Iannarino
APRIL 20, 2022
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t satisfied with their phone sales experiences. But a phone sales conversation—especially cold calling — is nothing to sneeze at. I know firsthand just how challenging they can be.
Membrain
APRIL 17, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.
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Martech
APRIL 20, 2022
“The past two years have wreaked havoc on [marketing] pipelines and exacerbation around getting clean, intelligent data, and passing that data to sales,” said Stephanie Swinyer, head of revenue marketing at Integrate, in her presentation at The MarTech Conference. “If we’re not going to pivot and change based on the buyer, then our competition will.” Despite the challenges the pandemic introduced, it’s also opened up brands’ eyes to gaps in the buyer exp
Anthony Cole Training
APRIL 21, 2022
Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Iannarino
APRIL 16, 2022
As a sales professional , you’re used to selling to customers, but selling to stakeholders in your own organization is a different story. When you conduct a sales strategy presentation, that’s exactly what you’re doing: Demonstrating what you expect your team to accomplish to benefit the rest of the organization.
Sales Pop!
APRIL 16, 2022
Every company generally has endless documents associated with CRM—for opportunities, for particular sales process stages, and other uses. There are many different types of documents as well. These are stored by whoever creates them, however that person feels they should be stored. Others in the company may need them and not be able to find them, or may not even know they exist.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
APRIL 18, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.
Iannarino
APRIL 21, 2022
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the salesperson needs a problem is that in absence of a problem, there is no need for their "solution," a word designed to inflate a product or a service into something both the salesperson and their prospective client believes to be greater.
Martech
APRIL 22, 2022
To engage customers in a personal way, at a very large scale, AI or machine learning is essential. Chatbots and intelligent assistants are already leading client interactions, and AI-generated content is around the corner. AI also enables the analysis and interpretation of data at a speed and volume beyond human capabilities. Algorithms are continuing to improve as well, accelerating optimization in near real-time.
The 5% Institute
APRIL 20, 2022
In this article, we’ll detail our end to end sales process that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process / sales system is one of the most important things you can learn in sales. A sales system will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
APRIL 19, 2022
Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I have to know their markets/industries better than they. I have to know their business better than they, I have to know the issues they face better than they, I have to know what they don’t know but should know.
Iannarino
APRIL 17, 2022
Disclosure: Not everything in sales or buying has changed. There are plenty of fundamentals still effective and useful. The idea that everything has changed is largely the result of people believing and pursuing the idea that everything must be disrupted, mostly through technological solutions. In the future, we will recognize these changes were evolutionary at best and at worst, unoriginal and derivative.
SaaStr
APRIL 21, 2022
So this is a seemingly simple post, and one with a title that is purposefully a bit binary. Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. But not usually. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates.
The 5% Institute
APRIL 21, 2022
In this article, you’ll learn how to close sales deals faster, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques.
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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.
Search Engine Land
APRIL 22, 2022
Technical SEO is a necessity. Here are four key technical tasks SEOs should take care of to help increase organic visibility. Please visit Search Engine Land for the full article.
Iannarino
APRIL 22, 2022
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ding to your close rate. Words matter: Sales scripts can help you ensure you’re using the right ones.
SaaStr
APRIL 16, 2022
Ok I have to admit, I don’t know BowtiedCocoon on Twitter but the research from LinkedIn put together looks really solid and consistent with all my data. And it’s super helpful. Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies have: an average base salary of $70k, an average OTE of $125k, and. the best, top reps make $260k.
Sales Pop!
APRIL 21, 2022
Car insurance agents get a bad rap in pop culture. Far too often, customers think you are trying to screw them over, convince them of buying something they aren’t interested in, or that you are forcing yourself and your business down their necks. Selling car insurance tips are an important way for new agents to build their confidence and understand what it takes to overcome the reputation that has preceded their career path.
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.
SalesProInsider
APRIL 21, 2022
What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet the reality is that this factor leading the way is subconscious for most people.
Iannarino
APRIL 19, 2022
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , and my first book with Wiley publishing. You can buy the book here now!
SaaStr
APRIL 18, 2022
FT summarized the latest data from 2 platforms trading private shares. These platforms are used to trade shares in the largest, late-stage startups: Forge Global, which just SPAC’d / went public itself, found the clearing price for trades for top startups fell 10% in February and another 10% or so in March , after just starting to go down in January.
Sales Pop!
APRIL 19, 2022
Did you know that 82% of customers agree for a meeting with sales representatives who actively connect with them? Yes, perseverance ends up paying off! Sales representatives in your organization can significantly raise their conversation rates by becoming more consistent and meticulous in following it up with potential buyers. It’s true that attempting to acquire a consumer is among the most challenging problems a company faces.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Search Engine Land
APRIL 20, 2022
How do you go about knowing who and how to ask for a review? Here are some top tips on how to secure reviews for local SEO. Please visit Search Engine Land for the full article.
Iannarino
APRIL 18, 2022
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix had an advantage before Amazon, Paramount+, Disney, Hulu, and a dozen more companies decided to compete and stain the water red. Not all of these companies are going to survive and some will merge.
Gong.io
APRIL 22, 2022
. All businesspeople get them. They are usually bad to very bad (to awful). Often they are automated. They rarely include any customization or personalization. Cold emails. If I had a dollar for every terrible cold email I’ve received in my business career, well, let’s just say I would not be writing this article now. But cold emails don’t have to suck.
SaaStr
APRIL 22, 2022
So everything changed in SaaS in February and March. The public markets were under stress before then, as we emerged into this new post-Covid restrictions, higher interest rate world. But it didn’t fully hit startups and even many public companies until February. It hit hard, with Nasdaq falling another 15%, and private valuations perhaps 20%. More importantly, many Cloud leaders are down 50% from their all-time highs.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Martech
APRIL 20, 2022
Good news, marketers: While consumers are worried about their data being misused, the misuse they’re worried about is criminal, not commercial. Nearly half of consumers are afraid their data will be misused for identity theft, while only 9% are concerned about advertisers misusing it, according to a report by performance marketing firm Tinuiti. Also, only 8% say they’re most worried about products or websites they’ve viewed online being tracked.
Iannarino
APRIL 19, 2022
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming Truly Consultative is set to be released. It is a book about consultative selling and the strategies you need for the current environment. But the concept of being One Up or One Down is not limited to sales.
Sales Gravy
APRIL 22, 2022
LinkedIn is one of the greatest tools ever created for sales professionals. It ranks right up there with the car, telephone, and the internet. Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. Sales professionals who master LinkedIn quickly rise to the top of the ranking report.
SaaStr
APRIL 20, 2022
Confluent is a leader in the Commercial Open Source Market, with the founders of Apache Kafka reimagining it as a managed service. It worked. It’s growing a stunning 71% at a $500m run-rate … and acclerating. Confluent has been one of the top Cloud IPOs of the past year or two, crossing a $10B market cap at a $500m run-rate and importantly, holding up well during the multiple compression we’ve seen in 2022.
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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
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