Sun.Oct 09, 2022

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The New Sales Collateral

Iannarino

The salesperson working for a small company may worry they have too little sales collateral, while those who work for very large companies have so much sales collateral they must organize it to make it useful. When organizations include all the information on the internet in their sales collateral, the resulting link or stack of documents can surpass the length of Tolstoy's War and Peace (928 pages).

Sales 261
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The changing face of value in B2B sales

Membrain

This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.

B2B 131
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SDRs And AEs, Do We Have Things Backwards?

Partners in Excellence

I’ve always had a contrarian opinion about the roles of SDRs and AEs. While these roles can be very important, often, I think we have our ideas about these roles backwards. As a result, we set both up for failure. First, let me focus the discussion. For highly transactional, inbound buying. Perhaps the current approach works. It might work better, though.

Cold Call 130
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Top SaaStr Content for the Week: Aileen Lee, Erika Schultz, 5 Learnings from Hubspot and more!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Early Hire That Almost Never Works: Director of Outbound. 10 Tips to Start Selling to Big Companies as a Tiny Startup. Seasoned VPs Cost 10x a Stretch VP Now.

GTM 113
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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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Events and Conversions — Getting started in Google Analytics 4

Martech

Working with Colleen Harris, head of business intelligence and reporting strategy at Sincro, we’re putting together a multi-part guide to getting started with Google Analytics 4. This is part 6. Today we’re going to look at Events and Conversions. “Conversions and Events are some of the more complicated pieces in Google Analytics 4,” says Colleen Harris.

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How To Have A Selling Advantage – 8 x Tips

The 5% Institute

In this article, you’ll learn how to have a selling advantage, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques.

Sell 136