Iannarino

JUNE 29, 2021

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these approaches settled on “solutions” as the main advantage. Over the last decade, the competitive advantage has shifted to the salesperson’s ability to create value around decisions and results. Salespeople have tried many ways to compete for and win new business , most of which have produced uneven results.

Clients 343

Clients Price Technology Technology 343

Tibor Shanto

JUNE 29, 2021

By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

ClickFunnels

JULY 2, 2021

The post 5 Tips To Efficiently Maximize Your Sales appeared first on ClickFunnels. You are making sales. Congratulations! Now it’s time to start thinking about how to maximize them. Today we are going to share five tips that can help you do that. Interested? Continue reading…. Table of Contents #1 Set Up a Value Ladder Sales Funnel #2 Add Cross-Sells, Upsells, and Downsells #3 Use the Hook, Story, Offer Framework #4 Optimize Your Marketing To Attract More Dream Customers #5 Be Proactive About Ge

Cross-sell 246

Cross-sell Sales Niche Price 246

Cerebral Selling

JUNE 28, 2021

“How much money do you make?” “What’s your personal cell phone number” “How many sexual partners have you had?” If a stranger asked you any of these questions, would you feel comfortable answering them? Likely not. Yet in sales, we ask our reps to go out and ask our customers similarly contentious questions all in the name of moving our deals forward. “What’s your budget for this project?

Customers 198

Customers Follow-up Start-ups Up-sell 198

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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

JUNE 30, 2021

The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, making language a primary variable to success. An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say.

Prospecting 262

Prospecting Cold Call Pitch Clients 262

Tibor Shanto

JUNE 28, 2021

By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.

Sell 274

Sell Sales 274

Anthony Cole Training

JULY 1, 2021

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.

Sales 174

Sales 174

Iannarino

JULY 1, 2021

The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our inability to change our beliefs and our actions. Activating your potential comes from giving up who you are not, to make room for the person that comes after the person you are now. There is a recipe for personal and professional growth : follow it, and you will become something more than you are now.

Growth 261

Growth Follow-up Start-ups Trust 261

ConversionXL

JUNE 30, 2021

Your unique selling proposition (USP) is what separates you from the competition. For customers, it’s a reason to trust and choose you ahead of someone else. For you, it’s the linchpin that powers your sales and marketing efforts. But what does a USP look like? In this article, we’ll demonstrate what makes an effective USP by sharing some of the best examples from the worlds of SaaS, e-commerce, and DTC.

E-commerce 149

E-commerce Sell Angle Up-sell 149

ClickFunnels

JUNE 30, 2021

The post 3 Ways To Introduce A New Product In The Market appeared first on ClickFunnels. You have a great product. But how should you introduce it to the market? Today we are going to discuss three ways to do that. We will also share the #1 launch mistake that you must avoid at all costs. So are you ready to put your product in front of your dream customers?

Product 148

Product Niche Launch Promote 148

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

JBarrows

JULY 1, 2021

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this week to talk about core values, growth mindset, and elevating others. Brian explains how one sets the tone as the leader yet emphasizes staying flexible throughout your entire career. You don’t want to miss this conversation as it solidifies the connection between elevating others to be the most well-rounded version of themselves in life

Growth 147

Growth Presentation Conversion Sales 147

Iannarino

JULY 2, 2021

The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only available to those who have the expertise to acquire them. Use Klein’s model to help you recognize the areas where you can find value-creating insights. The categories in this post come from Gary Klein’s book, Sources of Power: How People Make Decisions.

Sales 249

Sales Clients Price Presentation 249

The 5% Institute

JULY 1, 2021

In this article, you’ll learn 8 x sales tips for closing easily, so that you can win more sales consistently and effectively. These sales tips for closing easily are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front. Read on to learn how these eight tips to improve your closing rate will help you win more sales. 8 x Sales Tips For Closing Easily Sales Tips For Closing Easily #1 –

Closing 145

Closing Sales Clients Presentation 145

ClickFunnels

JUNE 28, 2021

The post 9 Techniques To Effectively Sell A Product appeared first on ClickFunnels. You have a great product. But that alone isn’t enough to build a business. You also need to know how to sell that product effectively. Today we are going to discuss nine techniques that will help you do that. Are you ready to increase your sales? Continue reading…. Follow us on Instagram!

Technique 148

Technique Product Sell Pitch 148

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

Engage Selling

JULY 2, 2021

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader.

Sales 139

Sales Sell 139

Iannarino

JUNE 27, 2021

The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any value within the sales conversation. Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. We take our lessons where we find them. Today’s lesson is about size, and comes from the world of professional boxing.

Clients 224

Clients Conversion B2B Prospecting 224

The 5% Institute

JUNE 30, 2021

Sales is the lifeblood of any business, and you need to learn how to make your sales consistent – which is why we’ve created this list of sales tips for dummies. In this article, we’ll be looking at eight sales tips for dummies to help you win more sales and serve more people, in a consultative and non-pushy way. Sales Tips For Dummies – 8 x To Close Easier.

Closing 139

Closing Sales Presentation Clients 139

Membrain

JUNE 30, 2021

Keeping track of, and nurturing, key relationships is critical to growing business within key accounts and selling to new customers in a complex b2b environment.

B2B 138

B2B Sell Customers CRM 138

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

SaaStr

JUNE 28, 2021

There’s a pattern I see again and again, probably with 30% of venture-backed start-ups, maybe 40%. Their burn rate sneaks up on them, and becomes a bit out of control — without feeling like it. This usually doesn’t happen in the very early days, when you just have a few employees and almost no real marketing or sales expense. But it starts to creep up on you as early as $1m ARR.

Commission 132

Commission Finance Start-ups Follow-up 132

Iannarino

JUNE 26, 2021

The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client. We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the information disparity gap. Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business.

Clients 209

Clients Negotiate Contact Strategize 209

Force Management

JUNE 30, 2021

How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success. As a sales leader, finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. These episodes give you easy ways to enable your sales reps, support your managers and evaluate your own leadership skill set.

Sales 131

Sales 131

Heinz Marketing

JUNE 30, 2021

By Lauren Dichter , Sr. Marketing Consultant at Heinz Marketing. A solid go-to-market strategy breaks big ideas into bite-sized, actionable steps so team members can more easily achieve a common goal. When drafting a go-to-market strategy, it’s helpful to start with guiding questions, like: What does an effective go-to-market strategy look like for our company?

Go To Market 128

Go To Market GTM Follow-up Campaign 128

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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

Sandler Training

JULY 2, 2021

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

Sales 123

Sales Up-sell Sell Technology 123

Iannarino

JUNE 28, 2021

The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes to legacy buying approaches. The legacy buying approaches tend to treat complex sales as if they were transactional. Work to create enough value to disrupt the process in some meaningful way. Many posts here outline the differences between a legacy approach to sales and a modern approach to selling, one that creates much more value for your clients.

Clients 205

Clients Presentation Contact Up-sell 205

SaaStr

JULY 1, 2021

As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29, we’re taking a look back at some of our top sessions of all times. Get tickets here. Sam Altman, then President at Y Combinator, moderated as Josh Reeves, CEO of now $2B+ Gusto; Tracy Young, Co-founder & CEO of now almost $1B PlanGrid (acquired by Autodesk); and Spenser Skates, Co-founder & CEO at now $4B Amplitude, share their best advice, including the importance of culture and values, hiring the right peop

Drivers/motivators 119

Drivers/motivators Construction Engineering Price 119

Heinz Marketing

JUNE 29, 2021

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Summer is here! If you live in the Greater Seattle Area, you know the weight those words hold. We’ve stuck it out through the rain and have waited approximately 8 months for the sunshine to reappear. With that, we migrate outside any chance we can get. But whether you’re wishing you were soaking up the sun or daydreaming of your next outdoor activity, it can be hard to stay focused.

Consult 126

Consult Gaming Start-ups Clients 126

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

Lead Fuze

JUNE 29, 2021

When working within a business, it’s easy to get into the mindset of just wanting to get things done. However, much like warfare, if you charge into battle without a proper sales strategy, you’re running blind. This means anything that jumps out to try and get you is more than likely going to succeed. However, if you take a step back and take the time to plan and organise yourself and your team, you’re greatly increasing your chances of success.

Conversion 119

Conversion Sales Objectives and Key Results Pipeline 119

Sandler Training

JULY 2, 2021

Here are eight powerful strategies for more effective listening during conversations with prospects. The post Eight Ways Salespeople Can Sell More by Listening More appeared first on Sandler Training.

Sell 117

Sell Prospecting Conversion Closing 117

SaaStr

JUNE 28, 2021

We’ve written this point before, embedded in other posts. We’ve talked about it in many presentations. But it’s time to call out One Simple Hack to getting sales going in your SaaS start-up, in the early-ish days. One of the best there is in SaaS. I’ll tell you the trick. It’s going to sound simple, but it isn’t, because almost everyone gets it wrong.

Up-sell 119

Up-sell Sales Presentation Start-ups 119

Membrain

JUNE 27, 2021

I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”.

Sell 116

Sell Strategize Price Presentation 116

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