Sat.Jun 12, 2021 - Fri.Jun 18, 2021

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Sales Velocity: The Art of Growing Revenue Faster

Veloxy

We’ve all heard the saying over and over; time is money. Unfortunately, there isn’t really a method to calculate how resourceful we are with our time. Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work.

Pipeline 306
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Want to increase sales?

Tibor Shanto

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

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5 Ways To Increase Sales Online For A Small Business

ClickFunnels

The post 5 Ways To Increase Sales Online For A Small Business appeared first on ClickFunnels. Wondering how to increase your online sales? It boils down to: Increasing your conversion rate. Increasing your traffic. Today we are going to share five ways to do that. Ready to start making more sales than ever? Continue reading… Table of Contents #1 Create a Sales Funnel #2 Optimize Your Website for Lead Generation #3 Build a Popular Blog #4 Build a Popular YouTube Channel #5 Build a Social Me

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From Legacy to Modern Sales Approaches, Objections | Part 6

Iannarino

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. The modern approach requires the ability to resolve difficult concerns that prevent clients from moving forward. Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

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Meet Your Prospects On the Right Plane

Tibor Shanto

By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.

Meeting 261

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From Legacy to Modern Sales Approaches, Information | Part 3

Iannarino

The Gist. At one time, information about your products and services would have been valuable enough to earn a meeting. Later, information about your solution seemed to hold the value, as it solved the client’s problem. Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations.

Cold Call 217
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How to Create a Compelling Unique Selling Proposition

ConversionXL

Why should customers buy from you? How do you stand out and solve their problems better than anybody else? Every marketer knows these are important questions, but finding the answers can be a challenge. In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. We’ll cover why a unique selling proposition is important, how to uncover what your customers are hungry for and share a framework for developing and testing a

Sell 158
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How to Win More Deals by Making Better Human Connections

Membrain

People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.

Trust 157
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What Is The Objective Of This Call?

Partners in Excellence

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more?

Pitch 135
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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.

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From Legacy to Modern Sales Approaches | Part 1

Iannarino

The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. The legacy solution approach moved us away from transactional models, in response to what clients needed from a salesperson. Only the modern approach to B2B sales responds to the needs of today’s decision-makers and decision-shapers.

Clients 208
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How to Use Storytelling in Business to Build Captivated Audiences

ConversionXL

Who. What. When. Where. Why. Answer the proverbial “Five W’s” through storytelling, and you’ll build meaningful connections with your audience. Fail to do so, and you’ll likely lose their attention. Not every piece of content needs to tell a story. Applying storytelling in the right place, at the right time, in the right way makes all the difference.

Education 153
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10 deal-making negotiation tips from Chris Voss

Gong.io

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

Negotiate 133
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Sales Pipeline Radio, Episode 249: Q & A with Cay Gliebe @CayGliebe1

Heinz Marketing

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.

Pipeline 137
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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From Legacy to Modern Sales Approaches, Stakeholders | Part 5

Iannarino

The Gist. The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. As buyers have changed how they buy, adapting to their new environments, salespeople have evolved different views of consensus and authority.

Contract 178
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What if we started with a blank sheet of paper?

Membrain

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them.

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How To Sell Coaching – A Step By Step Guide

The 5% Institute

In this article, we’ll explore how to sell coaching, by focusing on eight powerful and effective selling tips. These tips are commonly used by the top five percent of coaches all around the world, when it comes to their discovery calls , and closing new clients. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Sell 132
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Is Your Organization Ready for a Culture Shift?

Heinz Marketing

By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is sales and marketing alignment? Is your organization ready for a culture shift? Sales and marketing alignment is a shared system of communication, strategy, and goals that enable marketing and sales to operate cohesively towards a common business objective. Wherein, not only are group goals met, but everyone feels like they have contributed to the organization’s overall success.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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True Confessions of a Legacy Laggard

Iannarino

The Gist. Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity. Over time, sales approaches lose their efficacy and need to evolve. Salespeople adapt because they recognize the client’s needs for insights and work to address them. Without creating value, you cannot create or win an opportunity.

Cold Call 161
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The Two Things to Do. When You Don’t Know What to Do.

SaaStr

There may come a time, or two, in your company when you just don’t know what to do. When: You aren’t growing fast enough. and/or. The competition seems to be getting the best of you. and/or. You can’t raise financing. and/or. You just lost an important deal. Or maybe more than one. and/or. That great new initiative you were so excited about.

Finance 128
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5 Leadership Tactics That Get Results

Force Management

Great leaders are great leaders — no matter the court they operate in. On the Audible-Ready Sales Podcast, John Kaplan, Force Management President, had a chance to chat with Coach John Mosley Jr. from Netflix's Last Chance U and East Los Angeles College. Coaching inspiration can come from anywhere. Below are our top takeaways that you can apply to your own sales teams.

Sales 111
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Lisa’s App of the Week: Harvest

Heinz Marketing

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. We recently adopted a tool at Heinz Marketing called Harvest for time tracking. In short, Harvest is “simple time tracking your team will actually use,” and I can vouch for that statement. We evaluated a few options in our search, and found that this one was the most simple, straightforward, and customizable in that it is available in whatever format each of our team members wants to use—their browser, Slack, desktop or mobile applica

Price 127
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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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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From Legacy to Modern Sales Approaches, The Starting Question | Part 2

Iannarino

The Gist. The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us and our solutions?” The modern approach starts with “why change?” See My Part 1, From Legacy to Modern Sales Approaches . It’s difficult to imagine that the legacy approaches are still taught and trained after seventy years of cultural and economic change.

Clients 162
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What Do You Owe Customers That Don’t Renew?

SaaStr

Since the dawn of the age of the subscription, forcing people to keep paying to use some small part of a web service has been a common strategy. Millions of folks still pay just to keep their “@aol.com” email addresses. And making it hard to leave a subscription has probably been a strategy employed by some since the very first gym opened.

Customers 116
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How Top Sales Reps Rise Above the Rest

Highspot

ValueSelling Associates and Selling Power surveyed more than 150 B2B senior sales leaders to find out exactly what differentiates the best in the sales profession. The insights from this survey can help all of us salespeople hone our sales skills and learn tips from the winners. The survey results were striking, and uncovered that desire, drive, and discipline separate top performing salespeople from the rest of the pack.

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B2B Reads: Expectations Crushing Creativity, Remember 2020, and Lego Inspiration

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Paths To Building Buyer Trust Through Empathy And Humility. Marketing and sales traditionally believe that the path to building buyer trust is by providing answers through education, experience, and training.

B2B 117
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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

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.

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From Legacy to Modern Sales Approaches, Discovery | Part 4

Iannarino

The Gist. You win and lose deals in discovery. Both of the legacy approaches (legacy laggard and legacy solutions) place a high premium on the salesperson learning the client’s need or their problem. The modern approach requires that both the salesperson and their client both learn from each other. From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches.

Clients 157
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Twilio: The First $100m+ ARR with Jeff Lawson, CEO/Co Founder (Video + Transcript)

SaaStr

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. The first time Jeff joined us might have been the most special. Twilio had just IPO’d and we were able to do a deep dive on the first $100m+ in ARR. How sales worked, how pricing worked, how billboards work, and more.

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A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning. The Red Sox closer, Matt Barnes came in and quickly struck-out the first two batters and that brought up the best hitter in the major leagues, Vladimir Guerrero Jr.

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Must-Have SaaS Tools for Small Sized Businesses

Predictable Revenue

As the world is changing at a fast pace, the use of business-related software has increased. SaaS tools provide an excellent opportunity for small-size businesses to promote their efforts and improve the workflows. The post Must-Have SaaS Tools for Small Sized Businesses appeared first on Predictable Revenue.

Promote 111
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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

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.