Iannarino

JULY 3, 2021

Much of the time, I try to create enough shame to get them to walk out on their job: “Your poor mother! My friend Mike Weinberg is unhappy about the amount of spam he receives on LinkedIn, the only real social platform for business professionals, and one worth protecting. She must be so disappointed.”

Cold Call 329

Cold Call Pitch Retail Meeting 329

Iannarino

JULY 29, 2021

Much of the advice they offer validates and even spreads a fear of sales interactions. The poll he posted asked which medium to use first in a prospecting sequence : phone, email, social media, or an in-person visit. He argued (and I agree) that the phone should start your sequence.

Cold Call 355

Cold Call Referrals Clients Appointment 355

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. Round one of almost all sales pits you against a prospect in the ring by way of discovery call. Round one of almost all sales pits you against a prospect in the ring by way of discovery call. 1: Do Your Homework.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Iannarino

JULY 24, 2021

There are (still) only two things we do in sales: we create opportunities and we pursue them. Build your sales workday around the outcomes you need to create, working in the order that enables the next outcome. There is an order of importance in sales, prioritizing certain tasks over others. In Order of Unimportance.

Sales 304

Sales Clients Prospecting Meeting 304

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Iannarino

JULY 16, 2021

There is nothing you can do about how your rivals compete. Chances are, you worry too much about your competition. For one thing, you can’t really do anything about how your competitors go about pursuing deals. You could try asking them nicely not to lie about your company and to go pursue clients that you’re not interested in.

Price 329

Price Gaming CRM Clients 329

Veloxy

SEPTEMBER 28, 2023

Door-to-door sales can be a great way to make money, but it’s not without challenges. In this guide, we’ll cover some of the best door-to-door sales tips to help you achieve your goals. Know Your Product Well Before you start thinking about the most effective sales techniques, you need to cover the basics.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Iannarino

JULY 21, 2021

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. You need to make sales. You need help now.

Cold Call 293

Cold Call Cross-sell Gaming Clients 293

Iannarino

JUNE 18, 2021

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. From Legacy to Modern Sales Approaches Parts 1-5: Part 1 | Approaches. Part 2 | The Starting Question.

Objectives and Key Results 240

Objectives and Key Results Clients Price Sales 240

SaaStr

APRIL 8, 2024

If you cut your marketing budget too far, and now pipeline looks, well … light … that’s on you. By all means, add a truly great Free edition if you can. But don’t expect it to deliver the sales teams all the leads it needs to hit plan this year. As expensive and dated as they may seem at times.

Pipeline 109

Pipeline Growth Campaign Prospecting 109

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. It will be worth it! I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Wallace shared a story about the time he was shot at a traffic stop.

Process 133

Process Pipeline Sales Gaming 133

Martech

MARCH 27, 2024

Ultimately, all the technology in the world isn’t worth the investment if the data it relies on is poor. Maybe your systems are in a similar spot. The good news is you’ve got a little time. Assign an administrator For starters, assign an administrator to your database. That’s great and exciting.

Territory 115

Territory CRM Manufacturing Pipeline 115

SaaStr

JUNE 9, 2023

Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup? Especially if you haven’t done a lot of sales yourself. Boy sales is hard. It’s have literal, or virtual, doors shut on your face. It actually doesn’t get that much easier over time, either. All those NOs?

Prospecting 107

Prospecting Customers Quota Pitch 107

Martech

MARCH 18, 2024

Intent data has become a big category with various sources, all of which promise visibility and focus that can change everything. These days, a marketing program that isn’t leveraging intent data of some description is seen as flying blind and hoping to hit the target with luck and timing on its side.

B2B 96

B2B Lead generation Prospecting Market share 96

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Put another way: It all comes down to being able to read buying signals. Buying signals are subtle communication cues from prospects that indicate an interest in a product or service. Catch a buying signal?

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

NOVEMBER 6, 2023

It felt like a high-stakes gamble, and we went all-in. Let’s explore how we mastered this and how you can apply our insights to your strategy. Response rate A healthy response rate indicates that your content resonates with your audience. If your prospects are not interested, ask why and review their pain points.

Appointment 115

Appointment UX Objectives and Key Results Gambling 115

Salesforce

OCTOBER 31, 2023

Congratulations, you’ve smashed your goals! This includes market, customer, and competitive research that uncovers problems your product can solve. Creating a buyer persona lets you target prospects with key messaging that emphasizes your product’s unique problem-solving value. As Howard Brown, CEO of Revenue.io

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers.

Sales 149

Sales Prospecting Pipeline Pitch 149

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sell 90

Sell GTM Sales Up-sell 90

Martech

NOVEMBER 27, 2023

If you were asked, right now, on the spot, to cite every possible source creating new contacts, leads, or supplemental data points in your CRM , could you do it? But chances are, if you’re like most marketers, you’ve kept your focus primarily on how data flows from your marketing automation platform to your CRM.

CRM 98

CRM Contact Technology Technology 98

Hubspot

JUNE 15, 2023

As with all fields, AI is transforming sales. Salespeople are leveraging tools that streamline processes, save time, and create a more personalized experience for leads. In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Optimizing the sales process with data.

B2B 79

B2B Sales Prospecting High impact 79

Salesforce

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Every prospect represents a possible deal. So growing your base of prospects and working to nurture them will grow your revenue. Speed up your prospecting What is sales prospecting?

Prospecting 69

Prospecting Sales Follow-up Pitch 69

SaaStr

JANUARY 9, 2023

It’s just your growth rapidly decays, usually in just one quarter. So for at least 60%-80% of us, times are at least tougher than a year ago. Not for all of us, but most. Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat?

Strategize 114

Strategize Territory Referrals Quota 114

Heinz Marketing

DECEMBER 17, 2020

Sales and Marketing alignment is critical to any ABM transition’s success, and while sales-marketing alignment requires changes in mindset, changes are also needed on an individual level. Here are 5 key sales mindsets needed for sales success during an ABM change. Refresh your memory of them regularly.

Quota 134

Quota Sales Gaming Contact 134

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Hubspot

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. Below are the top six phrases that undermine your credibility.

Sales 77

Sales Trust Consult Prospecting 77

Salesforce

DECEMBER 6, 2023

” Clean data — or data and records that are free of inaccuracies, duplications, and blanks — helps your small business run faster, smoother, and more efficiently. .” Luckily, keeping your data clean can be painless, and it’s well worth the effort you put into it. That’s dirty data.

CRM 59

CRM Contact Customer Relationship Management Relationship Management 59

Salesforce

JANUARY 12, 2024

But marketing smaller businesses can drain your energy, not to mention your bank account. Limited resources don’t have to mean scrapping plans — it’s all about adapting. Here’s how to think about marketing your business on a budget. Here’s how to think about marketing your business on a budget.

Customer Relationship Management 105

Customer Relationship Management CRM Strategize Launch 105

SaaStr

JULY 9, 2021

Q: What are the common mistakes in the sales process that may lead to customer loss? They miss a chance to learn what problem the prospect wants solved. So many times I see this. In SaaS, the prospect is expecting the sales rep to be their guide, their expert on the product. Not getting back to the prospect ASAP.

Price 105

Price Quota Sales Pitch 105

Spiro Technologies

OCTOBER 20, 2022

Sales is filled with the highest highs and the lowest lows. There’s nothing better than finally closing a deal that’s taken months of your life to push over the finish line, and nothing worse than missing your quota by a hair, forcing you to question whether you should even be in sales to begin with.

Quota 111

Quota Prospecting Closing Start-ups 111

Sales Hacker

OCTOBER 30, 2020

And with every sale, customers aren’t just buying your product or service, they were buying YOU. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? How to Tell if You’ve Fallen Into the Feast or Famine Sales Trap. Tragically, sales was 14th in a U.S.

Sales 121

Sales Pipeline Retail Start-ups 121

Martech

SEPTEMBER 29, 2023

Here follows a roundup of 15 new technologies I’ve run across that are just right for B2B, some recommended by people I trust and respect, and all of them worth a look. Here follows a roundup of 15 new technologies I’ve run across that are just right for B2B, some recommended by people I trust and respect, and all of them worth a look.

B2B 84

B2B Teamwork Referrals Cross-sell 84

Salesforce

DECEMBER 8, 2023

Companies have so many ways to connect with customers now, but it’s still hard to beat a well-written, well-timed email. Competition for eyeballs and clicks are at a premium, so your email marketing strategy needs to constantly evolve to keep up. What is email marketing and why does it matter? Is email marketing easy?

E-commerce 115

E-commerce Click Through Rate Campaign Promote 115

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. AltiSales takes company culture quite seriously.

Cross-sell 85

Cross-sell Referrals Consult Up-sell 85

SaaStr

MAY 2, 2021

But are they worth it ? But are they worth it ? Not just the hard costs, but all the soft costs, too? Haven’t we all moved to a distributed world? Can’t we all close $1m deals on Zoom now? Don’t we all just work in the cloud now? Even though the leads sure took a long time to close.

Pipeline 118

Pipeline Meeting Closing Prospecting 118