July, 2022

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.

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

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.

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!

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 111

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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 228

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 102

Sales Efficiency Hack: The Perfect Live Chat + Chatbot Combo

Sales Hacker

Sales pros, I’m calling on you to end the debate on live chat versus chatbots. Sure, on one hand, there’s the convenience and power of an automated chat function. On the other is the valid claim that technology used to replicate human interaction just isn’t there yet.

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

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!

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 112

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 99

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 220

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 99

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

I Worked a Mall Kiosk for 2 Years. Here’s What I Learned About Face-to-Face Lead Generation

Sales Hacker

Front line sales managers are always looking for new and innovative ways to generate leads. As the manager, your job is to give your lead generators the tools they need to be successful.

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!

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 Design Your 360-degree Feedback and Make It Stick

Learn Hub | G2

Performance reviews can make your heads spin from all the new feedback. Guest Post HR

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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

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 217

Latest Podcasts: The People Approach to Leadership

Force Management

Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought out key insights on how successful leaders manage their most important asset, their people.

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.

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.

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.

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 105

What Is User Acceptance Testing (UAT)? How to Gather User Insights

Learn Hub | G2

Launching software without testing is like shooting an arrow in the dark. Guest Post Tech

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 204

COI Relationships: The Sale You Aren’t Making

SalesProInsider

Are you frustrated or have you abandoned your efforts towards COI (Center of Influence) outreach? I hope not. Too many advisors have. They’ve talked to person after person and received ZERO referrals. Maybe they’ve even made some referrals of their own and yet haven’t received any in return.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Sales Performance Dashboards to Keep Every Part of Your Revenue Engine on Track

Sales Hacker

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Nothing can be out of place, and if one piece fails to perform its function, you won’t get very far for very long. Your revenue organization works in the same way.

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?

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.