Iannarino
OCTOBER 5, 2022
I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got my start knocking on doors and asking people for money. I was 15 when I took my first job making cold calls. Then, I joined my family's business when I was 18 years old and sold B2B.
Understanding the Sales Force
OCTOBER 7, 2022
Before I purchased my first Jaguar, my dream car was the Infinity Q45. In the early 90's, I couldn't wait to get that car and when winter came, I couldn't wait to get rid of it. It didn't matter what kind of tires I put on that expensive-but-useless-piece-of-crap-for-all-of-winter car, it wouldn't go in the snow and ice. Since I had to drive up a steep, mile-long hill to get home at the end of the day, and the hill wasn't well salted or sanded because it ran alongside a lake.
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Anthony Cole Training
OCTOBER 6, 2022
The start of any undertaking is the most important step. When it comes to building the confident and trusting relationship associated with a strong seller / buyer relationship, the start is especially important. I'm not just talking about the immediate "bonding and rapport" part of selling or a 5-minute segment of chitchat. The start I’m referring to is the entire first contact process whether it is a phone call or an association meeting or the initial meeting after the phone call.
Predictable Revenue
OCTOBER 4, 2022
Learn what makes business-to-consumer sales (B2C sales) distinct from B2B, how to maximize your B2C sales process, and make the most of industry trends. The post What is B2C Sales? appeared first on Predictable Revenue.
Spiro Technologies
OCTOBER 6, 2022
Let’s start off by saying questions are great. Salespeople should ask lots of questions and then listen to the answers as intently as possible. A good salesperson spends much of their time asking questions – especially open ended ones – and then using the answers to those questions as a road map to an effective sales presentation. So here’s a question for you: are all questions good?
Iannarino
OCTOBER 3, 2022
You never hear the head of the accounting department ask about how to motivate their accounts payable clerks to pay the bills on time. Somehow, the accounts payable clerks can pay the bills without their manager having to motivate them. It's odd that only salespeople need to be motivated to do their work.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
OCTOBER 3, 2022
Sometimes that means just go do the work! Early on in our business, I established rules for our sales success. One of my rules was No Cold Calling. Even though there is lots of information on effective cold calling, by having that rule, I was forced to get introductions and network with centers of influence. This has worked well over the years and our entire team follows that path.
SaaStr
OCTOBER 6, 2022
Dear SaaStr: What Are Some Lies Founders Tell Themselves? #1 Lie. That it will get easier. It never gets easy, but it can get less difficult: You get better. You constantly learn, and in not that long of a time, become one of the experts in your space. At some point, you stop being at risk of going bankrupt. This does let you breathe. At some point, you have a brand, and that makes your growth more predictable.
Iannarino
OCTOBER 1, 2022
To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder needs from you. Not every stakeholder has the same interest in your features and benefits. End users will be disappointed if you decide not to share the features and benefits with them, but if you get too detailed about the day-to-day uses, you will alienate your higher-level contacts.
Membrain
OCTOBER 5, 2022
Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
OCTOBER 3, 2022
Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” Apologies, the article was rather long, but the selling process is so important. Understanding it, executing it well is the cornerstone to our success.
SaaStr
OCTOBER 1, 2022
So That VP That Has Done it Before always cost more than the stretch VP. They ask for more salary, and a bigger team. As they should. But in the past few years, the gap has grown and grown. Recently I talked with a founder who had hired a seasoned VP of Marketing at $3m that had an 8 person content marketing team. Not an 8 person team at $3m ARR, but just 8 on content alone!
Iannarino
OCTOBER 4, 2022
Salespeople typically have a list of factors that they believe influence their success in sales. For example, many salespeople believe that sales success comes from working for a big, well-known company or selling an exceptional product. One factor salespeople weigh heavily is a good price, and by that, they mean a low price. And there are myriad other factors that salespeople point to as playing an outsized role in their ability to sell, but the truth is that these factors don't affect sales su
ConversionXL
OCTOBER 4, 2022
Since 2015, clothing brand ASOS has grown revenue by an average of 22% year over year. Not for lack of competition, but as the result of a carefully designed ecommerce marketing strategy. This is what drives growth for online stores like ASOS, despite existing in a saturated market. In this article, you’ll learn how to build a powerful ecommerce marketing strategy using customer research and messaging development, and how to use it to determine which marketing tactics will best reach your target
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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.
Partners in Excellence
OCTOBER 4, 2022
Hank Barnes’ research on buyer remorse (and other things) is some of the most important research for sellers to understand. He recently wrote a post, “Who Is Responsible For Expectations?” It’s best to read his research, but a net summary of one of his points is, “Buyers who have put less time in doing their homework, up front; those that engage only at a superficial level, have a much higher degree of remorse, for those decisions they make.” This is a key iss
David Meerman Scott
OCTOBER 5, 2022
When a customer begins the buying journey for a complex sale, he or she usually wants to learn about their sales representative. This is true of both big-ticket consumer purchases as well as B2B products and services.
Iannarino
OCTOBER 3, 2022
Senior sales leaders often complain that sales training doesn't work. There are several reasons why they might be right, but the root cause is that corporate sales training needs a radical reinvention. The primary purpose of traditional corporate sales training is that companies can check the box proving they provided some kind of training to their sales force.
Martech
OCTOBER 4, 2022
The COVID pandemic condensed nearly a decade of digital business transformation into just a few months. Companies in every sector scrambled to adapt to the new realities. Travel restrictions, masking, and social distancing requirements spawned by the pandemic compelled B2B companies to adopt new ways of engaging with customers. Relationships between businesses and their suppliers trended digital in recent years, but until the pandemic, in-person meetings and events played a central role in engag
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.
SaaStr
OCTOBER 1, 2022
Dear SaaStr: How Do I Reject a VC Without Spoiling the Relationship? Be (1) clear (2) and respectful. Let me use myself as a case-study. I have one spoiled VC relationship — all the rest I consider pretty strong. Here’s what happened to me: I told this Top Tier VC what the valuation was, my Ask. I was 100% clear on this in every way, shape and form.
Partners in Excellence
OCTOBER 6, 2022
One of the great joys of working with sellers and leaders is that, generally, we are people of action. A core part of our jobs is solving problems. Whether it’s helping our customers solve their problems and grow, or doing the same around our own performance or growth. We tend to be proud of our ability to leap into action, responding to a customer’s query, or taking action on new growth opportunities.
Iannarino
OCTOBER 7, 2022
Time is your finite, non-renewable resource. While it may feel like your time is renewed each day, it’s important to recognize today isn't a replacement for yesterday. Today is a different day and yesterday is gone forever. Whether you use your time to work or allow yourself to waste it, your time will disappear. If yesterday you needed to spend time producing important sales outcomes, but instead you scrolled through social media, doing the sales work today differs from having done it yesterday
Martech
OCTOBER 4, 2022
Martech capabilities are increasing but marketers are making less use of them. Just 42% of marketers say they are utilizing all the capabilities of their martech stack, according to a new report from Gartner. That’s a 16% drop from 2020, when 58% said they were maximizing their stacks’ capabilities. Dig deeper: The secret to building a useful martech stack.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SaaStr
OCTOBER 1, 2022
Want to get outbound going, for the first time? What almost never works, somewhat surprisingly, is hiring a Director of Outbound as your first outbound hire. I see many startups want to add outbound, but not really have a lot of experience. They don’t know outbound, they haven’t done it, they don’t get it. And especially, a new VP of Sales comes in without real outbound experience.
Partners in Excellence
OCTOBER 6, 2022
I spend a lot of time in non-English speaking countries. My French and German are, barely passable. Sometimes, I struggle a little in Ireland, Australia, and the UK (Yes, they are non- English American speaking countries I spend a lot of time in the Nordics and Northern European countries. Fortunately, they speak English better than I. But then there’s the Far East.
Iannarino
OCTOBER 6, 2022
Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will measure the value of your conversation, and if they find it lacking, they will look for someone who provides them with something more.
Heinz Marketing
OCTOBER 4, 2022
By Mina Guirguis , Marketing Consultant at Heinz Marketing. What is one of the most difficult aspects of marketing a product or service? While many ideas may come to mind, I would argue it is building trust between all your stakeholders. That means not only your audience, but your clients, coworkers, managers, and everyone in-between. According to Brenda Bailey-Hughes , a professor at Kelley School of business in Bloomington, Indiana, there are 3 primary types of trust, also known as trust driv
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.
SaaStr
OCTOBER 7, 2022
SCOOP: TikTok parent ByteDance's operating losses more than tripled last year to over $7 billion as it pushed for growth. Check out the company's full-year 2021 and Q1 2022 finances [link] tip @Techmeme. — Sal Rodriguez (@sal19) October 6, 2022. So advice from VCs is an odd thing. It’s almost always correct — but almost always biased.
Search Engine Land
OCTOBER 5, 2022
Google has just announced three additional feature capability updates to their tag. These updates are intended to “help advertisers and businesses strengthen their measurement strategies and efforts.” Now, Google has added three new features. Tag coverage summary Google Ads and Analytics integrations CMS integrations. The new updated tag.
Iannarino
OCTOBER 1, 2022
The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being productive." The second is the economic definition, which reads, "The effectiveness of productive effort, especially in industry, as measured in terms of the rate of output per unit of input." This second definition is more helpful for our purposes because it includes both the input and the output.
Martech
OCTOBER 4, 2022
Live TV streaming company FuboTV announced ad performance results from using open-source identity solution Unified ID 2.0. The company is the first CTV partner for Unified ID 2.0, and they use it through The Trade Desk’s programmatic platform. As one of the leading alternative identifiers in adtech, Unified ID 2.0 was developed by The Trade Desk and handed off to non-profit Prebid.org as an open-source tool.
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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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