Iannarino
JULY 16, 2021
The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how your rivals compete. You should, however, know their approach so you can counter their strategies. Chances are, you worry too much about your competition. For one thing, you can’t really do anything about how your competitors go about pursuing deals.
Tibor Shanto
JULY 13, 2021
By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.
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Sales Pop!
JULY 16, 2021
As we continue our series on “win together,” let’s take a look at the fact that a major characteristic of winning together is the overcoming of one particular fear: the fear of transparency. Some employees fear that if they and their functions are fully transparent, they will be “seen for who they are” and easily replaced. This fear not only happens in sales, but everywhere including tech.
Anthony Cole Training
JULY 15, 2021
In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Iannarino
JULY 11, 2021
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position. Switching your pitch from “why us” to the conversations necessary for better results improves your approach and your odds of winning.
A Sales Guy
JULY 13, 2021
We’ve been giving away too much money in sales over the past century. Why? We’ve been trained to think the buyer’s budget matters. For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. In other words, we make the buyer’s budget problem our problem and we need to stop doing that.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
JULY 14, 2021
Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool. Your competition may be leveraging that talent pool to build its sales team, and may be swiping your top performers.
Iannarino
JULY 15, 2021
The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary outcomes should be creating a strong preference for your client to buy from you. You want to play fair while creating an unfair advantage.
Engage Selling
JULY 16, 2021
I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.
Sales Pop!
JULY 14, 2021
A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. In some cases, these can be minor setbacks, but in others, it could mean the end of their business. This is probably why an estimated 20% of all new small businesses fail within the first year. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Martech
JULY 15, 2021
Qubit, the personalization engine for e-commerce, has launched Qubit CommerceAI, a new offering which supports 1:1 personalization in-the-moment. The tool uses deep learning rather than standard machine learning — a technique which employs non-linear layering of algorithms to discover pattern recognition across large data sets. It brings together customer data and product data, sifting through possibly thousands of SKUs, to make real-time 1:1 product recommendations, and to recommend next best p
Iannarino
JULY 10, 2021
The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical that you know your desired outcomes, as well as what your client needs from you. Designing and rehearsing your talk tracks will provide you with confidence and a chance to tighten up your arguments. I almost called this post “How to Have a Difficult Conversation with Your Client.
G2
JULY 16, 2021
Expensive outbound marketing isn’t the only way to approach prospective clients.
Sales Pop!
JULY 13, 2021
Color has long been a vital part of marketing. It appeals to people both aesthetically and psychologically and has been proven to influence customers’ buying decisions. Companies even pay to study the effects of different colors on consumers and audiences. This helps them make decisions about packaging, marketing, and even website and interior design.
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The 5% Institute
JULY 12, 2021
A Business Development Manager is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So how do you become a successful Business Development Manager? In this guide, you’ll learn how to a successful Business Development Manager: Even if you’re not yet popular in your field.
Iannarino
JULY 13, 2021
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. We cannot continue to choose prospecting methods that destroy any possibility of a future relationship. The salesperson who sent me a connection request on LinkedIn wrote that he wanted to “connect, learn, and grow,” an admirable set of outcomes.
Martech
JULY 16, 2021
Pre-pandemic life is starting to return. Travel is up. Masks are coming off. And indoor dining is an option once more. The relaxation in pandemic restrictions is also rippling through the business world as conferences and trade shows schedule in-person events for this summer and fall. We’re not surprised, since the last edition of our Events Participation Index showed that many marketers were ready to hit the conference hall floor as early as the third quarter of 2021.
Partners in Excellence
JULY 13, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to celebrate, high 5 each other and revel in the success. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more? Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better?
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Smarter With Gartner
JULY 13, 2021
Every year, poor data quality costs organizations an average $12.9 million. Apart from the immediate impact on revenue, over the long term, poor quality data increases the complexity of data ecosystems and leads to poor decision making. Download Roadmap: Data and Analytics Governance. The emphasis on data quality (DQ) in enterprise systems has increased as organizations increasingly use data analytics to help drive business decisions.
Membrain
JULY 11, 2021
My wife and I recently watched the new funny but sad movie, Here and Now, written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.
Martech
JULY 13, 2021
As part of the launch of MarTech’s Email Marketing Periodic Table, we are highlighting key chapters of the report. If you would like to check your own email strategy against the elements of good email optimization and deliverability, download the full periodic table today. The content provided within the email is just as important as the infrastructure and strategy behind it.
SaaStr
JULY 13, 2021
Q: Dear SaaStr: A VC Seems Interested. What Are the Odds a Deal Happens? So many founders get upset about VCs’ intentions, which is fair enough. But nothing signed until it’s signed. Assume the probability of an investment happening isn’t 100% — until it closes: If a VC doesn’t get back to you, even after what seems like a great meeting — send another email.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Understanding the Sales Force
JULY 13, 2021
Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest. At the same time, they are always different and last night there were four stories that made this year's home run derby different from all the rest.
Mike Weinberg
JULY 15, 2021
Greetings from Seat 2A. I’m departing PHX after leading a sales management session in Scottsdale for a large company. My thoughts are still racing from this full-day session and I can’t get the interaction with these hungry sales managers out of my mind. As I replay the highlights of the workshop and these managers’ takeaways, I’m […]. The post 6 Focus Areas to Maximize Second-Half Sales Results appeared first on Mike Weinberg.
Martech
JULY 16, 2021
We hear a lot about how dramatically the pandemic has affected consumer purchasing behavior, but the business-to-business side of buying is less frequently discussed. That doesn’t mean the pace of developments is any slower, however. While researching the all-new updated MarTech intelligence Report on account-based marketing (ABM) solutions , which just launched, we learned about how B2B buyers are engaging with companies in the current environment, and how marketing technology providers a
SaaStr
JULY 15, 2021
What will the office world look like after we are really through all this? It’s still a bit murky to me, so it’s good to get as much data as possible. Raise , which is a leading tech office broker and platform, has some interesting data: #1. SF Office space is still depressed, but the top start-up space is coming back to pre-Covid levels : #2.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Sales Pop!
JULY 16, 2021
While you’ll certainly want to monitor how many website visitors you get each month, perhaps a more important metric is your conversion rate, as this will show you whether those visitors are actually becoming customers. You want to keep the number of people leaving your website without spending money with you as low as possible. In this guide, we are going to be looking at some quick and simple ways to help you increase sales and improve your website’s conversion rate.
ConversionXL
JULY 16, 2021
A solid messaging strategy ensures you grab your target audience’s attention and build interest in what you’re selling. But there’s no one-size-fits-all approach. It should be informed by your market, competitor, and user research, and optimized through feedback and testing. This will help you gauge who your audience is and how to speak to them at every customer touchpoint.
Martech
JULY 12, 2021
Almost one week ago, Sangram Vajre, co-founder of Terminus and host of the #FlipMyFunnel podcast, posed a very simple question : “What’s the one most important metric in marketing?”. He received over 160 responses and counting, and there was a big consensus behind revenue. Other answers included “connection to your brand and business” (Karen Steele, CMO, Near), but most respondents were heavily focused on what would once have looked like sales goals.
Smarter With Gartner
JULY 12, 2021
When a health insurance company launches an app that allows members to print their insurance card or refill prescriptions, the outcome is digital business optimization that improves the existing business. But if that same company launches a telehealth arm, its ambition would be toward digital business transformation through a fully digitized product.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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