Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? It was the early aughts. And martech was about to turn the world on its head. “We just signed up for this Eloqua thing. We need you to set it up, and figure out how we use it.”

B2B 111

B2B Technology Technology Pipeline 111

Closing Bigger

MAY 15, 2024

As a keynote speaker and author, I have been delivering keynotes on AI for sales since 2018 – 6 years ago I would not have conceived being interviewed by an AI for my own podcast as being possible in such a short time. The Changing Sales Landscape I discussed the significant decrease in sales positions over the past few years.

Objectives and Key Results 59

Objectives and Key Results Objection handling Sales Technology 59

A Sales Guy

NOVEMBER 19, 2018

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. Ask any buyer.

Sell 135

Sell Cold Call Commission Pitch 135

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? It’s true. In this article, we’ll review the 12 types of open ended questions to ask, when to ask them, and other emerging best practices. Open ended sales questions are a crucial aspect of the sales process.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

A Sales Guy

MARCH 23, 2020

There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. It’s a game-changer. You know what I mean.

Sell 123

Sell Quota Pitch Gaming 123

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Key takeaways Consultative sales is customer-centric and focuses on building relationships. What is consultative sales?

Consult 52

Consult Process Sell Pitch 52

A Sales Guy

FEBRUARY 20, 2019

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility.

Sports 150

Sports Quota Sales Consult 150

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. More on that below.

B2B 111

B2B Cross-sell Education Strategize 111

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. I’ll tip my hand here — I believe it can be disastrous to hire a sales team too early. And not only do I think founder-led sales makes sense, I think it’s actively better for the success of your startup.

Minimum Viable Product 89

Minimum Viable Product Pitch Non-Profits Sales 89

Partners in Excellence

APRIL 4, 2021

We all say this, “Nothing happens until someone sells something.” ” I don’t know how many times I’ve used that expression. I was reminded of it reading an article the other day. It’s natural for we “sales” types to think about this. Selling is about us.

Sell 87

Sell Presentation Process Service 87

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. If you missed episode #193, check it out here : Your New 3-Part Framework for Cold Calling with Jason Bay. What You’ll Learn.

Commission 92

Commission Quota Assembly Line Sales 92

Sales Pop!

AUGUST 6, 2022

It can certainly be said that we’re living in critical times. In such times, companies often strip down to essential operations. In times of crisis, Pipeliner is vital. The reason for our concentration on key account management is that without its existing customers, a company has no business. Pipeliner Layers.

CRM 98

CRM Pipeline Objectives and Key Results Account management 98

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. In this article, we’ll delve into the ten essential account manager skills that contribute to achievement and recognition in the field.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Martech

APRIL 29, 2022

“Why is it not easy for every marketer to just create human centric experiences? We believe every marketer really wants to connect with their customer.”. By personalizing and scaling brand interactions like never before, AI can help brands create a human-centric customer experience. And that’s a problem.

Contact 76

Contact Customers Customer Relationship Management Sell 76

Martech

MARCH 15, 2022

Advertisers are willing to invest in adtech for its ability to attract a target audience and generate strong insights. Adtech also gives marketers incredible reach since it connects them to all media. How is adtech changing the marketing landscape? Estimated reading time: 14 minutes. We’ll cover: What is adtech?

Technology 109

Technology Technology E-commerce Campaign 109

Partners in Excellence

APRIL 28, 2021

I was involved in a fascinating Clubhouse discussion on the future of selling. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other. What does this mean–both to the buyers and to selling?

Sell 96

Sell Cross-sell Up-sell Technology 96

A Sales Guy

JULY 30, 2019

Too Product-Centric and Not Problem Centric. Too much reliance on selling tools. Little respect for prospects and buyers time. Here we are problem number four. This is a problem is like a dormant virus. Almost every salesperson is afflicted with it, but they don’t realize it.

Sports 85

Sports Gaming Pitch Commission 85

Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? How the Sandler pain funnel works .

Consult 117

Consult Pitch Up-sell Follow-up 117

Sales Hacker

APRIL 5, 2022

In this episode, we have Andy Paul , author of Sell Without Selling Out. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales. If you missed episode #202, check it out here : Insights into Founding a Fully Remote SaaS Company with Tom Lavery.

Conversion 81

Conversion Sales Cold Call Up-sell 81

Sales Hacker

OCTOBER 8, 2020

The question, then, is: how do you align your objective with the buyer and build trust? You know that ad that tells you to buy their life insurance because it’s so much better than the one you already have? Why didn’t you act on it? Why didn’t you read it? Why didn’t you read it? Your goal is to make money.

Trust 101

Trust Objectives and Key Results Quota Sell 101

Cerebral Selling

DECEMBER 2, 2022

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. What do you think we should do, David?”,

Growth 130

Growth Teamwork Sales Meeting 130

Hubspot

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1.

Prospecting 73

Prospecting Price Presentation Pipeline 73

Martech

SEPTEMBER 16, 2021

The problem is not new. Creative directors have been fed this stuff for decades”, so it is hard to escape when they have nothing to lose by perpetuating it, she said. Well…“It’s a huge missed opportunity,” Cunningham said. The problem is lack of diversity. They are not seen leading. Victoria’s Secret?

Niche 116

Niche Pitch Represent Consult 116

Gong.io

AUGUST 1, 2022

That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. But how exactly do you achieve that? How do you close this gap in your prospect’s mind? In this guide, we’ll explain what the Gap Selling Methodology is and how this framework can help boost your sales.

Sell 62

Sell Up-sell Prospecting Follow-up 62

Salesforce

DECEMBER 7, 2022

The way we connect with potential customers is by crafting personas and developing stories that help them envision a better future. The way we connect with potential customers is by crafting personas and developing stories that help them envision a better future. Also, we can share values and marketing messages through personas.

Customers 98

Customers UX Represent Cross-sell 98

Hubspot

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. How did Teamwork.com get its start?

Teamwork 77

Teamwork Up-sell Sales Pipeline 77

Partners in Excellence

OCTOBER 19, 2020

Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of our work is customized to the strategies, priorities, culture/values of the organizations we work with. I admire the author in taking the time. Many methodologies actually only address a subset of the selling process.

Objection handling 103

Objection handling Sales Retail Up-sell 103

Salesforce

JULY 27, 2022

It’s a less-than-ideal environment for commerce, where the most successful companies are constantly innovating and staying a step ahead. What is the state of commerce in 2022, and how can your business thrive amid all the financial turmoil? How to thrive in the face of economic uncertainty? Here’s how. Take a peek.

Retail 98

Retail B2C Territory Technology 98

Salesforce

DECEMBER 12, 2023

While you may have heard of customer obsession and think your company is hitting the mark, how can you be sure? ” Here we’ll share seven ways to foster your own customer-obsessed culture, including strong customer-obsession examples from companies that do it well. . Why is customer obsession important?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Heinz Marketing

DECEMBER 15, 2018

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. How to Humanize B2B Marketing to Accelerate Growth.

B2B 67

B2B Customers Technology Technology 67

Heinz Marketing

AUGUST 31, 2020

We cover a wide range of topics, with a focus on sales development and inside sales priorities. We cover a wide range of topics, with a focus on sales development and inside sales priorities. This week’s show is called “How Design Thinking Can Help You Sell More.” There’s so much unknown.

Pipeline 133

Pipeline Sales Up-sell Start-ups 133

Highspot

SEPTEMBER 28, 2023

In this article, we’ll explore Sandler’s core principles, compare it with other sales methods, and offer five questions to assess its fit for your team. The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value.

Repeat business 52

Repeat business Consult Contract Sales 52

Martech

JUNE 15, 2022

The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.” The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.” Primacy of customer data.

UX 119

UX User Experience Technology Technology 119

Martech

JULY 28, 2021

We’ve had to adjust, think as entrepreneurs and, as a company, look at how some of the other big brands have chosen to shift,” said Panasonic’s VP of Marketing Brian Rowley. The ability to be agile is the way we approach the business and our marketing.”. We made the shift in our approach and used a virtual format.”.

B2B 108

B2B A/B testing B2C Technology 108

SaaStr

FEBRUARY 25, 2021

So you expect the right things, and hire your rockstar at the right time to do the right things. So you hire someone that really did it, and can do it — not a pretender. If you want it to work — make sure your top candidate is the right type for your SaaS company. The problem with The Evangelist?

X-functional 145

X-functional Cross-sell Sales Up-sell 145

Martech

MARCH 10, 2022

Because of this it’s essential to have an Account-based marketing (ABM) strategy. Here’s a guide on how to do that. What was already a high-growth industry has catapulted into hyper-speed as the world adapted to changing regulations, societal norms and customer needs.

E-commerce 100

E-commerce Growth Cross-sell Objectives and Key Results 100

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. Conversation intelligence vendors were putting out a ton of “Labs” content at the time, so I spent a year running the most popular one — Gong Labs — on our discovery and sales calls.

Education 93

Education Pipeline Follow-up Clients 93