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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.
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.
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.
As roadmaps for best practices, sales playbooks matter. But now, as we emerge from the maelstrom of the pandemic, they matter more than ever. To start this playbook conversation, let’s build our understanding through one of our favorite methods – the sports analogy. I wrote an article a while back comparing sales playbooks to soccer corner kicks. In a sport with very few settled situations, they present unique opportunities for strategy.
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 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
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.
The post Interstitial Ads – What They Are & How To Use Them Effectively appeared first on ClickFunnels. 54.8% of all global traffic is mobile. This means that mobile ads can be a great way to reach your ideal customers and grow your business. Interstitial ads can help you do that if you use them correctly. Here’s what we are going to discuss today: What are interstitial ads?
The post Interstitial Ads – What They Are & How To Use Them Effectively appeared first on ClickFunnels. 54.8% of all global traffic is mobile. This means that mobile ads can be a great way to reach your ideal customers and grow your business. Interstitial ads can help you do that if you use them correctly. Here’s what we are going to discuss today: What are interstitial ads?
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.
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.
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.
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.
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”.
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.” ?
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
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
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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!
As an employee, you might come across many situations where you’ll be required to provide proof of income. After all, you’re employed, right? Producing a copy of your pay stub might be the easiest way to prove your income. But things will not always go as planned, considering not all companies provide pay stubs to their employees. And there is no federal law that requires them to do so.
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
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.
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.
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.
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.
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.
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
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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