Thu.Jul 08, 2021

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The Source of the Problem is the Problem

Iannarino

The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is now a superficial, commoditized level of discovery. You create value when you uncover a problem’s root causes and promote deeper understanding. Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling.

Clients 225
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What We Know: A Consultative Sales Process

Anthony Cole Training

On average, salespeople possess only 15% of the attributes required to sell consultatively.

Consult 220
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Conversion Rate Formulas to Accurately Calculate Growth

ConversionXL

Conversions are crucial to your business. But a good conversion rate doesn’t always mean more sales. The magic of a conversion rate formula lies in gleaning marketing insights. It’s a window into what’s working and what isn’t so you can test, optimize, and improve. In this article, we’ll explore how to calculate conversion rates and its application across different channels and customer journeys.

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Building Strategic Assumptions? Don’t Ignore These 7 Drivers of Change

Smarter With Gartner

Future-fit organizations actively sense and respond to disruptions and anticipate change, but that requires a rigorous and deliberate approach to scouting for trends. Gartner segments key trends and disruptions into seven major categories, so you can begin to build strategic assumptions most relevant for your strategic plans. A recent Gartner survey found that only 38% of organizations have a formal process for this type of trendspotting.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Dear SaaStr: What’s the Proper Way to Commission Multi-Year Deals?

SaaStr

Q: What’s the proper way to commission a multi-year SaaS sale with increasing ACV each year? There’s no perfect answer here, but at least until you are at $10m+ ARR , my strongest recommendation is align around cash. Later , you will align around bookings (including multi-year bookings), and change the comps plan to align around bookings. But the sucker better is to align around bookings anywhere < $10m-$20m in ARR, really, at anytime when cash still matters.

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How to Handle Indecisive Prospects: 5 Unique Approaches

criteria for success

Are you struggling to make headway with indecisive prospects? We can help! When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. You don't want to waste your time, but you also don't want to rush your potential clients into something they don't want or aren't ready for. That's why we've come up with a list of simple approaches you can take to move things along with potential clients who seem stuck.

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Sales Hiring Process: 7 Steps to Follow When Hiring Sales Development Reps

Lead Fuze

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. Given enough time, you’ll hire a dud. We’ve learned the hard way. In our last round of sales recruitment, we actually had to fire someone on their first day.

Process 98
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This is your last chance to save big on Search Engine Land Awards entries

Search Engine Land

Get your entry in by next Friday, July 16 at 11:59pm PST, to save $100 off standard entrance fees (per submission)! Please visit Search Engine Land for the full article.

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7 Key Foundations for Modern Data and Analytics Governance

Smarter With Gartner

Data and analytics leaders know that without good governance , their investments in data and analytics will fail to meet key organizational demands such as revenue growth, cost optimization and better customer experience. What D&A leaders urgently need are data governance best practices and practical steps to create an effective foundation for data and analytics.

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Podcast 206: Hang Black on Diversity and Intentionality in Sales

JBarrows

Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and personalization: telling people how you like to be connected with. Hang details how diversity, innovation, and creativity come into play in this new age of Gen Z sellers and buyers, especially as we re-enter into this “hyper hybrid world”.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Google’s Pandu Nayak shares his roadmap for MUM and how it can help the company handle more complex queries

Search Engine Land

“There is no expectation that it will become this question-answering system,” Nayak told Search Engine Land, adding that such a system is “just not useful” for complex needs. Please visit Search Engine Land for the full article.

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Measuring Sales Productivity: Leading vs. Lagging Indicators

SalesHood

Leading indicators look forward, through the windshield, at the road ahead. Lagging indicators look backwards, through the rear window, at the road you've already traveled. A financial indicator like revenue, for example, is a lagging indicator. It tells you what has already happened. Leading indicators give us real-time coaching opportunities — for example, looking [ ] The post Measuring Sales Productivity: Leading vs.

Product 80
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Creative ways to source content ideas from UGC for SEO

Search Engine Land

Uncover unique methods to find relevant topics that go beyond traditional keyword research tools. Please visit Search Engine Land for the full article.

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Who BDRs report to & where growth comes from at Lessonly

Predictable Revenue

Kyle Lacy CMO at Lessonly talks about lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. The post Who BDRs report to & where growth comes from at Lessonly appeared first on Predictable Revenue.

Growth 76
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Why it’s important to educate your friends and family about search; Thursday’s daily brief

Search Engine Land

Plus, data from Google’s July core update and Microsoft Advertising’s new Multimedia Ads. Please visit Search Engine Land for the full article.

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Next Level Sales Rep: How to be an Evangelist of your Product

Sales Hacker

Our panel of experts will walk you through the power of product evangelism in your sales strategy. We’ll cover everything from building relationships and leveraging long-term plays to scaling an evangelist approach for the sales team. The post Next Level Sales Rep: How to be an Evangelist of your Product appeared first on Sales Hacker.

Product 69
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New Research: The Future of Event Strategy (How Marketers are Maximizing ROI with Virtual & Hybrid Events)

Heinz Marketing

By Jamie Montoya , Client Engagement Manager at Heinz Marketing. In our latest crusade to learn more about how marketers are navigating virtual and hybrid event waters, we teamed up with ON24 and Market2Marketers and asked 200 B2B marketers about their thoughts on the future of marketing events. Click here to access the full research report. According to our new research , virtual and hybrid events will have a strong foothold in the event landscape/space in 2021 and beyond.

B2B 67
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How an Employee Assistance Program Benefits Your Company

G2

There are certain things in life you can’t avoid.

Product 105
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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4 Tips to Add Hours to Your Week

Highspot

Why does it seem like some people are more productive than others? After all, we each have the same 168 hours a week. Some people make the most of them; others don’t. Our productivity research , featured in the new book Not Today: The 9 Habits of Extreme Productivity , shows that most people spend an average 4.3 hours per workday on a combination of Empty (wasted) and Mandatory (could be delegated or simply not done) activities.

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The Buyer Intent Playbook: How to Make the Most of Intent Data

G2

Quick - jot down everything you know about your prospective buyers.

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Understanding User Experience (UX) vs. Customer Experience (CX)

Outreach

Consider the following scenario: A new user is exploring your site with the intention of learning more about one of your key offerings. The related product page loads slowly, the video featured prominently on the page does not relate to the product, and when they click a button to “get started,” it directs them right back to the homepage. This particular user is persistent, however, and talks to a customer service representative via a chat bot to get some questions answered.

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How PetSmart Accelerates Digital Experiences to Drive Customer-Centricity

Salesforce

As the number of shoppers for treats and chew toys has blossomed , for PetSmart , it meant it was time to unleash the right customer experience (CX) technology to remove friction from the shopping process. This includes accelerating investments in same-day delivery, appointment scheduling, and personalized emails. Pet parents turned to PetSmart’s 1,650 stores across North America and its ecommerce site to find what they need to care for their companions.

Retail 98
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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The Enterprise Sales Cycle: How Massive Deals Come Together

Hubspot

Businesses come in all shapes, structures, and scales — and the angles and processes used to sell to different companies reflects that variability. SMB sales cycles come with their own challenges, stages, and appropriate strategies, and the same goes for larger enterprises'. Here, we're going to explore the latter. We'll take a closer look at some key elements of the typical enterprise sales cycle, review the basic steps to the process, and get a quick refresher on how to calculate close rate fo

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8 Things All Salespeople Do on Summer Vacation

Spiro Technologies

Now that travel restrictions have been eliminated, millions of people are heading to the airport, hitting the highway, or launching their boats and taking advantage of their vacation time in ways they weren’t able to in 2020. Salespeople are no exception, and given that the job can take its toll on just about anyone, the vacation time is welcome (aside from the fact that it’s one less week to prospect for Q3 goals).

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Call Center Terminology: 43 Acronyms and Terms Every Agent Needs to Know

VanillaSoft

Did you know the average person spends 90,000 hours at work in a lifetime? That breaks down to about a third of your entire life. Before you go down the rabbit hole of questioning the existence of capitalism, think about how much call center terminology you’ve grown accustomed to using in your day-to-day to be on the same page as everyone else. It’s second nature to you now, but to effectively communicate with certain groups, we develop sublanguages — and it works for everyone.

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The Keys to Effective Sales and Operations Planning

Sales Hacker

Sales and Operations Planning (S&OP) is an ongoing, nonstop process. It requires ongoing effort to ensure each department’s plans align with the company’s vision. But it’s worth it. S&OP creates a simplified company business plan that identifies the resources necessary to achieve a company’s goals. Effective sales and operations planning.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.