Veloxy
DECEMBER 21, 2021
The new year is upon us, and along with it comes new sales resolutions. One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. Imagine how much revenue those sales orgs are losing every single year. The quickest way to resolve this problem is to automate Salesforce.
Iannarino
JULY 29, 2021
The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions. There is never a reason to fear calling a stranger, especially since every won deal starts by meeting a stranger. Without meaning to, my friend Jeb Blount created quite a clamor on LinkedIn.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
STAR Results
AUGUST 2, 2021
The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.
Tibor Shanto
AUGUST 24, 2021
By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.
Advertisement
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
AUGUST 5, 2021
Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics. Use this detailed resource to your advantage, and boost your sales success in 2021!
ClickFunnels
JULY 7, 2021
The post 9 Best Sales Techniques For Maximum Conversions appeared first on ClickFunnels. Like most artforms, sales is also a science. And before you can master the art, you must master the science — in the same way that before you can draw a forest, you must learn how to draw basic shapes. Here, we’re going to give you the tried-and-true sales techniques that top salespeople use to convert prospects into customers.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Neuromarketing
AUGUST 17, 2021
It's been fifteen years since the last time we answered, "What is neuromarketing?" Here's the overdue update. The post What is Neuromarketing? appeared first on Neuromarketing.
Openview
JANUARY 26, 2021
The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.
Iannarino
JULY 28, 2021
The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication offers many benefits for salespeople, including improved confidence. Asynchronous prospecting does not provide the experience necessary to become a great salesperson. There is a bottomless pit of people, especially on social media, who will tell you why you should not make cold calls.
Iannarino
JULY 31, 2021
The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major outcomes, the better your results. Your goals and measurements should be based on these two outcomes. The idea of the OKR (Objective and Key Results) comes from Andy Grove, the CEO of Intel in the early seventies. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients.
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.
Veloxy
SEPTEMBER 29, 2021
Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. How are you expected to deliver Salesforce ROI to the C-Suite if your sales team is spending most of their time on data entry, manual pipeline management, and Salesforce minutia— that is to say if they’re even
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.
Iannarino
AUGUST 5, 2021
The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. The key to a good first impression is the ability to create value for your client. You’ve been pursuing your dream client for months and have finally convinced them to meet with you.
Iannarino
JULY 5, 2021
The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. It’s also important that you have the right conversations at the right time. Time each conversation based on its ability to create value for decision-makers and your other contacts. There are some conversations that create greater value for your clients earlier in the conversation.
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!
Iannarino
JULY 7, 2021
The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how much value you create for them in a number of areas. One way to improve your approach is to remove the crutches you have used to sell. To make a point about where we are today in B2B sales , let’s try a thought experiment.
Iannarino
JULY 4, 2021
The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you.
Iannarino
JULY 3, 2021
The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.”. You can make the same mistakes when making a cold call by using the same flawed techniques. Creating opportunities is too important to emphasize quantity over quality. As a professional courtesy, I accept cold calls. I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession.
Iannarino
AUGUST 2, 2021
The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. We are evolving our approaches too slowly and need to innovate faster. As you start to recognize how much professional sales has changed and how impotent the legacy approaches are, you start to realize just how many structures and strategies were designed to
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!
Veloxy
AUGUST 10, 2021
As time passes, there seems to be more and more tech tools at our disposal. These advancements offer businesses a solid opportunity to reflect on what is and isn’t working optimally in their day to day operations. It also helps pin point what exactly needs improvement and how tech can help companies work smarter, not harder. Artificial intelligence is among the most influential technologies of our time which business leaders across an array of industries can eagerly embrace.
Veloxy
AUGUST 6, 2021
For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. This is where discovery calls come to the rescue. Round one of almost all sales pits you against a prospect in the ring by way of discovery call.
Iannarino
JULY 9, 2021
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. The greater pressure is internal, the result of a role that provides more autonomy and more responsibility for individual results. Some years ago, I taught a class on Professional Selling at Capital University.
Iannarino
JULY 18, 2021
The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a salesperson. Many of the new models are based on removing the costs of sales, something that limits success in complex sales. In professional B2B sales, human beings provide more value than automation. The more sales organizations turn to technology to reduce the cost of interacting with a customer or client, the greater the returns for those who buck the trend and provide a human be
Advertisement
Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Tibor Shanto
JULY 27, 2021
By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.
Iannarino
AUGUST 3, 2021
The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation isn’t one they find valuable. A lot of legacy practices prevent second meetings. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. That first meeting can end with you impressing your client by using their time wisely and making the experience a valuable one, moving both of you forward in the
Iannarino
AUGUST 8, 2021
The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. To solve your client’s problem, you have to solve the problems that prevent them from solving the problem.
Iannarino
JULY 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need in order to move forward in the conversation. The new sales conversation has shifted to new areas where buyers need greater help. While some decision-makers and decision-shapers still have “ legacy expectations ,” more and more, they are left unimpressed and unsatisfied by their conversations with salespeople.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Tibor Shanto
JULY 20, 2021
By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.
Iannarino
JULY 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, conversation order is a well-worn path that prevents differentiation. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. The structure of the legacy sales conversation was sound in its time, but like everything else, it must adapt to a new business environment.
Iannarino
AUGUST 6, 2021
The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails aren’t better than one, and any more than two undermines your goals. It’s time to reimagine email’s role in prospecting. Every day, your clients wonder if they’ve been sentenced to one of the lower levels of Hell, perhaps a floor or two above politicians and attorneys.
Iannarino
JULY 14, 2021
The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. The new conversation provides value in areas where we have not yet enabled salespeople. There is a new sales conversation , and it shares little with legacy sales techniques of 10, 25, or even 50 years ago.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Expert insights. Personalized for you.
348 
Let's personalize your content