Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. If it is not important, than why did I bring it up? It’s simply not important to most of you. Where is the value in that?

Presentation 143

Presentation Sales Consult Pitch 143

ClickFunnels

MAY 6, 2025

Whether you’re building momentum or scaling big, the right funnel strategy helps you attract leads, engage your audience, and guide people from curiosity to conversion. Giving people the option to try a product by signing up is a strategic way to get them in front of your product or service.

Growth 130

Growth Strategize Sales Contact 130

Sales Pop!

MAY 15, 2025

There are a lot of file conversion types that people need to perform these days, and it can be confusing to distinguish one from the other and what you need for particular purposes. Fortunately, there are also a lot of conversion programs out there, and information on carrying out conversions is plentiful.

Follow-up 130

Follow-up Conversion Start-ups Trust 130

Veloxy

JANUARY 7, 2025

It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages. Presenting: Showing the value of what you sell. Qualification: Evaluating a leads needs and fit.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Understanding the Sales Force

JANUARY 18, 2025

On Christmas eve or Christmas day, you present the gift. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. That means you must have five conversations to book 1 new meeting. So that’s 80 minutes.

Quota 135

Quota Appointment Meeting Sales 135

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. What is conversation intelligence?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Search Engine Land

AUGUST 14, 2024

Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy.

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

OCTOBER 22, 2024

With tools like Veloxy, AI automatically logs activities, such as: Calls and emails Analyzes the data Presents you with intelligent recommendations The best part? AI algorithms predict: Which leads are the hottest What they’re looking for The best way to approach them No more guessing games or following cold trails. The result?

Prospecting 130

Prospecting Technique Pipeline Sales 130

Closing Bigger

NOVEMBER 3, 2024

Fathom automatically summarizes conversations and highlights action items or decisions based on the meeting type. Its AI-powered tagging system enables sales teams to track key moments—such as objections, follow-ups, or commitments—without needing to manually review recordings.

Presentation 52

Presentation Growth CRM Meeting 52

Martech

AUGUST 19, 2024

The benefits of programmatic ABM for small B2B marketing teams ABM presents multiple benefits for small B2B marketing teams striving to optimize resources and drive engagement. Personalized engagement : Using tailored messaging addresses specific challenges, increasing the likelihood of conversion.

B2B 122

B2B Objectives and Key Results Campaign Contact 122

Martech

DECEMBER 23, 2024

Data-driven insights: Articles that present compelling data analytics or research findings that can inform decision-making and strategy development are particularly appealing. The key elements and enhancements to this prompt are as follows: (Task) What are the three top kinds of content for this audience the emails should link to?

B2B 113

B2B CTR Click Through Rate Strategic planning 113

Martech

OCTOBER 24, 2024

Sales reps might save time on creating presentations with SlidesAI and spend more time on customer visits. Personalization, powered by genAI, allows marketers to create tailored interactions that increase conversions, customer loyalty and revenue. GenAI tailors experiences based on customer behavior, increasing conversion rates.

Niche 130

Niche Pipeline Prospecting Growth 130

Veloxy

MAY 25, 2021

A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Our blog post on what to do when a prospect hangs up on you might help you learn how to deal with rejection like a pro. Here are 9 sales statistics just on following up: . Resilience. Discipline.

Referrals 290

Referrals Quota Cold Call Contact 290

Iannarino

AUGUST 5, 2021

Fail to impress your client, though, and that’s the last time you’ll end up on their calendar. Too much small talk will quickly shift the meeting from a pleasant conversation to a waste of your contact’s time. Success in a first meeting all but ensures a second one. But the longer you spend on rapport, the less effective it gets.

Clients 337

Clients Meeting Conversion Strategize 337

Partners in Excellence

DECEMBER 11, 2024

We can track everything our people are doing, we monitor each conversation, look at their activities, look at how many bathroom breaks they take (think of the number of person weeks of productivity we lose due to bathroom breaks!). ” Indicators popping out in red show trouble—-we kind of ignore everything else.

Pipeline 118

Pipeline Gaming Presentation Follow-up 118

Martech

AUGUST 20, 2024

This underscores the potential risks and benefits that AI presents to society. Up to 87% of marketers have used AI or experimented with AI tools, while 68% of marketers use AI in their daily work, a recent study by The Conference Board found. However, when this company bought the product, others followed. Processing.

Consult 134

Consult Technology Technology Appointment 134

Search Engine Land

JULY 23, 2024

Let’s break down and understand the following: What does digital marketing include? Increased conversion rates: Content guiding users through the buyer’s journey. Conversion rate: The percentage of content readers who convert into leads or customers. Defining marketing’s present and future 3.

Click Through Rate 93

Click Through Rate Commission Promote Lead generation 93

Search Engine Land

SEPTEMBER 11, 2024

Impactful audit items can have the following types of impact: Large impact changes: Often site-wide issues or changes affecting crucial pages or keywords. Pattern-based changes: While individual instances might be minor, when summed up across the site, they can have a large impact. Dig deeper: How to prioritize technical SEO tasks 2.

High impact 106

High impact Objectives and Key Results Clients Education 106

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. You’ll start the conversation off with an air of confidence and familiarity. You need to find/create the need and present a clear solution. This opens up an opportunity to show you have the solution. Cold Calling Script Structure. Close the Sale.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Search Engine Land

SEPTEMBER 12, 2024

SearchGPT is an AI-powered search engine that combines the strengths of traditional search engines with the advanced conversational abilities of large language models. Key features of SearchGPT include: Conversational interface: Users can interact with SearchGPT in a more natural, dialogue-like manner. Conversational search.

Engineering 100

Engineering Click Through Rate CTR Conversion 100

Veloxy

JUNE 23, 2021

Simple: with the following list of tools, techniques, and processes. Would you show up to a serious meeting in a t-shirt and baseball cap? Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

Partners in Excellence

MARCH 6, 2025

” The result might be a document or a presentation, sometimes I thought their value was assessed by the number of pages or the pounds/kilos the document weighed. And most of the time, the documents were abandoned, or perhaps the next year, people blew the dust off the plan, updated it, presented it to management, then filed it away.

Strategic planning 91

Strategic planning Strategize Presentation Follow-up 91

Search Engine Land

JULY 11, 2024

In-depth interviews Conduct one-on-one conversations with a participant to explore specific topics and ask in-depth questions. The key to a great focus group is a strong moderator who can ensure there are no overly dominant voices and that the conversation moves in the direction intended. Don’t forget to promote your research.

Objectives and Key Results 112

Objectives and Key Results Promote Trust Presentation 112

Search Engine Land

JULY 24, 2024

Follow the branch : Based on the top-level metric affected, move to the relevant Level 2 metrics. Drill down : Continue moving down the tree, following the path indicated by the metrics showing issues. Let’s say you notice a drop in overall conversions (Level 1). Identify which top-level metric has dropped.

CTR 96

CTR Objectives and Key Results Click Through Rate Campaign 96

Iannarino

MARCH 2, 2023

This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers. Your sales champion needs you to help them be One-Up as it pertains to this decision.

B2B 286

B2B Contact Clients Entertainment 286

Search Engine Land

AUGUST 20, 2024

Core update: Focus on authority Google’s March 2024 core update really focused on cleaning up poor content and promoting better, more valuable content. Set up your tracking To adapt, you need to know what’s actually happening. Business email address Sign me up! AI Overviews (they’re sticking around, after all). Processing.

CTR 100

CTR Cross-sell Promote Presentation 100

Search Engine Land

AUGUST 6, 2024

I got the opportunity to present at SMX Advanced 2024 on a topic I live and breathe every week with my agency’s clients: advanced PPC analytics and measurement. Part of that initiative is implementing Consent Mode v2 because you’ll have less accurate reporting from limited conversion tracking without it. Processing. See terms.

Technique 74

Technique SQL GTM Campaign 74

Martech

DECEMBER 4, 2024

Getting swept up in the hype of shiny new tools is easy. Follow these steps to avoid wasted resources and make smarter choices that drive real value. Define specific KPIs: Ensure every martech investment can be tied to measurable outcomes, such as conversion rates, customer retention or campaign ROI. Processing.

Objectives and Key Results 129

Objectives and Key Results Technology Technology High impact 129

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. We have very rich conversational intelligence tools. What was their experience?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

ClickFunnels

MAY 15, 2025

If you’ve ever browsed the internet, you’ve probably come across a page that asks you to sign up for something like a free eBook, exclusive content, or a special discount code in exchange for your email address. This form is easy to fill out, and the information requested is minimal to avoid scaring off potential sign-ups.

Campaign 130

Campaign Promote Start-ups Follow-up 130

Sales Gravy

JANUARY 28, 2025

Then I tackle a follow-up question from a sales leader at one of our live events on how to keep his salespeople motivated to prospect every day. Heres the advice I shared: Make Prospecting a Daily Conversation As a leader, you need to talk about prospecting every single day. Be like teflon: no excuses stick.

Drivers/motivators 89

Drivers/motivators Prospecting Appointment Follow-up 89

Search Engine Land

SEPTEMBER 20, 2024

You: “Uhh, OK, then it must be conversions Me: “No, again.” What follows are three scripts taken from my latest SMX Advanced presentation. Script 1: Negate non-converting Performance Max search terms Performance Max excels at reporting averages, such as the average spend per day, conversion rate and campaign ROAS.

Non-Profits 81

Non-Profits Campaign Conversion Networking 81

Search Engine Land

JULY 29, 2024

Keeping up with the latest innovations isn’t just a choice – it’s a necessity for survival. These engines use advanced algorithms to gather and present information in a more contextually relevant way, which means we need different strategies to optimize for them.

Engineering 131

Engineering Objectives and Key Results User Experience Trust 131

Veloxy

FEBRUARY 12, 2025

Prove it to me Sign up for free 1. We designed Veloxy to work perfectly with Salesforce and added automated activity logging and up-to-the-minute data synchronization. My experience setting up various sales tools shows that Outreach’s workflow-first approach works best for teams that want to scale their sales operations quickly.

Product 130

Product CRM Price Objectives and Key Results 130

Partners in Excellence

MARCH 31, 2025

Automatic call summaries/annotation, even follow up. Research, prep, outreach, presentations, call plans, scripts, you name it. If we don’t have the time to read all that we’ve subscribed to, why not cull our lists, freeing up time to dive more deeply into the most important newsletters that remain?

GTM 123

GTM Presentation Follow-up Up-sell 123

Search Engine Land

AUGUST 2, 2024

It can be really difficult in an industry like SEO where the client isn’t easily able to physically see the work that has been carried out, they often don’t really understand SEO either, which can present an additional challenge. Promising results can be a tricky path to follow. Business email address Sign me up! Processing.

Clients 82

Clients Strategic planning Trust Presentation 82

Sales Pop!

SEPTEMBER 30, 2021

According to The Unbounce Conversion Benchmark Report , the median conversion rate for SaaS businesses in 2021 falls at 3%, with top performers managing to secure rates as high as 20% and over. Well, it can be argued that learning how to describe your SaaS product more effectively could result in more conversions and lower churn rates.

Product 242

Product Technique Niche User Experience 242