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.
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.
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.
Iannarino
JULY 22, 2022
We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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
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
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
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!
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.
Membrain
JULY 17, 2022
We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change.
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.
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.
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.
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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.
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.
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.
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.
David Meerman Scott
JULY 18, 2022
Search Engine Optimization is a fundamental aspect of web marketing. As you think about ways of getting found in search engines, you should also keep in mind that there are many other search engines in English besides Google. The second most popular search engine is YouTube and the third is Amazon!
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.
ConversionXL
JULY 21, 2022
When researching a new product, buyers use 10 or more channels to interact with companies. Each channel presents a chance to make a good impression. Optimize each channel, and you’ll win new customers, enjoy higher order rates , and retain customers. Get them wrong, and you risk damaging brand perception and trust. In this post, we’ll explore lessons from brands that use omnichannel marketing to deliver a seamless customer experience.
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.
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!
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.
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!
Gong.io
JULY 22, 2022
You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. And it’s what separates the best reps from the rest. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time. This is why even if you don’t make a sale on that first call, showing that you’re invested and interested in learning about your buyer and their needs puts you in the best position for future
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.
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.
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 ).
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.
SaaStr
JULY 20, 2022
So a great founder doing tens of millions in ARR recently asked me what I thought of doing a “small IPO” at they approached $100m in ARR. It’s something we don’t see too often these days, as $200m+ ARR sort of became the new floor to IPO in SaaS. But I thought I’d take a deeper look at one example, Weave. Weave started off as a dental ERP and comms platform (including VoIP / phone), and then expanded beyond that as it scaled.
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.
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.
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.
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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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