Iannarino

APRIL 6, 2022

There is a difference between the value created in the sales conversation and the value of your product or service, one or both being described as a "solution," a way to solve a problem. The difference between the value of the conversation and the value of your product or service is one of experience. It can be difficult to understand the difference when you believe your solution is the value you provide to your prospective client, even though the only people who experience the value of what you

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Conversion Sales Clients Service 231

Membrain

APRIL 3, 2022

When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze elements from that database. Recently, I went mining for insights on consultative selling.

Consult 130

Consult Sell Sales 130

Martech

APRIL 6, 2022

MobileFuse, an adtech platform for in-app, CTV and digital out-of-home (DOOH), has launched Fusion Video, which provides unique ad units for CTV campaigns. They also announced an update to their CTV targeting and measurement capabilities. What they do. The CTV solution now has improved targeting and measurement functions. This proprietary stack is designed to drive conversions and target audiences via custom data sets.

Launch 106

Launch Campaign Service Conversion 106

Veloxy

APRIL 5, 2022

With the ever growing size of sales technology stacks , the standard telephone can get lost in the array of options—especially for outreach. Let’s not forget that buyers are taking more control over the purchasing process than ever before. Gate keepers. Privacy laws. “Don’t call me, I’ll call you.” Couple the aforementioned facts with the reluctance on the part of inside sales and outside sales reps to call leads, and the phone can collect dust faster than a broom.

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Cold Call Gate keeper Outside Sales Inside sales 234

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.

Sales

Iannarino

APRIL 7, 2022

A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your sales team to run smoothly, you need to have a comprehensive sales strategy that encompasses all of your goals and operations.

Sales 275

Sales 275

Anthony Cole Training

APRIL 7, 2022

Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander.

Sales 171

Sales 171

Membrain

APRIL 6, 2022

Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.

Sales 140

Sales 140

Iannarino

APRIL 5, 2022

To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople differentiate in the exact same way as their competitors—something they prove by opening the first meeting with a history lecture on their company, followed by a picture of their company's trophy case (the logos of their large clients), followed by how their product or service solves the client's problems better than their competitors.

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Clients Meeting Service Sell 258

Martech

APRIL 6, 2022

Effective measurement is a fundamental pillar of all marketing. Targeting the right audience on the right channels and measuring the right performance metrics is core to any successful marketing program. But measurement is becoming increasingly difficult in today’s privacy-first world. With the many changes in the legal and technology landscape and the imminent sunset of third-party cookies by 2023, two questions are looming in the marketing world about measurement: How would you measure (

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Legal Presentation Technology Technology 138

Partners in Excellence

APRIL 6, 2022

It’s pop quiz time. Be honest, don’t scroll down to get the answer. Here we go: You are a seller, you get a notification that I have downloaded a research report offered on your website. The research is the results of a market study on sales performance. When you call to me to follow up, what do you think I might be most interested in? A: My interest in the market research and whether I might want to learn more.

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Follow-up Prospecting Start-ups CRM 147

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.

Up-sell

SaaStr

APRIL 3, 2022

So the way VC funds do accounting and valuations is … weird. Most VC funds “mark-up” their investments to the price of the last round and … just sort of leave it there. If things go really bad, sometimes they’ll lower the valuation. And if it goes to $0, of course, they have to write it off. But they generally have a lot of lattitude on when to continue to carry an investment at the last round price.

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Price Follow-up Closing 132

Iannarino

APRIL 4, 2022

After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only reason you ask your client questions is to identify a problem so you can sell your solution, there is strong evidence that your approach is too transactional to find you One-Up.”.

Consult 256

Consult Clients Up-sell Sales 256

Force Management

APRIL 6, 2022

The past few years led to drastic shifts in hiring and recruitment process, impacting organizations of all sizes and in all industries. More recently, it has been imperative that organizations have a strategic approach in order to hire and retain top performers. Ensure you’re hiring the right talent for growth and at the same time creating an environment that supports your people’s success.

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Strategize Growth Process 129

Partners in Excellence

APRIL 8, 2022

I’m a huge fan of F1 Racing. It’s just fascinating to watch, learn about the teams, drivers, cars. I love looking at the racing strategies. In the early 2000’s I was fortunate in beginning to see a little of the behind the scenes work of the F1 teams. I was on the founding team of an AI software tool. It turned out, after each race, the teams had terabytes of data they wanted to analyze to improve how they performed in the next race.

Drivers/motivators 133

Drivers/motivators Hospitality Engineering Up-sell 133

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

SaaStr

APRIL 5, 2022

Gartner released its latest “Best Performing Marketing Channel” survey , and while it’s not as informative (to me at least) as its CIO and Cloud reports, there are a few interesting learnings: A few learnings on getting those MQLs: Email is #1. Email, done right, has always worked and continues to work. Now, Gartner’s survey looks back at a period without IRL events, so email looked to be the #1 channel that took events’ place in 2021.

Price 128

Price Campaign 128

Iannarino

APRIL 2, 2022

How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what problems you spend every day helping clients solve? Why would the most important question you could ask your client be some derivation of "So, what's your problem?" Believe me when I tell you your contacts already know they have a problem, and they are going to tell you all bout it (they've been well trained over the last 34 years that the problem is what you are looking f

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Clients Contact Sales 252

Search Engine Land

APRIL 7, 2022

Filed under ‘not new, but a good reminder’: AI-generated content is ‘spam’ and is against Google’s Webmaster Guidelines.

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127

SalesProInsider

APRIL 7, 2022

Warning! The content of this message may be offensive to the perfectionists and OCD folks. Do you want to complicate growing your business, or book of business? If so, strive for perfection! What? Yes…a strive for perfection and getting “everything right” will get in the WAY of having the clients you enjoy working with, achieving a profitable business, and earning the income you deserve!

Clients 126

Clients Networking Conversion Start-ups 126

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

SaaStr

APRIL 6, 2022

So when we last checked in with Snowflake, it was at $850m ARR growing a breathtaking 110%, with 162% NRR. It hasn’t really slowed down! At $1.5 Billion in ARR, it’s still growing 102%. That’s triple digit growth going into a $2 Billion run rate! Goodness. 5 Interesting Learnings: #1. Margins Continue to Improve to an Impressive 75%.

Growth 127

Growth Engineering Customers Sales 127

Iannarino

APRIL 8, 2022

Recently, I switched my project and task manager from Todoist (a great tool, and one I have enjoyed using over a number of years) to Click-Up, a software that is more robust in some ways, while also being highly configurable. The reason I moved is due to something I learned from David Allen, the author of "Getting Things Done," and an equally important follow-up titled, "Making It All Work.".

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Follow-up Product 233

Search Engine Land

APRIL 7, 2022

So make sure to routinely review your business hours to ensure they are accurate.

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Understanding the Sales Force

APRIL 4, 2022

I find ideas and material for this Blog everywhere, especially when I'm not looking for them. Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching. Here's what it said: If your coach is talking about any of the pitching flaws that you see listed above….

Pitch 118

Pitch Sales Consult Closing 118

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

APRIL 8, 2022

There's always a 50% chance that manager you need to hire already works for you. Double check that your top ICs aren't ready. — Jason BeKind Lemkin #???????????? (@jasonlk) February 10, 2022. So Gong has a new report on Sales Talent and there’s some good data in here. It’s got the data to back up a lot of things you probably know or suspect, but with a few surprises: Reps that don’t believe they can meet their quota are looking for another job.

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Promote Quota Sales Meeting 123

Martech

APRIL 8, 2022

Annual worldwide spending on marketing continues to increase and will reach $4.7 trillion by 2025, according to a Forrester report. This is an increase of $1.1 trillion from 2021 to 2025, a compound annual growth rate (CAGR) of 7% — substantially above the 5% CAGR from 2015 to 2019. The biggest spenders. Most of that spending comes from the US and China.

E-commerce 117

E-commerce Healthcare Drivers/motivators Represent 117

Engage Selling

APRIL 8, 2022

A Sales Prevention Department? You might have one. Right on the Money thinking is all about getting your business back on the right footing so you can compete and grow … Read More. The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader.

Sales 112

Sales Account management Clients Sell 112

Heinz Marketing

APRIL 8, 2022

By Maria Geokezas , Chief Operating Officer at Heinz Marketing. How much content do you consume in a day? Have you seen a drastic uptick in the time you spend consuming content over the past few years? If you’re like most people, you have. The time we spend looking at content has steadily increased – up to over six hours a day. What’s problematic, though, is that a lot of content creates more questions than answers.

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B2B Intrinsic Drivers/motivators Appointment 103

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.

Price

SaaStr

APRIL 7, 2022

Q: Dear SaaStr: What’s The #1 Most Important Step in Closing a Deal? Being responsive. Thoughtfully, intelligently, knowingly responsive. Responding ASAP with what the customer needs to know. Not tomorrow, or with a random calendar link to meet next week. It’s not enough on its own: Following up immediately alone isn’t enough. Getting the prospect all the answers they need ASAP isn’t enough.

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Closing B2C Follow-up Price 113

Martech

APRIL 5, 2022

Diversity at all levels of a company is an indicator of success. A culture of diversity and inclusion is the cause of it. The benefits of diversity and inclusion can be seen in stock and revenue performance, hiring and retention, and customer acquisition and loyalty. A diverse marketing organization aids access to diverse markets. This has been documented in many, many, many studies.

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Gaming Promote Trust Represent 117

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 103

Cross-sell Contract Price Finance 103

Partners in Excellence

APRIL 7, 2022

I’ll start with a golf story. For years, I’ve tried to play golf. I’ve gone through lessons, I’ve spent $hundreds on getting the right equipment, and thousands on greens fees. And I suck! Somehow, I forget to do what I know I should be doing. Somehow I just get so focused, not purposefully doing the wrong things, but falling into it, just because it’s easy to do.

Cross-sell 102

Cross-sell Gaming Sell Process 102

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

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