July, 2022

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How to Judge the Value of the Sales Conversation

Iannarino

One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it is: the only vehicle for creating value, creating an opportunity, and winning the client's business.

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The Chief Revenue Officer and Their Growing Role in Tech Companies

TSIA Sales

The chief revenue officer is a relatively new executive position, at least in regards to the decades-long history of the technology industry.

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The changing face of value in B2B sales

Membrain

It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value? Sales Methodology

B2B 96
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13 Ways To Effectively Promote A Product Online

ClickFunnels

The post 13 Ways To Effectively Promote A Product Online appeared first on ClickFunnels. Product promotion can be a tough nut to crack. There are so many ways to go about it, and each has its own set of pros and cons.

Promote 130
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long

SaaStr

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. Customers often can deploy on their own. There is often just 1 stakeholder to sell to.

Growth 113

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10 Characteristics of Great Sales Managers

Iannarino

There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right characteristics. While different sales managers may require different competencies, the following 10 are relatively universal in B2B sales. Leadership

B2B 220
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Positivity in Sales: A Choice, Not a Feeling

Engage Selling

Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.

Sales 105
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July Podcast Recap: Leading Through Adversity

Force Management

Overcoming adversity is part of getting to the next level in your leadership career. This month's Revenue Builder's guests dig into the adversities they've faced and share valuable advice for those leading through challenging circumstances.

Sell 102
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8 Ways To Get Super High Quality Sales Leads

ClickFunnels

The post 8 Ways To Get Super High Quality Sales Leads appeared first on ClickFunnels. Entrepreneurs often focus solely on lead quantity. This is short-sighted because generating leads should never be seen as an end goal in and of itself.

Niche 130
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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The 10x Rule: What Raising $1 of Venture Capital Really Means

SaaStr

I originally wrote this post way, way back in the first year of SaaStr and have updated it every 2 years or so, because it’s an important thing to think about as a founder.

Price 113
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Sales Hacks – 8 x For Lifting Your Game

The 5% Institute

In this article, you’ll learn 8 x sales hacks for closing easily, so that you can win more sales consistently and effectively. These sales hacks for closing easily are centred around consultative selling.

Gaming 109
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The Qualities of a Sales Leader

Iannarino

Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, there seem to be more variables in sales.

Sales 213
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Sales Mindset: Focus on What’s in Your Control

Engage Selling

What’s your sales mindset during these are uncertain times? Prices are up, markets are haywire, and things we used to take for granted—such as hassle-free business travel—now often feel out … Read More.

Price 103
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Why You Need to Prioritize Your Salespeople's Mental Health

Learn Hub | G2

Sales is now synonymous with crushing goals, hitting quotas, and conquering KPIs. Guest Post Sales

Quota 100
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12 Tips To Master Your Squeeze Page Design

ClickFunnels

The post 12 Tips To Master Your Squeeze Page Design appeared first on ClickFunnels. Trying to design your squeeze page? Then you’ve come to the right place!

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Dear SaaStr: How Do You Split Up Founder Shares?

SaaStr

Q: Dear SaaStr: How Do You Split Up Founder Shares? It’s a question for the ages. First, let’s note that most successful SaaS startups do not have equal founder splits. Less than 15% do. That data here: At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO.

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How To Succeed As An Inbound Closer

The 5% Institute

In this article, we’ll detail how to succeed as an inbound closer; by following a simple yet highly effective step by step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales.

Clients 108
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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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6 Top Tips for Coaching Sales Leaders To Become Resilient

Iannarino

What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ability to bounce back from struggles, flexibility, and an indomitable mindset.

Sales 210
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10 Tips for Valuable Sales Coaching

RAIN Group

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers. Sales Management

Sales 100
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Will the C-Suite See You?

Anthony Cole Training

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

Price 99
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The Attractive Character: How to Build Your Own From Scratch

ClickFunnels

The post The Attractive Character: How to Build Your Own From Scratch appeared first on ClickFunnels.

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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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Gartner: Software Spend Will Still Grow by $100 Billion in 2023. To a Stunning $900 Billion.

SaaStr

Gartner: businesses will spend $100,000,000,000 more on software in 2023 than 2022. Yes, $100B more in 2023. Startups: THIS IS THE WORSE RECESSION SINCE THAT TULIP THING I READ ABOUT IN SCHOOL pic.twitter.com/qGKuXLchFQ. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 15, 2022.

Price 107
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How To Sell In A Recession

The 5% Institute

In this article, you’ll learn how to sell in a recession, by using these simple yet highly effective sales tips to make the most of the sales conversations you have with your potential clients. These sales tips are centred around consultative selling.

Sell 107
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The Best Sales Leadership Books You NEED To Read

Iannarino

We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree. Books 2022 LL-TSB

Sales 197
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Big Company Strategies That SMB Sales Teams Can Emulate

Understanding the Sales Force

On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road.

Consult 97
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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

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10 Tips to Building Confidence in Sales

Anthony Cole Training

Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you.

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15 Different Types Of Lead Magnets You Can Use

ClickFunnels

The post 15 Different Types Of Lead Magnets You Can Use appeared first on ClickFunnels. Lead magnets are one of the best ways to grow an email list. But what are they? How do you create them? And what different types of lead magnets could you create for your audience?

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Every Year You Should Double Your “TTAM”. Your True TAM.

SaaStr

Every year, you should double your TTAM. Your True TAM. Not the TAM in the deck you made for the VCs). Otherwise, growth stalls. — Jason BeKind Lemkin #???????????? jasonlk) July 10, 2022.