Iannarino

A Heretical View of Territory Management

Iannarino

There are several ways you might build and manage a territory as a sales manager or sales leader. You want to make certain that your sales team is pursuing the right prospective clients. With too little coverage, you may fail to capture the new client logos and opportunities. Sales 2022 LL-Vault

Time Management for Salespeople

Iannarino

There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend about 35 percent of their total time on sales and the rest on administrative tasks and meetings with people other than contacts or clients.

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Five Powerful Sales Negotiation Tactics

Iannarino

There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of the strategies and tactics are not designed for sales negotiations.

What Is Churn Rate?

Iannarino

In sales, the word churn means losing a client. Your churn rate is the percentage of revenue you lost due to clients leaving. Sales 2022 LL-Vault

The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

Effective Sales Management begins with Leadership

Iannarino

There are people who believe management and leadership are the same, but this is not true. Leadership 2022 LL-Vault

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The Continuing Misalignment of Sales and Marketing Strategy

Iannarino

The legacy approach to sales and marketing strategy continues to harm sales organizations and salespeople. These sales and marketing strategies worked well for a long time, but they eventually lost their effectiveness.

How To Learn Sales

Iannarino

Selling isn't the easiest craft to learn. In B2B sales, selling is a series of complex, dynamic conversations about change and better results.

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Why You Should Stop Using the BANT Sales Method

Iannarino

If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and your company are self-oriented brutes who care only about closing a deal , would you use that strategy? Sales 2022

How To Recruit Top Sales Talent

Iannarino

If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, it is likely that they prioritize recruiting. Leadership 2022 LL-Vault

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

Professional Development for Sales: 5 Surprisingly Effective Tactics

Iannarino

Would you be interested if I said I had the key to higher employee retention, improved performance, and better workplace morale? Professional development for sales teams can provide all of these benefits and more. Sales Training 2022 LLW-TSB

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4 Best Cold Call Opening Lines with Script Examples + What To Say After

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First impressions are everything. Prospecting 2022 LLW-TSB

How To Improve Sales Performance in 6 Simple Steps

Iannarino

The sales industry is shifting. In 2007 it took an average of around four calls to reach a prospect. Today, it takes eight. Social selling dominates sales think pieces, and email seems to struggle more each year. 2022 Modern Sales Approach LLW-TSB

How to Use Customer Pain Points in the Sales Conversation

Iannarino

One of the worst things you might ask your prospective client in a first meeting is " What is your problem ?" or "What are your pain points?” Without realizing it, you have lowered your status in your client's eyes.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

5 Signs Your Company has a Toxic Sales Culture

Iannarino

When people are quietly quitting, working from home, and avoiding the office, it's important to make sure your culture isn't the root cause. Most sales cultures are okay, some are exceptional, and others are toxic.

Common Mistakes in B2B Cold Calling (and how to fix them)

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How would you like for cold calling to become the best part of your job? Sales Prospecting 2022 LL-TSB

A Sales Enablement Strategy for the Sales Conversation

Iannarino

B2B sales has never been more complex or more challenging. From buyers who decide they prefer a salesperson-free buying experience, to companies who pursue consensus only to abandon what was a strategic initiative, it is clear things are different now.

How to Improve Sales Skills with a Competency Model

Iannarino

My competency model for B2B sales includes more character traits than sales skills. Much of the time, a lack of certain character traits prevents salespeople from producing better results. It can also make it more difficult to develop the sales skills a person needs to succeed.

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

How to Increase Customer Lifetime Value

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Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large client has a lifetime value of $1,000,000. To reach that number, your client could spend $100,000 with you each year for 10 years.

How to Set Sales Goals You'll Actually Achieve

Iannarino

At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, but it shouldn't be your only goal. You should have a few goals you are pursuing while contributing what your company needs from you. Goals 2022

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Sales Pitch Presentation Cheatsheet: 6 Master Tips

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A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the whole job, but it’s certainly one of the most vital elements to successfully accomplishing the job. Sales 2022 LL-TSB

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How to Master Conversational Selling

Iannarino

The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle you have to create value for your prospective client. It's also the only way you create a preference to buy from you instead of from one of your many competitors.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

4 Best Sales Pipeline Presentation Tips To Know Before Presenting

Iannarino

As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and opportunity reviews on large, high visibility, high-value opportunities, sales pitches, cold calls , networking chats, and more.

Free Sales Negotiation Training: 6 Steps to Mastering Negotiation

Iannarino

Ne·go·ti·a·tion: A discussion aimed at reaching an agreement. Though this dictionary definition is technically correct, any sales professional will know that it’s missing an awful lot of nuance. Sales Training 2022 LLW-TSB

What Is a Trigger Event?

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A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve has raised the Fed Fund rate to the highest level in many decades. This is a trigger event for real estate agents, mortgage banks, and title companies.

6 Ways to Improve Corporate Sales Training

Iannarino

When sales leaders suggest that sales training doesn't work, they are referring to the check-box training you often find in corporate sales training. Such sales training initiatives are often started by human resources to document that the sales team has been trained.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

6 Best Virtual Sales Training (+ How To Choose The Right One For You)

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Can you really conduct valuable sales training virtually? Sales Training 2022 LLW-TSB

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Why Sales Objection-Handling Training Fails

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Much objection-handling training is old and outdated. It was created and developed long ago for the way people used to buy and sell. The strategies and tactics were designed to "handle" or "overcome" a contact’s objections.

How To Increase Sales Volume & Your Close Rate: 2023 Guide

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Of all the sales metrics , sales volume is one of the biggest. Whether your product costs one dollar or ten thousand dollars, higher sales volume always translates to higher revenue. 2022 LLW-TSB

How to Close More Deals in 2023

Iannarino

One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier or more challenging to win, there are several variables you control. If you don't want to have the same sales year each year , you need to work on improving your game.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Top 10 Sales Challenges

Iannarino

Selling has never been easy, and it seems like the sales challenges continue to grow. Here are the top 10 challenges you must overcome to succeed in sales: Sales 2022 LL-Vault

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The Only Way to Overcome Sales Call Reluctance

Iannarino

If you or someone you know has sales call reluctance, you have come to the right place. I am perfectly qualified to help you overcome it. When I was 12 years old, I knocked on doors and asked people to buy the Sunday newspaper. When I was 15, I was making cold calls for a charity.

The State of Sales Is Not Good

Iannarino

The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking place in every aspect of the business, but there are ways to turn things around. Sales 2022

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The Outbound Lead Generation Guide: Strategies + Examples

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To make a sale, you must first start a conversation. Outbound lead generation is an excellent way to get in touch with the right people and start talking! Prospecting 2022 LLW-TSB

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!