Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. When these practices cause a negative outcome, we can classify them as “sales prevention” practices, things that decrease the odds of creating or winning an opportunity to help your prospective client improve their results. Email Prospecting.

Cold Call 253

Cold Call Clients Sales Pitch 253

Iannarino

JULY 9, 2021

So I asked my class one more question: other than your parents, what direct, personal experience have you had with a salesperson? I will not disclose the name of the book or its author, because doing so would harm good salespeople and enable bad ones. Some years ago, I taught a class on Professional Selling at Capital University.

Intrinsic 331

Intrinsic Sales Cold Call Technique 331

Iannarino

JULY 12, 2021

One way to uncover what might cause them to change is to ask directly: “what’s keeping you up at night?”. You are not going to create a new opportunity if your prospect is not compelled to change. It starts by recognizing that you win and lose deals early in the conversation, most critically during the discovery phase.

Cold Call 310

Cold Call Clients Follow-up Prospecting 310

Iannarino

JULY 13, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. The salesperson who sent me a connection request on LinkedIn wrote that he wanted to “connect, learn, and grow,” an admirable set of outcomes. Few professionals would sell something to someone who wouldn’t benefit from what they sell.

Prospecting 212

Prospecting Pitch Negotiate Meeting 212

Iannarino

JUNE 26, 2021

Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business. Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business.

Clients 203

Clients Negotiate Contact Strategize 203

The 5% Institute

JULY 31, 2022

However – which one is right for you? In this article, we’ll look at what the hunter and farmer sales model mean, and which one you should focus on depending on where you are at with your business and required sales outcomes. And which one of the two is the best strategy to increase your leads, sales, and overall profit?

Sales 138

Sales Referrals Clients Trust 138

Iannarino

JUNE 27, 2021

Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. Let me introduce you to our two pugilists. Coming into the fight, his record stood at 26 wins, 0 losses, including 17 knockouts. We take our lessons where we find them.

Clients 222

Clients Conversion B2B Prospecting 222

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

Veloxy

SEPTEMBER 29, 2022

You can either: Make the call about them. The cold call opening lines below all help you do one or all of those things. ( Yes, these are actual opening lines, unlike other blog posts that give you mere tips. ). I am happy to be speaking with you today! I am happy to be speaking with you today!

Cold Call 147

Cold Call Sales Clients Promote 147

PandaDoc

MAY 9, 2024

How do you hold onto your top salespeople and keep hitting those targets? You can offer anything from cash bonuses to physical gifts or experiences. Spiffs can also boost team morale, accelerate short-term sales, and help you rapidly shift your sales strategy. So, what is a sales spiff, exactly?

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

Partners in Excellence

MARCH 6, 2022

For example, we look at pipeline data like win rate, average deal value, sales cycle. Let’s imagine we have a win rate of 17%, average deal value of $50K, for the moment, let’s set sales cycle aside. That’s built on a presumption of a 33% win rate. Based on a 17% win rate, we need a $5.9M

Pipeline 68

Pipeline Quota Up-sell Sell 68

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? This leads to higher levels of trust and rapport, and ultimately more closed deals. Here are the five most popular open ended sales questions we use at Veloxy: How’ve you been? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JUNE 30, 2022

It’s something I pass on the way to achieving my goals. Getting them to think about doing something new or different. The questions, “I’d never thought of things in that way before…” or “I didn’t realize that, can you tell me more…” These questions energize me.

Sell 111

Sell Quota Up-sell Conversion 111

PandaDoc

SEPTEMBER 28, 2022

In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. Expect to be much more efficient at the following: How do I negotiate the price politely? How do I deal with difficult customers?

Negotiate 98

Negotiate Price Gaming Contract 98

Partners in Excellence

MAY 29, 2022

As we start posing these questions, the responses provoke us to follow up with the “What if… , Have you considered… , How might things change if… ? As we start posing these questions, the responses provoke us to follow up with the “What if… , Have you considered… , How might things change if…

Pipeline 82

Pipeline Territory Start-ups Price 82

ConversionXL

JUNE 2, 2022

Account-based marketing (ABM) and lead generation both offer a way to do this. This required complete alignment across marketing and sales teams to engage, then close the deal. Every business needs leads. The biggest challenge for marketers is getting them. Snowflake achieved over 300% growth with ABM. The result?

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

PandaDoc

APRIL 23, 2024

This article lays out essential steps that enable you and your team to do just that. From the initial stages of customer contacts to the final closure of a sales deal, we’ll elaborate on every step to help you and your salespeople stay more productive in handling the ebb and flow of the sales process.

Pipeline 52

Pipeline CRM Negotiate Legal 52

Partners in Excellence

FEBRUARY 23, 2022

We use it, both to qualify opportunities, and to understand how to position our solutions to win. The thinking behind the discovery process is that once the customer gives us all those answers, we can then undertake a series of activities to position our solutions favorably, and to compete to win the deal.

Pitch 89

Pitch Technique B2B Process 89

Partners in Excellence

MAY 24, 2022

Managers, often, declare, “You have to have 3X pipeline coverage! ” It’s actually pretty easy to do this, sales people can fill their pipelines with low quality opportunities, meeting that requirement–however it adversely impacts win rates and other pipeline metrics. People “game” the system.

Gaming 78

Gaming Pipeline Quota Closing 78

PandaDoc

NOVEMBER 2, 2022

Your audience doesn’t know you and has no reason to trust you, and you don’t receive any feedback in real-time — either verbal or non-verbal — which makes it impossible to adapt your approach to their immediate reactions. Instead, you have to wait for an eventual answer, which in many cases never comes.

Objectives and Key Results 97

Objectives and Key Results Negotiate Contract Follow-up 97

Partners in Excellence

MARCH 17, 2022

Spoiler alert, this is a trick question, but probably not in the sense that you might think. Look at the “expert advice” you read on social media, look at the metrics that dominate what we do. Look at the “expert advice” you read on social media, look at the metrics that dominate what we do.

Conversion 73

Conversion Meeting High impact Technology 73

Partners in Excellence

SEPTEMBER 17, 2020

He goes on to say, “people will find their own path to the target… ” Well, yes, but…… There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic. But we know results and outcomes are a trailing indicator. Let’s dissect it.

Pipeline 98

Pipeline Quota Meeting High impact 98

Gong.io

SEPTEMBER 28, 2021

Too many sales discovery questions (15+), and you are running an interrogation. Leading with a diagnostic question when a buyer is not in that stage is annoying and won’t get you very far in the building trust and rapport category. The top of the funnel, if you will. The best reps ask the best questions. Think back burner.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. Cold hard fact #2 : 86% of business professionals prefer communicating with you via email, not phone. You’re competing for space in the inbox of your prospects, leads, and customers.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Lead Fuze

JUNE 26, 2023

Understanding how to do marketing for a travel agency is crucial in today’s competitive travel industry. This post will provide you with comprehensive insights on creating an effective travel agency marketing plan. This post will provide you with comprehensive insights on creating an effective travel agency marketing plan.

Referrals 52

Referrals User Experience Clients Promote 52

SaaStr

MAY 14, 2023

How did they do? Well, fast forward to eight years to 2023, and all 4 are doing about or above $200m ARR! Here’s a chance to look back at 4 pre-IPO SaaS leaders today, and how they were doing and what they were thinking in the run up to $10m ARR. But 20 percent something, right? All of them! I’m Jason Lemkin.

Price 92

Price Start-ups Up-sell X-functional 92

The 5% Institute

OCTOBER 20, 2019

In this article, we’ll look at what the hunter vs farmer analogy means, and which one you should focus on depending on where you are at with your business and required sales outcomes. Their mission is to generate their own leads and rely on themselves and their own activities to win the sale. The Hunter. The Farmer.

Sales 75

Sales Referrals Clients Trust 75

Lead Fuze

SEPTEMBER 30, 2023

Whether you’re a startup founder, a small business owner, or an experienced marketer, understanding how to generate leads while spending no money can be the key to sustainable growth. Plus, we’ll dive into strategies like crafting content, guest blogging, and cold emailing – all crucial tools for mastering this.

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. With inaccurate forecasting, you end up putting your job and reputation on the line.

Territory 96

Territory X-functional Pipeline Appointment 96

SaaStr

JUNE 13, 2021

In the annals of Blog Posts About Things I Don’t Care About, Convertible Debt versus Equity is high on the Top 10 List. But they are doing just fine. But even in this case, it’s not that big of a deal. It’s not higher than How to Have a Great Bored [sic] Meeting, but it’s high up there. Kudos, dude.

Legal 107

Legal Government Price Cross-sell 107

Gong.io

MAY 31, 2021

Close more deals. Improve win rates. Pick any (or all) of the above, and you have the reason sales playbooks exist. If your team does not have a sales playbook, you are relying on best guesses and gut instinct. If no sales playbook exists, you are flying blind and often repeating (unnecessarily repeatable) tasks.

Territory 118

Territory Objectives and Key Results Contract Price 118

Lead Fuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! Every link has been tested, every post suggested for you to read is recent to 2018. We all like it when a blogger makes us feel clever like we’ve learned something new, something useful. It is, in many ways, writing out loud. Sales Hacker.

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

MARCH 2, 2020

So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. You Can’t Teach a Kid to Ride a Bike at a Seminar.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? After all, you can’t close any deals if you don’t have a pipeline to work with. But fear of cold calling is going to hold you back. But fear of cold calling is going to hold you back. Look no further.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

PandaDoc

DECEMBER 13, 2018

Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Or do a dial “power hour” to encourage AEs to get more meetings? In this post, we’ll share ways you can gamify your sales process to increase your revenue. Make sure reps have a clear understanding of what it takes to win.

Process 83

Process Contract Sales Drivers/motivators 83

Heinz Marketing

JUNE 19, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. My name is Matt Heinz.

Pipeline 100

Pipeline B2B Objectives and Key Results Sales 100

Lead Fuze

DECEMBER 5, 2023

Now picture having an intelligent assistant that can sift through all those books and deliver only the most relevant insights right into your hands – that’s generative AI for you! Imagine standing in front of a giant library, overflowing with vast amounts of data about your industry. How to use generative AI to improve SEO ?

A/B testing 52

A/B testing User Experience Engineering Strategize 52