Sat.Jun 03, 2023 - Fri.Jun 09, 2023

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What To Do After You Lose a Deal

Iannarino

No salesperson wants to lose a deal, especially a large enterprise-level deal. No matter how good you are in sales, losses are part of selling. You may believe you should move on without looking back, but that would be a mistake. If you want to acquire the client in the future, there is no reason to give up, especially if you are already responsible for displacing a competitor to win a client’s business.

Clients 258
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The Art of Asking: How to Unlock Hidden Concerns and Objections

SalesProInsider

I object! It’s the climax of many TV courtroom dramas, and it’s often the turning point of the story. It surfaces the truth or redirects the focus to information that is helpful or relevant. Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges, discomfort, or misunderstandings?

Pitch 114
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There Are No Handicaps in Sales

Membrain

I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.

Sports 146
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The Problem with Self-Directed Sales Training and its Role in Developing Salespeople

Understanding the Sales Force

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said "Lunch" at the end of the day, and I spent most of the morning displaying only slide #2 which could have been covered in 10 minutes. The spontaneous, robust discussion that broke out was not planned, but most importantly, it was not discouraged.

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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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The Math Everyone Should Know

Engage Selling

 Do you know the math? Struggling to hit your targets? Constantly falling short? I’ve been helping a lot of salespeople with that, and the key is understanding the math. The post The Math Everyone Should Know first appeared on Colleen Francis - The Sales Leader.

Sales 62
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How to Use Proof Providers

Iannarino

You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the important outcome they are facing. As you look at your list of successes, you choose the three largest companies. Each is a marquee logo on its own, but the three together are certain to wow your contacts and eliminate any uncertainty they might have about closing with you.

Contact 278

More Trending

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Preserve Margin with Budget-Conscious Buyers through Value Negotiation

Force Management

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

Negotiate 147
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Should I Sell for $50m … Or Push On And Try to Build a Unicorn? Especially … Today?

SaaStr

A life poorly lived is a trap Go for it at least once — Jason ✨Be Kind✨ Lemkin  (@jasonlk) May 5, 2023 BusinessInsider had a great story a ways back on Datto’s $1b exit to Vista Private Equity (more on the role of PE in SaaS here ). So much of it resonated with me, especially the story of the CEO’s 10-year journey, and turning down an earlier $100m offer to sell.

Sell 141
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The Importance of Focus Over Distractions in the Age of Technology

Iannarino

It seems we continually lose the thread when it comes to selling. Sales organizations are distracted by every new shiny object that flashes across LinkedIn. Every new idea or technology, or even some passing fad , causes sales leaders and salespeople to believe something new will make selling easier, faster, and certain.

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How to create an SEO Chrome extension using ChatGPT

Search Engine Land

Chrome extensions provide a quick and easy way to execute boring and repetitive tasks. Extensions can be a huge time saver in SEO. But many still don’t focus on building them. One reason is that some marketers are unable to code complex tools, so they use whatever tool is available. That said, you don’t always need to invest your time learning difficult skills or spending money on an expensive developer to build a new complex tool.

Start-ups 140
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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 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.

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What Apple’s Vision Pro means for AR and VR marketing

Martech

Apple’s Vision Pro. Image: Apple. This week Apple announced the Vision Pro headset, available early next year. Here’s what we know so far about the device and what this means for marketers experimenting with AR and VR engagement. “Spatial computing” and AR. The use cases demoed at Apple’s Worldwide Developers Conference (WWDC) show augmented reality (AR) experiences where users interface with a digital layer on top of their real-world environment.

Price 136
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Growth Slowed Down About 33% On Average For Everyone in Q1

SaaStr

So two recent data analyses across both private and public SaaS companies interestingly showed basically the same thing: for the best SaaS companies, on average, growth in Q1 was down about 33% or so from a year ago. The time periods are different, but they also are sourcing the data at slightly different times. ChartMogul’s data, which we covered in another recent post here , shows data from 1000+ SaaS startups from $1m-$30m ARR in essentially real-time, as they are doing real-time revenue anal

Growth 138
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A Confluence of Forces Changing B2B Sales

Iannarino

In 1965, the futurist, Alvin Toffler wrote, "The acceleration of change in our time is, itself, an elemental force. The accelerative thrust has personal and psychological, as well as sociological consequences. unless man quickly learns to control the rate of change in his personal affairs as well as in society at large, we are doomed to a massive adaptational breakdown.

B2B 276
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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Matt Ferguson , the founder of MDF Coaching & Consulting. Matt shares his personal journey, we explore key takeaways that can empower professionals to excel in their roles.

Consult 133
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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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5 Tips to Grow Your Customer Base

Sales Pop!

Growth in your small business can open doors for you to achieve what you’ve always wanted to build. So if you’re feeling stuck in a rut, it may be worth investing in avenues of growth. One of the best ways for a small business to grow is to attract new customers. Of course, your current customers are valuable. They’re the foundation for your future.

Customers 130
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Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup?

SaaStr

Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup? Yes — at least at first. Especially if you haven’t done a lot of sales yourself. Boy sales is hard. It’s being told No a lot. It’s have literal, or virtual, doors shut on your face. It’s figuring out how not to be a pest — yet still be a pest. It actually doesn’t get that much easier over time, either.

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The 6 Types of Questions You Need in B2B Sales

Iannarino

Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good questions. Despite this universal advice, most salespeople fail to ask powerful questions because they don’t have them. When sales managers talk about sales questions, they suggest more open-ended questions and fewer closed-ended questions. While that’s better than nothing, there are other, more powerful types of questions.

B2B 276
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Why video is the marketing channel you can’t afford to miss

Martech

It’s been 96 years since the television was invented and we’ve entered a new chapter in video content and consumption. You’re more than likely consuming a ton of video content every day, whether you realize it or not. It’s amazing to think about the fact that Netflix users watch 203.8 million hours of streamed content each day. Meanwhile, the typical TikTok user spends 95 minutes daily scrolling through a feed of algorithmically suggested videos they didn’t choose to view.

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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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Embracing Remote Work: Strategies for Efficient Staffing, Bookkeeping, and Management

Sales Pop!

The traditional model of conducting business in today’s world has experienced substantial shifts, one of which is the rise of telecommuting and other forms of remote employment. Rob Buffington is an experienced consultant in the HOA management area and a member of Gordian Business Solutions. He recently offered his insightful knowledge on remote staffing, bookkeeping, and management concerns on an episode of Gordian Business Solutions’ podcast.

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Beware the “Mediocre Recycled”. The Zombie Executives of SaaS.

SaaStr

So this post isn’t meant to be a sub-tweet, or a sub-post — it’s just a general learning over the years. So please, no one take this personally. It’s not about you. But I’m still going to make one simple suggestion when you go to hire your first set of VPs, your second, or even your third: Beware The Mediocre Recycled What does that mean?

Follow-up 121
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The Operator's Advantage: Moving from Operations to Sales

Iannarino

You are in an operational role, where your job is to execute what your salesperson sells. Occasionally, a salesperson asks you to join them on a discovery call or a presentation. You are being asked to join this meeting because the client’s operations people will have questions that the salesperson can’t answer as well as you can.

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Selling In Tough Times….

Partners in Excellence

“Tough times demand tougher selling!” That seems to be a mantra many people discuss about selling in a difficult economy. And tougher selling is, sometimes, interpreted of higher activity levels, more outreaches, higher volumes, more and more frequent touches. Some of it focuses on more aggressive messaging. Some of it focuses on strengthening value propositions, finding ways to increase the value customers might realize through a change effort.

Sell 119
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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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Sales Industry: Missing Processes and Wrong Technology

Sales Pop!

This article concludes our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology. Processes Every activity a company undertakes is a process, and these processes must be as efficient as possible.

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How generative AI is improving customer experience and service calls

Martech

Generative AI and large language models are making customer experience platforms more accessible and humanized. These advances in recent months build on years of AI development that customer service and experience company NICE has put into their experience software. The company unveiled generative AI use cases at this week’s NICE Interactions event in New York.

Service 116
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How Salespeople Must Deal with Recurring Sales Problems Proactively

Iannarino

Salespeople often run into problems during the sales conversation. When these problems recur over time, it can cause a salesperson to fail to win deals that they might have won. Many of these obstacles happen in the B2B sales process. When this is true, it is especially important to address them early and proactively.

Sales 237
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Dear SaaStr: What’s the #1 Way I Can Accelerate My Career Growth?

SaaStr

Dear SaaStr: What’s the #1 Way I Can Accelerate My Career Growth? My uber-learnings: Find the best boss you can; and Take on every initiative, project, task and endeavor you possibly can from her. And work for them for a while. Long enough to get promoted once, ideally twice. Ideally 3-4 years. The best career accelerator I ever got was working for a few great bosses.

Growth 116
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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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Navigating Hybrid Leadership

Sales Pop!

Building Trust, Communication, and Accountability in the Changing Workplace The evolving nature of work and organizations has given rise to the concept of hybrid leadership. In this blog post, we explore the challenges and strategies involved in leading in a hybrid workplace. We delve into the importance of establishing a culture of trust, effective communication, and accountability within the organization.

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We’ve Got Productivity All Wrong!

Partners in Excellence

The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. When a business is fully operational and functioning at capacity, productivity should, in theory, be maximized.

Product 116
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5 tips for successfully adding martech to your stack

Martech

In today’s economy, companies are focusing on doing more with less. However, the highest reported investment increase across all major marketing resources by CMOs this year goes to marketing technology. Marketers and martech professionals have the option to buy one product or a full platform suite. Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once.

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42 Intellectual Property Statistics to Shape IP’s Future

G2

Intellectual property (IP) has become a fundamental pillar of innovation and economic growth. Many organizations worldwide use IP management software to centralize all intellectual property rights, trademarks, and patents in a single repository, enabling easy monitoring and tracking.

Growth 113
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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.