Cerebral Selling
JUNE 28, 2022
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. The only thing is, they’re asking if they can pay quarterly instead of annually.
Membrain
JUNE 19, 2022
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. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.
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Iannarino
JUNE 28, 2022
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.
Anthony Cole Training
JUNE 16, 2022
Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.
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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.
ConversionXL
JUNE 16, 2022
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. Stacked Marketer turned a free newsletter into a six-figure revenue generator by staying actionable, convenient, and entertaining. Being consistent earns trust and cements brand status—qualities that add 10–20% to your overall growth, according to LucidPress research.
David Meerman Scott
JUNE 13, 2022
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesProInsider
JUNE 9, 2022
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. And an introduction to this Achiever Tribe is the focus for this installment of the series: Convert Consistently with Customs and Connections. Introducing the Achiever Buying Tribal Type.
Iannarino
JUNE 29, 2022
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. Even though the Earth is still spinning its way around the sun, the people predicting the end of the world were right, even if their predictions were too literal.
Anthony Cole Training
JUNE 21, 2022
Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.
SaaStr
JUNE 17, 2022
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. The data is more recent than most sources, since it is self-reported by the investors in the round and on the AngelList platform.
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
Engage Selling
JUNE 3, 2022
How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.
The 5% Institute
JUNE 13, 2022
In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. These sales stages will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Partners in Excellence
JUNE 1, 2022
The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel device, method, composition or process. (Dave’s take: Something that has never existed before.
Iannarino
JUNE 9, 2022
A decision maker is defined by their title. A person who is charged with making a decision, especially one with the potential of negative consequences, has an obligation to make the best possible decision for their company and the better future results they need. Throughout human history, leaders charged with making decisions have relied on advisors who could provide a perspective that would inform their decisions, increasing their ability to better understand the decision and the potential outc
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
Membrain
JUNE 12, 2022
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?
SaaStr
JUNE 1, 2022
Following Snowflake’s blow out quarter announcing big acceleration of growth at the end of the quarter, Salesforce has now announced a record quarter as well, growing a stunning 24% at a now $30 Billion in ARR. In fact, that’s acceleration. At $24B in ARR, Salesforce was growing 20% year-over-year. “We’re just not seeing material impact on the broader economic world that all of you are in,” Marc Benioff, Salesforce’s co-founder and co-CEO, said on a conference call with analysts.
Engage Selling
JUNE 10, 2022
??????? 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. The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
SalesProInsider
JUNE 29, 2022
Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Martech
JUNE 27, 2022
Now that consumers expect speed and hyper-personalization in all things, marketers have to find innovative ways to meet demands and maximize their budgets. To do this, marketers are turning to artificial intelligence and machine learning. In fact, there is a new term just for this – “AI Marketing.” Customer expectations have never been higher.
Iannarino
JUNE 21, 2022
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.
Membrain
JUNE 1, 2022
What is social selling, really? The term has been around a while but if you Google the definition, you will get a different answer on every site that pops up.
SaaStr
JUNE 27, 2022
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. Anaplan’s deal to be acquired by PE firm Thoma Bravo for $10.4 Billion closed. Not only were the prices basically identical, but so were a few other facts: Both had a nice, roughly similar premium price (usually necessary to get a deal done t
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Engage Selling
JUNE 17, 2022
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.
Partners in Excellence
JUNE 13, 2022
Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. We can understand this, in the last two years, it’s been difficult to separate our work and personal lives.
Martech
JUNE 15, 2022
During my MarTech Master Class workshop, “ The Right Way to Buy Marketing Technology ,” I received a very interesting question from a participant. What five things do you think will remain unchanged about marketing technology in the next ten years? The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.
Iannarino
JUNE 3, 2022
The shift from being an individual contributor to leading a sales force isn't an easy transition. The character traits are different, and so are the required skills. While it's helpful to have experience in a sales role, by itself, it's not enough to ensure success. Few sales managers are provided the training and development that would enable them to lead their team and reach their goals.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
SalesProInsider
JUNE 21, 2022
You may hear these questions in your sales conversations: Why is that? What does the research show? These are two questions a buyer who is in the Commander Tribal Type may ask during your sales interactions. And they are the focus for this installment of the series: Convert Consistently with Customs and Connections. This is your introduction to the Commander Tribe, including the descriptors, clues to look and listen for, and tips for selling with them.
SaaStr
JUNE 19, 2022
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. My co-founder had walked out the door. We had about 4 months left of cash. I was out of ideas.
David Meerman Scott
JUNE 1, 2022
The “metaverse” is a catch-all term that technology companies and the media are using to generate hype about the future. Remember how the word “ cyberspace ” was used several decades ago to describe the early Web, mainly by people who didn’t understand the early Web? That’s the metaverse.
Partners in Excellence
JUNE 30, 2022
For those who know my background, many may be surprised. But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.
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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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