Iannarino

JULY 19, 2021

From there, you left your deal’s fate in your client’s hands, the only strategies remaining being “hope” and “pray.” You need help now. If ever there were a time to practice agility and try new approaches, it is now. ” You need to make sales.

Conversion 318

Conversion Clients Sales Contract 318

Veloxy

MARCH 23, 2023

15 Questions to Ask Buyers in a Win-Loss Analysis Simply put, a win-loss analysis is the process of contacting clients after the conclusion of sales activities. If any customer was left with a bad taste in their wallet after dealing with anyone in your company, look into this and make sure it doesn’t happen again.

Process 244

Process Objectives and Key Results Sales Up-sell 244

Heinz Marketing

FEBRUARY 16, 2021

It means that the way they reach, sell to, and serve their buyers has changed as well. Buyers have greater access to resources, content, and data than ever have before. Digital products and services are now business imperatives. And this control further solidifies the buyer’s place in the driver’s seat.

Conversion 128

Conversion Sell B2B Sales 128

Adaptive Business Services

JANUARY 17, 2024

So now I find myself strangely energized and my creative juices are overflowing. I had left my last management position (where I had spent most of my career) and I had made the decision to no longer manage people let alone be managed. Now it was my only hustle. Time to find more buyers. I didn’t see this one coming.

Networking 71

Networking Cold Call Territory Construction 71

Heinz Marketing

OCTOBER 20, 2022

But more recently, buyers have changed the way they consume information and interact with businesses. Today, buyers no longer wait for organizations to reach out to them to make decisions. They are now proactive and independent in researching technology and services when a need arises.

Consult 122

Consult B2B Follow-up Prospecting 122

Martech

APRIL 18, 2024

Left to right: Kellyanne Perez-Vera, Mastercard; Matthew Cullinen, HSBC Bank; and Solitaire Townsend from agency Futerra. Sharethrough is the first adtech partner to make GMP+ available to media buyers and publishers through its programmatic platform. Fifty percent of our energy now comes from renewables. green acres total.

Transportation 106

Transportation Finance Strategize Promote 106

Partners in Excellence

JANUARY 5, 2023

Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help. As the number of opportunities available are reduced, there are more sellers chasing what few are left. Buyer fear will skyrocket!

Customers 106

Customers Assembly Line Commission Manufacturing 106

ClickFunnels

JANUARY 13, 2022

Now you might be thinking, Soap Operas are ridiculous! But for now, here’s a quick overview…. And 25% of people will only do things once FOMO (fear of missing out) enters the picture — once they find out that the offer they’ve negotiated only stands for today… or that it’s the only model of this car left on the lot).

Sell 263

Sell Up-sell Education Follow-up 263

Hubspot

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets. It’s here, the biggest sales quarter of the year.

Quota 84

Quota Strategize B2C Transportation 84

Gong.io

JULY 25, 2022

It’s part of the Sandler Selling System , a sales methodology developed by David Sandler that seeks to discard the push, high-pressure sales tactics of the past in favor of a more buyer-centric, conversation-based process. What are you focused on as a business right now? What happens if we don’t address this [Pain/challenge] now?

Consult 117

Consult Pitch Up-sell Follow-up 117

SaaStr

DECEMBER 4, 2023

The sales cycle is even more critical now more than ever since every buyer is much more cautious about budget. Discovery is super involved now, and you need to understand what pains customers have and then isolate the most pressing pain your product can solve. Know what your buyer really cares about.

Contract 86

Contract Price Healthcare Commission 86

SalesProInsider

JANUARY 20, 2022

Or maybe once you arrive, realize that you forgot items you were supposed to have with you—like that casserole you made and left in the oven for a gathering. Define the outcome needed in this stage of the process so you know that your buyer has moved to the next stage in the process. Component 3: Buyer Commitment.

Sales 108

Sales Clients Meeting Prospecting 108

Martech

DECEMBER 11, 2023

In a period of soft demand, like now (and probably 2024), investments in scaling sales and marketing efforts have led to a Catch-22 for both groups. Many factors have led to the place we now find ourselves in B2B. Sales is not interested in narrowing its ICP to true buyers because of the legacy thinking of “more is better.”

Quota 119

Quota Sales Pipeline B2B 119

Search Engine Land

JUNE 2, 2023

Remember, the buyer’s journey is the process of research your buyer undertakes as they become aware of a problem, consider their options, and ultimately make a decision on what to do about it. Buyers don’t randomly decide to buy something – they come to that decision through a range of circumstances and actions.

Education 120

Education Follow-up Start-ups Pitch 120

SaaStr

DECEMBER 2, 2022

Today’s customers, AKA the self-serve buyers, want to be able to access information online during the research and buying process without having to speak to a salesperson or fill out a form. In 2021, 87% of buyers wanted to self-serve all or part of the buying journey… today it’s virtually 100%.” Kathie Johnson. Kathie Johnson.

Growth 88

Growth Trust Networking Contact 88

Search Engine Land

APRIL 8, 2024

Here are some steps to guide you: Understand your audience and their journey Start by thoroughly understanding your target audience and mapping out their buyer’s journey. To begin, navigate to your Google Analytics account and select Explore from the left sidebar. Then, click on Path Exploration.

Objectives and Key Results 117

Objectives and Key Results Promote Campaign Drivers/motivators 117

Gong.io

SEPTEMBER 28, 2021

… when the buyer is already actively looking at products like yours – not the time for a diagnostic question, one that is asked to uncover pain. 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.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

SaaStr

OCTOBER 3, 2023

Why Crafting A Buying Vision Is Important According to Forrester Research, 74% of executive buyers pick the company that helps them create the buying vision. I believe this form of buyer enablement is table stakes in SaaS today,” Borland shares. If the buyer is engaged and leaning into your sales cycle, move into the second column.

B2B 90

B2B GTM Objectives and Key Results X-functional 90

Gong.io

SEPTEMBER 1, 2020

That left me feeling like I didn’t know his product as well either. Because if so, it’s a HUGE deal for every seller WFH right now. Then we analyze how seller and buyer actions impact success rates. Now, this isn’t a call to wear your Sunday best every day while WFH (I’m writing this in sweat shorts for crying out loud).

Commission 152

Commission Sales Up-sell Follow-up 152

Gong.io

NOVEMBER 22, 2021

But what separates the top salespeople from the average ones is how these cold call objections are handled, deflected, and turned into something that keeps the buyer on the phone and, ideally, helps book that first meeting. This tactic is the first step in preventing a buyer from hanging up on you, ending the call seconds after they answer.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

SaaStr

JULY 7, 2023

So over the past few weeks I’ve had discussions with 3 good revenue leaders and execs and 2 marketing execs that either left their roles or were let go. Now I push here again and again and I see this as a top cause of flame-out these days. But the sale is much more complicated, and different, and to a very, very different buyer.

Product 91

Product Sales Up-sell Start-ups 91

Martech

OCTOBER 11, 2023

aimed at buyers and prospects. Twitter (now X) has lost much of its business audience and interest from B2B companies. Instagram (IG) is now one of the four essential platforms for B2B (YouTube, LinkedIn and Facebook, to a lesser extent). And that has left a door open for opportunists. Recruiting/HR.

B2B 128

B2B X-functional Pharmaceutical B2C 128

Martech

SEPTEMBER 21, 2022

CPG brands and agencies tapping into supermarket chain Kroger’s retail media offering now have access to CTV and video for their campaigns. And more ad revenue, as brands will be left trying to out-advertise their competitors on each retail network. Why we care. The net effect, then, is more walled gardens and fragmentation.

Retail 96

Retail Networking Campaign Launch 96

Martech

NOVEMBER 2, 2023

Most consumers already account for that mindshare — there’s no space left. Now, the goal of marketing is to break through the noise. Now, we must break through the content produced by start-ups, online media publications, affiliates and even user-generated content.

Repeat business 118

Repeat business Trust Start-ups Market share 118

Search Engine Land

FEBRUARY 27, 2024

Sports Illustrated, also an early adopter, suffered from similar issues and is now also laying off staff to stem the bleeding. But right now, the only potential use case we’ve seen that makes any possible sense is around extremely black-and-white stuff. Now, I’m not going to kick someone while they’re down. You’d pick buyers.

Sports 114

Sports Start-ups B2C Drivers/motivators 114

Martech

SEPTEMBER 22, 2022

Now, write down everything you need to do for your email marketing program from now until the end of the year. If you’re like me, your list is probably scaring the crap out of you right now. Now, go back and circle everything that looks realistic. Some buyers will pay full price no matter what.

Appointment 104

Appointment Profit margin Retail Price 104

SaaStr

DECEMBER 20, 2023

.” It’s a better use of time and a much more efficient sales cycle to focus the team on expanding and attracting these Enterprise accounts, rather than having them follow up and call every person when they could sign up for the platform now themselves. The Takeaway — Right now, the product is telling you who and how.

GTM 99

GTM Growth Start-ups Clients 99

SalesLoft

JANUARY 16, 2024

After weekends, holidays, and vacations, that’s how many selling hours there are left in a year. And we started that journey by putting ourselves both in the shoes of the buyer as well as in the shoes of the seller. What buyers want Speed. And you have to get your potential buyers to trust the process.

Trust 52

Trust Up-sell Contract Technology 52

Sales Gravy

DECEMBER 9, 2021

And now more than ever, it's critical to have proper time discipline to reach your goals and crush your number as the end of the year approaches, while also setting yourself up to have a robust Q1 pipeline in the new year. The holidays offer a perfect excuse not to go out and prospect new business.

Sell 70

Sell Pipeline Technique Promote 70

Search Engine Land

DECEMBER 21, 2023

A topical, entity-first strategy is now a competitive advantage. To meaningfully do this, your strategy should include creating buyer personas. Create content based on the buyer’s journey at every touch point. Keep up, or you will be left behind.” Your content should help searchers achieve goals or complete tasks.

Real Estate 126

Real Estate UX Customer Relationship Management Relationship Management 126

Hubspot

OCTOBER 4, 2023

AI can measure buyer intent and motivation. Buyer intent looks at a constellation of activity, including website interactions, content engagement, and email activity," Victor Antonio , author, speaker, and host of the Sales Influence Podcast , told me. How AI Can Help You Better Understand Your Prospects 1. Get started with ChatSpot 4.

Prospecting 70

Prospecting Objectives and Key Results Pitch Drivers/motivators 70

ClickFunnels

DECEMBER 14, 2021

Get Your 14-Day FREE Trial Now! From left to right, the product steadily increases in both value and price. Now that you know why you’re building a sales funnel and where it falls along your value ladder… it’s time to choose the type of sales funnel that you’re going to build. Fortunately, we’ve got just the thing. Easy as pie.

Launch 278

Launch Sales Price Start-ups 278

Search Engine Land

JUNE 6, 2023

So what should content creators and SEOs do now? We're now seeing Google include review elements within its generative search results for queries, highlighting considerations and elements where multiple reviews have complained about a product. Add unique takes to the content without regurgitating what already exists online.

User Experience 98

User Experience Trust Retail Presentation 98

Heinz Marketing

NOVEMBER 20, 2020

Now, in the throes of digital transformation and workforce innovation, B2B companies are faced with a future-defining decision: sink or swim. Buyer enablement, customer success, revenue acceleration – in the digital age, this all relies on so much more than random acts of marketing and unsolicited sales calls.

B2B 93

B2B Launch Sales Up-sell 93

Gong.io

AUGUST 12, 2021

A lot of advice suggests doing helps soften the price-point blow when in fact it gets buyers to recoil when presented with their proposal. High adoption by the buyer’s team = easy to roll out. Once you’ve got a few numbers floating around the meeting, convert them into a clear benefit to buyers. Big reveal.

Price 109

Price Presentation Sales Contract 109

Sales Hacker

JANUARY 12, 2024

Partner love: Sales Authenticity Where does sales authenticity originate and how can sellers embrace it Understanding Buyers want to be more than heard, they want to understood. There is nothing worse for the buyer than feeling like they are being run through a process without consideration for their priorities.” Let’s get into it.

Sell 91

Sell GTM Sales Up-sell 91

Search Engine Land

JUNE 16, 2023

Few buyer journeys start and end with clicking a giant “buy now” button at the top of a homepage or product page. A great blog alone won’t be enough to turn subscribers into buyers if the benefits of what is being sold aren’t crystal clear. What makes a winning content strategy? Personal values and sociopolitical motivators.

Objectives and Key Results 97

Objectives and Key Results B2C Price Launch 97