Tibor Shanto

SEPTEMBER 14, 2021

By Tibor Shanto. Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While it may not be pleasant, it is a fact, so we need to learn to manage things. Which is not as had as people think, but most approach things emotionally, not with thought. While every cold call or prospecting call will result in an objection, the objections are not all that different.

Prospecting 283

Prospecting Objectives and Key Results Cold Call Conversion 283

ClickFunnels

SEPTEMBER 17, 2021

The post What Is Sales Funnel Analytics? [And How To Effectively Use It] appeared first on ClickFunnels. Want to build a successful online business? Then you need to commit to making decisions based on data. Here’s what we are going to discuss today: What is sales funnel analytics? What are the most important sales funnel metrics? How to optimize your sales funnel?

A/B testing 235

A/B testing Conversion Sales Price 235

Anthony Cole Training

SEPTEMBER 16, 2021

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal.

Sales 173

Sales 173

Veloxy

SEPTEMBER 14, 2021

Dreamforce – that’s all the business community’s talking about right now. In just a couple of weeks, Salesforce+ will be totally taken over by various professionals from all over the world. Hundreds of thousands; safely gathered virtually for the largest tech party of the year – Dreamforce. . For our community of customers, employees and partners, the event is hands down the highlight of the year.

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CRM Entertainment Hospitality Follow-up 162

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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

Tibor Shanto

SEPTEMBER 13, 2021

Subscribe today, and take the Breakfast on the go! Brooke Friendly is an experienced Marketing Director developing diverse customer solutions and revenue generating campaigns through new and innovative content for digital, web, video, radio, print & social media on a national scale. Brooke is NPS certified and has a passion for collaboration and creativity and skilled in Campaign Strategy and Design, Marketing Management, Sales, SEO and Loyalty Rewards.

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Campaign Customers Sales Prospecting 257

ClickFunnels

SEPTEMBER 16, 2021

The post Sales Funnel Awareness – Learn About This Stage Of A Funnel appeared first on ClickFunnels. When people talk about sales funnels, they typically focus on converting site visitors into leads, leads into customers, and customers into repeat customers. However, the awareness stage of sales funnels rarely gets the attention it deserves. And that’s a shame because it sets the expectations for the subsequent stages.

Niche 223

Niche Sales Trust Follow-up 223

Membrain

SEPTEMBER 15, 2021

Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession. A few weeks ago, I had the pleasure of interviewing Daniella Floss about her work understanding the relationships between plants and fungi, which you can read about here.

Sales 136

Sales 136

SaaStr

SEPTEMBER 16, 2021

So how long does it take to really Go Big? We did our own SaaStr analysis a little while back and saw it took on average 10 years to get to a $1B+ acquisition in SaaS. And an IPO? Sapphire Ventures crunched the numbers. And the answer is 12 years to IPO. It’s a challenge to us all to push through the tough times we often see around years 4-5.

Growth 136

Growth 136

ClickFunnels

SEPTEMBER 14, 2021

The post B2B Sales Funnel Guide – Start Growing Your Business appeared first on ClickFunnels. The greatest challenge of any B2B business is getting customers. That’s why today we are going to discuss: What is a sales funnel? The Value Ladder sales funnel model. 3 proven B2B sales funnels + case studies. We will also share some B2B sales funnel tips that will help you maximize your profits.

B2B 208

B2B Pitch Sales Up-sell 208

The 5% Institute

SEPTEMBER 13, 2021

In this article, we’ll detail our proven value selling framework that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a value selling framework is one of the most important things you can learn in sales. It will give you consistency and guide your potential clients towards the sale.

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Closing Sell Technique Sales 132

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

Membrain

SEPTEMBER 12, 2021

For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.”.

Growth 136

Growth 136

Martech

SEPTEMBER 14, 2021

In what is believed to be the most expensive acquisition of a private boot-strapped company, Intuit has confirmed that it will acquire Mailchimp for $12 billion. It will add the customer engagement platform to its portfolio of accounting and financial solutions — Turbo Tax, Credit Karma, QuickBooks and Mint. Like those solutions, Mailchimp’s offering is primarily targeted at small and mid-sized businesses.

Finance 130

Finance Price Launch Gaming 130

JBarrows

SEPTEMBER 12, 2021

James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host of “The Other Side of Sales”, to share their opposing views on sales reps leaving voicemails. Ashleigh believes salespeople should not leave voicemails in general, with some caveats, “because the 20-30 seconds spent leaving one does not garner an ROI” James likes to leave notes that are short & sweet with a little bit of context

Follow-up 117

Follow-up Sales 117

Heinz Marketing

SEPTEMBER 17, 2021

By Win Salyards , Marketing Consultant at Heinz Marketing. Aligning your sales and marketing teams can be a daunting task , and one of the main hurdles to overcome is getting over the trust gap between sales and marketing. Many surveys have shown marketing and sales teams frequently don’t trust each other in their work. So, how do you push past that barrier?

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Trust Lead generation Sales Consult 127

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

SaaStr

SEPTEMBER 14, 2021

Q: Dear SaaStr: What screams “I’m a terrible salesperson”? A few telltale signs: Immediate, massive discounting. Because they have no other idea how to close a deal or create urgency. Doesn’t understand the product. Way too many AEs don’t even really understand, let alone use, the product they are selling. Fear of the competition. This is different than respect.

Gaming 125

Gaming Sales Closing Sell 125

Martech

SEPTEMBER 16, 2021

The year is 2021. Women have careers. They have spending power. They are increasingly taking their place in professional and executive ranks. Yet much of advertising and marketing is stuck in the past, showing women less frequently, with fewer words spoken, less often in positions of authority, but more often shown in a sexual light, according to a recent study by the Geena Davis Institute on Gender in Media (GDI).

Niche 124

Niche Pitch Represent Consult 124

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. But first, a quick scenario: Here’s where things go wrong (and how to fix it).

Closing 118

Closing Sales Cold Call Legal 118

Understanding the Sales Force

SEPTEMBER 14, 2021

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan. Somehow, the tree began to drop right where I was standing, ninety degrees from where I intended.

Sales 117

Sales Process 117

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Pipeline

SaaStr

SEPTEMBER 11, 2021

Lately I’ve been working with 5+ SaaS companies all hiring their first VP of Product. Most around $6m-$10m ARR, although one just past $10m ARR. And critically, most have a really strong CEO-CTO partnership. Both are great leaders, and both are great at scoping out the product and its future. That means often it’s not entirely clear who the first VP of Product should report to.

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Product Engineering Meeting Service 122

Martech

SEPTEMBER 14, 2021

MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketer. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, and today’s the day. I’ll be kicking off the fall edition of MarTech today with an opening keynote on the data challenge.

Campaign 120

Campaign Contact Technology Technology 120

Gong.io

SEPTEMBER 14, 2021

Most of what our aunts and uncles, friends and family members tell us about having a successful career is incorrect. “You should make an effort to progress in your career quickly.”. “You should find a good profession for life.”. “You should get a job that pays the most.”. The problem with this advice, even though it’s usually coming from a good place, is that it’s usually shortsighted.

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Intrinsic Promote Technology Technology 118

Partners in Excellence

SEPTEMBER 15, 2021

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. Corporate web sites and sales people talk about, “Our value proposition is… ” In all honesty, when in my early years in selling, I tended to position value as the endpoint customers would achieve if they bought the products I sold.

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Price Growth Sell Customers 114

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Campaign

Heinz Marketing

SEPTEMBER 11, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Think Vision. The difference between meaningless and meaningful, and valuable for you and others, is vision.

B2B 111

B2B Customers Cold Call Strategize 111

Martech

SEPTEMBER 13, 2021

This week’s Marketoon examines the classic metric, share of voice. Fishburne’s take: Share of voice (SOV) became a marketing staple decades ago. In theory, share of voice is a simple way to compare a brand’s media spending against the total media spending of the category. The metric was bolstered by research from Peter Field and Les Binet that showed a link between share of voice and share of market.

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Market share Growth 118

JBarrows

SEPTEMBER 12, 2021

James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host of “The Other Side of Sales”, to share their opposing views on sales reps leaving voicemails. Ashleigh believes salespeople should not leave voicemails in general, with some caveats, “because the 20-30 seconds spent leaving one does not garner an ROI” James likes to leave notes that are short & sweet with a little bit of context

Follow-up 96

Follow-up Sales 96

Partners in Excellence

SEPTEMBER 13, 2021

I was talking to a great sales person the other day. We’ve been talking for several months about how to improve his prospecting. In our last discussion, he said, “Things have changed completely, I’m now having the right conversations with my prospects!” It’s a common challenge, we struggle to get our customers to respond, we struggle to engage, we don’t make the progress we hope for.

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Conversion Contact Prospecting Start-ups 100

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Predictable Revenue

SEPTEMBER 13, 2021

An efficient sales process that consistently gets qualified prospects can quickly hone in on the prospects that are more worthwhile to chase. The post Get More Qualified Sales Prospects And Stop Chasing Your Tail appeared first on Predictable Revenue.

Prospecting 105

Prospecting Sales Process 105

Martech

SEPTEMBER 13, 2021

You may have great clients, loyal to your product or service, but how do you stay in touch with them when they switch jobs? That was the dilemma faced by Ellie von Reyn, Conductor’s Director of Demand Generation. “Our customers love our technology and our service team. We’ve got thousands of customers, but marketers switch companies every couple of years.

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Contact Customers Campaign B2B 114

SaaStr

SEPTEMBER 12, 2021

Session reg is now OPEN for 2021 SaaStrAnnual.com Sep 27-29 in San Mateo, CA / SF Bay Area. We’re 100% outdoors / open air, 100% vaccinated, and 100% tested! So far, 2463 of you have already pre-registered for sessions. So what’s the most popular — so far? The Top 10 will change as more folks register, but here’s the leaderboard for now: #1. “Mastermind Masterclass: The SaaS Org Chart by Series with David Sacks” David Sacks, founder of Craft Ventures and Ya

B2C 105

B2C Growth B2B Prospecting 105

RAIN Group

SEPTEMBER 13, 2021

Whether you work on a sale for 9 hours, 9 weeks, or 9 months, when you get to the negotiation phase of the selling process, you can lose the sale in an instant. And even for those sellers who win the sale, the negotiated outcome may not be the best.

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Negotiate Sales Sell Process 102

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service