Thu.Sep 22, 2022

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How to Make Your CRM a Strategic Asset

Iannarino

Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility into individual opportunities, especially the high-value deals. For their part, the sales force generally believes the CRM is Big Brother, a way to micromanage them. But what if there were a way to make the CRM a strategic advantage in creating and winning new opportunities?

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Do We Want To Eliminate Objections

Partners in Excellence

I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” Objections are often positioned as a battle between sellers and the customer, with our objective to prevail, defeating the customers’ objections.

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How to Lead Your Sales Team With Confidence When the Economy Shifts

Force Management

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations. It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Even though market stagnation can make it harder for your team to sell and meet quota, it also offers an opportunity to distinguish yourself from the competition and double down on sales fundam

Quota 105
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How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?

Understanding the Sales Force

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales? The Challenge of the Challenger Sales Model - The Facts Harvard Business Review Blog Off Target on Sales Greatness Harvard Business Review Blog Post Gets Salespeople Wrong Harvard Business R

Sell 103
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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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How to make the time to solve marketing problems

Martech

Hey, thanks for stopping by to read my latest article here on MarTech. But before I share my advice for this month, I’m going to make you do a little work. It should take you no more than five minutes, and it will help you apply my advice to your daily work. That’s always been my goal with this column. . Here’s what I want you to do: Grab a piece of paper and a pen or pencil.

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5 Ways to Beat Sales Burnout and Fatigue

Spiro Technologies

Even during the best of times, sales can take its toll on anyone brave enough to enter the profession. It’s a high-pressure job: you’re constantly putting your paycheck on the line to meet ever-expanding goals while keeping prospects, customers, sales managers, and coworkers happy (not to mention anyone in your personal life). This is why it’s so important for salespeople to learn how to deal with burnout and fatigue.

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Everything That Breaks on the Way to $1 Billion ARR With Mailchimp Co-Founder Ben Chestnut (Pod 592 + Video)

SaaStr

In some cases, weirdness wins the race. The lovably off-beat “weird” marketing automation platform Mailchimp was recently acquired by Intuit for $12 billion. At SaaStr Annual 2022, Mailchimp Co-Founder Ben Chestnut sat down with SaaStr Founder Jason Lemkin to answer questions about the two-decade journey to $1 billion in annual recurring revenue (ARR).

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Webinar: If the customer is always right, your tech should be too

Martech

According to a new survey from Forrester, 56% of your marketing peers plan to increase investment in advertising/marketing solutions over the next year. Where do they plan to invest? Join this webinar to hear experts from AWS, Forrester, Merkle and Treasure Data discuss findings from the study about the state of customer experiences and the advertising and marketing technologies that influence your ability to meet customer expectations.

Customers 121
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The Great Resignation Through the Eyes of Three Generations

The Advantexe Advisor

At Advantexe, we are always researching and probing into the issues and drivers related to building Business Acumen , Business Leadership, and Strategic Business Selling Skills. With this information, we build our business simulations , content, and blogs that share our findings with the Talent Development community. Over a series of blogs, we are going to share insights into the business and leadership drivers of “The Great Resignation.

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At Dreamforce, a new data platform and enhancements to Slack

Martech

After experimenting in 2021 with a virtual experience extended over several weeks, Dreamforce went back to in-person in San Francisco this week — with continued virtual access too. The key announcements included the availability of a new data platform solution, Genie, and innovations around Slack, which Salesforce acquired last year. Attendance is estimated at 40,000 , a sharp decline on the 171,000 reported in 2019.

CRM 106
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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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SaaStr Annual 2023 Will Return Sept 12-14 2023, SF Bay Area

SaaStr

THANK YOU, thank you, thank you. Our global SaaStr community had such a strong showing at SaaStr Annual 2022 last week. We set so many records at SaaStr Annual 2022, it brings a tear to our eye. We hosted 10,101 attendees across 3+ days. 12,750 mentorship connections were made. 1,931 braindates and mentorship sessions were hosted. 324 VCs in Meet-a-VC Program. 457 Founders in Meet-a-VC Program. 289 speakers, 52% women, 66% less represented. 189 sponsors.

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3 ways Panasonic embraces a customer-centric approach using technology

Martech

Successful marketers embraced a customer-centric approach long before the pandemic. But changes over the last two years have impacted what customers expect from experiences, and marketers need to use every technology they can in order not to leave their customers behind. “The way we engage has changed significantly over the past few years,” said Brian Rowley, VP of marketing for Panasonic System Solutions Company of North America, who spoke at The MarTech Conference last spring.

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The Top Sales Coaching Tactics, According to 500+ Sales Professionals

Hubspot

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Here, we'll take a closer look at sales leaders' primary coaching goals — along with some perspective on the methods they use to achieve them.

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How to Sell Using LinkedIn and Video

Predictable Revenue

Donald Kelly joins the Predictable Revenue podcast to discuss his best outbound sales tips for LinkedIn and how to use video to stand out in B2B sales. The post How to Sell Using LinkedIn and Video appeared first on Predictable Revenue.

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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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Five Demand Generation Tips to Drive Your Marketing Efforts Forward

Heinz Marketing

By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. By now, I’m sure you’ve heard of account-based marketing (also referred to as ABM). While the concept has quickly gained traction over the past few years, ABM has actually been around for quite a while. According to ITSMA , account-based marketing started taking shape as early as 2003.

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I Joined Highspot to Help Drive the Next Wave of Growth 

Highspot

They say there’s a first time for everything, and after spending my entire 17-year career at Microsoft, this is my first time closing a career chapter, and beginning another. Today I’m joining Highspot as President of Product and Engineering in pursuit of what I love most — delivering breakthrough experiences that enable people and organizations to collaborate and achieve more together.

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5 Simple Ways to Use Personalized Videos to Speed Up Your Sales Process

Sales Hacker

When it comes to meeting an account rep, learning about a new solution, or reviewing a sales proposal, 113% of buyers (give or take ) would rather watch short videos on their own time than ‘hop on a quick 30-minute call.’ Despite the fact that personalized videos are what the buyer wants—convenient to watch and share with other stakeholders—most sellers resist this approach!

Process 52
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Discover Highspot: Powering Impactful Buyer Engagement with AI-Driven Insights

Highspot

B2B organizations are putting pressure on their enablement and product marketing teams to drive true impact – not just keep busy with day-to-day activities. Expectations are high, with leaders looking to these teams to provide insight into what’s working and what isn’t, but most lack a clear way to quantify that impact and tie enablement content and activities to tangible business outcomes.

Pitch 52
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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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Making Millions as A Writer

Sell Or Die

During this episode we are in the middle of our Writers Retreat where we help aspiring writers craft their book idea, create a strategy behind it so they can leverage to make millions.just like we have!

Closing 40
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5 Interesting Learnings from Bill.com at $800,000,000 in ARR

SaaStr

So when we first started writing about Bill.com at its IPO , it was a sleep SMB accounting product. In fact, it took 14 years to get to this sleepy (but still impressive) IPO. Things were coming together, but to truly realize repeat founder Rene Lacerte’s vision, the company needed 2 more things: its network of suppliers to get so big, it created a massive network effect.

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What is Sales Acceleration? Everything You Need to Know

Veloxy

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Using this software further streamlines and accelerates the sales process.

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Economy Got You Down? These Strategies Can Help Your Business Stay Resilient

Salesforce

Businesses are facing strong economic headwinds this year. To help weather the twin storms of inflation and an unpredictable supply chain, leaders are adopting new tactics to stay resilient. These days, their strategies are focused on data and automation. We surveyed 4,000 commerce leaders and analyzed data from 1 billion buyers to find out how businesses are succeeding in a shifting market where teams are asked to do more with less.

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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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Marketing owner: Getting started with the Agile Marketing Navigator

Martech

We recently introduced you to the Agile Marketing Navigator , a flexible framework for navigating agile marketing for marketers, by marketers in the article A new way to navigate agile marketing. The navigator has four major components: Collaborative Planning Workshop, Launch Cycle, Key Practices and Roles. Within these categories, there are several sub-pieces for implementation.

Retail 106