Martech

OCTOBER 9, 2024

How it helps you With Breeze Copilot, managers and their teams can speed up content creation, access key CRM insights and streamline day-to-day tasks across sales, marketing and service. This update gives you a brand new asset type in HubSpot that makes it easy to build a case study library that can be filtered by industry or product.

Product 128

Product Real Estate CRM Pipeline 128

Iannarino

APRIL 11, 2022

Every product or service is designed to solve a problem, and because your client isn't going to buy what you sell if they don't recognize a need, you search for a problem. The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their prospective client their "solution."

Clients 315

Clients Prospecting Service Sell 315

Veloxy

JUNE 17, 2021

The results of the equation reflect the health of the business, the overall effectiveness of the sales teams as well as where your sales team can increase sales productivity to impact revenue goals. You might get lucky, but try and focus on customers currently getting value from your products and services.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Anthony Cole Training

AUGUST 16, 2024

Every business that has ever been started has done so by wanting to position its products or services on a continuum between the two extremes of value and price. Some businesses (think Apple, Ritz Carlton) are focused on delivering a high value experience. Most businesses land somewhere in the middle.

Price 295

Price Sell Service Product 295

Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Iannarino

APRIL 21, 2022

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.

Clients 297

Clients Prospecting Service Product 297

Iannarino

APRIL 6, 2022

There is a difference between the value created in the sales conversation and the value of your product or service, one or both being described as a "solution," a way to solve a problem. The difference between the value of the conversation and the value of your product or service is one of experience.

Conversion 261

Conversion Sales Clients Service 261

Iannarino

JULY 3, 2021

Pitch them right away, even if your product, service, or solution requires a complex sale. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product. After all, this call is all about you: your company, your product, your service, and your solutions. Step Three.

Cold Call 331

Cold Call Pitch Retail Meeting 331

Iannarino

MARCH 31, 2023

These include new logos, competitive displacements, increased profits, and cross-selling new products or services. The general objective of most sales organizations is net new revenue growth, but the sales force may have multiple sales objectives.

Cross-sell 291

Cross-sell Sales Growth Service 291

Veloxy

MARCH 23, 2023

How could we improve our products or services? It could be entirely possible that management was 100% on board with your product but got vetoed by procurement down the line. However, you need to keep in mind that customers are not as intimately familiar with your product or service as you are.

Process 244

Process Objectives and Key Results Sales Up-sell 244

SaaStr

NOVEMBER 20, 2024

At this year’s SaaStr AI Summit, GitHub CRO Elizabeth Pemmerl shared how to bring AI products to market at scale successfully. With 90% of the Fortune 100 on GitHub and 40% of its $2B revenue coming from AI products, these real-world examples will also help you launch an AI-powered product at scale.

GTM 105

GTM Product Legal Launch 105

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Have you budgeted for this purchase?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Iannarino

APRIL 5, 2022

But most salespeople differentiate in the exact same way as their competitors—something they prove by opening the first meeting with a history lecture on their company, followed by a picture of their company's trophy case (the logos of their large clients), followed by how their product or service solves the client's problems better than their competitors. (..)

Clients 287

Clients Meeting Service Sell 287

Veloxy

AUGUST 6, 2021

Simply put, a discovery call is the first conversation a rep has with a prospect after they show initial interest in a product. If you continue to impart info on your services and products without a discovery call, then you’re most likely wasting both you and the buyer’s time. 1: Do Your Homework. Conclusion on Discovery Calls.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Iannarino

FEBRUARY 18, 2022

In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. Your clients would love to produce the outcome without buying your product or solution! Instead, they want to reach an outcome, one that would improve their results.

Strategize 263

Strategize Sell Clients Prospecting 263

Iannarino

JANUARY 26, 2023

Blue ocean strategy occurs when a company creates a product or service that has no real sales competition. Because blue ocean strategy makes the company or its products and services truly unique, it creates a sustainable competitive advantage.

Entertainment 47

Entertainment Service Product Sales 47

Iannarino

MARCH 26, 2022

I started to try to illuminate this concept in a past newsletter with a thought experiment about how you might sell were you to have no product or service. Over the last couple of months, some significant amount of what I have written and published was intended to allow you to see something that might not have been visible to you.

Consult 283

Consult Conversion Sell Service 283

Iannarino

MARCH 14, 2023

A competitive analysis is essential in every industry, as there are typically many companies selling the same products or services. But it is your obligation to identify your competitors and develop sales strategies that allow you to beat them in a contest for your ideal customers. You don’t want to lose.

Service 278

Service Sell Product Customers 278

Iannarino

JULY 21, 2021

Being productive means getting important things done. Creating value is what causes you to win a deal, after which you can deliver additional value through your company, product, and service. It’s Level One selling , the kind that positions you as a peddler and your product a commodity. Get started with this FREE eBook.

Cold Call 286

Cold Call Cross-sell Gaming Clients 286

Iannarino

DECEMBER 27, 2022

One way you can differentiate your products and services is by using a positioning statement. In a time when there are too many sales organizations chasing too few prospective clients , differentiation is difficult. Because most industries have a glut of competitors, your contacts believe what you sell is a commodity.

Contact 274

Contact Clients Prospecting Service 274

Iannarino

FEBRUARY 3, 2023

The more you focus on selling your products and services, the more you lose deals. They now resist the self-oriented legacy approach to sales, which are typically designed by a marketing team. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience.

Sales Experience 270

Sales Experience Contact B2B Sales 270

Iannarino

JUNE 16, 2023

As a new sales rep, you might want to sell a product that is unique and special. While selling a differentiated product or service might bring you easy success and commissions, it will stunt your development as a salesperson. You might believe it would be even better to sell something with no available alternatives.

Sell 252

Sell Commission Service Product 252

Iannarino

OCTOBER 11, 2022

Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product or service. It also suggests the ability to withstand competitive pressure and maintain margins. Sometimes a company has pricing power, and other times it’s difficult for them to raise prices.

Price 265

Price Service Product 265

Iannarino

FEBRUARY 28, 2022

Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market. With the iPhone, Steve Jobs created a single device that eventually destroyed the two largest phone manufacturers.

Transportation 268

Transportation Manufacturing Sales B2B 268

Anthony Cole Training

JUNE 7, 2024

In this high interest rate environment, consumers are moving excess amounts from checking accounts to higher yielding CDs and alternative products. BAI’s forecast for financial services organizations’ deposit growth in the year ahead is negative, with a forecasted 2.4% This presents problems and opportunities for every bank.

Growth 248

Growth Customers Presentation Clients 248

SaaStr

OCTOBER 4, 2024

In today’s dynamic SaaS landscape of hyperfuncational SaaS, the journey of building a product that customers adore, while simultaneously scaling revenue to nearly $1B, is still quite a feat. ’ That’s what I got was one tweet from a junior product manager. What product would you recommend?’

E-commerce 124

E-commerce Product Customers Niche 124

Veloxy

MAY 25, 2021

This characteristic can help you see things from the customer’s perspective and identify areas where your product or service can make their life easier or better. Product or service confidence. Simply put, tenacity is another word for determination. Confidence. Confidence comes in two flavors: 1. Personal confidence 2.

Referrals 290

Referrals Quota Cold Call Contact 290

Veloxy

JUNE 21, 2021

If you sell IT services, your cold calls could and should be different than a financial services consultant. A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. You need to find/create the need and present a clear solution. Close the Sale.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

JUNE 7, 2021

This is the perfect example of an email subject line that puts customer service central to your business model. 6: Sneak Peek at Our New [Product or Service]. This is the perfect way to kick off a new email campaign about an upcoming product launch. . #7: 13: She/He Said [This Product] Transformed Her/His Life.

Launch 300

Launch Promote Technique Sports 300

Iannarino

SEPTEMBER 29, 2022

Nor is the contest between their solution and their competition's product or service. It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Instead, it's a contest between the salespeople trying to win the client's business.

Sales 261

Sales Clients Service Product 261

Iannarino

AUGUST 2, 2022

The person accepting the job would be expected to know how to sell, and their onboarding might have consisted of being given information on their product or service, a territory, a phone book, and a wish for good luck. There was very little preparation to ensure the salesperson would be successful in their new role with a new company.

Territory 261

Territory Sales Service Sell 261

Iannarino

APRIL 29, 2022

The marketing folks will tell you to differentiate by sharing how your company is different, and the product folks will insist you differentiate your "solution"—a word that inflates your product or service by making it the answer to your client's problem.

Clients 244

Clients Service Product Sales 244

Iannarino

SEPTEMBER 28, 2023

What followed was, and still is for many, positioning the company’s product of services. Because this might not always be enough, the salesperson would talk about their happy clients, adding additional proof.

Trust 260

Trust Clients Meeting Service 260

ClickFunnels

NOVEMBER 22, 2022

Where other software offers niche-specific services — email marketing, CRMs, website builders, etc. Want to create and sell info products like online courses? you can add products, customize product pages, set the price and the inventory, create discounts, and tons more. The post ClickFunnels 2.0 ClickFunnels 2.0

A/B testing 52

A/B testing Niche CRM Up-sell 52

Veloxy

MAY 30, 2024

By reaching out to people who might not be aware of our brand, we can introduce them to our products or services and spark their interest. This information helps us refine our products, services, and marketing strategies to better meet their needs. Before anything, we need to identify our target audience.

Objectives and Key Results 246

Objectives and Key Results Cold Call Click Through Rate Technique 246