Tibor Shanto

SEPTEMBER 14, 2021

By Tibor Shanto. Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While it may not be pleasant, it is a fact, so we need to learn to manage things. Which is not as had as people think, but most approach things emotionally, not with thought. While every cold call or prospecting call will result in an objection, the objections are not all that different.

Prospecting 283

Prospecting Objectives and Key Results Cold Call Conversion 283

ClickFunnels

SEPTEMBER 12, 2021

The post How To Use The Sales Funnel Approach To Improve Your Business appeared first on ClickFunnels. Your website is not enough. You need a sales funnel. Here’s what we are going to discuss today: The #1 mistake people make when selling online. The traditional AIDA sales funnel vs. the modern Value Ladder sales funnel. How to build your first sales funnel in 7 easy steps.

Sales 255

Sales Up-sell Follow-up Price 255

Sales Pop!

SEPTEMBER 14, 2021

Conducting exit interviews has long been part of the ‘best practices handbook’ for HR professionals. While there is without a doubt tremendous benefit in conducting exit interviews, sitting an employee down on their last day and asking them why they decided to leave is a classic case of “Too little, too late”. In a typical scenario, the exit interview will point to the problems a departing employee had, that ultimately resulted in their resignation.

Finance 246

Finance Consult Drivers/motivators Contact 246

Anthony Cole Training

SEPTEMBER 16, 2021

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal.

Sales 236

Sales 236

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

Sales

Tibor Shanto

SEPTEMBER 13, 2021

Subscribe today, and take the Breakfast on the go! Brooke Friendly is an experienced Marketing Director developing diverse customer solutions and revenue generating campaigns through new and innovative content for digital, web, video, radio, print & social media on a national scale. Brooke is NPS certified and has a passion for collaboration and creativity and skilled in Campaign Strategy and Design, Marketing Management, Sales, SEO and Loyalty Rewards.

Campaign 257

Campaign Customers Sales Prospecting 257

ClickFunnels

SEPTEMBER 16, 2021

The post The Sales Funnel Basics: Master These 9 Core Concepts First appeared first on ClickFunnels. You’re in the right place. Not just because we’re going to talk about the basics of sales funnels , but because that’s what you want to learn about. Sales funnels are by far the most powerful method for generating more traffic, more leads, and more sales — that’s why we build sales funnels for a living!

Follow-up 244

Follow-up Sales Contact Price 244

Partners in Excellence

SEPTEMBER 15, 2021

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. Corporate web sites and sales people talk about, “Our value proposition is… ” In all honesty, when in my early years in selling, I tended to position value as the endpoint customers would achieve if they bought the products I sold.

Price 146

Price Sell Growth Customers 146

The 5% Institute

SEPTEMBER 14, 2021

The soft close is easily our most favourite sales closing technique, because you’ll have a higher chance of getting your outcome – and without the risk of breaking rapport. The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales.

Closing 144

Closing Technique Consult Pitch 144

ClickFunnels

SEPTEMBER 17, 2021

The post What Is Sales Funnel Analytics? [And How To Effectively Use It] appeared first on ClickFunnels. Want to build a successful online business? Then you need to commit to making decisions based on data. Here’s what we are going to discuss today: What is sales funnel analytics? What are the most important sales funnel metrics? How to optimize your sales funnel?

A/B testing 235

A/B testing Sales Conversion Price 235

SaaStr

SEPTEMBER 16, 2021

So how long does it take to really Go Big? We did our own SaaStr analysis a little while back and saw it took on average 10 years to get to a $1B+ acquisition in SaaS. And an IPO? Sapphire Ventures crunched the numbers. And the answer is 12 years to IPO. It’s a challenge to us all to push through the tough times we often see around years 4-5.

Growth 144

Growth 144

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

Objection handling

Membrain

SEPTEMBER 15, 2021

Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession. A few weeks ago, I had the pleasure of interviewing Daniella Floss about her work understanding the relationships between plants and fungi, which you can read about here.

Sales 139

Sales 139

The 5% Institute

SEPTEMBER 13, 2021

In this article, you’ll learn eight powerful sales tips that the top sales closers all use in their sales conversations, and sales process. If you’re an aspiring sales closer; these tips will be incredible valuable to helping you win more sales, consistently. These tips for sales closers are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front.

Sales 141

Sales Clients Closing Up-sell 141

ClickFunnels

SEPTEMBER 16, 2021

The post Sales Funnel Awareness – Learn About This Stage Of A Funnel appeared first on ClickFunnels. When people talk about sales funnels, they typically focus on converting site visitors into leads, leads into customers, and customers into repeat customers. However, the awareness stage of sales funnels rarely gets the attention it deserves. And that’s a shame because it sets the expectations for the subsequent stages.

Niche 223

Niche Sales Trust Follow-up 223

SaaStr

SEPTEMBER 14, 2021

Q: Dear SaaStr: What screams “I’m a terrible salesperson”? A few telltale signs: Immediate, massive discounting. Because they have no other idea how to close a deal or create urgency. Doesn’t understand the product. Way too many AEs don’t even really understand, let alone use, the product they are selling. Fear of the competition. This is different than respect.

Sales 142

Sales Gaming Closing Sell 142

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

Hospitality

Membrain

SEPTEMBER 12, 2021

For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.”.

Growth 138

Growth 138

Martech

SEPTEMBER 14, 2021

In what is believed to be the most expensive acquisition of a private boot-strapped company, Intuit has confirmed that it will acquire Mailchimp for $12 billion. It will add the customer engagement platform to its portfolio of accounting and financial solutions — Turbo Tax, Credit Karma, QuickBooks and Mint. Like those solutions, Mailchimp’s offering is primarily targeted at small and mid-sized businesses.

Finance 137

Finance Price Launch Gaming 137

ClickFunnels

SEPTEMBER 14, 2021

The post B2B Sales Funnel Guide – Start Growing Your Business appeared first on ClickFunnels. The greatest challenge of any B2B business is getting customers. That’s why today we are going to discuss: What is a sales funnel? The Value Ladder sales funnel model. 3 proven B2B sales funnels + case studies. We will also share some B2B sales funnel tips that will help you maximize your profits.

B2B 207

B2B Pitch Sales Up-sell 207

Heinz Marketing

SEPTEMBER 16, 2021

By Carly Bauer , Marketing Coordinator at Heinz Marketing. For any company that has a digital presence and wants to be successful in the digital space, they have probably taken advantage of search engine optimization. The benefits of SEO for businesses are practically endless and taking advantage of them can improve your brand’s success in the marketplace.

Engineering 137

Engineering Angle Presentation Start-ups 137

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

G2

SEPTEMBER 14, 2021

Personalized marketing is all the rage for modern businesses.

136

136

Martech

SEPTEMBER 17, 2021

Most marketers have some kind of email program, but are they emailing with a purpose? At the second day of MarTech, Kath Pay, CEO of Holistic Email Marketing, showed how testing emails can improve customer engagement and boost conversions. Not all marketers are fully invested in testing, in Pay’s experience. “If they’re testing, why are they testing?

Conversion 135

Conversion Objectives and Key Results A/B testing Campaign 135

The 5% Institute

SEPTEMBER 13, 2021

In this article, we’ll detail our proven value selling framework that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a value selling framework is one of the most important things you can learn in sales. It will give you consistency and guide your potential clients towards the sale.

Closing 132

Closing Sell Technique Sales 132

Heinz Marketing

SEPTEMBER 15, 2021

By Payal Parikh , Director of Client Engagement at Heinz Marketing. I have seen a lot of teams planning and executing ad hoc campaigns. I have seen e-blasts sent out impromptu, and webinars planned randomly. As a result, marketing is hardly able to impact the bottom line. I understand there’s always a fire burning and the leads aren’t just enough.

Cross-sell 133

Cross-sell Campaign Finance B2B 133

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

Start-ups

G2

SEPTEMBER 15, 2021

There are two ways that site owners have traditionally quantified the ROI of SEO traffic.

Campaign 132

Campaign 132

Martech

SEPTEMBER 13, 2021

This week’s Marketoon examines the classic metric, share of voice. Fishburne’s take: Share of voice (SOV) became a marketing staple decades ago. In theory, share of voice is a simple way to compare a brand’s media spending against the total media spending of the category. The metric was bolstered by research from Peter Field and Les Binet that showed a link between share of voice and share of market.

Market share 133

Market share Growth 133

Partners in Excellence

SEPTEMBER 13, 2021

I was talking to a great sales person the other day. We’ve been talking for several months about how to improve his prospecting. In our last discussion, he said, “Things have changed completely, I’m now having the right conversations with my prospects!” It’s a common challenge, we struggle to get our customers to respond, we struggle to engage, we don’t make the progress we hope for.

Conversion 130

Conversion Prospecting Contact Start-ups 130

Heinz Marketing

SEPTEMBER 17, 2021

By Win Salyards , Marketing Consultant at Heinz Marketing. Aligning your sales and marketing teams can be a daunting task , and one of the main hurdles to overcome is getting over the trust gap between sales and marketing. Many surveys have shown marketing and sales teams frequently don’t trust each other in their work. So, how do you push past that barrier?

Trust 132

Trust Sales Lead generation Consult 132

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.

High impact

SaaStr

SEPTEMBER 11, 2021

Lately I’ve been working with 5+ SaaS companies all hiring their first VP of Product. Most around $6m-$10m ARR, although one just past $10m ARR. And critically, most have a really strong CEO-CTO partnership. Both are great leaders, and both are great at scoping out the product and its future. That means often it’s not entirely clear who the first VP of Product should report to.

Product 127

Product Engineering Meeting Service 127

Martech

SEPTEMBER 14, 2021

Companies fill their marketing technology stacks with a range of tools each playing a specific role, like marketing automation, CRM, email marketing, analytics, and more. But once a year marketers lean on their Powerpoint skills to show just how connected these platforms are in a ritual called The Stackie Awards. On Monday at the MarTech Conference , Stackies creator Scott Brinker, program chair of MarTech, showed off the 2021 entries to the program and named this year’s winners: Juniper N

Networking 132

Networking CRM Trust Technology 132

Partners in Excellence

SEPTEMBER 11, 2021

Today, we will read dozens of heartfelt remembrances of 20 years ago. I’ve already read a few from friends who were supposed to be in those buildings at the time. Their writing brings back stark memories. I spent the first 12 formative years of my career in Manhattan. Through the 80’s much of my time was spent “downtown” in the financial district.

Territory 125

Territory Represent Networking Follow-up 125

Heinz Marketing

SEPTEMBER 11, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Think Vision. The difference between meaningless and meaningful, and valuable for you and others, is vision.

B2B 122

B2B Customers Cold Call Strategize 122

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