Tibor Shanto

OCTOBER 4, 2021

By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. Of course, that’s an oversimplification of the sales process. It provides no context as to who the potential buyer is, why they need a pen, or what special features the pen might have — all critical components of a successful sales dialogue.

Sell 215

Sell Up-sell Negotiate Follow-up 215

Anthony Cole Training

OCTOBER 7, 2021

One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling.

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Sales Prospecting Sell 211

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”?

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Drivers/motivators Objectives and Key Results Commission Sales 206

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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

Gong.io

OCTOBER 6, 2021

Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow made you forget you were there at all. Gong embraces the company of dogs as well.

Angle 153

Angle Represent Drivers/motivators Territory 153

SaaStr

OCTOBER 8, 2021

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. If you missed out on attending SaaStr Annual 2021 – where our outdoor format earned an analogy to the “ Coachella of SaaS ” – or just want to understand PLG better, here are 6 sessions to study: PLG SaaStr Session #1: “Mastermind Masterclass: Beyond P

Growth 145

Growth Product Presentation Engineering 145

Tibor Shanto

OCTOBER 4, 2021

Subscribe today , and take the Breakfast on the go! Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

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Clients Growth Service Sales 144

ConversionXL

OCTOBER 7, 2021

The classic lifespan of successful products is a story in four parts: Introduction Growth Maturity Decline. How this story plays out has a lot to do with the type of product and how it’s improved over time, if at all. However, the shape of the curve—the length of the arc and the speed of the decline—is also determined by how you market that product at each stage of its life.

Product 142

Product Minimum Viable Product Price Launch 142

SaaStr

OCTOBER 5, 2021

As it turns out, all of these are within your control [link]. — Robby Allen (@_RobbyAllen) February 23, 2021. We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). What we haven’t done yet is put it all together in a simple, quantitative spreadsheet.

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Closing Quota Pitch Gaming 145

The 5% Institute

OCTOBER 3, 2021

Want to know exactly how to handle sales objections with the 3 F’s method? The 3 F’s method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. So, what exactly is it? How does it work; and how can you use it correctly? In this article, you’ll learn why the 3 F’s method works, and exactly how to handle sales objections with the 3 F’s method.

Objectives and Key Results 145

Objectives and Key Results Technique Objection handling Sales 145

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

OCTOBER 8, 2021

If marketers don’t take control of how customers perceive their brands, customers will. “One of the things we’ve got to remember about customers is that they always like to attribute personalities to the characters they interact with,” said Terry Flynn, president of multichannel marketing company Market Chord, in his recent MarTech presentation.

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Presentation CRM Technology Technology 141

Partners in Excellence

OCTOBER 5, 2021

Do you know who your customer is? More importantly, do you know who your customer isn’t? Perhaps the biggest thing that impacts our performance is we don’t know who our customer, we define our ideal customer in such vague terms that we waste a lot of time and brand equity on customers that we should never be selling to. If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email?

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Customers Healthcare Pharmaceutical Manufacturing 138

Membrain

OCTOBER 6, 2021

One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale.

Sales 138

Sales 138

The 5% Institute

OCTOBER 3, 2021

In this article, you’ll learn exactly how to do consultative selling, by following an eight step prescriptive formula. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A consultative sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

Consult 144

Consult Sell Technique Clients 144

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

Martech

OCTOBER 4, 2021

Having a website search function is critical to any business’s success. However, many have a difficult time providing customers with relevant search results and gaining actionable insights from the data. “Site search is a misunderstood capability on our websites,” said Stephen Zakur, CEO at SoloSegment, in his talk at our recent MarTech conference. “As marketers, we often think about listening very closely to our customers, but we do that in kind of obtuse ways.

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A/B testing User Experience Engineering Campaign 137

ConversionXL

OCTOBER 4, 2021

If you’ve been in business for any amount of time, you may well have heard the phrase, “the money is in the list.”. It’s a proverb as old as the internet, probably older. It’s also true. And more relevant than ever. If you want to build a successful business, a strong email marketing strategy is one of the best ways to do it. However, it’s not without challenges.

Customers 136

Customers Objectives and Key Results A/B testing Campaign 136

Membrain

OCTOBER 3, 2021

Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 (or $10,000 or $1MM) of business there!”.

Sales 132

Sales Meeting 132

The 5% Institute

OCTOBER 7, 2021

In this article, we’ll explore the four most common sales objections, and how to handle them. Although many people teach sales scripts to overcome sales objections, we instead recommend two different methodologies. The first methodology is to prevent them from coming up in the first place. The second methodology is to use a framework, that works with your potential clients to help them overcome the sales objections themselves.

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Trust Sales Clients Pitch 144

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

Martech

OCTOBER 7, 2021

Marketing work management platforms help marketing leaders and their teams structure their day-to-day work to meet their goals on deadline and within budget constraints, all while managing resources and facilitating communication and collaboration. Functions may include task assignments, time tracking, budgeting, team communication and file sharing, among others.

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Education Clients Territory Follow-up 134

ConversionXL

OCTOBER 8, 2021

“You have to spend money to make money.”. This seemingly good-natured advice has spelled doom for millions of businesses worldwide. While it’s true that businesses occasionally need to spend more upfront to validate their idea, doing so with a complete disregard for unit economics can be fatal. That’s why Customer Acquisition Cost (CAC) is such a critical metric.

Customers 135

Customers Price Cross-sell Strategize 135

Heinz Marketing

OCTOBER 2, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Why Content Isn’t King in Leadership Communications. I’m not saying information isn’t valuable, it is.

B2B 128

B2B Education Campaign Start-ups 128

SaaStr

OCTOBER 5, 2021

So that’s a wrap on SaaStr Annual 2021, #007. THANK YOU to everyone that made it out!! While there are always bumps, I’d give it a 10/10, for first time since #001 in 2015. A few learnings: pic.twitter.com/FMQLYN4Ivk. — Jason BeKind Lemkin (@jasonlk) September 30, 2021. Thank you so much to the 6,200 folks that came to San Mateo / SF Bay Area for the 7th SaaStr Annual!

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Meeting 128

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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

Martech

OCTOBER 8, 2021

What were you doing when Facebook went down on Monday? If you were like many of your fellow marketers, you were tearing your hair out because you couldn’t access any Facebook-owned sites like Facebook, Instagram and WhatsApp. No social posting. No campaign research, launches or analysis. Gaahhhhh! But some resourceful email marketers seized the opportunity to launch quick campaigns that capitalized gleefully on the global outage.

Real Estate 133

Real Estate Campaign Strategic planning Follow-up 133

G2

OCTOBER 8, 2021

Marketers often wonder why their emails frequently get sent to spam.

Click Through Rate 120

Click Through Rate 120

Heinz Marketing

OCTOBER 8, 2021

By Carly Bauer , Marketing Coordinator at Heinz Marketing. Think about all the times you had a really great experience as a customer- the way you felt after those experiences. Now think of those other times when your experience as a customer wasn’t the greatest, in fact you couldn’t believe everything that just happened. The feelings you felt after those experiences were probably very different, right?

Customers 128

Customers Represent Service Price 128

Sandler Training

OCTOBER 4, 2021

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. The post How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST] appeared first on Sandler Training.

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Sell Process Sales 119

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

Martech

OCTOBER 8, 2021

This week, video technology company Brightcove introduced a new tool, Brightcove CorpTV, that aims at providing a platform to B2B marketers looking to launch Netflix-style streaming content. By building out a streaming channel with CorpTV, businesses will be able to release content that can be seen on smart TVs, mobile and other connected devices. The CorpTV platform also allows the streamer to monetize premium content, gain sponsorships and even sell ad time.

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B2B Launch Technology Technology 129

Predictable Revenue

OCTOBER 4, 2021

Learn how to build a winning playbook from scratch in 4 easy steps to create a repeatable, scalable sales culture. The post Build Your Sales Playbook in 4 Easy Steps appeared first on Predictable Revenue.

Sales 116

Sales 116

Heinz Marketing

OCTOBER 4, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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Pipeline Go To Market Cross-sell Sales 120

Force Management

OCTOBER 6, 2021

If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities?

Sales 114

Sales Process 114

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