Iannarino
FEBRUARY 27, 2022
What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is it some seemingly new approach that is really an old pig with touched-up lipstick? While it's important to practice a consistent approach, it’s more important that the approach you practice serves your prospective clients by helping them decide what to do to improve their results.
Iannarino
FEBRUARY 9, 2022
If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve?
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Tibor Shanto
FEBRUARY 22, 2022
By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess. As with most things it is rarely about the what and the how, success is always about understanding why.
Membrain
FEBRUARY 27, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward.
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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.
Adaptive Business Services
FEBRUARY 9, 2022
I had a chat with a gentleman recently who wanted to use Nimble CRM to monitor a contact’s social activity. There was a time when we could do that, but only to a limited extent, on Twitter, Facebook, and LinkedIn. We can still do that, in some fashion, on Twitter. Facebook and LinkedIn would be another story. Time flies but I guess that it was about 5 years ago that Facebook and LinkedIn both decided to cut off third-party access to their platforms.
The 5% Institute
FEBRUARY 9, 2022
In this article, we’ll explore 8 x construction sales 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 Construction Sales Tips To Close Easier.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
FEBRUARY 23, 2022
The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new leads and converting them into customers. This natural attrition is why prospecting is essential for every sales team.
Tibor Shanto
FEBRUARY 8, 2022
By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.
Membrain
FEBRUARY 23, 2022
It’s no secret that I believe Salesforce has outlived its ranking as a top-rated sales tool. It was a game changer when it came out, by moving CRM to the cloud, but it’s grown top-heavy, expensive, cumbersome, and, frankly, makes life hard for salespeople and their leaders.
Martech
FEBRUARY 23, 2022
A new study from Gartner found that consumer opinions about the metaverse are vague and largely uncertain. Marketers should keep this in mind as they look at new ways to engage consumers in virtual spaces. Only 6% of consumer respondents told Gartner that they were “very familiar” with the metaverse and that they “understand and can describe it to others.
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
FEBRUARY 22, 2022
In this article, you’ll learn our six proven and effective sales tips for outbound sales calls. Outbound sales calls can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Outbound sales calling can have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively.
Search Engine Land
FEBRUARY 3, 2022
From RankBrain, Neural Matching, BERT and MUM – here is how Google uses AI for understanding language for query, content and ranking purposes. Please visit Search Engine Land for the full article.
Iannarino
FEBRUARY 22, 2022
Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch within twenty-four hours. We exhort Netflix to post an entire series at a time, so we can binge watch without having to wait a week (the horror!) between episodes. We instruct our music apps to play the exact song we want at the exact moment we want to hear it.
SaaStr
FEBRUARY 1, 2022
We’ve been doing the 5 Interesting Learnings at SaaStr for quite a while, looking at many of the public SaaS leaders and pulling out the top learnings for founders and SaaS execs. I think it would be interesting and helpful to pull out the Top 20 PLG / Self-Serve learnings from the series. If you read the list of learnings, you may well find a few to learn from.
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
FEBRUARY 20, 2022
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?
Engage Selling
FEBRUARY 25, 2022
Do you know how to strategically create, foster, and leverage your perspectives? Learning how to be Right on the Money means learning field-tested strategies to adapt fully and thrive in today’s permanently changed marketplace. That’s why I launched this four-part … Read More » The post How to Leverage Your Perspectives first appeared on The Sales Leader.
The 5% Institute
FEBRUARY 16, 2022
Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy.
Understanding the Sales Force
FEBRUARY 10, 2022
I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. Imagine my surprise when the first video described hacking operations as businesses with outbound prospecting operations whose goal is to convert their emails, texts and calls in
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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.
Iannarino
FEBRUARY 17, 2022
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% success rate. The truth is, with the right scripts, you can make cold calling work for your business.
SaaStr
FEBRUARY 19, 2022
#1. Eventually, most of us go upmarket. SurveyMonkey was relatively slow to go enterprise, which suited it well for a long time. But since it started to march into bigger deals more recently, growth >re-accelerated< … from 17% at IPO to 20% today pic.twitter.com/pZKC8xMCGt. — Jason BeKind Lemkin (@jasonlk) January 10, 2021. When you’re starting off in SaaS, it’s very tempting to target small businesses.
Martech
FEBRUARY 24, 2022
Immersive media and technologies like augmented reality (AR), virtual reality (VR) and the Metaverse are a hot, hot topic these days. Long gone are the days when marketers could dismiss these technologies as a fad or as applications not ready for the mass market. With many technology heavy-hitters like Meta (Facebook) and Apple racing to be the first to offer a truly seamless immersive experience, there appears to be little doubt that we will get this technology into the hands of the mainstream.
Membrain
FEBRUARY 2, 2022
The right sales tools can help you train, coach, and sell more effectively. But what about when you’re operating in a growth environment where quickly onboarding new salespeople is key to success?
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
FEBRUARY 3, 2022
The sales discovery process is one of the most important parts of the sales process framework, because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a sales discovery process? And what should you do during the sales discovery process to ensure you succeed?
Search Engine Land
FEBRUARY 24, 2022
The changes remove potential bottlenecks for retailers, but how will Google ensure that merchants adhere to its policies without these penalties? Please visit Search Engine Land for the full article.
Iannarino
FEBRUARY 20, 2022
A long time ago, I formulated a rule for prospecting—the Trading Value Rule —that extends far beyond acquiring a meeting with your dream client. In fact, it applies to every commitment and every client conversation. Those who do not trade value are doomed to failed pitches and results far below their potential.
SaaStr
FEBRUARY 18, 2022
Sales-driven SaaS startups end up with about half their headcount in sales and marketing. It sounds high at first, until you realize that's just how the math works. Software itself and other departments get leverage. Sales doesn't. — Jason BeKind Lemkin (@jasonlk) February 17, 2022. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team becom
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.
Martech
FEBRUARY 18, 2022
“Misalignment between marketing and sales teams is a trillion-dollar problem for B2B revenue teams,” said Julianne Thompson, director of sales development at revenue acceleration platform Drift, in a recent webinar. “There are a few key factors that led to this divide: sales reps not knowing how to service the appropriate content in sales deals, a lack of tracking for that content’s effectiveness, and wasted time on unproductive prospecting.”.
SalesProInsider
FEBRUARY 2, 2022
Do you like surprises? Many people claim they don’t, and yet when something unexpected and good happens it still provides a much-appreciated life lift. That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales process in place.
Sandler Training
FEBRUARY 8, 2022
The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training.
Understanding the Sales Force
FEBRUARY 3, 2022
Buying a snowblower? Pick one, have it delivered, wait for a snowstorm and blow some snow. What's the worst that can happen? Planning to go out for dinner? Choose a restaurant, make a reservation, show up and enjoy. What's the worst that can happen? Hiring salespeople? Spec the role(s), Post your job descriptions, collect resumes, choose some candidates to interview and make some hires.
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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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