Iannarino

MARCH 28, 2022

“A man is only as good as his tools.” -Emmert Wolf. When I moved to Los Angeles to play music, I showed up with two floor monitors and a microphone. Between the drummer, the bass player, and the guitarist, I was completely drowned out and couldn’t hear myself sing. Fortunately, I was making enough money to buy a PA and some column speakers. Once installed on each side of the rehearsal studio, I was able to match the volume.

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Prospecting Sales 260

Martech

MARCH 30, 2022

Whenever I begin working with new clients who face major problems with their email marketing , one of the first things I review is how they conduct their email testing. A/B/n testing is the best way I know to structure effective campaigns and to measure whether a brand’s email strategies and tactics are succeeding or failing. But all too often, teams struggle to set up tests correctly and measure results accurately.

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Campaign A/B testing Drivers/motivators Follow-up 111

Membrain

MARCH 30, 2022

If you visualize your sales as a pipeline, with leads going in one end and revenue coming out the other, it’s easy to see that the rate of flow through that pipeline matters.

Pipeline 148

Pipeline Sales 148

Anthony Cole Training

MARCH 31, 2022

There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals. However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.

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Sales Process 217

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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

Iannarino

MARCH 29, 2022

After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders started joining these meetings. When my contacts started to share with their senior leaders our data, our insights, and what we believed would happen in the future, the senior leaders started to show up.

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Contact Start-ups Meeting Sales 303

Veloxy

MARCH 28, 2022

After nearly two years of a global pandemic, where nearly all of the workforce worked remotely , things are starting to return to business as usual. While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee.

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Outside Sales Inside sales Cold Call Sales 217

SaaStr

MARCH 27, 2022

A ways back, a Naval post on Twitter had my reflecting on the top advice I’d give to my younger CEO self: I missed one of the key Top 10 points — I ran out of 240 characters on Twitter), but thought it might be worth breaking them down in more detail on SaaStr below: 1. Go Long. This can be hard. The first start-up I ever joined as an employee was quickly acquired for $200m, which became $1 billion (!

Trust 144

Trust Start-ups Growth Pitch 144

Iannarino

MARCH 31, 2022

Imagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom make the same flashy promises. A number of contacts have even started taking phone calls from salespeople—normally they avoid them like a bubonic cliché, but because the company is performing poorly, they are looking for help improving their results.

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Conversion Contact Sales 301

The 5% Institute

MARCH 28, 2022

Are you looking for a proven sales playbook to use for consistent, repeatable sales? In this article, we’ll detail the 10 step sales playbook that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales.

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Technique Sales Clients Consult 144

Membrain

MARCH 27, 2022

I was talking with a worldwide head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.”.

Conversion 142

Conversion Sales 142

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

Partners in Excellence

MARCH 30, 2022

I was tempted to title this, “Selling–A Calling Or A Job?” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” For some, it’s the easiest job to get after college. Some are drawn by the potential compensation. For some, it’s the easiest job to get, to often, the bar to get a job selling isn’t very high (this is a management problem).

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Up-sell Sell Follow-up Growth 138

Iannarino

MARCH 26, 2022

Over the last couple of months, some significant amount of what I have written and published was intended to allow you to see something that might not have been visible to you. I started to try to illuminate this concept in a past newsletter with a thought experiment about how you might sell were you to have no product or service. More recently, I attempted to provide a view of the difference between selling a drill or selling a hole , suggesting that a lot of salespeople believe the hole allows

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Consult Conversion Sell Service 283

SaaStr

MARCH 29, 2022

OK it’s the very last shot to apply to speak to SaaStr Europa 2022 in Barcelona on June 7-8!! We’re expecting over 2,500 to our open-air and outdoor venue right on the ocean in Barcelona! Join: CEO of $12B+ Miro! CEO of $24B+ ZoomInfo! CEO of $800m UserZoom! CEO of Redpoints! CEO of Demodesk! CEO of Marketo! GP at Atomico! GP at Index! GP at Iconiq!

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Niche 129

Martech

APRIL 1, 2022

Marketers know they need great digital customer experience, but few know how to get it. While 84% agree that businesses must deliver excellent digital customer experience to survive, only 38% say they have clearly defined goals and strategies for it, a Forbes Insight survey found. Also, more than 80% say it is an important competitive differentiator, as essential to a company’s success as products, services and pricing.

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Price Service Customers Product 123

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

Partners in Excellence

MARCH 31, 2022

First, a disclaimer. This post is probably more directed to me than anyone else. I’m struggling with time. Make no mistake, through my career, I’ve been vicious in my time management and priorities. I constantly read and learn to improve my abilities. I invest in tools to help improve my productivity. I delegate everything I can, either to my virtual assistant, someone on my team, or a subcontractor.

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Technique Growth Sell Product 133

Iannarino

APRIL 1, 2022

There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need. For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?" To the client, they’re afraid, these words sound like, "I know you have no authority to make this decision and I need to know who is going to sign my contract.

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Contract Clients Sales 259

SaaStr

APRIL 1, 2022

We haven’t spent as much time on SaaS security companies in the 5 Interesting Learning series as perhaps we should have. We’ve dug deep on Okta at $1B in ARR, but spent a bit less time at apps that run below the application layer. But there’s so, so much growth there. And CrowdStrike is a break-out leader. They’ve crossed $1.7 Billion in ARR growing a breathtaking 65% year-over-year. 5 Interesting Learnings: #1, 16,000 customers at an average of $100,000 per customer &

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Inside sales Growth Service Product 126

Sales Hacker

APRIL 1, 2022

Most deals in a seller’s pipeline are, by default, dead. That’s plain to see because world-class win rates hover around 30%. Even with a team of Account Executives trying their very best to get every single deal done. This is particularly true if your product isn’t the clear and undisputed market leader, you’re selling into the enterprise , or you’re focused on an outbound sales motion.

Contract 123

Contract Prospecting Up-sell Meeting 123

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

Heinz Marketing

MARCH 31, 2022

By Win Salyards , Marketing Consultant at Heinz Marketing. Everyone and all companies make mistakes. That’s obvious. The trouble with mistakes always comes after, and with many mistakes, some opportunities come with them. So how do we take the errors we’ve made and grow from them? What we do after making a mistake matters. So here are the three key things you should do to make the best of your mistake.

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Consult Prospecting Process Product 122

Iannarino

MARCH 27, 2022

A recent article asked the question: "How much would you pay for a discovery meeting with your dream client?" What makes this question interesting is that it suggests the salesperson is receiving something of value and not the other way around. The mindset here explains why so many salespeople have a tough time winning deals, something I tried to correct by explaining that the critical factor in the sales conversation is creating value for your prospective client.

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Clients Meeting Prospecting Conversion 250

Martech

APRIL 1, 2022

This week’s news about the purchase of TV-ratings giant Nielsen is spotlighting ongoing problems with its products and raising questions about the company’s value. What happened. On Tuesday, Nielsen announced it was selling itself to a consortium led by Elliott Management Corp.’s private-equity arm and Brookfield Asset Management Inc. for about $10 billion.

Profit margin 122

Profit margin Product Networking Price 122

Engage Selling

APRIL 1, 2022

?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 117

Sales Account management Clients Service 117

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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

Partners in Excellence

MARCH 28, 2022

I love learning what top performers do and what drives high levels of performance. As a result, I’m drawn to articles titled, “Top performers do this… ” of “X% of sales people doing this outperform everyone else… (And X is a stunningly big number.)” The “this…” varies, usually it’s tied to what the author is trying to sell, or their pet agenda.

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Referrals High impact Pitch Prospecting 114

Iannarino

MARCH 30, 2022

There are a lot of bad ideas out there about sales and selling. Inevitably, some of them get treated as if they were unassailable truths, even when they are quite the opposite. So, for a change, here’s some bad sales advice—and why it doesn’t work.

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Sales Sell 230

Martech

MARCH 30, 2022

A CDP is like a map. It only helps you if you know where you want to go. But understanding your goal before purchasing technology, isn’t how some marketers operate. Shifting to this approach is essential – especially given today’s marketplace. That was the conclusion of top marketers participating in the keynote discussion for day two of The MarTech Conference.

Technology 119

Technology Technology Pharmaceutical Clients 119

Heinz Marketing

MARCH 28, 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.

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Pipeline Territory Legal Sales 112

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

SaaStr

APRIL 1, 2022

Q: Dear SaaStr: What are the Signs of an Entrepreneur Who is Over-Prepared for Meetings with Investors? Things that are a negative for me at least and are sort of in the “over-prepared” category: A written business plan. A deck is great. And a detailed operating plan in a Google Sheet or Excel is an A. But … a traditional, 20+ page written business plan though … tells me you don’t know how to start building the product, but instead, need to just talk about it mor

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Meeting Pitch Engineering Consult 111

Force Management

MARCH 30, 2022

With this month's podcasts, there's no shortage of educational insights and quick tips for sales reps, managers and leaders. Review the episodes below for actions you can take to drive accountability around your priority sales initiatives. Share the episodes with your front-line managers to help them improve their coaching skill set. Listen to the Audible-Ready Sales Podcast on your favorite podcast player, so you can easily download, listen and share.

Education 110

Education Sales 110

Martech

APRIL 1, 2022

As the connected-TV (CTV) space matures , advertisers are finding more campaign opportunities in ad-supported video-on-demand (AVOD). This week, Yahoo expanded its partnership with Glewed TV, a significant player in AVOD with over 20,000 hours of premium content and display inventory in food, sports, movies, documentaries and other categories. Glewed TV is now a preferred partner in Yahoo’s supply-side platform.

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E-commerce Pharmaceutical Entertainment Sports 116

Heinz Marketing

MARCH 29, 2022

By Lauren Bensussen , Senior Marketing Consultant at Heinz Marketing. Why Incorporate Video? People are pestered with hundreds of emails entering their inbox daily, and that number skyrockets for business professionals in the B2B space. With such a large volume of emails to do something about, most people feel overwhelmed and delete, delete, delete the ones they can live without—these are most likely your marketing emails.

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B2B Follow-up Up-sell Sales 110

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