Iannarino

JUNE 29, 2021

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these approaches settled on “solutions” as the main advantage. Over the last decade, the competitive advantage has shifted to the salesperson’s ability to create value around decisions and results. Salespeople have tried many ways to compete for and win new business , most of which have produced uneven results.

Clients 345

Clients Price Technology Technology 345

Veloxy

JUNE 23, 2021

The pandemic has contributed a lot to sales transformation. For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. Well, here’s some hard news for you. Stop waiting. You shouldn’t even be thinking about going back to the old ways.

Sell 317

Sell Education CRM Up-sell 317

Tibor Shanto

JUNE 29, 2021

By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

Prospecting 295

Prospecting Sales 295

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Follow-up

ClickFunnels

JUNE 24, 2021

The post Lead Generation Vs Prospecting – The Differences Explained appeared first on ClickFunnels. The terms “lead generation” and “sales prospecting” are often used interchangeably. But should you do that? Here’s what we are going to discuss today: What is lead generation? What is sales prospecting? What is the difference between lead generation and sales prospecting?

Lead generation 253

Lead generation Prospecting Cold Call Contact 253

A Sales Guy

JUNE 16, 2021

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.

CRM 163

CRM Prospecting Follow-up Conversion 163

Veloxy

JUNE 17, 2021

We’ve all heard the saying over and over; time is money. Unfortunately, there isn’t really a method to calculate how resourceful we are with our time. Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Tibor Shanto

JUNE 17, 2021

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Understanding the Sales Force

JUNE 11, 2021

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.

Gaming 161

Gaming Sell Sales Account management 161

ClickFunnels

JUNE 22, 2021

The post How To Use Google Analytics To Improve Lead Generation appeared first on ClickFunnels. Google Analytics is the most popular web analytics solution out there. Today we are going to discuss how you can use it to improve lead generation: How to create a lead generation funnel. How to to analyze Google Analytics data. How to improve the lead generation funnel conversion rate.

Lead generation 230

Lead generation A/B testing Contact Conversion 230

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

Retail

Membrain

JUNE 6, 2021

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.

B2B 144

B2B Sell Sales 144

Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your prospective client, making you untrustworthy. A better approach is to speak about your experience in your prospective client’s industry, something that shows both your expertise and your integrity.

Appointment 307

Appointment Clients Sales Trust 307

Veloxy

JUNE 7, 2021

Email marketing might be an effective way to promote your business. But according to The Radicati Group, the average business person gets 115 emails a day, and that number is growing. In other words, if you want to make an impact, you’ve got to craft an email that stands out from everything else in your customer’s inbox. One way to do that is to use a subject line guaranteed to get a great open rate.

Launch 300

Launch Promote Technique Sports 300

Tibor Shanto

JUNE 8, 2021

By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.

Prospecting 284

Prospecting Appointment Contact Conversion 284

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Promote

Partners in Excellence

JUNE 9, 2021

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls.

Manufacturing 142

Manufacturing Technology Technology Up-sell 142

ClickFunnels

JUNE 18, 2021

The post 5 Ways To Increase Sales Online For A Small Business appeared first on ClickFunnels. Wondering how to increase your online sales? It boils down to: Increasing your conversion rate. Increasing your traffic. Today we are going to share five ways to do that. Ready to start making more sales than ever? Continue reading… Table of Contents #1 Create a Sales Funnel #2 Optimize Your Website for Lead Generation #3 Build a Popular Blog #4 Build a Popular YouTube Channel #5 Build a Social Me

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Force Management

JUNE 30, 2021

How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success. As a sales leader, finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. These episodes give you easy ways to enable your sales reps, support your managers and evaluate your own leadership skill set.

Sales 132

Sales 132

Iannarino

JUNE 30, 2021

The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, making language a primary variable to success. An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say.

Prospecting 295

Prospecting Cold Call Pitch Clients 295

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Pipeline

Veloxy

JUNE 21, 2021

Are your cold call scripts costing you potential qualified leads? Cold call scripts are not one-size-fits-all, so what works for one team may not work for the next. If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Tibor Shanto

JUNE 28, 2021

By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.

Sell 274

Sell Sales 274

Membrain

JUNE 16, 2021

People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.

Trust 156

Trust Sales 156

ClickFunnels

JUNE 23, 2021

The post Lead Generation Vs Lead Nurturing – What You Need To Know appeared first on ClickFunnels. Online marketing terms can be confusing. There’s lead generation. There’s lead nurturing. But what’s the difference between the two? That’s exactly what we are going to discuss today. Want to get some clarity? Continue reading…. Table of contents What Is a Lead?

Lead generation 219

Lead generation Appointment A/B testing Pitch 219

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.

Price

RAIN Group

JUNE 2, 2021

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Quota 140

Quota Sales Meeting Sell 140

Iannarino

JUNE 27, 2021

The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any value within the sales conversation. Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. We take our lessons where we find them. Today’s lesson is about size, and comes from the world of professional boxing.

Clients 239

Clients Conversion B2B Prospecting 239

Veloxy

JUNE 24, 2021

Crafting a killer sales pitch? Well, did you know that it’s not what you say but how you say it ? In fact, how you’re visually perceived by your audience can matter more than what you say. You could have the best speech written down and not a single person would remember it if you spoke in whispers while looking down. How you deliver a pitch is far more important that what you actually have to put across.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Tibor Shanto

JUNE 15, 2021

By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.

Meeting 261

Meeting Prospecting Cold Call Presentation 261

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.

Contact

The 5% Institute

JUNE 30, 2021

Sales is the lifeblood of any business, and you need to learn how to make your sales consistent – which is why we’ve created this list of sales tips for dummies. In this article, we’ll be looking at eight sales tips for dummies to help you win more sales and serve more people, in a consultative and non-pushy way. Sales Tips For Dummies – 8 x To Close Easier.

Closing 139

Closing Sales Presentation Clients 139

ClickFunnels

JUNE 24, 2021

The post Creating A Sales Prospecting Process That Works appeared first on ClickFunnels. Sales are the lifeblood of any business. And to get more sales, you need to get more leads. So how can you convert more potential customers into leads? That’s exactly what we are going to discuss today: What is sales prospecting? How to create a sales prospecting process that works?

Prospecting 215

Prospecting Process Cold Call Customer Relationship Management 215

Gong.io

JUNE 17, 2021

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

Negotiate 133

Negotiate Drivers/motivators Technique Gaming 133

Iannarino

JUNE 25, 2021

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You must provide your prospective clients with the ability to improve their results. Working to be your client’s competitive advantage is the surest and truest path to winning deals. It’s easy to sell on autopilot, especially when we believe that the conversation is mainly about our winning a deal —a goal best accomplished by not actively pursuing it.

Contact 234

Contact Clients Prospecting Up-sell 234

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