Veloxy
JUNE 17, 2021
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.
Tibor Shanto
JUNE 17, 2021
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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Iannarino
JUNE 18, 2021
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.
ClickFunnels
JUNE 18, 2021
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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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.
Anthony Cole Training
JUNE 17, 2021
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.
Tibor Shanto
JUNE 15, 2021
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
JUNE 16, 2021
The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.
ConversionXL
JUNE 14, 2021
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
Membrain
JUNE 16, 2021
People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.
Iannarino
JUNE 13, 2021
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.
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 16, 2021
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?
ConversionXL
JUNE 15, 2021
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.
Heinz Marketing
JUNE 14, 2021
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.
Iannarino
JUNE 17, 2021
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.
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!
Gong.io
JUNE 17, 2021
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.
SaaStr
JUNE 18, 2021
Over the past few weeks, I’ve been fortunate enough to catch up with several Unicorn++ founders who, relatively speaking, had not raised that much vs their peers. We talked about a lot of things from scaling, to IPOs, to the journey, and more. But one thing all 3 brought up that surprised me was Dilution. They talked a lot about dilution. From a longer-termer’s perspective.
The 5% Institute
JUNE 18, 2021
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.
Iannarino
JUNE 14, 2021
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.
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!
G2
JUNE 18, 2021
You’ve set up a website for your new business, and it’s getting plenty of traffic.
Heinz Marketing
JUNE 16, 2021
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.
SaaStr
JUNE 13, 2021
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.
Iannarino
JUNE 12, 2021
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.
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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
JUNE 13, 2021
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.
Heinz Marketing
JUNE 13, 2021
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
SaaStr
JUNE 15, 2021
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.
Iannarino
JUNE 16, 2021
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.
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 16, 2021
Building trust with today’s leery buyers seems impossible.
Heinz Marketing
JUNE 12, 2021
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.
SaaStr
JUNE 12, 2021
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.
Highspot
JUNE 15, 2021
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.
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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