Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. The legacy solution approach to sales finds value in the solution the salesperson provides. From Legacy to Modern Sales Approaches Parts 1-7: Part 1 | Approaches. Part 2 | The Starting Question. Part 3 | Information.

Consult 201

Consult Clients Sales Negotiate 201

Veloxy

JANUARY 18, 2023

Sales teams are increasingly adopting a digital-first strategy and focusing on connecting with prospects who tend to prefer self-directed buying tasks. What is field sales software? Read on to learn more about how these digital tools can streamline key mobile selling workflows and increase the ROI of your traveling sales team.

Territory 246

Territory CRM Represent Lead generation 246

SaaStr

SEPTEMBER 26, 2023

For B2B Generative AI Apps, Is Less More? In the B2B world, the biggest question is, what will the next couple of years look like? That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. Is less more?

Contract 102

Contract GTM B2B Negotiate 102

Search Engine Land

FEBRUARY 15, 2024

Most B2B marketers, regardless of brand or agency experience, have likely faced this scenario: a marketer in charge of budget insists on investing in PPC campaigns despite evident issues that will hinder their effectiveness. Dig deeper: 2024 B2B trends: 6 key areas for marketing success 2. However, this approach rarely succeeded.

B2B 104

B2B UX CRM Campaign 104

Martech

AUGUST 16, 2023

Modern B2B customers aren’t just expecting more these days — they’re downright demanding it. With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short. It’s not just about making a sale. Clunky interfaces and slow responses won’t cut it anymore.

B2B 95

B2B Customers CRM Contact 95

Iannarino

JULY 11, 2021

I fully agree that you should avoid pitching your company or your solution early in the sales conversation. Many of them may be completely new to you, especially if you are practicing an outdated approach to B2B sales, but they’re all useful for creating value for your clients and eventually winning their business.

Pitch 285

Pitch Clients Conversion Consult 285

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 238

Objectives and Key Results Clients Price Sales 238

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? I’ve organized these by category: Data, campaigns, sales and strategy.

B2B 86

B2B Teamwork Referrals Cross-sell 86

Iannarino

JULY 8, 2021

Like many sales strategies and tactics, there is some value in this approach. When you are third person to force a confession that they have a problem, you are guilty of the cardinal sin of sales: being boring. Since simply identifying the problem has become ubiquitous in B2B sales , it cannot create value on its own.

Clients 219

Clients Gaming Presentation Contact 219

Search Engine Land

MAY 26, 2023

Here we are over two decades into the 2000s, but bad B2B content marketing still exists. Truly, the businesses that do B2B content marketing right have a giant competitive advantage. First: The wrong way to do B2B content marketing The only way to learn the right way to do content marketing is to understand the wrong way, first.

B2B 106

B2B Promote Engineering Up-sell 106

Partners in Excellence

MARCH 4, 2024

His background in entrepreneurial businesses, as well as large B2B companies, gives him a unique perspective. Like Dave, 13 years ago, I transitioned my career from start-up entrepreneurialism to enterprise sales with Autodesk, a global technology company in the MAKE space. From my ‘Poppy,’ I first learned about sales.

Sell 73

Sell Mechanical Engineering Up-sell Technology 73

Veloxy

APRIL 25, 2022

As we’ve shared in past blog posts on cold calling , saying that something is ‘dead’ is becoming a catchy headline and a trend. The truth of the matter is that when a sales tactic is considered ‘dead’, it’s usually something that ‘once worked’ that has died, ie. Sales productivity. Is business voicemail dead? Don’t do that.

Cold Call 214

Cold Call Commission Construction Contact 214

Iannarino

JUNE 22, 2021

The legacy approaches follow processes that were effective in the past, but they have been consistently losing their value for sales organizations and their clients. The nonlinearity of the sales conversation has reduced the value of a linear approach, even though the concepts are worth retaining. Part 2 | The Starting Question.

Process 173

Process Sales Clients Negotiate 173

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. One of the easiest and fastest ways to determine the maturity of your sales approach is to recognize the level of value you create for your clients. Part 2 | The Starting Question.

Strategize 173

Strategize Clients B2B Sales 173

Heinz Marketing

MARCH 16, 2022

We have all witnessed a digital transformation in B2B Marketing with the onset of Artificial Intelligence (AI). What is AI and how does it help in B2B Marketing? AI makes machines learn from experience and adjust to new inputs to perform human-like tasks. By Payal Parikh , Director of Client Engagement at Heinz Marketing.

B2B 103

B2B Technology Technology Cross-sell 103

Heinz Marketing

AUGUST 20, 2022

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. Four Steps to Stronger B2B Case Studies. Thomas speaks to Bob Wiesner about the creation of stronger B2B case studies. In this podcast, George B.

B2B 86

B2B Growth Price Gaming 86

Veloxy

JUNE 17, 2021

Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. What is Sales Acceleration? What is Sales Acceleration?

Sales 290

Sales Quota Up-sell B2B 290

Heinz Marketing

JULY 23, 2022

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. The Power of Storytelling in B2B Marketing. The authors note: “Innovation partnerships offer many advantages. ” What You Lose with Your New Strategy.

B2B 77

B2B Pipeline Sales Education 77

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

Martech

JUNE 6, 2023

Nearly one in five respondents in this same survey expect to hire more people to take advantage of generative AI capabilities. Software providers are bringing new AI tools and adding AI capabilities to products marketers use every day. Generative AI is a high-value, additive capability for marketing, not a replacement for talent.

GTM 95

GTM B2B Represent Education 95

Martech

MARCH 7, 2023

Such attention benefits your go-to-market strategy across sales, marketing, brand, digital, product and more. At a time when B2B pros are bombarded with so much noise, our content must be more personalized and creative than ever. We can use this moment to improve the value of content while it is top of mind for all stakeholders.

GTM 102

GTM B2B Gaming Education 102

Heinz Marketing

MARCH 10, 2021

I watched the video and thought, there are so many lessons B2B marketers can learn from this retail giant. How does that translate to B2B? How does this translate to B2B? As we all know, Costco is one of the largest and most successful retailers in the country. Customer First. We can return it in-store – no questions asked.

B2B 137

B2B Cross-sell Retail Healthcare 137

Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Iannarino

JUNE 26, 2021

The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client. Much of the modern sales approach begins with the idea that we should be leading the client, first in deciding to change and then in how best to improve their results. What They Value.

Clients 204

Clients Negotiate Contact Strategize 204

Sales Hacker

DECEMBER 21, 2020

This digital shift presents a lot of opportunities that may be converted into sales. This post will highlight some of the ways in which you can take charge of this change and use it to the advantage of your business. Tips for B2B Lead Generation. Carefully organize and analyze your customer and sales data.

Lead generation 105

Lead generation B2B Niche Promote 105

Sales Pop!

MARCH 29, 2022

The main purpose of using Lead Generation Services is to increase sales. The main purpose of using Lead Generation Services is to increase sales. Acquiring new customers is a difficult process. Do you know why almost 90% of the leads you attract don’t end up making a purchase? That already sounds difficult.

Lead generation 94

Lead generation Price B2B Healthcare 94

Gong.io

FEBRUARY 14, 2022

The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. If you look on the Gong blog , you will likely bump into many articles he’s written. Let’s dive into the list.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? But what does tomorrow hold for field sales?

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Lead Fuze

AUGUST 18, 2021

Sales and marketing AI is changing how companies sell and promote themselves. The area of sales and marketing is no stranger to the use of AI tools. Here are ways AI can help can improve your sales. 1 AI can perform mundane tasks, allowing sales professionals to focus on more important work.

Growth 122

Growth Objectives and Key Results Cross-sell B2C 122

SaaStr

AUGUST 29, 2022

5 Critical and Company-Altering Learnings from B2B Startups with Y Combinator : Anu Hariharan , Managing Director at Y Combinator, will share key learnings from top B2B startups and how these pivotal lessons help founders build in any sector. If you haven’t already, sign up here for tickets before we sell out.

GTM 97

GTM Growth B2B Territory 97

Heinz Marketing

MARCH 7, 2020

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. The Content Characteristics of High-Performing Blog Posts. A look at some of the common characteristics of top-performing blog posts. Great read, Mukta Chowdhary.

B2B 71

B2B Cold Call Growth Conversion 71

Heinz Marketing

MARCH 17, 2023

I’m burnt out with the endless scroll, the doomsday news, the lack of empathy in discourse, and an algorithm that owns my time and attention. However, I am trying to practice more mindfulness, get back into creative hobbies, and significantly reduce my social media consumption. I’m not the only one who chooses podcasts for similar reasons.

B2B 96

B2B Entertainment Transportation Pipeline 96

Martech

MARCH 2, 2022

Well, it’s here – and not only is it the future of selling in saas, but sales teams are using it today to engage with prospects in the earliest stages of the dark funnel. The problem lies in that the digitization of the sales environment has marketers falsely believing that they can accurately track a customer’s journey.

Contact 109

Contact Prospecting Meeting Education 109

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Here are the seven best sales blogs (and five bonus sales newsletters!)

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Salesmate

FEBRUARY 16, 2021

Sales have been a male dominant industry for a long time now. Our previous blog on Sales influencers proves this dominance, with almost 85% names being men. However, it’s a new era, and women are getting more exposure than ever before! But first, let us understand what difference does women makes in sales.

Sales 105

Sales Follow-up B2B Niche 105

ClickFunnels

NOVEMBER 24, 2022

The post 20 Awesome Digital Marketing Strategies To Grow Your Business appeared first on ClickFunnels. As a business owner, you know that in order to be successful, you need to be constantly evolving and adapting. The digital age has made this more important than ever before — if your business isn’t online, it might as well not exist.

A/B testing 130

A/B testing Campaign Objectives and Key Results CRM 130