Anthony Cole Training

AUGUST 19, 2021

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?

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Prospecting Sales 296

Tibor Shanto

AUGUST 17, 2021

By Tibor Shanto. Choice , such a nice word, makes everyone who offers or receives one feel good: and for all the wrong reasons. But in reality, and in sales it will almost always work against you. I’ll go further, it is a clear indicator of laziness and lack of professionality. Yet for the all the usual reasons, salespeople and pundits swear by and depend on it.

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Appointment Negotiate Prospecting Trust 293

Cerebral Selling

AUGUST 16, 2021

Some of the greatest sales lessons of the pandemic era have come from governments and medical professionals trying to get the general public to comply with their public health measures. From mask mandates to social distancing to vaccinations, crafting the directives is one thing. Getting people to actually follow them is quite another. But it’s not so much the directives themselves that are the issue.

Customers 258

Customers Government Sales Support Education 258

Neuromarketing

AUGUST 17, 2021

It's been fifteen years since the last time we answered, "What is neuromarketing?" Here's the overdue update. The post What is Neuromarketing? appeared first on Neuromarketing.

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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

ClickFunnels

AUGUST 16, 2021

The post Split Testing – What It Is & Why You Should Be Doing It appeared first on ClickFunnels. You have probably heard the term “split testing”. But what exactly does it mean? Here’s what we are going to discuss today: What is split testing? Why should you use split testing to optimize your sales funnel? How to conduct a proper split test? Want to make more money with the same amount of traffic?

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Tibor Shanto

AUGUST 16, 2021

Subscribe today, and take the Breakfast on the go! Lahat Tzvi is a leading sales authority, a world-renowned sales expert in the field of B2B and complex selling. He is the founder and CEO of Tfisot, an international consultancy firm that helps companies and sales teams improve their sales results by implementing a new strategic sales method and by transforming their sales approach.

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B2B Strategize Consult Clients 246

Neuromarketing

AUGUST 19, 2021

Bilingual individuals demonstrate different personality characteristics when speaking different languages. Marketers making media and language decisions when addressing multilingual markets should add this finding to their list of influencing factors. The post Cultural Frame Switching: Different Language, Different Personality appeared first on Neuromarketing.

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ClickFunnels

AUGUST 18, 2021

The post Lead Generation Vs. Brand Awareness: What’s The Difference? appeared first on ClickFunnels. What’s the difference between lead generation and brand awareness? More importantly, how can you — the entrepreneur, marketer, or business owner — use those tactics to spread your message, sell more products, and grow your business? That’s what we’re talking about in this guide.

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Lead generation Contact Niche Gaming 245

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

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Customers Manufacturing B2C Pipeline 166

JBarrows

AUGUST 20, 2021

Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience.

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Growth Product Sales 158

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

Membrain

AUGUST 18, 2021

Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.

Sales 149

Sales 149

ClickFunnels

AUGUST 19, 2021

The post What Is A Normal Sales Funnel Conversion Rate? appeared first on ClickFunnels. So you have built a sales funnel. But what conversion rate should you aim for? Today we are going to discuss: The four types of sales conversion rates. The #1 way to increase the conversion rate of your sales funnel. The best conversion rate optimization practices.

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Conversion Sales Lead generation X-functional 244

Martech

AUGUST 17, 2021

In the 18 months since we added “COVID-19” and “pandemic” to our marketing lexicon, marketers like me have been thinking about how to revise our email programs, what our customers are experiencing and how much everything could change before we move into our next version of “normal.” Now we’ve gone through an entire marketing year calendar.

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Territory Government Campaign Education 145

The 5% Institute

AUGUST 20, 2021

In this article, you’ll learn how to go about closing sales prospects, using eight proven ingredients – which’ll help people sell themselves on the need for your product or services. These tips on closing sales prospects are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front.

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Closing Prospecting Sales Clients 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

AUGUST 17, 2021

Q: Dear SaaStr: How Long Should a CEO Continue Being the Head of Product? Roughly for me, for as long as it’s about a 10-hour a week job. Or often, maybe only up to $3m-$5m in ARR or so. In SaaS at least, founders make two mistakes again and again: First, try to hire a full-time “head of product” once the product gets complex. Once your product has 50–100 workflows, dozens of use cases, 100s or 1000s of customers, etc. … it’s just too much to hack and juggle informally.

Product 144

Product Strategize Start-ups Customers 144

ClickFunnels

AUGUST 17, 2021

The post The Best Sales Prospecting Tools To Use For Your Business appeared first on ClickFunnels. Sales prospecting can be a great way to get a new business off the ground. Today we are going to take a look at the best sales prospecting tools that can help you to: Find prospects. Conduct reserach. Reach out to prospects. Schedule a discovery call. Manage leads.

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Prospecting Price CRM Pitch 244

Force Management

AUGUST 19, 2021

If you want to align your organization behind company goals, growth benchmarks and evolving customer needs, you’ll need to successfully move your organization through rapid change and enable your sales team to execute. Here are three critical areas where leadership alignment supports sales resilience and growth. If you’re interested in how sales leaders successfully capture alignment in these three areas, register for our upcoming LIVE webinar on August 24th.

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Growth Sales Customers 144

The 5% Institute

AUGUST 16, 2021

In this article, we’ll detail exactly how to ace your sales call, by following our proven and effective sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

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Technique Clients Consult Sales 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

SaaStr

AUGUST 18, 2021

Dear SaaStr: Have All the Good SaaS Ideas Been Built? Sort of, but it’s OK. Why? What software can do in each category keep evolving, and getting more sophisticated, and more specialized. There is tons of room for the next-generation of every category of software, as well as a vertical leader or two in each key vertical. Roughly 70% of public SaaS companies are new versions of old categories (e.g., Zoom remade WebEx, Slack remade Hipchat and so much more, etc.).

Product 142

Product 142

ClickFunnels

AUGUST 16, 2021

The post How to Setup a Successful Lead Nurturing Campaign appeared first on ClickFunnels. Here’s a shocking stat. According to Marketo, 96% of visitors who come to your website aren’t ready to buy (not yet, at least). Nope. They’re browsing. They’re trying to learn about your brand and what you have to offer. They’re looking to see if your company is trustworthy… or if your products/services fit their needs.

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Campaign A/B testing Trust Click Through Rate 242

Martech

AUGUST 18, 2021

With the pandemic still a major concern for shoppers, marketers in the retail space should be looking at how better to engage with consumers digitally. It used to be that there were certain categories of products and services that needed to be purchased in-person, which was often the case, especially for big-ticket items. But now in the world of virtual and augmented reality, consumers are test-driving electric vehicles , and renters are inspecting and leasing their new home.

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Retail Electricity Niche Technology 140

The 5% Institute

AUGUST 16, 2021

One of the most important parts of the sales process as well as your sales conversations, is having an objection handler framework. Countering 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 objection handler framework we teach Sales Professionals and Business Owners, but before we do – we’ll also look at where sales objections come f

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Objection handling Trust Presentation Clients 145

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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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Partners in Excellence

AUGUST 18, 2021

I got a prospecting call. We had actually arranged a conversation, the company had something that interested me–software for our business. I had reached out, checking the box, “please contact me… ” The sales person called, he started his questions. They weren’t really relevant, I had actually done my homework and I had questions on several specific issues.

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Contact Meeting Sell Customers 139

ClickFunnels

AUGUST 20, 2021

The post 15 Lead Generation Techniques That Will Grow Your Business appeared first on ClickFunnels. To grow your business, you need to generate leads. You know that. But there’s just one problem: how do you generate leads? More specifically, how do you generate high-quality leads at a reasonable cost… over the short-term and the long-term? In this guide, we’ll share 15 lead generation techniques that have worked for thousands of online businesses (with examples).

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Lead generation Technique Referrals Niche 237

Martech

AUGUST 18, 2021

Do you know where your clicks are coming from? Do you know where your ad is going? No one wants to see their product advertised on a web site pushing fake news, conspiracy theories or extremist politics. Marketers practicing brand safety should can prevent that from happening, but that practice is imperfect. “Your brand is a valuable financial asset that can be damaged in an increasing myriad of ways,” said Kristoffer Belau, SVP Digital Media at MediaMonks, a digital production company.

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JBarrows

AUGUST 20, 2021

Following up on last week’s episode (211) on product-led growth, Kris Rudeegaap joins John this week to talk about product-led growth changing the industry and the structure of sales organizations. Kris is the CEO and Co-Founder of Sendoso, a sending platform that helps sales & marketing teams send out direct mail, swag, handwritten notes, and more.

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Growth Follow-up Product Sales 135

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

Salesmate

AUGUST 18, 2021

Busting the myth – Do more calls really equal to more leads? . One of the main challenges every marketer face is getting more leads. The adage, “more calls equal to more leads” has influenced many salespeople and marketers. Yes, a salesperson needs to make a lot of calls to get leads, but it’s always quality over quantity. You can‘t keep making calls without putting thought into how the call impacts your leads and potential prospects. .

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Partners in Excellence

AUGUST 19, 2021

I am probably sounding like a broken record. I apologize, but I think we are missing a huge shift in “what work is, how work gets done.” Too many conversations focus on “where we work from,” but ignore the profound changes in the work itself. Where we work from is meaningless until we understand what work is and means. I’m sorry, I’m bored and uninspired by conversations about WFH, work from the office, virtual work, hybrid, work from anywhere.

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Drivers/motivators Manufacturing Sell Conversion 131

Martech

AUGUST 19, 2021

Online personalization as a concept has been with us for more than two decades, but recent developments have elevated its importance for martech leaders: Greater attention to test and optimization leading to demands for more “always-on” personalization programs; Better access to customer data and segments, opening up possibilities for more targeted experiences in any digital setting; Emergence of AI and ML-based approaches for automating personalization logic; and Heightened customer expectation

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SaaStr

AUGUST 16, 2021

We put out a call on Twitter the other day for folks’ best tips on what has really lowered churn for them this year. A few of the best: “Hire more relationship managers. Customers care about relationships, and nothing replaces a human available to help whenever you need something.” — Sam Blond, CRO, Brex. We all learn this again and again.

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Referrals Relationship Management Account management Growth 131

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