December, 2021

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Outcome Selling: Setting up Your Sales Team for Success

TSIA Sales

Nearly every company that we talk to acknowledges that their sales people need to move away from leading with features and functionality. They want their people to make pitches to customers based on their ability to drive business outcomes. This is called outcome selling, and TSIA research shows that it’s vital to success in selling technology-as-a service (XaaS).

Up-sell 396
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7 Steps To Create a Successful Ecommerce Sales Funnel

ClickFunnels

The post 7 Steps To Create a Successful Ecommerce Sales Funnel appeared first on ClickFunnels. Can a sales funnel help you grow your ecommerce business? And if it can, how do you create one that drives conversions seamlessly like clockwork — vs. creating one that flops? You might already know this… But at ClickFunnels , sales funnels are sorta our thing.

Sales 278
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Salesforce Automation Cheat Sheet for SMB Sales Managers

Veloxy

The new year is upon us, and along with it comes new sales resolutions. One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. Imagine how much revenue those sales orgs are losing every single year. The quickest way to resolve this problem is to automate Salesforce.

Sales 268
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Being A Buyer Is A Foreign Concept To Customers

Partners in Excellence

As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution. We are constantly working with people in various stages of their buying journey, preparing for meetings, educating customers, conducting demonstrations, doing research, developing and presenting

Customers 156
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Empowering Retail Associates to Enhance the Customer Experience

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Need Sales Process Training? Learn Our Detailed Guide

The 5% Institute

In this article, we’ll outline the sales process training that works 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. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

Process 145
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How Are Buyer-Seller Relationships Changing

Engage Selling

Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships. Now, study after study confirms what I’ve been observing in the field: today’s buyer … Read More » The post How Are Buyer-Seller Relationships Changing first appeared on The Sales Leader.

Sales 137

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Lead Generation Sales Funnels – How To Build One Successfully

ClickFunnels

The post Lead Generation Sales Funnels – How To Build One Successfully appeared first on ClickFunnels. Want to generate more leads, make more sales, and increase your revenue? We believe that the best way to do that is the Value Ladder sales funnel. Here’s what we are going to discuss today: What is the value ladder sales funnel? How to build a Value Ladder sales funnel from scratch?

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6+ Key Signs a VP Can’t Scale Beyond $5m-$10m ARR

SaaStr

It’s a bit of a bummer than oftentimes, once you finally hire a few great VPs at $1m, $2m, $3m ARR … and they do a great job … that they then don’t scale. They don’t turn out to be the right folks for the next level (as you approach and pass $10m ARR) and beyond. A few signs I see again and again of VPs that can’t scale beyond $5m-$10m ARR: Lack of organization.

Pipeline 141
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How Do You Want To Be Sold?

Partners in Excellence

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).

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Relationship Selling – How To Do It Right

The 5% Institute

In this article, you’ll learn exactly how to do relationship selling, by following an eight-step prescriptive formula. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A relationship sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

Sell 144
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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Are You Still Selling Like It’s 1982?

Engage Selling

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982? first appeared on The Sales Leader.

Sell 133
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2022 Predictions: Customer Experience & Digital Experience

Martech

Marketers will be engaging with more customers in three-dimensional virtual spaces next year. As the virtual ecosystem evolves, it won’t be limited to a single technology or walled garden. The rush to produce 3D experiences for consumers is already underway and set to mature in the coming year. Shubham A. Mishra, CEO and Co-Founder of codeless AI infrastructure tech company Pyxis One, calls out VR and AR as the “next big things.”.

Customers 142
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3 Key Lead Generation Skills That You Should Master

ClickFunnels

The post 3 Key Lead Generation Skills That You Should Master appeared first on ClickFunnels. There are three key lead generation skills that you need to master if you are serious about growing your online business: Copywriting. Generating traffic. Funnel building. Today we are going to cover the basics of all three + give you free resources for further study.

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In 2021, We Minted 46 Unicorns a Month

SaaStr

Has it felt like not just a unicorn-a-day in 2021, but a bit more? No, you weren’t crazy. We minted 46 Unicorns a Month in 2021. That’s 1.5 a day: Ok 2021 isn’t quite over, but the trends are pretty much set. Crunchbase had some interesting slices on the overall markets, as you can see above. You can see that 2021 was just an epic bump from 2020, and it was a step function.

Product 140
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How to Leverage Intent Data for Better Outcomes

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.

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How Do We Make People Better Off By Working With Us?

Partners in Excellence

Reading an article about Patagonia’s and other’s strategies, I was struck by the sentence, “How do we make people better off by working with us?” It’s a fundamental question that has so many applications: Our customers? Our employees? Our suppliers? Our shareholders? Our communities? Usually, when we think about thing, we focus on our return, we answer the question, “How do we make things better for ourselves?

Quota 148
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How To Improve Your Sales Win Rate – 8 x Techniques

The 5% Institute

In this article, you’ll learn exactly how to improve your sales win rate, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front, or using any old school and gimmicky techniques. Read on to learn how to improve your sales win rate.

Technique 144
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Why Team Selling Works | Sales Strategies

Engage Selling

Why does team selling work? A client recently reported interesting results to me. They are a manufacturer and they sell through distributors. They have a core sales team of experts that are assigned to all of these distributors. Many of … Read More » The post Why Team Selling Works | Sales Strategies first appeared on The Sales Leader.

Sell 131
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2022 Predictions: E-commerce everywhere

Martech

Next year, e-commerce will be a driving force in how marketers engage with customers. E-commerce strategies will penetrate channels like TV, social media and in-store experience, to a greater extent than marketers could have imagined. Marketers will adapt their e-commerce strategies to be more personalized, simplify their customer data and marketing stack, incorporate shoppable ads and even retrain their in-store associates to better accommodate digital-first shoppers.

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The B2B Sales Leader's Guide for Any Economic Environment

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

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How To Effectively Create An Email Sales Funnel

ClickFunnels

The post How To Effectively Create An Email Sales Funnel appeared first on ClickFunnels. Want to build an effective email sales funnel? Here’s what we are going to discuss today: What is a sales funnel? What is the Value Ladder sales funnel? How to build a Value Ladder sales funnel in five steps. Ready to take your email marketing to the next level?

Sales 263
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SEO 2021 year in review: Endless updates, title rewrites, GMB becomes GBP and more

Search Engine Land

Despite facing a still-raging pandemic and a slew of updates, SEOs rose to the challenge. Here’s our recap of the year’s most important SEO stories and news. Please visit Search Engine Land for the full article.

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Leadership Malpractice

Partners in Excellence

I hate to start posts with a disclaimer, but I will. This post and topic may be viewed as controversial, many executives and leaders will be offended. I hope that some of them have open mindsets and considers questioning their leadership and responsibility to their people and organizations. Lately, there have been a lot of stories about Better.com’s CEO firing 900 people, 9% of their employee base, in a Zoom call.

Represent 142
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What are Priority Issue Profiles - and why do you need them?

Membrain

Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be. The Ideal Customer Profile is a powerful tool that helps to align your entire organisation around the common characteristics of your most valuable existing and potential customers - a combination of demographic, structural and behavioural/cultural factors.

Customers 131
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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Excellent Customer Service Is Also Excellent Marketing

David Meerman Scott

When you can buy most anything you want online, the retailers who serve us seem interchangeable. But they don’t have to be. Recently I placed my first order with Sweetwater , a music instrument and pro audio retailer, and was amazed by how well they treated me.

Service 136
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Design emails for 4 personality types to win back customers

Martech

Email marketing is better than ever, but there’s one problem that just won’t go away – inactive customers. If you’re like many of the email marketers I’ve worked with, you try everything: You dig into your analytics to learn when and how customers disengage. You analyze your acquisition sources to make sure they’re sending you the kinds of customers who are most likely to buy your products, especially if you have a premium brand.

Customers 137
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3 Lead Generation Stages You Should Follow For Success

ClickFunnels

The post 3 Lead Generation Stages You Should Follow For Success appeared first on ClickFunnels. Want to make more sales? Then you need to generate more leads. Here’s what we are going to discuss today: What is lead generation? What is a lead generation funnel? What are the three stages of lead generation? We will also warn you about the dangerous trap of lead generation myopia that you need to avoid at all costs.

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Google rolls out placement exclusions for Smart Shopping campaigns

Search Engine Land

It’s unclear whether this feature will remain available once Smart Shopping campaigns are rolled into Performance Max campaigns in 2022. Please visit Search Engine Land for the full article.

Campaign 135
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The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

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Cold Call Sales Training – The Outline Explained

The 5% Institute

Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll go through our recommended cold call sales training, to help you win more sales. In this article we’ll cover what cold calling is, the cold call sales training process, and various other handy tips regarding cold calling to help you ethically persuade your potential client and be more successful.

Cold Call 133
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These are the 5 best data-backed sales tips of 2021

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you close more revenue. Subscribe here and follow me to read upcoming research. This year Gong Labs uncovered… secrets. . Like the deadly simple negotiation mistake preventing you from winning deals. .

Sales 127
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Back to the Basics: The Importance of Buyer Personas

David Meerman Scott

The way most marketers operate is by making stuff up. They sit in nice comfortable offices and imagine what interests buyers and then create “copy” and “campaigns” typically with the help of equally clueless agencies. But a focus on buyer personas helps eliminate this behavior.

Campaign 131
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Email marketing will be a success story in 2022

Martech

“2021 versus 2020, email was up 94% in volume. I would anticipate it to be up again in 2022.” Kate Adams, SVP Marketing at data and email solutions provider Validity, sees a bright future for the email channel. “If we could count the number of articles that had the headline ’email is dead,’ we’d all have a good laught, right?

B2C 136
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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.