Iannarino

MAY 27, 2023

One outcome of solution selling was that sales organizations and their teams began to believe that their solution was what would win them deals. With a blind faith that their solution was the best choice for their clients, they identified the client’s problem and offered their solution, positioning it against a competition’s solution. There are still true believers who are faithful to their solution, even though it counts less than it did in the past.

Sell 137

Sell Clients Sales 137

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. It’s the most important metric to a Chief Pipeline Officer. What is it? Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation.

Sales 130

Sales Objectives and Key Results Pipeline CRM 130

Iannarino

MAY 24, 2023

Social selling promised sales organizations they would no longer need to make cold calls to create new opportunities. When this turned out to be false, many sales organizations turned to inbound marketing to fill their B2B sales pipeline.

Cold Call 228

Cold Call Pipeline B2B Sell 228

SaaStr

MAY 25, 2023

Have a strong M&A offer? Not sure what to do? Look at this pic or a similar one Do you want it? If so, say No If not? Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin  (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer.

Sell 144

Sell Up-sell Price Start-ups 144

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Partners in Excellence

MAY 22, 2023

Discovery and qualifying are critical to sellers. We use discovery to understand the customer’s needs, problems, requirements. We use discovery to understand the capabilities they seek in looking at solutions. We use discovery to understand their budgets, the alternatives they are considering, their knowledge of and interest in us, how they will make the decision, and when.

Customers 133

Customers Process Sales Product 133

Force Management

MAY 25, 2023

Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.

Sales 106

Sales Growth Process 106

Search Engine Land

MAY 26, 2023

Google will look much different in 2033 – where conversation is the interface rather than the search box. That’s according to Mustafa Suleyman , cofounder of DeepMind (which Google bought in 2014 ), in an interview on the No Priors Podcast. Why we care. ChatGPT , the new Bing and Google’s new Search Generative Experience are all huge signals of a major shift in search.

Conversion 98

Conversion Engineering Meeting Product 98

Membrain

MAY 24, 2023

What is the biggest lever in sales? The one thing you can upgrade to have the greatest impact on your win rates, deal size, sales cycles, and overall performance?

Sales 105

Sales 105

Understanding the Sales Force

MAY 23, 2023

My wife chose some beautiful new shrubs and flowers and I was digging the holes to plant them in the garden. The largest shrub required the largest hole and it was to be placed in an area of the garden that I knew was quite rocky. Sure enough, after just three shovel fulls of dirt, I hit rock and it was bigger than both my shovel and the hole. I was stuck.

Pipeline 105

Pipeline Sales Closing 105

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. It’s very detailed and oriented more toward growth-stage scale-ups — but it’s excellent. Everyone should have a read. I didn’t so much learn from it as confirm — confirm things I’ve seen, known, and put into practice, and seen it confirmed across many SaaS startups.

Sales 106

Sales Closing Quota Commission 106

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Price

Iannarino

MAY 22, 2023

Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their sales team creates. The reason they demand more opportunities is because they know their sales reps will lose deals. However, demanding more coverage in the pipeline is a sign that the sales force has a low average win rate.

Sales 217

Sales Pipeline 217

Salesforce

MAY 25, 2023

You can help your marketing team by getting your die-hard customers to spread the word about your offerings — sparking product-led growth. What is product-led growth? It puts your product at the center of the customer experience and buying journey. The product’s benefits, capabilities, and performance do much of the selling and persuading. Customers don’t rely on marketing campaigns and salespeople to tell them what the product will do for them – they experience it for themselves.

Growth 98

Growth Product Customers B2B 98

Search Engine Land

MAY 25, 2023

Google Business Profile (GBP) services might have more to do with local rankings than previously thought, according to recent tests from Sterling Sky (Disclosure: I work at Sterling Sky) and Whitespark. Specifically, adding pre-defined services in GBP seemingly impacts local search rankings. Before this finding, you could do little with GBP to influence local search results beyond location, categories, reviews and keywords in the business name.

Service 98

Service Niche Electricity Start-ups 98

Martech

MAY 24, 2023

As part of our Salary and Career Survey , we interviewed people about their experiences in marketing. Today we’re talking to Kathleen Voboril who is now a consultant after many years in top marketing positions. She’s also figured out how to combine her first love, musical theater, with martech. ( Interview edited for length and clarity.) Q: How did you get started in marketing?

Transportation 101

Transportation Cross-sell Start-ups B2C 101

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Contact

G2

MAY 25, 2023

In a crowded online market, it's hard to stand out as a business. But with social listening tools, cutting through the noise has never been easier.

101

101

Iannarino

MAY 20, 2023

No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many sales leaders and sales managers worry their teams are not doing enough prospecting to achieve their sales goals and sales objectives.

Prospecting 228

Prospecting Sales 228

SaaStr

MAY 22, 2023

I can be slow sometimes, but it’s taken me a while to understand what’s >different< in SaaS in 2023 Budgets are tighter, but SaaS is still growing, folks are still buying more software than ever Here’s what’s different: 2023 is the first time SaaS itself got harder since 2005 SaaS has never been truly easy outside of a window from mid-2020 to late 2021 But every year, it got easier and easier.

Sales 98

Sales 98

Search Engine Land

MAY 24, 2023

The “ New Business Guide to Google Reviews ” by GatherUp is an essential resource for growing businesses looking to attract more customers through the power of Google search. This comprehensive guide provides step-by-step instructions on how to claim and optimize your Google My Business profile, how to solicit and respond to customer reviews, and how to deal with Google and their overall review process.

Engineering 98

Engineering Customers Process 98

Advertiser: ZoomInfo

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

B2B

Martech

MAY 23, 2023

Customer journey orchestration (CJO) uses different tools to provide seamless experiences for customers and increase revenue. Because customer journey orchestration casts a broad net across the entire customer lifecycle it’s essential to have a strategy for your technology. “When we talk about customer orchestration, we’re talking about much more than just a buyer’s journey,” said Carlos Hidalgo, CEO of martech consultancy Digital Exhaust, at The MarTech Conference.

Customers 102

Customers B2B Technology Technology 102

G2

MAY 23, 2023

Personalizing your B2B sales strategy connects you with your customers and drives better sales. It helps you stand out from the crowd and earn better customer loyalty.

B2B 99

B2B Sales Customers 99

Iannarino

MAY 21, 2023

Something that helps you to be a good leader is to believe everything is your fault. A few days ago, there was a LinkedIn post about a CEO who fired 100 salespeople because they failed to hit their targets. My question was, “Why were the 100 salespeople allowed to fail?” This is evidence that the CEO and the sales management were checked out.

Sales 206

Sales 206

Sales Hacker

MAY 23, 2023

There are many different types of people you come across in your sales career. Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check.

Sell 96

Sell Up-sell Quota GTM 96

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Contact

Search Engine Land

MAY 22, 2023

Paid search advertising and SEO are among the channels most likely to have reduced investment in 2023, according to Gartner’s latest CMO Spend and Strategy survey. But it’s not all bad news for search marketing. Search advertising. Although 26% of CMOs planned to reduce their investment in paid search, 40% of CMOs said they plan to increase investment in this channel.

Represent 103

Represent Engineering 103

Martech

MAY 24, 2023

Email marketing is a fundamental element of marketers’ toolkits. New Gartner research shows it as the most effective channel across multiple stages of the buying journey, from demand generation to driving conversions and customer loyalty. And yet, this critical channel is too often left unloved, with more focus going to the fast-changing advertising or social media landscapes.

B2C 98

B2C Start-ups B2B Customers 98

G2

MAY 23, 2023

In today's rapidly evolving digital landscape, companies constantly seek innovative ways to modernize existing systems and harness the true potential of their data.

98

98

Iannarino

MAY 26, 2023

Are you tired of using the same old sales techniques that fail to close deals and bring in new clients?

Technique 220

Technique Sell Clients Sales 220

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

Retail

SaaStr

MAY 24, 2023

So it’s tougher out there for many of us, but many Cloud and SaaS leaders are still growing at epic rates, even if not quite at the torrid rates of 2021. SaaStr favorite Monday.com is one of them. It’s crossed $640,000,000 in ARR, growing a stunning 50%! Wow. 5 Interesting Learnings: #1. $50k+ Customers (Their “Enterprise” Customers) Are Growing the Fastest, at 75%.

Cross-sell 89

Cross-sell Up-sell CRM Growth 89

Search Engine Land

MAY 22, 2023

Google started its efforts to move sites over to mobile-first indexing over six and a half years ago. Today, Google confirmed those efforts are now done, and the last batch of sites eligible for mobile-first indexing have been moved over. Confirmation. John Mueller from Google confirmed today was the last batch on Mastodon today after I reported there was a massive batch of sites moved to mobile-first indexing in the past several hours.

Process 102

Process Engineering 102

Martech

MAY 26, 2023

When inflation is high the cost of living rises and wages, although rising too, never quite keep up. This has an impact on our pockets. But in addition to the economic consquences of inflation, there are subtler cultural consequences too. That’s something marketers need to understand. Kate Muhl, a consumer insights expert and VP, analyst at Gartner, shared this insight. “It’s important to think about the idea that there’s more happening with inflation than just economic i

Price 86

Price Customers Campaign Follow-up 86

Membrain

MAY 21, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij , the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.

Sales 91

Sales 91

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

Did you know that video-based practice and coaching strategies are becoming essential components of L&D programs? The numbers don't lie; documenting proficiency on video works! From sales enablement and soft skills to onboarding and leadership training, demonstrating skills with video helps learners conquer communication challenges and validate knowledge.

Sell