Anthony Cole Training
APRIL 1, 2021
Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.
STAR Results
APRIL 20, 2021
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently delivers outstanding results. Given limited budgets, you need to figure out how to maximize your ROI?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Veloxy
APRIL 19, 2021
Outbound sales has been a staple in the business for ages now. But it you’re going to do it, you’ll need the right strategy and approach. For those of you new to outbound sales, here’s what the process basically involves. Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. One classic example of outbound sales is cold calling , but modern reps also use email as well as other forms of communication.
ConversionXL
APRIL 28, 2021
My co-founder and I consider his sister to be a trusted confidant. So when she told us that she’s uncomfortable providing her email address to companies—including ours!—and didn’t want more email clogging up her inbox, it made us stop in our tracks. Could this be true across the board? We dug into our data and quickly discovered that our users shared her sentiment.
Advertisement
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.
Membrain
APRIL 25, 2021
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.
Engage Selling
APRIL 9, 2021
I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming. They simply didn’t have enough contacts inside their accounts to see an accurate … Read More » The post There is No Excuse for Being Blindsided | Sales Strategies first appeared on The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Adaptive Business Services
APRIL 14, 2021
When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.
Veloxy
APRIL 15, 2021
“It’s not working, usage is declining. No, it’s the user interface which is not intuitive. I think people just find it hard to use these new IT solutions!” “Well, have you tried turning it on and off again?” This is just a sample of a conversation that happens in thousands of organizations every day. As technology and innovation advance at near light speed, the demands on IT leaders are more intense than ever.
ConversionXL
APRIL 14, 2021
Like everything in the digital world, traditional prospecting is undergoing a big transformation. Picking up a phone and cold calling (or emailing) is just not as effective as it once was—you need to be smarter both when it comes to which users you’re engaging and what kinds of messages you’re using. This second point is especially interesting: the types of messages you send can have a big effect on your outreach results.
Membrain
APRIL 28, 2021
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.
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
The 5% Institute
APRIL 23, 2021
In this guide, you’ll learn our recommended sales process for startups that works absolute wonders for our Business Owner Students and Sales Professionals all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.
SaaStr
APRIL 15, 2021
For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospects’ and customers’ problems.
Partners in Excellence
APRIL 22, 2021
I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past decades we’ve seen both the pros and cons of product led business models.
Veloxy
APRIL 5, 2021
At the core of every business is the customer. Happy customers not only help you build credibility, they also rake in more business. Research shows over 75% of customers are likely to recommend your company to a friend if they received great service and had a positive experience. This is why your main focus and priority should be keeping your customers happy and satisfied.
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
ConversionXL
APRIL 14, 2021
As digital marketers, content is a critical part of everything we do. And while analyzing and refreshing content may take a lot of time and effort, the results for generating more traffic and improving SEO are clear. . With the many things that go into creating content, such as competitor research, outreach and technical aspects of content, improving older content frequently takes a back seat—which in most cases, is a costly mistake. .
Membrain
APRIL 7, 2021
Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it fascinating that these are such effective sales tools.
The 5% Institute
APRIL 30, 2021
In this article, we’ll explore 8 x consultative selling tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Consultative Selling Tips To Close More Sales.
SaaStr
APRIL 10, 2021
Your API. If you are a B2D company, it’s your product itself, your API. But for most B2B companies, your API, your partner programs, and the like are extensions. Not your core product, but an important layer for improving customer experience. But how much effort should you put into your partner programs and external APIs — and when? Personally, I’m highly biased to as early as possible.
Advertisement
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.
Adaptive Business Services
APRIL 28, 2021
At least that is what I had hoped since … I have none. I’m about to bare my soul. Approximately ten months ago, I decided to set about creating an online course. I have since worked on this 7 days a week every week. Now, I’m about as dumb as a box of rocks in this particular endeavor. I still am. I had literally no idea as to …. How to create a course from scratch.
Sales Hacker
APRIL 15, 2021
Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. I happened to think I was pretty good, despite not having played in forever.
Heinz Marketing
APRIL 15, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is Sales and Marketing Alignment? As Matt Heinz says – there is No Sale without Marketing and No Marketing without Sales. A successful, predictable, and scalable organization doesn’t exist entirely with sales or entirely with marketing. For a greater marketing conversion, you need an efficient sales program.
Membrain
APRIL 14, 2021
Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.
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.
The 5% Institute
APRIL 23, 2021
In this article, we’ll explore the premise of trust based selling, as well as how to build trust with your potential clients during your sales conversations, and before you present your offer or solution. So, what makes trust based selling different to the older models of selling ? In this article, you’ll learn: What is trust based selling? Behaviours that’ll break trust.
SaaStr
APRIL 24, 2021
A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. So many startups these days are claiming they have “ARR” from revenue that … doesn’t recur. Doesn’t ARR stand for Annual Recurring Revenue? Well of course it does. But like “Cloud” and “SaaS”, its definitely has evolved.
Understanding the Sales Force
APRIL 13, 2021
You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? I'll give you fourteen really good reasons. You see, the book is much less about baseball and much more about the following thirteen integral competencies of sales success: Relationships.
Gong.io
APRIL 2, 2021
Sales prospecting is dead. *Dramatic pause*. Kidding (obviously). Deals don’t just fall into your lap – if they do, tell me how. Sales prospecting is an essential part of your process. . Without it, you’re stuck waiting for things to happen. And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros.
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.
Heinz Marketing
APRIL 29, 2021
By Win Salyards , Marketing Coordinator at Heinz Marketing. I cannot overstate how vital sales and marketing alignment is to a successful ABM program sale. With a well-maintained sales-marketing partnership, prospects are participants in a seamless sales pipeline transition through to the end, with the right content and message served up to them at the right time.
Membrain
APRIL 11, 2021
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
The 5% Institute
APRIL 12, 2021
One of the most common sales objections you’ll come across, is the I need to talk to my wife objection. So how do you handle the I need to talk to my wife objection in a way that’s not pushy or in a way that lacks empathy? In this article, we’ll explore how to handle the I need to talk to my wife objection, as well as how to proactively prevent it from coming up in the first place.
Sales Hacker
APRIL 12, 2021
Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.
Advertisement
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
Expert insights. Personalized for you.
314 
Let's personalize your content