Veloxy
JUNE 23, 2021
The pandemic has contributed a lot to sales transformation. For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. Well, here’s some hard news for you. Stop waiting. You shouldn’t even be thinking about going back to the old ways.
Iannarino
JUNE 24, 2021
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. “Do whatever it takes” sounds like a good way to succeed in sales , until you recognize that there are no constraints or guardrails.
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ClickFunnels
JUNE 24, 2021
The post Lead Generation Vs Prospecting – The Differences Explained appeared first on ClickFunnels. The terms “lead generation” and “sales prospecting” are often used interchangeably. But should you do that? Here’s what we are going to discuss today: What is lead generation? What is sales prospecting? What is the difference between lead generation and sales prospecting?
Tibor Shanto
JUNE 22, 2021
By Tibor Shanto. Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. Many in the trade sidestep the issue while copping out, saying something socially acceptable and meaningless at the same time. One practice is throwing out something that sounds more right than it is, thus making it hard to argue with.
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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.
Veloxy
JUNE 21, 2021
Are your cold call scripts costing you potential qualified leads? Cold call scripts are not one-size-fits-all, so what works for one team may not work for the next. If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant.
Iannarino
JUNE 23, 2021
The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your prospective client, making you untrustworthy. A better approach is to speak about your experience in your prospective client’s industry, something that shows both your expertise and your integrity.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
STAR Results
JUNE 20, 2021
Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.
Veloxy
JUNE 24, 2021
Crafting a killer sales pitch? Well, did you know that it’s not what you say but how you say it ? In fact, how you’re visually perceived by your audience can matter more than what you say. You could have the best speech written down and not a single person would remember it if you spoke in whispers while looking down. How you deliver a pitch is far more important that what you actually have to put across.
Iannarino
JUNE 25, 2021
The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You must provide your prospective clients with the ability to improve their results. Working to be your client’s competitive advantage is the surest and truest path to winning deals. It’s easy to sell on autopilot, especially when we believe that the conversation is mainly about our winning a deal —a goal best accomplished by not actively pursuing it.
ClickFunnels
JUNE 23, 2021
The post Lead Generation Vs Lead Nurturing – What You Need To Know appeared first on ClickFunnels. Online marketing terms can be confusing. There’s lead generation. There’s lead nurturing. But what’s the difference between the two? That’s exactly what we are going to discuss today. Want to get some clarity? Continue reading…. Table of contents What Is a Lead?
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.
Partners in Excellence
JUNE 22, 2021
Sales people have always had a bit of a weird mindset on objections. We do everything we can to avoid them. We go through all sorts of training on how to “handle” them. We rehearse scripted responses to those we anticipate might arise, crossing our fingers, hoping they won’t. Somehow, we have this “negative” reaction to objections.
Veloxy
JUNE 23, 2021
As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. This is what you have been working so hard to achieve, right? The only question remaining now is; who do you hire first?
Iannarino
JUNE 20, 2021
The Gist. The legacy laggard approach to sales views the product as the main source of value for prospective clients. The legacy solution approach to sales finds value in the solution the salesperson provides. The modern approach utilizes the salesperson’s insights, advice, and recommendations to create value in conversations. Although salespeople have always tried to create value for their clients, the place where they locate that value has changed a lot over the last seven decades.
ClickFunnels
JUNE 24, 2021
The post Creating A Sales Prospecting Process That Works appeared first on ClickFunnels. Sales are the lifeblood of any business. And to get more sales, you need to get more leads. So how can you convert more potential customers into leads? That’s exactly what we are going to discuss today: What is sales prospecting? How to create a sales prospecting process that works?
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!
Membrain
JUNE 20, 2021
You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their prospects think they need before making a proposal.
RAIN Group
JUNE 23, 2021
The best sellers understand how important it is to develop the ability to adapt. But how do you continue to adapt and stay motivated over the long haul?
Iannarino
JUNE 19, 2021
The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. One way you can identify where your sales approach falls on the continuum of legacy to modern is by asking who leads the conversation and what challenges they are addressing.
ClickFunnels
JUNE 22, 2021
The post 10 Tips For Killer Lead Generation Landing Pages appeared first on ClickFunnels. Your lead generation landing page is a sales page for your lead magnet. Sure, the lead magnet might be free, but you still have to “sell” it, meaning, you still have to persuade the potential customer to download it. So how can you make your lead magnet landing page as compelling as possible?
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!
Membrain
JUNE 23, 2021
When you think of the best managers or leaders you’ve ever worked with, what do you think of? Chances are, they weren’t overly egotistical, controlling, or mean.
SaaStr
JUNE 24, 2021
So one of the quieter SaaS success stories in Sprout Social, a leader in social media management. Sprout Social IPO’d somewhat quietly at the end of 2019 at about an $815m market cap — small for a SaaS IPO. But they kept at it. Fast forward to today, Sprout Social is now worth $4.7 Billion (!) at a $180m ARR, growing 34% a year. If that growth from a $815m market cap in 2019 to $4.7B today doesn’t inspire you, I don’t know what will.
Iannarino
JUNE 21, 2021
The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. The lower the level of value you create, the more likely that you have a legacy approach. The greater value you create, the more modern your approach. In 2011, I was asked to help a client’s strategic account management team improve their results.
Heinz Marketing
JUNE 20, 2021
By Rachel Degginger , Marketing Consultant at Heinz Marketing. In the past, I was not the most organized person out there, but during 2021 I found an app to help me out. In order to keep my day-to-day more focused, I use the app Todoist. This is a free application that allows you to build out different kinds of to do lists to make keeping completing daily tasks a little bit more organized.
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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 Hacker
JUNE 24, 2021
Are your sales org’s deals getting stuck in the proposal stage more often than not? If so, it’s not a rep problem. It’s a process problem. Stalled deals are usually a result of placing too much emphasis on optimizing the top-of-the-funnel at the expense of the bottom. Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste.
SaaStr
JUNE 22, 2021
Even in these, The Best of Times for SaaS and Cloud, an important but subtle issue is coming up for a lot of start-ups. Especially these days, when more and more seed, Series A and even Series B rounds are being done by less traditional sources of venture capital. The subtle issue is this: A Weak Investor Syndicate. What does this mean? A Weak Investor or Syndicate, or group of investors: Is all tapped out and has little to no more money to invest in the company.
Iannarino
JUNE 22, 2021
The Gist. The legacy approaches follow processes that were effective in the past, but they have been consistently losing their value for sales organizations and their clients. The nonlinearity of the sales conversation has reduced the value of a linear approach, even though the concepts are worth retaining. A modern approach uses agility to create the right value for the right conversation, facilitating the buyer’s journey.
Heinz Marketing
JUNE 22, 2021
By Brittany Lieu , Marketing Consultant at Heinz Marketing. Love working from home or dying to return to the office? Maybe it’s both? After over a year of work-from-home, some of us may have fallen in love with the flexibility and work life balance that comes with remote work. Others may be elated at the thought of retreating to a real office space away from their hectic home life.
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.
G2
JUNE 25, 2021
Having a bad day at work is expected.
SaaStr
JUNE 22, 2021
Few things are more 1 + 1 = 3 that when a VPS and a VPM are truly a great team. — Jason BeKind Lemkin (@jasonlk) June 22, 2021. The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. There were a lot of flags in this hire, but I remember one vividly. At his first board meeting, he kept talking over the VP of Marketing.
Sales Hacker
JUNE 21, 2021
Year over year, your sales team is responsible for generating and increasing the company’s revenue. Sales reps go out in the market virtually and in person, they meet prospects, drum up interest, and ultimately close deals. At least that’s the hope. But where can channel partnerships fit in? Sales Hacker has published ample content about channel partnerships.
Heinz Marketing
JUNE 25, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. It’s easy to talk a lot about sales and marketing alignment basics, covering them multiple times over without any deep dive. So, rather than that, this will be a deep dive into lead qualification and how it relates to sales and marketing alignment. Let’s dig into it. A large part of the conflicts that occur between sales and marketing teams happens during lead hand-off.
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.
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