Sat.Nov 12, 2022 - Fri.Nov 18, 2022

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How to Improve Sales Skills with a Competency Model

Iannarino

My competency model for B2B sales includes more character traits than sales skills. Much of the time, a lack of certain character traits prevents salespeople from producing better results. It can also make it more difficult to develop the sales skills a person needs to succeed.

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Manage Deals to a Successful Close in a Shifting Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

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5 Reasons Sales Teams Underperform Like My Old Wiper Blades

Understanding the Sales Force

My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. I ordered Bosch Icon replacement blades, rated #1 by the NY Times, and after 30 minutes of unintentionally trying to put them on backwards, I finally got them installed.

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Sales Commandment #6: Thou Shalt Always Tailor Your Message for Resonance

Anthony Cole Training

Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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4 Best Cold Call Opening Lines with Script Examples + What To Say After

Iannarino

First impressions are everything.

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Steal Our 5 Cold Email Templates (Inspired by an Email Expert)

Veloxy

How do you instantly tell the difference between a good cold email template and a bad one? Look at who wrote the cold email and their average response rates. Depending on your company, cold email writing is commonly shared between sales reps and marketing. According to Campaign Monitor, a good response rate should be 10%. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 million cold emails.

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When The Going Gets Tough

Partners in Excellence

For the past several years, news gets tougher and tougher. First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges.

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How to Master Conversational Selling

Iannarino

The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle you have to create value for your prospective client. It's also the only way you create a preference to buy from you instead of from one of your many competitors. Because these things are true, you would expect sales organizations to focus on the sales conversation in training, development, and coaching.

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Account Based Selling: The Easy Guide for Beginners

Veloxy

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. It doesn’t have to. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. However, just 17% of marketers have mature ABM strategies in place, thus presenting your business with a wonderful opportunity to gain an advantage over the competit

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Stop and Take a Look Around….Now

Sales Pop!

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. But as we dwell on individual accounts, we must be careful not to neglect the broader picture. I love the Clement Stone quote – “You are a product of your environment.

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How to Coach Reps on Overcoming Sales Objections with Confidence

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

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.

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Are We Creating The Value Our Customers Value?

Partners in Excellence

Selling is about creating value… Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers need… To most sellers, it’s fitting the customer’s budget and winning because we might have a few more features than the alternatives, or are cheaper. The customer is very knowledgeable, they know what they need and want, our goal is to get them to choose us.

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4 Best Sales Pipeline Presentation Tips To Know Before Presenting

Iannarino

As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and opportunity reviews on large, high visibility, high-value opportunities, sales pitches, cold calls , networking chats, and more. No matter how comfortable you are with these conversations, even the most seasoned sales manager can sometimes start sweating at the prospect of running a long-form sales pipeline presentation.

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Vista: Across $24 Billion in ARR, We’re Not Seeing a Broad Slowdown. But There Are Pockets.

SaaStr

“So we're seeing some slowdown in certain sectors and, frankly, acceleration in others, things like low-code, no-code environments, productivity, cybersecurity to protect the enterprise …. So am I seeing a broad slowdown across our platform? No. Are we seeing some pockets? Yes.”. — Jason Be Kind Lemkin ? (@jasonlk) November 8, 2022. So those of us who know Vista Equity Partners (and many of you may not) think of it as one of the largest Private Equity firms buying SaaS companies.

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Dataroom Reviews — What Is It and Does It Work?

Sales Pop!

The data room services is a top-tier technology for streamlining company procedures. Technology is never stationary. This technology can be adapted to most kinds of business and allows most organizations to expand. It’s incredibly fantastic because it’s a well-established tool with a variety of features. This article will describe how this program functions, how it improves short-term company operations or workflow, and why it is essential for practically all contemporary businesses.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Qualifying A Lead In Sales Conversations – A How To Guide

The 5% Institute

Qualifying a lead in sales conversations is one of the most important tasks of the sales process. The reason qualifying a lead in sales conversations is so crucial, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying a lead in sales conversations, how to do so, as well as a list of qualifying sales leads questions to help you with the task.

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5 Free Sales Training To Close More Deals in 2023

Iannarino

There’s no such thing as a free lunch… or free sales training, right? Wrong!

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Where Customer Success Reports To Typically, Who Really Owns Renewals, And More from ChurnZero

SaaStr

So ChurnZero put out a great new report surveying 1,037 customer success professionals. The average size was 51-200 employees, so when things are taking off. Grab it here. A few things stood out to me: #1. 53% of VPs of CS report to the CEO or COO, and then 17% to CRO/VPS. Some good data on this split. I generally see CS reporting to a CRO as a recipe for conflicts, but sometimes it’s the best option: #2.

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Q&A with the director of Google Analytics: Getting Started with Google Analytics 4

Martech

We’re wrapping up our series on getting started with Google Analytics 4, with a Q&A with Russ Ketchum, director of Google Analytics. Here he talks about migrating from Universal Analytics and shares some GA4 power user moves. MarTech: What is the most important thing to know about migrating from UA to GA4? Russ Ketchum: GA4 is truly different from Universal Analytics at its core — and that’s intentional.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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“Customers Only Spend 5% Of Their Time With Sellers!”

Membrain

I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.

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The State of Sales Is Not Good

Iannarino

The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking place in every aspect of the business, but there are ways to turn things around.

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SaaStr APAC is a GO for Singapore on Feb 22-23!!

SaaStr

SaaStr APAC 2023 is officially a GO! Our first SaaStr event in Asia Pacific. . Feb 22-23 2023, Singapore. We are excited to announce today that SaaStr is heading to Singapore to host our first ever SaaStr APAC event in 2023! We’ll be heading to the historic Fullerton Hotel in downtown Singapore to host 600+ SaaS CEOs, Founders, Revenue Leaders, Investors, and more.

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16 AI-powered writing tools and how to make best use of them

Martech

I write a lot. I contribute to two publications, write marketing collateral for my company and generate numerous bits and pieces to support customer engagement every week. I’m not a natural writer nor do I love writing. I find writing difficult and facing a blank page daunting. Nonetheless, it consumes a significant portion of my work week. Thus, the idea of using artificial intelligence (AI) to generate content is very appealing.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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Hot Forex Leads — Tips to Generate Them

Sales Pop!

In an extremely competitive FX market, how can you distinguish yourself and capture the attention of potential clients? A marketing approach for generating hot Forex leads must first consider who your target audience is. Today, 50% of retail traders are millennials, while the remaining 16% are Generation Z. Today’s trader is 35 years old on average.

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Five Reasons to Hire Top Sales Talent

Iannarino

There are only three ways to acquire top sales talent. The first way is to buy it. The second way is to build it. The third way is to use both strategies together. Consider for a moment the investment in time and money required to develop talent. It’s expensive, difficult, and time consuming.

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The Different Flavors of Risk Early Stage VCs Take

SaaStr

It's not just FTX. Every VC I catch up with has a quiet story of fraud in their portfolio. Numbers that were sort of made up usually. Most won't ever be discussed or end up public. — Jason Be Kind Lemkin (@jasonlk) November 10, 2022. I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. 6 have become decacorns and unicorns, and 3 have sold for $1B+ cash.

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Many advertisers still using Twitter despite Musk’s chaos

Martech

Elon Musk’s purchase of Twitter caused the biggest brands to pause their advertising on the social media platform. However, many smaller ones remain and are still glad to be there. Kaela Green, VP of paid social at Basis Technologies, says that’s because both the audience and the content protections are still there. “It’s really just the small number [of advertisers] who are making the decision to maybe pause until there’s more certainty around the direction of the platform and it ha

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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SEO for Contractors: A Beginner’s Guide to SEO

Sales Pop!

It’s no secret that contractors must be visible online to attract new customers. In fact, according to a recent study, 97% of consumers use the internet to find local businesses. If you’re not ranking in search engines, you’re missing out on many potential businesses. Fortunately, there’s a lot you can do to improve your SEO and get in front of more prospects.

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3 Body Language Hacks That Will Change Your Sales Videos

Sales Hacker

Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. When I retired from the Boston Ballet in 2016 due to an injury, I didn’t think body language would ever play as much of an important role in my life again.

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5 Interesting Learnings from Monday.com at $550,000,000 in ARR

SaaStr

So we’ve taken a look at Monday several times in this series , but with so much change in the world of SaaS and Cloud the past few months, it seemed like a great one to dig in on. Because Monday remains on fire — growing a truly stunning 65% (!) at $550,000,000 ARR. Jaw-dropping rates. But it is down a bit from earlier in the year. A reminder of the conflict in perspectives we’re seeing today in SaaS.

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G2 launches Market Intelligence dashboard

Martech

G2, the software and services review site, has launched G2 Market Intelligence, an interactive dashboard giving software vendors increased visibility into the data G2 gathers about in-market software purchasers. The data, updated in real time and based on verified G2 reviews, is intended to help vendors stay up-to-date not only on the market in general but also on their competitors. 1.9 million reviews.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.