competition may be leveraging that talent pool to build its sales team, and may be swiping your top performers.
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.
Martech
JULY 13, 2021
As part of the launch of MarTech’s Email Marketing Periodic Table, we are highlighting key chapters of the report. If you would like to check your own email strategy against the elements of good email optimization and deliverability, download the full periodic table today. The content provided within the email is just as important as the infrastructure and strategy behind it.
Iannarino
JULY 15, 2021
The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary outcomes should be creating a strong preference for your client to buy from you. You want to play fair while creating an unfair advantage.
Smarter With Gartner
JULY 13, 2021
Every year, poor data quality costs organizations an average $12.9 million. Apart from the immediate impact on revenue, over the long term, poor quality data increases the complexity of data ecosystems and leads to poor decision making. Download Roadmap: Data and Analytics Governance. The emphasis on data quality (DQ) in enterprise systems has increased as organizations increasingly use data analytics to help drive business decisions.
Membrain
JULY 11, 2021
My wife and I recently watched the new funny but sad movie, Here and Now, written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.
Advertiser: ZoomInfo
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!
SaaStr
JULY 13, 2021
Q: Dear SaaStr: A VC Seems Interested. What Are the Odds a Deal Happens? So many founders get upset about VCs’ intentions, which is fair enough. But nothing signed until it’s signed. Assume the probability of an investment happening isn’t 100% — until it closes: If a VC doesn’t get back to you, even after what seems like a great meeting — send another email.
Iannarino
JULY 10, 2021
The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical that you know your desired outcomes, as well as what your client needs from you. Designing and rehearsing your talk tracks will provide you with confidence and a chance to tighten up your arguments. I almost called this post “How to Have a Difficult Conversation with Your Client.
Martech
JULY 16, 2021
We hear a lot about how dramatically the pandemic has affected consumer purchasing behavior, but the business-to-business side of buying is less frequently discussed. That doesn’t mean the pace of developments is any slower, however. While researching the all-new updated MarTech intelligence Report on account-based marketing (ABM) solutions , which just launched, we learned about how B2B buyers are engaging with companies in the current environment, and how marketing technology providers a
Understanding the Sales Force
JULY 13, 2021
Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest. At the same time, they are always different and last night there were four stories that made this year's home run derby different from all the rest.
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.
SaaStr
JULY 15, 2021
What will the office world look like after we are really through all this? It’s still a bit murky to me, so it’s good to get as much data as possible. Raise , which is a leading tech office broker and platform, has some interesting data: #1. SF Office space is still depressed, but the top start-up space is coming back to pre-Covid levels : #2.
Iannarino
JULY 13, 2021
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. We cannot continue to choose prospecting methods that destroy any possibility of a future relationship. The salesperson who sent me a connection request on LinkedIn wrote that he wanted to “connect, learn, and grow,” an admirable set of outcomes.
Martech
JULY 13, 2021
Marketing to physicians was notoriously difficult even before the pandemic made face-to-face meetings and conferences vanish almost overnight. Until recently, the best way for pharma companies to reach physicians was through “detailing,” a process that involves face-to-face sales and promotional activities. Pew notes that of the $27 billion spent on drug promotion in 2012, 56% — or 15 billion — was allocated to detailing programs.
Mike Weinberg
JULY 15, 2021
Greetings from Seat 2A. I’m departing PHX after leading a sales management session in Scottsdale for a large company. My thoughts are still racing from this full-day session and I can’t get the interaction with these hungry sales managers out of my mind. As I replay the highlights of the workshop and these managers’ takeaways, I’m […]. The post 6 Focus Areas to Maximize Second-Half Sales Results appeared first on Mike Weinberg.
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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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