about 
Iannarino
MAY 14, 2023
As a result, some of us in the red ocean remove any conversation about our companies and our offerings. Even if your company does something different than your competitors, your prospective clients aren’t likely to find this compelling. Instead, we focus our conversation on the client, their business, and what they need to achieve.
Iannarino
APRIL 23, 2023
While I am not romantic about the past, there are several things I miss about the old days of selling. Generally, things were much simpler, and the experience was better. These are a few of the things that make me nostalgic.
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Iannarino
JULY 16, 2021
There is nothing you can do about how your rivals compete. Chances are, you worry too much about your competition. For one thing, you can’t really do anything about how your competitors go about pursuing deals. Here are a few things you should track about your competitors. Win customers away from your competition.
Iannarino
APRIL 27, 2023
Many B2B sales representatives believe they are consultative because they ask questions and avoid being pushy. Asking questions alone is not evidence of a consultative approach. Many salespeople ask questions without being consultative.
Advertiser: ZoomInfo
Read on to learn more about how intent data can save salespeople time -- while capturing more qualified leads in the process! By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
Iannarino
MARCH 30, 2022
There are a lot of bad ideas out there about sales and selling. Inevitably, some of them get treated as if they were unassailable truths, even when they are quite the opposite. So, for a change, here’s some bad sales advice—and why it doesn’t work.
Iannarino
APRIL 1, 2022
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need. For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?"
Advertiser: ZoomInfo
It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers.
Advertiser: ZoomInfo
Download ZoomInfo’s latest eBook to learn about the three most common mistakes organizations make while executing an ABM program, including: Poor account selection process. Inadequate contact inventory within universe. Wasteful technology and service spending.
Advertiser: ZoomInfo
In fact, less than 2% of today’s cold calls actually result in meetings, and 63% of sales professionals say it’s what they dislike most about their jobs. In recent years, cold calling has become synonymous with rejection and failure.
Advertiser: ZoomInfo
Generally curious about the CI space? Looking for tools to surface the voice of your customer? Has Conversation Intelligence (CI) been discussed in your organization, but you don’t know where to start?
Advertiser: ZoomInfo
Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. The bottom line is that, in B2B sales, speed is useless without control.
Advertiser: ZoomInfo
Download the report to learn more about: The strategies and technologies ABM marketers are using to increase ABM successes Why it’s important to shift toward more targeted, personalized assets How marketers are meeting buyers' demands for self-service journeys Which metrics and marketing KPIs matter across the ABM funnel
Speaker: Michelle Vazzana
Clarity about how existing investments in sellers and sales managers fit into this new agile world. You will walk away from this session with: A thorough understanding of the most innovative research findings regarding sales agility. A practical path to sales agility that builds upon the good work you’ve already done to equip your sellers.
Advertiser: ZoomInfo
The digital age has brought about increased investment in data quality solutions. Businesses are realizing that it isn’t just about the volume of data they have available; it’s about the accuracy of information. You'll learn about: The true cost of bad (and good) data. How data impacts your organization as a whole.
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