Iannarino

JUNE 10, 2023

The biggest shift is that they do their own research before starting the sales process, and most would prefer to buy without having to speak with a salesperson. Buyers complain that salespeople don’t understand their business and their challenges, and that the sales experience doesn’t give them what they need.

B2B 290

B2B Sales Experience Process Sales 290

Iannarino

JANUARY 15, 2024

Uncover the secrets to transforming B2B sales experiences by prioritizing value creation over mere transactions.

B2B 251

B2B Clients Sales Sales Experience 251

Iannarino

MARCH 21, 2022

There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time asking your questions to prevent them from wasting their time is anti-value.

B2B 280

B2B Sales Sales Experience 280

Iannarino

DECEMBER 21, 2023

An unwillingness to face these changes head-on has caused sales organizations to continue using the legacy approach. The legacy approach has lost its effectiveness, and buyers complain about what they describe as a poor sales experience.

B2B 270

B2B Clients Sales Sales Experience 270

Iannarino

FEBRUARY 12, 2023

This is a critical decision sales leaders must get right. Choosing a methodology that isn't right for your prospective clients will mean losing deals you might have won had you provided your contacts with a better sales experience.

B2B 271

B2B Sales Contact Clients 271

Iannarino

MAY 5, 2023

Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.

Conversion 266

Conversion Sales B2B Contact 266

Iannarino

JANUARY 6, 2023

Because success is individual, it is important you master your techniques to improve your sales performance, create a better sales experience , level up your win rate, and close more deals. The word technique means you have a way of doing something to produce an outcome.

Technique 258

Technique Sales Sales Experience Closing 258

Iannarino

FEBRUARY 23, 2023

Buyers have greater needs and expect more of sales professionals, while decision-makers complain about the sales experience. Selling today isn't easy. All of this suggests that salespeople don't create enough value.

B2B 249

B2B Sales Sales Experience Sell 249

Iannarino

FEBRUARY 13, 2023

But the largest change in buyers’ behavior is their unwillingness to accept the poor sales experience of the legacy approach , which creates no value for them. You can be certain they are doing their own research and inviting more stakeholders into the decision-making process, including some with a tenuous connection to the decision.

B2B 257

B2B Pipeline Sales Sales Experience 257

Iannarino

MAY 4, 2023

It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching.

B2B 243

B2B Sales Sales Experience 243

Predictable Revenue

JUNE 21, 2023

Dean Yim delves into a fascinating realm where sales leadership, salespeople, and founders converge. The post Sales Experiments & Customer Development Insights with Dean Yim appeared first on Predictable Revenue.

Sales Experience 52

Sales Experience Customers Sales 52

Predictable Revenue

JUNE 21, 2023

Dean Yim delves into a fascinating realm where sales leadership, salespeople, and founders converge. The post Sales Experiments & Customer Development Insights with Dean Yim appeared first on Predictable Revenue.

Sales Experience 52

Sales Experience Customers Sales 52

Iannarino

FEBRUARY 13, 2022

A salesperson who doesn’t sell is no salesperson at all—even if they have a nice eggshell-creme business card with a title that includes the word "sales." When an SDR or BDR is intentionally deprived of sales experience, they cannot acquire the competencies and skills they need.

Sales Experience 203

Sales Experience Sell Sales 203

Iannarino

MARCH 2, 2023

Information isn't insight, experience, perspective, or expertise, all of which would require a salesperson with a value-creation strategy , one that delivers a better B2B sales experience, and one that prevents buyer's remorse.

B2B 276

B2B Contact Clients Entertainment 276

Understanding the Sales Force

JUNE 25, 2020

The table below shows how this data changes according to sales experience. John Pattison, COO of Objective Management Group (OMG), dug into OMG's remote seller data, and learned that similar to the weather, things aren't always what they appear to be.

Up-sell 118

Up-sell Sales Experience Sell Sales 118

Partners in Excellence

APRIL 1, 2024

8 weeks later I was their first sales hire, but not long after that I became the VP of sales and built the sales, marketing and CS team as we took the business from 0 to $2M in a year. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked.

Sell 137

Sell Finance Quota Sales Experience 137

Martech

NOVEMBER 22, 2021

Not only is it now digital-first, except perhaps in the most intransigently traditional verticals, it’s constructed by the buyer, not the seller, and increasingly demands B2C-style engagement rather than a purely transactional sales experience.

B2C 119

B2C Construction B2B Represent 119

criteria for success

SEPTEMBER 6, 2022

He brings over 20 years of sales experience and has helped thousands of CEOs, Vice Presidents, and Sales Managers build good business relationships, increase sales, and deal with leadership problems. For this week's podcast, we are continuing our discussion on leadership and trust with Charles Bernard as our guest.

Trust 98

Trust Growth Sales Experience Contact 98

SaaStr

JANUARY 29, 2021

Kyle shared that even as SalesLoft scaled and evolved, the one thing that has remained consistent is his vision –– sincerity in sales. SalesLoft wants to overturn the stereotype of the negative sales experience and create sellers who are loved by the buyers they serve. But he does not believe in replacing humans with software.

Niche 122

Niche Inside sales Growth Sales Experience 122

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? This is the scenario when the trade-off is the most acute.

Niche 126

Niche B2B Price Sales 126

Veloxy

JUNE 15, 2023

By adopting digital tools and techniques, outside sales professionals can enhance their sales performance, streamline processes, and deliver a more personalized, effective sales experience for their clients.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

APRIL 4, 2024

The Top 8 SaaStr Tips to Building an Effective First Sales Team The most important tips and best practices for founders when building out their first sales team: Get sales experience yourself first Close the first 10-20 customers yourself to understand the sales process This will give you critical insights to effectively train and manage your first (..)

Commission 109

Commission Drivers/motivators Sales Price 109

SaaStr

SEPTEMBER 10, 2024

You know the answer … A Pretty Good Line-Up From Prismatic Better to have fewer folks in your booth, even without sales experience, that know the product cold. Yes, sales execs are better at follow-up. Is an SDR that just started 8 weeks ago and is on Instagram the whole time really the right ambassador here?

Meeting 124

Meeting Follow-up Start-ups Sales Experience 124

SaaStr

FEBRUARY 5, 2021

Hire the best AE you can find with deep industry experience and see if she can quickly bring in 1–2 strong, qualified opportunities from her network. And also hire the best AE you can find just with general software sales experience at your price point. See who does better.

Sales 133

Sales Up-sell Networking Price 133

Heinz Marketing

JULY 29, 2021

For the customer, this type of content can be a cherry on top for a good sale experience. A product page is a great way to support your sales team. These not only include training materials or timelines but direct mail pieces thanking them for their partnership. Product Pages.

Legal 124

Legal Sales Campaign Up-sell 124

Women Sales Pros

AUGUST 9, 2019

In retrospect, my client realized that the salesperson’s previous sales experience wasn’t a good match because selling in her company at this time required high resiliency and persistence. The salesperson’s prior successful sales experience was selling for a well-branded company.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Heinz Marketing

FEBRUARY 4, 2023

12 Cold Email Templates for Sales Teams to Nail Outreach in 2023 (Updated) By Steli Efti If you get cold emails right they are incredibly effective at increasing leads—and conversion rates. This makes sales effectiveness and modern sales strategies and tactics the most important initiatives for improving your results.

B2B 91

B2B Sell Prospecting Lead generation 91

Jeff Shore

APRIL 18, 2018

In a crowded field of sales keynote speakers and sales training programs, Jeff Shore stands out with his research-based “buying formula” methodology.

Price 117

Price Launch Sales Experience Customers 117

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process.

Sales Experience 96

Sales Experience Meeting Strategize Consult 96

Veloxy

OCTOBER 26, 2023

Approximately 68% of associates had limited medical sales experience before taking the plunge into the medical sales industry. Gaining one to three years of experience in a less competitive sales market can be a great way to prepare for success in high-stakes medical device sales.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Hubspot

JULY 11, 2019

This role is usually an entry- or mid-level position that requires little to moderate experience (think 3+ years). Experience working with a CRM, excellent organizational and communication skills, and customer or sales experience will all be preferred or required qualifications.

Commission 98

Commission Territory Quota CRM 98

SaaStr

NOVEMBER 13, 2020

With customers S+M+L, picked a CRO with high-velocity sales experience AND enterprise, but not pure enterprise. It’s also interesting because the #1 category is e-commerce (and always has been), as the ROI is very clear in most cases — more conversions. This was interesting, too.

E-commerce 128

E-commerce Niche Up-sell Price 128

Martech

NOVEMBER 6, 2023

Request specific feedback Customers are used to receiving messages after a purchase asking them about the sales experience. Consider refining your feedback request so that it can be helpful to both your customer and the sales support team. “We Often those surveys are too long and too broad.

Account management 132

Account management B2B Follow-up Meeting 132

SalesLoft

OCTOBER 2, 2019

Learn more about each one and how they affect the buying experience in the infographic below. Avoid these “The 7 Deadly Sins of Selling,” and you’ll be doing your part to right the wrongs of sellers past and provide a world-class sales experience for your prospects. Think something else should be on the list?

Sell 94

Sell Referrals Up-sell Trust 94

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum.

Healthcare 136

Healthcare Finance Construction Government 136

SaaStr

JULY 13, 2023

Experience Bucket : Successful, relevant sales experience. Leadership experience. Jhugroo believes that for ABC Company, typical sales skills will be worth consideration, but seniority is not necessarily the most telling indicator of suitability. Successful, relevant sales experience. Sales skills.

Objectives and Key Results 95

Objectives and Key Results Negotiate Sales Growth 95

Anthony Cole Training

JUNE 5, 2015

The work experience required is also as expected. Experience in industry specific sales, experience in sales management, a minimum number of year sales etc. I admit that I’m biased about what it takes to be an extraordinary sales director. What would happen?

CRM 170

CRM Sales Technology Technology 170