Iannarino

MAY 1, 2022

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work. Two people in accounting in two different companies are not engaged in a contest to see which of them will win a third party's business, but this is exactly what salespeople do every day.

Sales 328

Sales Growth 328

Membrain

MAY 8, 2022

Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States. Among them, only about 200 have more than two courses in selling or sales management.

B2B 144

B2B Sell Sales 144

Predictable Revenue

MAY 9, 2022

The best outbound sales emails all share a few common characteristics. This post will walk you through how to master each of these traits and increase your reply rates. The post How to Write Outbound Sales Emails That Convert appeared first on Predictable Revenue.

Sales 122

Sales 122

Martech

MAY 18, 2022

It was a balmy evening in the summer of 2006. A friend of mine had taken me to the house and home studio of Draxtor Despres, an award-winning documentarian, who I was interested in interviewing for a piece I was writing. Immediately I was smitten with this bespectacled, headphone-wearing character who spent much time puttering around his home studio cooking up creative projects.

Networking 144

Networking Strategize Technology Technology 144

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

David Meerman Scott

MAY 9, 2022

The most exciting aspect of my book The New Rules of Marketing & PR is I have the honor of showcasing some of the best examples of building successful marketing programs. There are more than 50 profiles throughout the book, many of them featuring the marketers’ own words from interviews with me.

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139

SaaStr

MAY 28, 2022

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

B2C 138

B2C Drivers/motivators Up-sell Sell 138

Membrain

MAY 1, 2022

In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.

Customers 140

Customers Sales 140

Partners in Excellence

MAY 22, 2022

What if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. We know some things about our customers: They don’t care about how much we talk about our success, who we are, and our companies.

Customers 128

Customers High impact Consult Process 128

Martech

MAY 24, 2022

If there ever were a golden word in marketing, it’d be evolution. As consumers access more advanced technology, old marketing strategies fail to impress them. This is why modern marketers need to adapt to the constantly changing media and technology landscape to appeal to customers. Two innovations marketers should stay abreast of are augmented and virtual reality devices.

Sports 139

Sports Construction Gaming Transportation 139

Understanding the Sales Force

MAY 11, 2022

I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story. Their stats show that as of May 9, 2022 their bullpen has 9 blown saves. Bullpens rarely blow 9 saves over a full season never mind over five weeks but if you look deeper, they wouldn't be in so many close games if their offense wa

Gaming 125

Gaming Sales Closing CRM 125

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales

SaaStr

MAY 6, 2022

So the public markets are in tumult. Many SaaS and Cloud leaders are down more than 50% from their all-time highs. But Covid did create a lot of artificial demand for Cloud products, especially the lockdown phase. The boosts Zoom (can’t go to the office anymore), Shopify (can’t go to a store anymore) were real, but could never be sustained.

Finance 133

Finance Start-ups Growth Customers 133

Iannarino

MAY 3, 2022

I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a big Italian banquet center. His mother had taken a job there and the owner mentioned they need dishwashers. I jumped at the chance to make money, and I was paid $3.35 per hour. The family that owned the business also fed me prime rib, lasagna, and chocolate mousse.

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Engage Selling

MAY 6, 2022

Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side. When you picture a … Read More. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.

Sales 122

Sales Quota Clients Service 122

Partners in Excellence

MAY 17, 2022

Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management.

Sales 127

Sales High impact Conversion Process 127

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!

Customers

Martech

MAY 25, 2022

There’s nothing virtual about the sea change marketing teams have experienced in the last two years. The fact that marketers are working remotely over digital channels is a very concrete reality calling for new approaches to workflow. Here are four tactics to help your team adapt. Improve visibility and centralize. Virtual meetings, chat apps, automated calendars and workflow management software all became necessary to bring together teams from remote workspaces.

Territory 135

Territory User Experience Campaign Meeting 135

Heinz Marketing

MAY 5, 2022

By Win Salyards , Marketing Consultant at Heinz Marketing. Targeting professional online communities for your ad campaign through LinkedIn, Reddit, or specialized sites like Stack Overflow can have great success. Still, there are some key things to consider when choosing communities to target as well as how you target them. Here are 3 key things to consider: Is it relevant?

Campaign 126

Campaign Consult Launch Technology 126

Predictable Revenue

MAY 31, 2022

Tom Burton joins the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. The post Transform Your Prospects Into A High Performing Sales Team appeared first on Predictable Revenue.

Prospecting 122

Prospecting Sales 122

Iannarino

MAY 6, 2022

Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more demanding than closing. So, do you need a sales prospecting process, or can you just follow your gut and see what sticks?

Prospecting 282

Prospecting Closing Process Sales 282

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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.

Follow-up

RAIN Group

MAY 11, 2022

There’s simply not enough time in the day to focus on every essential skill needed to succeed in sales. While sales teams must prioritize skills development, it’s important to identify which skills could have the biggest impact on your sales results.

Sales 121

Sales 121

Partners in Excellence

MAY 15, 2022

I wrote, People Buy From People, focusing on the importance of human based engagement as a wake up call to the overwhelming trend to depersonalize the relationship. In comments on the post, Larry Levine and Brent Adamson added some fascinating and important insights (though I struggle with the concept of Brent creating insights–it just doesn’t seem to be him.

Customers 119

Customers Trust Drivers/motivators Meeting 119

Engage Selling

MAY 13, 2022

????? I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Customers 116

Customers Sales Clients Prospecting 116

Sandler Training

MAY 31, 2022

Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers – Sandler is excited to announce our commitment to further champion the next evolution of… The post ?

Sales 119

Sales Technology Technology Sell 119

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

Retail

SaaStr

MAY 31, 2022

So Creandum, one of Europe’s leading VC firms (and they’ll be speaking at 2022 SaaStrEuropa.com in Barcelona on June 7-8 ) updated its report on What Founders Really Want from VCs , and if VCs add value: The data is interesting: Only 30% of founders think their VCs have been helpfu l. That sounds about right. VCs aren’t helping enough in recruiting, not for real. 69% of VCs they are making a difference in recruiting, but 79% of founders say they aren’t.

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125

Iannarino

MAY 21, 2022

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before speaking to them. This misguided belief often comes from training, and it indicates the salesperson may be One-Down. While some find it difficult to accept, the truth is that you should know where your client has problems and needs better results—without even asking.

Clients 280

Clients 280

Score More Sales

MAY 27, 2022

The full title for this post should be, "You Gotta Knock them Off Their Homeostasis". This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so.

Sales 113

Sales Sell B2B 113

Partners in Excellence

MAY 4, 2022

Everything in selling today is about “Insight.” But we make insights more complicated than they need be. We tend to think that insights are game changing things we can tell customers. Whether it’s industry/market data, things that are happening in the industry, observations about what is happening with their customers or competitors; we believe we need to make a statement or take a position.

Conversion 116

Conversion Gaming Customers Process 116

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

Promote

Martech

MAY 17, 2022

Marketers who have the metaverse on their roadmap are veering toward virtual reality (VR), while still trying to crack the NFT conundrum, according to a study just out from social media management software company Sprout Social. In a survey of 500 marketers, the report found that, overall, 24% plan to drop some kind of campaign in the metaverse in the next year.

Niche 123

Niche Gaming Campaign Promote 123

Engage Selling

MAY 20, 2022

Don’t let unapplied knowledge destroy your sales team! I talk a lot about how the sales landscape today is completely different from just a few years ago…and that there’s no … Read More. The post Your Unapplied Knowledge Is a Waste of Everything! first appeared on Colleen Francis - The Sales Leader.

Sales 113

Sales Sell 113

SaaStr

MAY 23, 2022

There are many ways to slice-and-dice public market data, but the headline one Bessemer called out is the most visceral I’ve seen: Public SaaS and Cloud companies lost $1 Trillion in market cap so far in 2022. And the number of public SaaS and Cloud decacorns has fallen from 50 to 17. This puts a lot of pressure on all the private unicorns out there: We did a deeper dive on decacorns here.

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121

Iannarino

MAY 23, 2022

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous value inside the sales conversation, while the One-Down salesperson's approach feels like a waste of time.

Presentation 279

Presentation Conversion Sales 279

Speaker: Jamie Bernard

Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.

Product