Iannarino

SEPTEMBER 23, 2022

In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The skills you need to improve in sales are mostly found in the fundamentals. While there are a great number of people and companies that promise that this technology or that one will improve your sales results, you are better off working on improving your ability to conduct a sales conversation with your prospective clients.

Sales 238

Sales Clients Technology Technology 238

Cerebral Selling

SEPTEMBER 19, 2022

Have you ever been completely put off by the rep on the other end of a sales call? Maybe it was their tone, demeanor, or that they didn’t have their camera on. Maybe they seemed distracted, low energy, or disconnected from the product they were selling. Perhaps it was all these things. The way sales reps show up matters to buyers. And in an increasingly digital and virtual world, it matters more than ever.

Sell 147

Sell Cold Call Territory Up-sell 147

The 5% Institute

SEPTEMBER 19, 2022

In this article, you’ll learn exactly what makes a salesperson successful, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques. Read on to learn what makes a salesperson successful.

Technique 139

Technique Clients Up-sell Presentation 139

Membrain

SEPTEMBER 21, 2022

I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company , Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.

Sales 132

Sales 132

Advertisement

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

Force Management

SEPTEMBER 22, 2022

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations. It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Even though market stagnation can make it harder for your team to sell and meet quota, it also offers an opportunity to distinguish yourself from the competition and double down on sales fundam

Quota 105

Quota Growth Sales Meeting 105

Iannarino

SEPTEMBER 21, 2022

Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same manager have different results? Both salespeople sell the same thing, to similar clients, at the same price. If one salesperson complains about an underhanded competitor, another salesperson has little trouble dispatching that same competitor.

Price 267

Price Clients Sales Sell 267

Martech

SEPTEMBER 20, 2022

Marketers are using more automation tools to improve workflow efficiency and scale campaigns. But they have to remember that they’re marketing to humans, and that customers expect a human touch. There are three main values that customers expect at every touchpoint, according to CEO and founder of B2B marketing consultancy Simple Strat, Ali Schwanke, who spoke at The MarTech Conference.

Customers 145

Customers Trust Consult Follow-up 145

SaaStr

SEPTEMBER 20, 2022

Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me? Founders are often guarded toward most VCs. Perhaps they should be. That’s a different, and longer conversation. And one thing founders tend to worry about is — can I be fired by my investors? First, it’s tough to be truly fired if you control the majority of the board, voting shares, et c.

Start-ups 139

Start-ups Follow-up Trust Meeting 139

Iannarino

SEPTEMBER 18, 2022

The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position your solution by explaining how it meets the client's needs. While it is important to understand what your prospective client needs and why they need it, your solution may only be a part of what they require to reach their goals.

Sell 263

Sell Clients Meeting Prospecting 263

Partners in Excellence

SEPTEMBER 21, 2022

I read a fascinating study from GTM Partners. One of the observations was, “There is an average of 8 handoffs in the average customer acquisition and delivery process.” As I read that, the image of eating in a cafeteria struck me. Think of the last cafeteria you ate in. A mind numbing experience. You grab a tray, start walking down the line.

GTM 133

GTM Sales Sell Customers 133

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

SEPTEMBER 19, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption.

Pipeline 132

Pipeline Sales Sell 132

SaaStr

SEPTEMBER 22, 2022

So when we first started writing about Bill.com at its IPO , it was a sleep SMB accounting product. In fact, it took 14 years to get to this sleepy (but still impressive) IPO. Things were coming together, but to truly realize repeat founder Rene Lacerte’s vision, the company needed 2 more things: its network of suppliers to get so big, it created a massive network effect.

Networking 25

Networking Growth Start-ups Process 25

Iannarino

SEPTEMBER 19, 2022

Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these investments, are positioned as helping the salesperson be more efficient. Some technologies improve their team's efficiency, like verified contact information that eliminates the need to research. Other tools and technologies are hyped on their novelty but do little to improve the salesperson's results.

Sales 253

Sales Contact Technology Technology 253

Partners in Excellence

SEPTEMBER 22, 2022

I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” Objections are often positioned as a battle between sellers and the customer, with our objective to prevail, defeating the customers’ objections.

Technique 133

Technique Conversion Customers Meeting 133

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

SEPTEMBER 22, 2022

According to a new survey from Forrester, 56% of your marketing peers plan to increase investment in advertising/marketing solutions over the next year. Where do they plan to invest? Join this webinar to hear experts from AWS, Forrester, Merkle and Treasure Data discuss findings from the study about the state of customer experiences and the advertising and marketing technologies that influence your ability to meet customer expectations.

Customers 127

Customers Advertising/ Marketing Technology Technology 127

Predictable Revenue

SEPTEMBER 19, 2022

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Start-ups 126

Start-ups Sales 126

Iannarino

SEPTEMBER 22, 2022

Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility into individual opportunities, especially the high-value deals. For their part, the sales force generally believes the CRM is Big Brother, a way to micromanage them. But what if there were a way to make the CRM a strategic advantage in creating and winning new opportunities?

Strategize 246

Strategize CRM Sales Product 246

SaaStr

SEPTEMBER 23, 2022

Dear SaaStr: How Does SaaStr Fund Decide What to Invest In? Let me give my investing process at least for SaaStr Fund : First, I try somehow to identify before a first meeting if there is a >=2.5% chance of investing. This is perhaps the most non-obvious part. There are too many startups out there that want to meet, have coffee, do a Zoom, etc.

Referrals 122

Referrals Meeting Pitch Conversion 122

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

SEPTEMBER 23, 2022

Samsung’s #RecycleUp fashion show livestreamed from New York in the metaverse. Image: Samsung. This week, Samsung honors Climate Week NYC with metaverse, as well as in-person, community-building activations. Environmentalists and consumer electronics fans will be engaged on Discord , in real life at Samsung’s New York flagship store, called Samsung 837, as well as at the brand’s metaverse hub, Samsung 837X, located in Decentraland.

E-commerce 124

E-commerce Launch Sell B2C 124

Heinz Marketing

SEPTEMBER 21, 2022

By Cameron Katoozi , Marketing Consultant at Heinz Marketing. We live in a fast-changing business environment where companies are constantly adapting to new trends and regulations. Businesses need a way to handle unique global changes in a manner everyone in the org can support and follow. As a marketing or sales leader, you need to be aware of these opportunities and take advantage to stay ahead of the curve.

B2B 116

B2B Follow-up Consult Meeting 116

Iannarino

SEPTEMBER 17, 2022

In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed to acquire the meeting, but occasionally, some nice person would agree to your request. Having been told no by the rest of your contacts, you'd look for another contact in another company. You may have believed the contacts who rejected your meeting request weren’t interested, so you moved on to another person.

Cold Call 245

Cold Call Campaign Contact Meeting 245

SaaStr

SEPTEMBER 23, 2022

You’ve heard of a Unicorn SaaS company, but it’s time to introduce you to the Centaur. It’s no secret that the global financial landscape has been shaken up in recent years. The unpredictable market has given rise to new trends and a new type of elite company, which Bessemer Venture Partners have dubbed the Centaur. In this informative SaaStr Annual session, Bessemer Partners Sameer Dholakia, Mary D’Onofrio, and Elliott Robinson present the State of Cloud report, a look at the latest in SaaS tre

GTM 121

GTM Contract Growth Follow-up 121

Advertisement

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

SEPTEMBER 23, 2022

We all know someone who has struck out on their own to become an independent consultant or gig worker, or to launch something more significant. Many of us have also been part of promising (and not-so-promising) startups, like those we joined during the dot com boom — or maybe we even had a startup or two of our own. In any case, I think you’ll agree that in nearly every instance, the main reasons for any of those ventures failing were: No capital.

Technology 124

Technology Technology Appointment Launch 124

Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales? The Challenge of the Challenger Sales Model - The Facts Harvard Business Review Blog Off Target on Sales Greatness Harvard Business Review Blog Post Gets Salespeople Wrong Harvard Business R

Sell 103

Sell Consult Process Sales 103

Iannarino

SEPTEMBER 23, 2022

The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, "No, I can't teach to you how to sell." This is not a straightforward answer, but this post will give you a better idea about how you can learn to sell.

Sell 237

Sell Sales 237

SaaStr

SEPTEMBER 19, 2022

Dear SaaStr: What makes the ideal Demand Generation candidate for a growth-stage SaaS company? 90% of the candidates you meet will not have: owned a funnel revenue goal/KPI : pipeline, leads, opportunity, revenue; that. at another SaaS company that sold about around your price point. Find both, are you’ve got a real shot. Almost all candidates won’t meet these 2 criteria.

Growth 111

Growth Price Pipeline Meeting 111

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

SEPTEMBER 22, 2022

Customer Journey Orchestration (CJO) offers brands the ability to create omnichannel personalized experiences for consumers, which increases the likelihood of both initial conversions and long-term loyalty. Doing this well requires a combination of people, process, and platforms working in harmony. This means that in order to understand how to be successful, we should look at it in terms of those three categories: people, processes, and platforms.

Customers 116

Customers B2C Engineering Campaign 116

Heinz Marketing

SEPTEMBER 19, 2022

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.

Pipeline 99

Pipeline Healthcare B2B Sales 99

Iannarino

SEPTEMBER 20, 2022

A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several contacts. At the end of the conversation, the salesperson walks out of the client's office by themself. Because this is true for a large percentage of salespeople, we don't tend to think about sales teams. There are, however, great sales teams.

Contact 220

Contact Sales Clients Conversion 220

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Delivering a cohesive and die-hard customer experience doesn’t happen accidentally. Customer success is a mindset or a continuous journey before it’s a department that takes an analytical approach towards retaining and constructing long-lasting relationships with customers.

Customers 105

Customers Construction Contract Relationship Management 105

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