Iannarino

JUNE 25, 2021

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You must provide your prospective clients with the ability to improve their results. Working to be your client’s competitive advantage is the surest and truest path to winning deals. It’s easy to sell on autopilot, especially when we believe that the conversation is mainly about our winning a deal —a goal best accomplished by not actively pursuing it.

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Contact Clients Prospecting Up-sell 229

Heinz Marketing

JUNE 25, 2021

By Win Salyards , Marketing Coordinator at Heinz Marketing. It’s easy to talk a lot about sales and marketing alignment basics, covering them multiple times over without any deep dive. So, rather than that, this will be a deep dive into lead qualification and how it relates to sales and marketing alignment. Let’s dig into it. A large part of the conflicts that occur between sales and marketing teams happens during lead hand-off.

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Sales Pipeline Meeting Service 105

Engage Selling

JUNE 25, 2021

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want do business now. A whopping 64% of customer respondents say that, since the start of the pandemic, they’re more willing to … Read More » The post Virtual Selling (and Buying) Are Here to Stay first appeared on The Sales Leader.

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Sell Customers Sales Meeting 100

Gong.io

JUNE 25, 2021

We’re serious about data. Hard-hitting sales stats. Our mantra is “Goodbye, opinions. Hello reality.” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. How do they do it? By analyzing millions of sales interactions captured by Gong’s Revenue Intelligence Platform across web-conferencing, phone calls, and emails.

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Cold Call Sell Objectives and Key Results Negotiate 93

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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.

Follow-up

Hubspot

JUNE 25, 2021

Accomplishing your goals is an incredibly gratifying feeling. However, it can sometimes be challenging to get that feeling, as achieving your goals takes time, effort, and a structured process. This is why it’s important to create plans of action for meeting the goals that will help you stay motivated and ensure you’re on the right path. In this post, we’ll go over a goal-setting worksheet created by HubSpot to help you outline your goals with the SMART framework and create a plan for achieving

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Drivers/motivators Meeting Follow-up Start-ups 100

SaaStr

JUNE 25, 2021

Some thoughts. You may not be comfortable asking all of these in all circumstances, but I think they are telling: What’s a key hire you made that didn’t work out? What lessons did you learn? Who are the best 1 or 2 hires you’ve ever made? What will the industry look like in [X} years? X=how long the company has been in existence. Who are some of the folks who have grown their careers here?

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G2

JUNE 25, 2021

Having a bad day at work is expected.

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Product 117

Highspot

JUNE 25, 2021

Industry-leading programmatic advertising platform, StackAdapt , empowers their reps to tailor proposals and other materials for more personalized outreach, resulting in deeper rep participation and more effective buyer interactions. The key? Investing in a sales enablement platform with robust content management, buyer engagement, and analytics capabilities.

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GTM Launch Drivers/motivators Quota 59

Smarter With Gartner

JUNE 25, 2021

“How likely are you to recommend [the company, brand or product] to a friend or colleague?” The answer — your Net Promoter Score — is a simple but proven measure of customer loyalty. But capturing this during a post-transaction survey doesn’t provide the whole picture for customer service and support leaders. Introduced in 2003 by Bain and Company, Net Promoter Score (NPS) ranks on a scale from 0 to 10.

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Service Customers Promote Price 58

Hubspot

JUNE 25, 2021

Forecasting is one way to understand the effectiveness of your sales teams and the activities they undergo to drive revenue and achieve success. The process can help you understand what you’re doing right, make informed business decisions, and set realistic goals to help your company grow and sustain success. Some forecasting techniques, called quantitative forecasting, involve math, like adding up month-to-month sales or using averages to predict future revenue.

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Technique Growth Follow-up Closing 66

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

Retail

The Advantexe Advisor

JUNE 25, 2021

For regular readers of this blog, you know that I often get my material from real-world situations that come directly from engagements I am working on. This week I was conducting a business leadership simulation workshop and one of the scenarios in the best practices simulation was focused on the leadership challenges of managing a team of people who may have “checked out” after going through a significant amount of change.

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Sales Gravy

JUNE 25, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference. In particular, they dive into two mindsets - Scarcity and Abundance - and how these mindsets can either make you a winner or inhibit your long-term success. On this episode of the Sales Gravy Podcast, Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference.

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Sales 52

Sales Pop!

JUNE 25, 2021

According to the stats, traffic accidents are on the rise. 2020 alone saw thousands of cases of traffic accidents. These stats are worrying. There are several types of car accidents. Learn more about types of car accidents here [link]. There are several things that can cause traffic accidents. From drunk driving to poor visibility, traffic accidents can be caused by several factors.

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Drivers/motivators Legal Closing Engineering 52

Sales Hacker

JUNE 25, 2021

Join sales enablement and coaching leaders from SAP, Scale GTM, and Second Nature, who will discuss how to define and build a data-driven sales coaching program that positively impacts your pipeline size, deal velocity, and overall close rates. The post How to Transform Your Sales Coaching: Ad Hoc to Structured Program appeared first on Sales Hacker.

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GTM Pipeline Sales Closing 56

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Campaign

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. But it’s not a linear journey. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. In this article, we’ll explain how to build a resilient product launch strategy that survives a non-linear journey.

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Launch Product Non-Profits GTM 96

Sales Hacker

JUNE 25, 2021

Prospecting isn’t the end-all-be-all of sales. It’s just the beginning. In this session, you’ll hear from sales leaders at Salesforce, DocuSign, and Sales Assembly on their tips and best practices to get deals in that last mile over the finish line to closed-won at a high rate. The post AEs and Sales Managers: Here’s How You Go From Last-Mile Hurdles to Closed-Won appeared first on Sales Hacker.

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Closing Sales Prospecting 45

Sales Pop!

JUNE 25, 2021

This is the first in a series of articles on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions. Sales Transformation. For some years I’ve been saying that, as a society, we’re in the midst of a transformation.

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CRM Sales Trust Networking 98

Outreach

JUNE 25, 2021

We’ve experienced 10 years of change over the course of a single year – or, at least, that’s what it feels like. The pandemic changed the way people shop for and buy technology. It’s changed how they budget for that technology. And, critically, it’s changed the way they want to have sales conversations. So, what does that mean for how sellers sell ?

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Conversion Pitch Sales Technology 59

Advertiser: ZoomInfo

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

Promote

SalesLoft

JUNE 25, 2021

You’re probably thinking, why on earth would I not teach my SDRs to do what I did as an SDR? If you’re like me and many other people that were former SDRs, you probably have a ton of tactics in your bag that were sure-fire ways to get meetings! From the last-ditch effort email offering the prospect an “A,B,C” option to either opt out/take a meeting, or the funny crocodile meme that always got a laugh and promoted a meeting, many of us were able to achieve varying levels of success with bulletpro

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Meeting Prospecting Gaming Promote 52