September, 2022

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7 Key Elements of a High-Converting Sales Funnel

Sales Hacker

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh.

Sales 131
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Why Sales Leaders Must Improve Sales Effectiveness

Iannarino

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Nor is the contest between their solution and their competition's product or service. Instead, it's a contest between the salespeople trying to win the client's business. A salesperson with greater sales effectiveness will beat a salesperson with a lower level of effectiveness.

Sales 227
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Trending Sources

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Your Sales Narrative For Times of Uncertainty

Cerebral Selling

Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down. With heavy talk of inflation and a looming recession (or a recession that’s already started) buyers are anxiously shifting their budgets, headcount, and growth plans, leaving salespeople to hear objections like: now isn’t the right time. my CFO is asking me to put together a “recession plan”. call me back when the storm passes. we’re only moving forward with

Sales 206
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The Best Time to Cold Call

Iannarino

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are those who believe Friday is the best day to do it. A technology company recorded the outcomes of 40 million calls, and their data revealed something quite simple and, perhaps, expected. The best time to make cold calls is between 9:00 AM and 5:00 PM on weekdays.

Cold Call 215
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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What is Sales Acceleration? Everything You Need to Know

Veloxy

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Using this software further streamlines and accelerates the sales process.

Sales 262
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Your First Funnel Challenge Review: Should You Sign Up?

ClickFunnels

The post Your First Funnel Challenge Review: Should You Sign Up? appeared first on ClickFunnels. Thinking about joining the Your First Funnel Challenge ? Not sure if it’s worth your time or money? In this Your First Funnel Challenge review, we’ll give you an inside look at the program and what it has to offer. We’ll also share our thoughts on who it’s for (and NOT for).

Up-sell 244

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What Makes A Salesperson Successful – 8 x Tips

The 5% Institute

In this article, you’ll learn exactly what makes a salesperson successful, 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 what makes a salesperson successful.

Technique 139
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Don’t Be Boring! Top 10 Ways to Effectively Moderate a Panel Discussion

David Meerman Scott

At most conferences, the panel discussions are terribly boring. In fact, some panels are so dreadful that many attendees use the time to network in the hallways or check emails. But it doesn’t have to be that way!

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Trust-Based Relationship Selling Examples

Iannarino

One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective buyers worry about what they don't know and what the salesperson is not saying. Salespeople want to impress clients by accentuating the positives while avoiding the negative; however, there is no difference between not disclosing something the client needs to know and lying.

Trust 239
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Want to Be Better? It’s About Time…

SalesProInsider

What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.

Sales 133
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How to Stay Competitive in the Evolving State of Martech

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

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What is The Your First Funnel Challenge?

ClickFunnels

The post What is The Your First Funnel Challenge? appeared first on ClickFunnels. Have a business idea that you’re dying to get out into the world…. … but don’t know where to start? Russell Brunson’s Your First Funnel Challenge is a 5-day online boot camp where you’ll launch your first (or next) business idea side-by-side with real-world entrepreneurs… without taking on a mountain of debt or getting stuck in “analysis paralysis”.

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Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me?

SaaStr

Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me? Founders are often guarded toward most VCs. Perhaps they should be. That’s a different, and longer conversation. And one thing founders tend to worry about is — can I be fired by my investors? First, it’s tough to be truly fired if you control the majority of the board, voting shares, et c.

Start-ups 138
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How To Position Yourself As A Trusted Sales Professional

The 5% Institute

In sales, positioning yourself as a trusted sales professional can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted sales professional; and how do you position yourself in this way to your potential clients? In this article, you’ll learn: What is a trusted sales professional? Behaviours that’ll break trust.

Trust 138
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10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Understanding the Sales Force

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t

Sales 126
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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B2B Sales 101 - Getting Started

Iannarino

The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and complex, it's worth looking at Sales 101, the fundamentals. Those new to B2B sales must master the fundamentals to find their footing and develop their skills. Experienced salespeople in a slump would do well to recommit to the foundational concepts of Sales 101.

B2B 236
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Do You Think Like a Winner?

SalesProInsider

Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it take for YOU to be a winner in what is most important to YOU? Some people think winners are just lucky. But most winners know that it’s like the swans you see swimming–beautiful and effortless from above–with a lot of activity under the water.

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Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team

Predictable Revenue

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Start-ups 126
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Dear SaaStr: When Should You Sell Your Startup?

SaaStr

Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Don’t take it literally. Most startups never get a single good acquisition offer, ever. So logic does state, take the best, good offer you get. It may be your last.

Sell 132
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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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7 Steps to Maximize Your Renewal Success Rate

Sales Hacker

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects. Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs.

B2B 125
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The Sales Cycle: A Complete Breakdown

Gong.io

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former. Some of the best sales teams start that way.

Sales 118
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Common Sales Mistakes in 2022

Iannarino

There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years old. The second and most common is the legacy solution approach, which is around 35 years old. The third approach is the modern sales approach, and ironically, it is the oldest of the three.

Sales 233
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Meeting And Call Planning, Getting The Most Out Of Each Meeting

Partners in Excellence

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 118
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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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Found: A Great Article About How Important Salespeople Are

Understanding the Sales Force

Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it. Later today, a post appeared in my LinkedIn feed and although I wasn't looking for an article by a physician, I read it and am so glad I did. Would you like to know what I loved about that article?

Sell 118
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The Broken State of SaaS Sales Rep Comp

SaaStr

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k.

Sales 130
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Sales Training Games and Goals: 4 Steps to Successfully Motivate Retail Employees

Sales Hacker

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation. What drives your retail employees to achieve the goals you set for them? I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things.

Retail 124
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Rethinking Account Based Selling

Membrain

Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans.

Sell 121
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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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Modern Customer Discovery Questions

Iannarino

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions produce new and different outcomes. This post will help you improve your sales results by adding new strategies to your discovery calls.

Customers 231
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Customers And Sellers, Conflicting Systems

Partners in Excellence

I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals.

Customers 118
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3 things customers expect from marketers to prove that they’re human

Martech

Marketers are using more automation tools to improve workflow efficiency and scale campaigns. But they have to remember that they’re marketing to humans, and that customers expect a human touch. There are three main values that customers expect at every touchpoint, according to CEO and founder of B2B marketing consultancy Simple Strat, Ali Schwanke, who spoke at The MarTech Conference.

Customers 119
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VCs and The Three Types of Struggling Startups

SaaStr

So there is a lot of triage going on in VC land these days. VCs have to figure out where to put their money, and their time, when the public markets are still down 50% from their peaks and late stage, follow-on capital has almost evaporated. Things are still very good in SaaS. The top Cloud and SaaS leaders are growing faster than ever. But the public markets are brutal, and it’s rippled all through venture capital.

Growth 123
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.