June, 2022

The Easiest Month-End Negotiation Tactic

Cerebral Selling

It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out.

Salespeople close 172% more doing this to sell value

Membrain

Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not.

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A List of Crutches Preventing Sales

Iannarino

Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent sales.

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3 Killer Tips For Increasing Online Sales Quickly

ClickFunnels

The post 3 Killer Tips For Increasing Online Sales Quickly appeared first on ClickFunnels. Want to make more sales? You could experiment with random ideas until you find something that works for your business.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

The Man Who Broke Capitalism

David Meerman Scott

David Gelles new book The Man Who Broke Capitalism is an account of how Jack Welch gutted the heartland and crushed the soul of corporate America - and how to undo his legacy. I learned a ton from this book, and it made me think a lot about the different ways that businesses can be run.

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The Hardest Part About SaaS Companies, At Each Stage

SaaStr

Dear SaaStr: What’s the Harder Part About SaaS Companies, At Each Stage? The hardest part changes every 12–24 months, and the whole company changes every 30-36 months or so.

Upselling and Cross-selling: 8 Examples and Why They Work

CXL

Users can access Spotify’s extensive music library for free, yet their Premium subscriptions grew 15% in 2022. Meanwhile, ecommerce marketing software Privy is generating 10% higher average order value for Shopify users with their related product recommendations add-on.

Failing to Keep Up with the Rate of Change

Iannarino

One way to describe our current environment is AC/DC, an acronym for the A ccelerating, C onstant, D isruptive C hange we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium.

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How To Build A Super Converting Lead Magnet Funnel

ClickFunnels

The post How To Build A Super Converting Lead Magnet Funnel appeared first on ClickFunnels. The best way to bring in more leads is to offer your ideal customers a super valuable lead magnet in exchange for their email addresses.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Convert Consistently with Customs and Connections: Meet the Achieving Tribe

SalesProInsider

Meet the Achiever Buying Tribe: How soon? What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations.

Partner With Your CMO on the Path to Revenue Growth

Force Management

While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical.

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AngelList: Seed Rounds Have Fallen 50% in Volume Since March

SaaStr

So no source of funding data is perfect. Essentially every source lags, because deals are often reported far after they close. Most unicorn press releases you see were closed months ago. But AngelList’s data is probably as up-to-date as you can get.

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The Ideal Buyer in Today’s Marketplace | Sales Strategies

Engage Selling

??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

No One Needs a Bad Salesperson

Iannarino

I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number of my books, and I like them very much. Our small bit of conflict is the result of being two people separated by language. Modern Sales Approach

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The Top 10 Ways To Market Your Business

ClickFunnels

The post The Top 10 Ways To Market Your Business appeared first on ClickFunnels. Looking for the highest octane ways to market your new business? Here, we’ve collected what we think are the top 10 best ways to market a business in today’s world — these work for every type of business in any industry.

How to Create a Marketing Playbook for Consistent Campaigns

CXL

Consistency is the cornerstone of good marketing. You only have to look at top brands to see this in action: Apple’s sleekness, Coca-Cola’s playfulness, Disney’s magic. Consistency is equally critical for startups.

How to Retain Your Top Sales Talent in the Great Resignation

Force Management

Your most important asset is your people. How can you own the talent management process to make your people your sales organization's biggest competitive advantage?

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Dear SaaStr:  What Was The Best Advice You Ever Got From an Angel Investor

SaaStr

Dear SaaStr: What Was The Best Advice You Ever Got From an Angel Investor. The best advice I ever got from one of my angel investors: Stop feeling sorry for yourself. I went to meet with one of my angels and mentors when things were probably toughest at my last start-up.

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Breakfast For Champions Podcast – Episode 77 – Jack Kosakowski – June 17, 2022

Tibor Shanto

According to the bio, Jack Kosakowski is a lifetime sales professional that has taken on the role of CEO (US Division) at Creation Agency which is a Global Marketing Agency focused on increasing pipeline for some of the fastest growing companies in the world of tech.

Do You Need Something Or Do You Know Something?

Iannarino

Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something from their prospective clients. The second is a salesperson who knows something that is valuable to their clients. Modern Sales Approach

The 7 Best Cross-selling Examples (With 9 Tips)

ClickFunnels

The post The 7 Best Cross-selling Examples (With 9 Tips) appeared first on ClickFunnels. Try to build a business where every customer only buys from you once… I dare you. It can’t be done.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Selling and the need for speed

Membrain

We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind? Sales Management

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Latest Podcasts: Lessons for Leaders

Force Management

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams.

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Zendesk and Anaplan: A Tale of Two Very Similar, And Very Different, $10B SaaS Acquisitions

SaaStr

So two big PE $10B deals happened in SaaS this week, one agreed, the other closed. And the difference are so stark, they highlight all the changes in SaaS in just a few months: Zendesk agreed to be acquired a PE syndicate for $10.2 Billion , going private.

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6 Ways to Handle Price Increases Like a Sales Pro

Engage Selling

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

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Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Your Competitor Will Do What You Refuse To Do

Iannarino

A post on LinkedIn suggested that it is important to have a physical presence—specifically, a face-to-face meeting—with your prospective clients. Salespeople who read the post agreed, and a number suggested they were very excited to have real meetings, the kind where you are in the same room.

5 Awesome Business Elevator Pitch Examples

ClickFunnels

The post 5 Awesome Business Elevator Pitch Examples appeared first on ClickFunnels. An elevator pitch is a 30 seconds pitch that you give to a potential customer that has never heard about your business before.

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6 Change Management Hacks for Sales and Marketing Alignment that Lasts

Sales Hacker

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in.