Iannarino

JULY 18, 2021

The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a salesperson. Many of the new models are based on removing the costs of sales, something that limits success in complex sales. In professional B2B sales, human beings provide more value than automation. The more sales organizations turn to technology to reduce the cost of interacting with a customer or client, the greater the returns for those who buck the trend and provide a human be

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Cold Call Electricity Clients Drivers/motivators 328

Tibor Shanto

JULY 20, 2021

By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.

Appointment 321

Appointment Education Prospecting Meeting 321

ClickFunnels

JULY 22, 2021

The post How To Create A Winning Display Advertising Strategy appeared first on ClickFunnels. Organic — that is, non-paid — marketing can grow a business over the long haul. But display advertising can help a business grow more quickly — you can launch display ads this morning and make sales tonight. And the more money you spend, the more precise your targeting, the more compelling your message… the better the results.

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Launch B2C Gaming Campaign 264

ConversionXL

JULY 22, 2021

The technical elements of your website’s SEO are crucial to search performance. Understand and maintain them and your website can rank prominently, drive traffic, and help boost sales. Neglect them, and you run the risk of pages not showing up in SERPs. In this article, you’ll learn how to conduct a technical SEO audit to find and fix issues in your website’s structure.

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User Experience UX CTR Engineering 162

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

Iannarino

JULY 20, 2021

The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need in order to move forward in the conversation. The new sales conversation has shifted to new areas where buyers need greater help. While some decision-makers and decision-shapers still have “ legacy expectations ,” more and more, they are left unimpressed and unsatisfied by their conversations with salespeople.

Clients 323

Clients B2B Up-sell Gaming 323

JBarrows

JULY 22, 2021

Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important conversations. This week with John she talks about how to approach conflict, triggers and why people react certain ways, as well tactical things to open up communication & build trust in a short period of time.

Sales 150

Sales Trust Follow-up Clients 150

Membrain

JULY 18, 2021

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call?

Meeting 146

Meeting Customers Sales 146

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, conversation order is a well-worn path that prevents differentiation. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. The structure of the legacy sales conversation was sound in its time, but like everything else, it must adapt to a new business environment.

Conversion 319

Conversion Clients Sales Presentation 319

JBarrows

JULY 18, 2021

Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and personalization: telling people how you like to be connected with. Hang details how diversity, innovation, and creativity come into play in this new age of Gen Z sellers and buyers, especially as we re-enter into this “hyper hybrid world”.

Networking 147

Networking Sales Customers 147

ClickFunnels

JULY 21, 2021

The post How To Create An Elevator Pitch That Works (With Examples) appeared first on ClickFunnels. How do you sell someone something in 90 seconds or less? That’s what an elevator pitch tries to accomplish — by systematizing the elements required for an effective sales pitch, an elevator pitch attempts to catch interest and convert in as little time as possible.

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Pitch Appointment E-commerce Real Estate 246

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

JULY 22, 2021

When talking about martech, we most often think about tools that allow us to perform a specific task related to marketing — analyze traffic on our websites, aggregate and understand customer data, deliver personalized messaging, etc. But most marketing initiatives require we employ multiple tools to achieve our objectives. Just to use one example, we may use Google Doc to write a whitepaper, Canva to create graphics to illustrate it, and something like Adobe InDesign or Acrobat to bring it

Engineering 145

Engineering Represent CRM Launch 145

Iannarino

JULY 23, 2021

The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as important as learning. Transformation is difficult, but it helps to know what is required and how transformations fail. It isn’t easy for an individual to transform themselves and their results. Most people fail to complete the journey, even when they want or need to change.

Growth 308

Growth Price Start-ups Process 308

JBarrows

JULY 22, 2021

Our guests this week are Alexine Mudawar, Major Account Executive at Displayr, and Gabrielle Blackwell, SDR at Gong. This week we have two smart powerful women chat with John on how to become an advocate for women in business, starting by the leadership selected to set examples, creating a safe and welcoming environment, and ensuring conversations about diversity and inclusion are continued.

Sales 145

Sales Conversion 145

The 5% Institute

JULY 20, 2021

One of the most important parts of the sales process as well as your sales conversations, is handling sales call objections the right way. Handling sales call objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how should you go about overcoming objections in sales? In this article, we’ll explore the five-step approach we teach Sales Professionals and Business Owners, but before we do – we’ll also look at where sales call objections come

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Objection handling Sales Trust Presentation 145

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

SaaStr

JULY 21, 2021

Nick Mehta, CEO of Customer Success leader Gainsight, recently did a short post above on his Top 7 takeaways talking with customer success leader for the first time in-person in a long time. These points are so interesting I thought I’d add a few thoughts on to them. 7 takeaways: 1. Many have NRR as a top-level company metric. I love having NRR be the #1 metric for Customer Success.

Customers 143

Customers Commission Account management Start-ups 143

Iannarino

JULY 22, 2021

The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. Many still believe that all that is needed to produce greater results is “more activity.”. Unlearning and relearning is a better and more certain path to greater effectiveness. “The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.” ?

Technique 305

Technique Growth Clients Contact 305

JBarrows

JULY 18, 2021

Our guest this week is Brian Trautschold, Cofounder at Ambition, joins John this week to talk about keeping remote employees motivated and accountable, and how companies and brands that incorporate gamification are changing the world. Gamification can foster teamwork and create an outlet for friendly rivalries. To create a healthy environment, promote competition alongside metric-driven coaching and encouragement amongst sales reps.

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Teamwork Drivers/motivators Promote Sales 145

The 5% Institute

JULY 20, 2021

In this article, we’ll detail our consultative selling framework that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. Our consultative selling framework will give you consistency and will simple to use framework to guide your potential clients towards the sale.

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Consult Sell Technique Clients 145

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

Force Management

JULY 21, 2021

Check out all our sales kickoff resources and tools in the Ultimate Sales Kickoff Resource Guide. Strategizing around this year’s sales kickoff (SKO), coming out of last year’s challenges, may require a shift in your approach. Whether you’re considering a full in-person event, a virtual meeting or a combination of the two, one thing you don’t want to do is wait too long to pull your SKO plan together.

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Strategize Sales Meeting 143

Iannarino

JULY 17, 2021

The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It is a mistake to believe more is better than better. Whenever your competitors reduce something to a transaction, you can create an immediate competitive advantage by treating it as something more. Making that thing important enough to create value for your client or prospective client provides enough differentiation to improve your position.

Conversion 298

Conversion Clients Gaming Prospecting 298

SaaStr

JULY 22, 2021

Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Ultimately, almost all software companies end up getting 20-50% or so of their new customers from their existing customers once they hit scale. Sometimes even more. From referrals. From brand. From word-of-mouth. Bill.com at IPO saw 50% of its new customers coming from word-of-mouth and second-time buyers.

Referrals 143

Referrals Niche Customers Lead generation 143

G2

JULY 19, 2021

Algorithms drive the machine learning world.

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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

Sales

Force Management

JULY 21, 2021

Are this year's sales initiatives bringing the results you hoped to achieve thus far? The mid-year mark is a good time to get a quick snapshot of where your team is at and determine your next plan of action.

Sales 140

Sales Product 140

Iannarino

JULY 21, 2021

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. The other day, a salesperson asked for my feedback on a prospecting email he’d written. His email began by asking me (i.e., the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program a

Cold Call 286

Cold Call Cross-sell Gaming Clients 286

Partners in Excellence

JULY 19, 2021

I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They are related concepts, but very different. The single question we answer in assessing the pipeline is, “Are we pursuing enough high quality/qualified opportunities to achieve our goals?” To answer this question, we have to start with a high quality/integrity qualified pipeline.

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Pipeline CRM Closing Start-ups 139

Membrain

JULY 21, 2021

I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021.

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Sales 138

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Heinz Marketing

JULY 22, 2021

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. As we finish out the rest of the year strong, there’s still time to get a new campaign off the ground. Maybe you’ve been thinking about adopting a new strategy for a while? Or maybe you haven’t seen the results you hoped for from your campaign efforts? Wherever you find yourself, we want to help.

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Campaign Construction Pipeline Start-ups 137

Sales Nexus

JULY 20, 2021

Most people today have their smartphones with them 24/7. Have you considered using text message marketing to communicate with prospective and current clients? How can you use text message marketing in the right way to nurture your sales leads? Unlike other forms of marketing, text message marketing have a 70% response rate! SalesNexus CEO Craig Klein virtually gets together with host Arlen Robinson on the eCommerce Marketing Podcast to uncover the secrets of a successful lead nurturing campaign

Appointment 137

Appointment Education Campaign Start-ups 137

Martech

JULY 21, 2021

Businesses today understand they must be customer-focused in their marketing as well as in all of their other operations. It’s the “year of the customer,” after all. (Hint: it’s always the year of the customer.). To ensure that customers and prospects have ideal interactions with their brands at every touchpoint, marketers first need in-depth information about the journey that buyers currently navigate on their way to making a purchase, as well as how they interact post-p

Customers 136

Customers Prospecting Technology Technology 136

SaaStr

JULY 22, 2021

Avalara is a leading public SaaS company we probably should all know more about. Avalara manages a big problem — tax and related compliance automation. Its roots are in SMEs sold directly, a market a lot of us attack as well. It’s in many ways the hardest way to do it (direct sales to SMEs), but like HubSpot, Avalara has made it work well.

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Cross-sell GTM Commission Up-sell 133

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales