Iannarino
JULY 20, 2022
When it comes to change, some clients are more difficult to help than others. This post is not about clients that are difficult to help. This post is about the reasons that prevent a client from changing, even when doing so is necessary and would improve their results. Over the course of my time in sales and sales leadership, I have found that there is a small set of reasons that prevent clients from changing.
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).
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Sales Hacker
JULY 19, 2022
In this episode, we’ve got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Celine brings more than twenty-five years of experience to Boardable, which is a platform that allows board members to engage easily. Join us for a great conversation about transitioning in sales and technology selling. powered by Sounder.
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.
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 22, 2022
We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.
SaaStr
JULY 18, 2022
Gartner: businesses will spend $100,000,000,000 more on software in 2023 than 2022. Yes, $100B more in 2023. Startups: THIS IS THE WORSE RECESSION SINCE THAT TULIP THING I READ ABOUT IN SCHOOL pic.twitter.com/qGKuXLchFQ. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 15, 2022. So Gartner has its latest report out on worldwide IT forecasts, taking into account inflation, the Ukraine invasion, current effects, and other volatility today.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
JULY 22, 2022
If a relay runner grabs the baton and then sits down, their team likely won’t win the race. Your company is a lot like a runner, but this isn’t a relay race — the business world is a marathon, and it’s neck and neck. Businesses in all industries look for ways to increase efficiency, boost productivity , improve revenue, and edge-out competitors. Speed is important; endurance is key.
Iannarino
JULY 17, 2022
The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you are smarter, better looking, and an all-around superior human being, even though these things may or may not be true. Instead, being One-Up means you know things your clients don't know. Being One-Up, in large part, is what allows you to create value for your clients because it occurs when you transfer your knowledge and experience to them by providing counsel, advice, and r
SaaStr
JULY 22, 2022
So there’s a new competitor out there, that we haven’t seen in a long time. No, it’s not That Other Vendor that you directly compete with. No, it’s not that Huge Vendor that claims to do everything. No, it’s not that scrappy new player that just raised a round. It’s Inflation. The reality is for most of us for all time eternal in business software the biggest competitor wasn’t another vendor doing sort of the same thing, but really, all the other vendors
Membrain
JULY 20, 2022
Your CRM sucks , and one of the most sucky things about it is the hoops you have to jump through to customize it to work 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.
Sales Pop!
JULY 18, 2022
If you are a Crypto fanatic, you know why we use Cryptocurrency profit calculators! If you are new to the world of digital currency, then let us tell you that these calculators are absolutely necessary for calculating both the advantages as well as disadvantages involved in investing in Cryptocurrencies. One of the most profitable methods of making virtual money in 2022, investing in Cryptocurrencies, has skyrocketed since its launch more than a decade ago in 2009.
Iannarino
JULY 21, 2022
In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up means the salesperson has the knowledge and experience their client lacks. The definition of One-Down is "not One-Up." It's binary. You are either one or the other when comparing your knowledge and experience to that of your client.
Partners in Excellence
JULY 18, 2022
This is a trick question—but there is a lot of confusion about whether sellers should be focused on the selling or buying process. Of course the answer is both. Some might fairly argue, “We are better aligned with the customer when we focus on the customer buying process.” Of course! And too often we fail to do this, focusing on what we want to accomplish–executing our selling process.
Martech
JULY 18, 2022
In the world of digital marketing, there are many “Jacks-of-all-trades.” Part of the reason for this is thta this industry is only approximately 25 years old — and in the beginning people in the industry had to cover all bases by themselves. Over the last 10 years, as the industry evolved alongside the evolution of the internet, the web, and digital apps, there has been a growing and positive trend to do a way with the “Jacks-of-all-trades“(and masters of none) and engage specialists inste
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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.
Sales Pop!
JULY 18, 2022
Among the best methods to stay connected to your consumers and boost your financial return is through email marketing campaigns. In fact, statistics indicate that you can anticipate a mean ROI (Return on Investment) of $42 for each dollar invested in email marketing. Email marketing may be really beneficial to your business. Nevertheless, it’s not surprising that some initiatives fail given the number of marketers attempting to establish an effective email marketing strategy.
Iannarino
JULY 19, 2022
Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be difficult to create opportunities and compel change without understanding how to organize your sales conversations.
ClickFunnels
JULY 20, 2022
The post 12 Tips To Master Your Squeeze Page Design appeared first on ClickFunnels. Trying to design your squeeze page? Then you’ve come to the right place! In this guide, we’re going to explain what a squeeze page is, where it fits into your sales funnel, and how to design one — plus 12 tips for making your squeeze page sing. Let’s dive in! Build Your Squeeze Page Now!
RAIN Group
JULY 20, 2022
Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.
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.
SaaStr
JULY 21, 2022
Yes, valuations are way down. But less discussed is the evaporation of liquidity: – Founder's secondary is way down, now absent in most rounds. – IPO market frozen. – M&A way down. We acted in 2H'20-Q1'22 like liquidity didn't matter. We'll see if in the end it does or not. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 19, 2022.
Iannarino
JULY 16, 2022
The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part of the sales population is missing their target. Sales cycles are growing longer, while more opportunities stall as clients disengage. New—and young—salespeople are leaving their sales roles sooner than ever. Every week, we hear from sales leaders and sales managers who complain about how their teams are unable to get a second meeting, an indication something is amiss.
Heinz Marketing
JULY 18, 2022
By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Ad hoc marketing can not only be ineffective, it can also have a negative impact on your business. A solid marketing strategy takes into consideration your target audience, messaging that resonates with your audience, and timing. It also makes sure to meet the buyer where they are in their journey and through proper channels.
Martech
JULY 21, 2022
When an economic downturn strikes, what’s the first thing you do? Eliminate wasteful spending. As marketers, we know well that our budgets are the first to get cut. Marketing is notoriously undervalued, even though research shows that companies who didn’t cut their marketing spend during a recession actually bounced back more strongly than those who did.
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 21, 2022
Dear SaaStr: A Big Potential Customer Just Asked for Our Financials. We Haven’t Raised Much. What Do We Do? The key I think we've learned from prior cycles is being honest. Hiding this as a start-up doesn't help. They just assume the risk — or they don't. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 19, 2022.
Iannarino
JULY 18, 2022
Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their solution was essential to turning things around. You will not hear me criticize these stories, as they are often an important tactic to helping a decision-maker or B2B buyer recognize themselves while also providing proof. A sales organization must have a catalog of stories available to help their clients move forward with confidence.
Heinz Marketing
JULY 20, 2022
By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing. I’m super fascinated by how people tick, what motivates them, and how they work. I always have been. I also love words and language which is just one reason I got certified as a conversion copywriter last fall. To enhance my skills, I recently read Influence, New and Expanded: The Psychology of Persuasion (a gift from my copywriting mentor ).
Martech
JULY 21, 2022
French NFT brand DOGAMI announces a new collaboration with Gap that will enable users in the “petaverse” to deck out their virtual pets with Gap-logo hoodies and other NFT swag, beginning July 27. In-game virtual apparel, aka wearables, will become available in three-item packs that DOGAMI players can bid on and use to improve their game play and barking rights.
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 21, 2022
We’re less than 60 days away from SaaStr Annual 2022! Sep 13-15 in the SF Bay Area!! Open-air. Fully vaxxed. Outdoor festival-style. 10,000 SaaS founders, VCs and execs! 4,000+ meetings and braindates! 500+ VCs! 250+ speakers. We’ve opened session registration and here are the Top 5 Sessions (So Far!) Check out your favorites and get 20% off your tickets below!
ConversionXL
JULY 21, 2022
How did Outreach grow in just a few years to 50,000 monthly active users , $10 million in new bookings, and net revenue retention (NRR) of more than 140%? By focusing intently on a single measurement, known as a north star metric. The sales platform is intensely devoted to nurturing its monthly active users (MAU). They even employ a dedicated “System Implementation Manager” whose sole responsibility is to drive adoption and get 70% of customers using the product daily.
Heinz Marketing
JULY 19, 2022
By Cameron Katoozi , Marketing Consultant at Heinz Marketing. It’s no surprise that we all have more work to do than there are hours in the day. As marketers, we have to continually bring exciting and creative content to audiences on a regular cadence, but with our busy schedules, it’s hard to dedicate time to brainstorming and content creation. Luckily, content repurposing can help us reduce that stress while promoting valuable content in new formats.
Martech
JULY 21, 2022
More than half of U.S. consumers (51%) say they’d be less loyal to a brand if the digital experience isn’t as enjoyable as in-person, according to PwC’s Customer Loyalty Survey 2022. For Gen Z, that number soared to 69%. Why we care. The pandemic has put the pressure on businesses to build customer experiences online that match or exceed their in-store experience.
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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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