Sat.Aug 06, 2022 - Fri.Aug 12, 2022

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5 Strategies for Leading Sales Teams Through Times of Uncertainty

Cerebral Selling

Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession. For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs.

Sales 199
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A List of Sales Best Practices

Iannarino

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am concerned with effectiveness. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales.

Sales 295
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What Great Salespeople Do Not Do

Anthony Cole Training

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

Sales 235
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Framing A Sales Conversation – How To Do It Right

The 5% Institute

Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is framing a sales conversation – also known as a pre-frame. Framing a sales conversation is a game changer. It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Stop Using These 5 Wimpy Words and Close More Sales

SalesProInsider

Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope.

Closing 132
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How to Improve Your Sales Approach by Changing the Order

Iannarino

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of the reasons salespeople struggle to create value for their contacts is because the sequence of the conversations doesn't match their client's needs. Could improving your sales approach be as simple as changing the order of the conversations?

B2B 264

More Trending

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G2 Review: “Sometimes, Salesforce Customer Service Will Disappoint You”

Membrain

Our team here at Membrain takes our customer reviews seriously. We see them as an opportunity to understand the customer perspective directly - what’s working, what’s not working, how we can improve, and how we can deliver more of the value that our customers actually, well, value.

Service 125
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Must Read - How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams

Understanding the Sales Force

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents? Wow. That makes the IRS larger than the State Department, Customs and Border Control, the FBI (Federal Bureau of Investigation) and the Pentagon (Military) combined.

Closing 118
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Value-Based Conversations

Iannarino

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you from your competitors and fill your pipeline. A large percentage of salespeople have been taught to pursue conversations they believe will help them to win new clients, with most of these conversations working against the salesperson's goals.

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Will in-person events continue to be impacted as COVID constantly reinvents itself?

Martech

Since the pandemic started we’ve been tracking how COVID-19 in its many and various manifestations has affected the way marketers attend conferences and other in-person business events through our Event Participation Index. And, as you’d expect, overall comfort with attending in-person events began to grow once vaccines and boosters made the virus seem less threatening.

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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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Dear SaaStr: What Should I Do after a Failed Startup? Get a Job or Try Again?

SaaStr

Dear SaaStr: What Should I Do After a Failed Startup? Get a Job or Try Again? If it “failed” after < 12 months or so, even 24 months, it doesn’t matter too much. No one will care either way. And there’s no need to explain yourself, apologize, or feel like a failure. No need. Dust yourself off, and decide if you want to do another one. And if you do — the key is, just consider that one-year start-up an experience.

Start-ups 119
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Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?

Understanding the Sales Force

If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one. Somehow, my Genesis GV80 always knows to display its rear and overhead cameras when I'm pulling into the garage.

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How to Close the Deal

Iannarino

There was a time when the most important training a salesperson would receive was concerned with closing. During that period, selling was much more transactional than it is now, and the language was quite different, in a bad way.

Closing 256
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Governing AI: What part should marketing play?

Martech

If you have an artificial intelligence program, you also have a committee, team, or body that is providing governance over AI development, deployment, and use. If you don’t, one needs to be created. In my last article, I shared the key areas for applying AI and ML models in marketing and how those models can help you innovate and meet client demands.

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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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So Your App Is Just A Nice To Have

SaaStr

One thing I took for granted was being CEO of an app that was beloved. If you have that, never ever give it up. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) April 26, 2019. When SaaS started getting going, folks would criticize SaaS start-ups as “just a feature” Oh Google/Salesforce/Microsoft will just build that. Back in the day when the world was a desktop OS, there was a lot of truth to that.

UX 116
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Right People Right Seat

Heinz Marketing

By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Do you have the right people in the ‘right’ seats in your organization? What about in the marketing organization? What about your team? Having the ‘right person’ in the correct position is crucial for your organization’s success. So what does it mean? Lets break it down in two parts: Having the right person.

Pipeline 105
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What Is B2B Sales?

Iannarino

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" means a business is selling to another business. This term differentiates this type of sales from B2C sales (business-to-consumer) and B2G (business-to-government).

B2B 253
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6 martech contract gotchas to be aware of

Martech

Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” . Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. They typically notice terms that could undoubtedly catch business stakeholders off guard.

Contract 117
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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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Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”?

SaaStr

Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”? I took a look a little while back at how long it took the average SaaS company that was sold for $1B+ to get that acquisition. The answer? 11.7 years on average, with a median of 10.0 years (maybe the better metric): The fastest of the bunch was Divvy’s $2b+ acquisition by Bill 5 years after funding.

B2B 119
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How To Optimize Your Sales Booking Process

Predictable Revenue

Tanya MFK joins the Predictable Revenue podcast to discuss how to optimize your appointment setting process for an improved show rate and better sales meetings. The post How To Optimize Your Sales Booking Process appeared first on Predictable Revenue.

Process 102
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How to Raise Your Sales Volume

Iannarino

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies.

Sales 275
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Attentive launches text-to-buy solution with Shopify’s Shop Pay

Martech

Conversational commerce platform Attentive has launched a new text-to-buy solution built with Shopify’s Shop Pay payments tool. Customers can now buy directly when in an SMS conversation with a brand. What it does. Attentive’s text-to-buy solution connects customers with Shopify’s Shop Pay checkout flow when they are in a text conversation with a brand and want to make a purchase.

Launch 112
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Why Some VC Investments Work Out, and Some Don’t. What I’ve Learned.

SaaStr

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. Investments I've made that had so-so outcomes: – CEO not better than me – CEO couldn't control burn rate – Not really SaaS. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 6, 2022.

Start-ups 114
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Shoppers Are Budget Conscious This Holiday Season — Use Data To Turn Browsing into Buying

Salesforce

Would you be surprised to learn that companies with a strong retail data strategy grow revenue up to 2.9 times faster than companies without one? Or that 73% of customers expect companies to understand their unique needs and expectations – a 7-point rise in just two years? Keep those numbers in mind this holiday, retailers, because they could affect your revenue and growth.

Retail 98
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Sales Podcast: Moving from Extraction to Collaboration Based Selling

Closing Bigger

This podcast was inspired by a sales troll on TikTok. I posted a TikTok video on “Why sales is not like dating.” The response was 99.5% positive but there’s always one guy out there. His response was “Sales is like dating …. value-based selling is weak.” This got me to think of this analogy and why it’s so popular and also how sales and expectations of salespeople have changed significantly.

Sell 98
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Webinar: What ad channels work best for your brand?

Martech

New ad channels pop up seemingly overnight. Headlines tout the popularity of the latest and greatest options, and marketers feel the rush to participate. For those in the B2B space, it can be even more complex trying to decipher whether the newest trend is worth investing the time and effort to help you reach your target audience. Join experts at MNTN who share performance metrics used to determine the effectiveness of ad channels they’ve tested—whether it’s a new social channel or even Co

B2B 112
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

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.

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10 Things I’d Do Differently as a Founder Next Time

SaaStr

What will you do differently to succeed, if you were to start again? My top list: Don’t start a startup if the founders aren’t 100% aligned, especially on how committed you all are. I’ve done this, and it worked out OK, but not even close to as well as when we were all on the same page. Having a long vesting schedule for the co-founders. This ensures the quitters don’t walk away with too much.

Gaming 108
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Pipeliner CRM: Vital In Times of Crisis

Sales Pop!

It can certainly be said that we’re living in critical times. Businesses are constantly watching costs, paying careful attention to their markets, buyer interest and activity. In such times, companies often strip down to essential operations. If they are utilizing services they may not need, they will dispense with them. If they are subscribing to systems they could do without, they will do without them.

CRM 98
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“Frictionless” Experience

Partners in Excellence

I read an article, “ In Search Of The Frictionless Organization.” While some of the basic ideas about creating great customer experience by “eliminating friction,” are very good, I think the concept of eliminating friction demonstrates a huge misunderstanding of friction and how important it is. First, what is friction? In science, friction is “the force resisting the relative motion of solid surfaces, fluid layers, and material elements sliding against each other.&

Contact 100
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B2B buyers are much more concerned about a company’s values than the general public

Martech

B2B marketers take note: 72% of your buyers say they are more likely to buy from socially responsible businesses, according to a recent survey. That’s 17 points higher than the general public. Additionally, 48% of B2B buyers say they’re “much more likely to” buy from these firms, compared to 29% of consumers. There’s a big gender gap on this among the B2B population, but not the one you might expect: 57% of men are in the “much more likely” group, compared to 35% of women, according to the Amer

B2B 109
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.