Iannarino
SEPTEMBER 10, 2022
Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or service can solve a client's problem. Yet, this is a limiting view of how you can build value in sales. There are more ways to do it, some greater than others.
Understanding the Sales Force
SEPTEMBER 12, 2022
Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t
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Membrain
SEPTEMBER 11, 2022
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.
Spiro Technologies
SEPTEMBER 15, 2022
The internet has done plenty of wonderful things for salespeople, from providing enormous resources to helping us connect with prospects. But it’s also had the effect of normalizing and amplifying toxic myths about sales. . To be sure, these myths were around long before sales blogs and social media, so they’re not necessarily new. But the communities that have sprung up online have mainstreamed these assumptions like never before. .
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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
SEPTEMBER 12, 2022
I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals.
Iannarino
SEPTEMBER 10, 2022
One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective buyers worry about what they don't know and what the salesperson is not saying. Salespeople want to impress clients by accentuating the positives while avoiding the negative; however, there is no difference between not disclosing something the client needs to know and lying.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
SEPTEMBER 16, 2022
Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.
Cerebral Selling
SEPTEMBER 12, 2022
One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. the real reason they buy). As a result, they suffer with low close rates and poor forecast accuracy. Does this narrative sound familiar?
Iannarino
SEPTEMBER 13, 2022
For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people who worked in distribution centers and manufacturing companies. Part of this experience was in my family's business in Columbus, Ohio. The rest of the time I spent interviewing and hiring was in Los Angeles, California, where I would eventually be forced into outside sales.
SaaStr
SEPTEMBER 16, 2022
As this gets published, I’ve just about finished giving my talks at 2022 SaaStr Annual. And thank you so much to everyone that came, or watched the streaming. It really means a lot. And one of my themes was that while the markets are down, I mean way down — the best in SaaS are still growing at jaw-dropping rates. I put together this slide: No doubt, some categories are still recovering from a Covid Hangover.
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.
Martech
SEPTEMBER 16, 2022
It’s been said, ad nauseam, that content is king. But these days, a more accurate statement is probably: customer experience is king. And, in our hyper-connected world where everyone is fighting for attention, good content is what drives good experiences. . Businesses use content marketing strategies to generate brand awareness, educate prospects and customers and establish credibility.
The 5% Institute
SEPTEMBER 12, 2022
In sales, positioning yourself as a trusted sales professional can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted sales professional; and how do you position yourself in this way to your potential clients? In this article, you’ll learn: What is a trusted sales professional? Behaviours that’ll break trust.
Iannarino
SEPTEMBER 15, 2022
This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder Leading Growth now.
SaaStr
SEPTEMBER 11, 2022
Q: There are a lot of examples of VCs taking advantage of entrepreneurs. What are some examples of entrepreneurs taking advantage of VCs? I can name a few. But, it mostly comes into play in smaller scale outcomes and startups that have only raised a round or two: In a small acquisition, not paying investors 1x or 2x or whatever the documents state.
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!
Martech
SEPTEMBER 16, 2022
At the beginning of the pandemic, with restaurants and entertainment venues shut down, New Jersey liquor distributor Allied Beverage saw an opportunity to transform its customer experience, service and e-commerce. Transformation at scale. Allied Beverage is the largest liquor distributor in New Jersey, with annual sales well in excess of $1 billion.
Partners in Excellence
SEPTEMBER 16, 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. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years).
Iannarino
SEPTEMBER 12, 2022
In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the meeting would be "to share a little about us, how we are helping companies like yours, and learn about you and your company." This was the cold calling script, and believe it or not, it worked. Until it didn't.
SalesProInsider
SEPTEMBER 16, 2022
What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.
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!
Martech
SEPTEMBER 16, 2022
Amazon is launching Tailored Audiences, a tool that will enable sellers to send free emails to customers and monitor results. The announcement came at Amazon’s Accelerate conference this week. In the past, Amazon has been reluctant to allow third-party merchants to directly contact Amazon customers. Merchants will be able to target recent, repeat and high spending shoppers.
Partners in Excellence
SEPTEMBER 15, 2022
Too many leaders seem to have given up. They take high attrition rates/turnover as “the way things are.” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. Some give excuses, “Well GenZ is like that, they are very mobile and won’t stay with any organization very long… ” But then we see the same issue with every other g
Iannarino
SEPTEMBER 13, 2022
Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to behavioral science to light the way toward a science of selling. Selling, however, isn't a science. To understand why there isn't a science of sales, we must start with what science does.
Veloxy
SEPTEMBER 14, 2022
Send a couple of hundred emails and they’ll land in your leads inbox in no time—proof, you have 100% deliverability. Or do you? If an email campaign is sent to your Salesforce leads and 20% land in the SPAM folder , is it still an email campaign? Anyone can send emails. But not everyone can confidently send emails that land in the inbox every single time.
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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
Membrain
SEPTEMBER 14, 2022
If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button.
Martech
SEPTEMBER 16, 2022
HubSpot’s August releases include new ways to find the information you need on CRM records, collaborate in CMS tools and dashboards, compare date ranges in custom reporting, reduce unwanted contacts and schedule workflow actions on exact dates. CRM records improvements. The CRM records received a variety of updates in functionality useful for managers to quickly find the information they need.
Iannarino
SEPTEMBER 16, 2022
A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of salespeople are uncomfortable calling strangers, even though every good thing that happens in sales starts with meeting a stranger. Those conflict-averse salespeople believe they can turn a cold call into a warm call. To do this, they send their prospective client an email first, believing this will make the client feel differently when the salesperson finally works up the courage to
SaaStr
SEPTEMBER 12, 2022
Dear SaaStr: What Are the Danger Signs a Startup Isn’t Going to Work Out? Let me share my list. It’s more about things I worry about after : Founders’ understanding of market doesn’t get deeper. I really worry when 9–12 months later, the founders do not understand their market better. Especially, when they are a bit too arrogant about how they will kill the leaders — when they don’t really understand why they win.
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.
Gong.io
SEPTEMBER 12, 2022
What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former. Some of the best sales teams start that way.
Martech
SEPTEMBER 13, 2022
Today, Samsung launches a weeklong “Discover Samsung” event, supported by NFTs and a scavenger hunt through their Discord community. Samsung launched their Discord community, or server, in June. Earlier this year, they also opened a presence on Decentraland called Samsung 837X, and that place will host virtual events throughout the week. By connecting multiple metaverse touchpoints to other legacy digital channels like Samsung.com, the brand shows how these emerging experiences can bring younger
Heinz Marketing
SEPTEMBER 16, 2022
By Maria Geokezas , Chief Operating Officer at Heinz Marketing. Following on the heels of 2021’s The Great Resignation, a new conversation is trending across news sites, LinkedIn, and social media and has employers scrambling to understand what it means for their workforce. It turns out the term “Quiet Quitting” is somewhat of a misnomer, but it describes a trend that is still worth paying attention to.
SaaStr
SEPTEMBER 10, 2022
Dear SaaStr: I am a startup founder that writes extensive monthly report to investors. We are also doing weekly meetings, are they asking for too much of my time? Yes, that’s too much. Some rough rules: For every 1% of a company an investor owns, they get one meeting / Zoom a year until you are at scale. This includes both board meetings and informal coffee meetings.
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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