Sat.Sep 03, 2022 - Fri.Sep 09, 2022

B2B Sales 101 - Getting Started

Iannarino

The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and complex, it's worth looking at Sales 101, the fundamentals. Those new to B2B sales must master the fundamentals to find their footing and develop their skills.

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Sales Training Games and Goals: 4 Steps to Successfully Motivate Retail Employees

Sales Hacker

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation.

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Trending Sources

Rethinking Account Based Selling

Membrain

Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans. Account Growth Planning & Execution

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How to Get Meetings With Hard to Reach Prospects

Sales Gravy

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Found: A Great Article About How Important Salespeople Are

Understanding the Sales Force

Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it.

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More Trending

What is The Your First Funnel Challenge?

ClickFunnels

The post What is The Your First Funnel Challenge? appeared first on ClickFunnels. Have a business idea that you’re dying to get out into the world…. … but don’t know where to start?

Don’t Be Boring! Top 10 Ways to Effectively Moderate a Panel Discussion

David Meerman Scott

At most conferences, the panel discussions are terribly boring. In fact, some panels are so dreadful that many attendees use the time to network in the hallways or check emails. But it doesn’t have to be that way! Public Speaking Best Practices

Dear SaaStr: When Should You Sell Your Startup?

SaaStr

Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Don’t take it literally. Most startups never get a single good acquisition offer, ever.

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Five Problematic Selling Styles

Iannarino

"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for some and unfortunately for others, how you sell is a larger variable to success than what you sell. Sales LL-Vault

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Latest Podcasts: Leadership 'It' Factors

Force Management

The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great.

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How Many Integrations Do You Need?

Membrain

When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.

The Broken State of SaaS Sales Rep Comp

SaaStr

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year.

The Modern Relational Sales Approach

Iannarino

In the book The Challenger Sale , the relationship salesperson scored poorly. What most readers didn't realize was that the Challenger's second-highest score after "challenge" was "relationship." This should not surprise anyone in B2B sales.

B2B 192

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

7 Steps to Maximize Your Renewal Success Rate

Sales Hacker

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects.

How to Prospect in Sales – It’s an A Priority

Anthony Cole Training

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else.

Dear SaaStr: How Many Investor Updates and Meetings Do I Owe My Investors?

SaaStr

Dear SaaStr: I am a startup founder that writes extensive monthly report to investors. We are also doing weekly meetings, are they asking for too much of my time? Yes, that’s too much.

Five Critical Advanced Sales Skills

Iannarino

Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are two forces, however, that have disrupted sales. The first is the collection of changes in our environment over the last two decades.

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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

“The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To……”

Partners in Excellence

There’s the old children’s song, “The Skeleton Dance.” ” It starts with “the foot bone is connected to the leg bone, the leg bone is connected to the knee bone…” It’s really a discussion of systems.

How to Build Predictable Pipeline to Steady Your Course to Revenue (and hit your number)

Sales Hacker

60% of sales leaders are not confident that they’ll hit their revenue goals. With a global market more reactive and volatile than ever, this is an incredibly stressful environment for both your sales reps and your management team.

1 Week to SaaStr Annual!! Know Before You Go

SaaStr

SaaStr Annual is Almost Here! September 13-14-15. THE OFFICIAL SAASTR ANNUAL ATTENDEE NEWSLETTER. Hey SaaStr Annual Attendees, We’re just 1 week away from SaaStr Annual 2022 taking place next week, Sept 13, 14 + 15 at the San Mateo County Events Center.

Seven Sales Management Styles

Iannarino

This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue. Leadership LL-Vault

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Trust and Leadership with Charles Bernard

criteria for success

Happy Tuesday, Let's Talk Sales listeners! For this week's podcast, we are continuing our discussion on leadership and trust with Charles Bernard as our guest. Charles is the Founder and CEO of Criteria For Success!

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A Look Behind the Curtain: Hiring the Best Salespeople (and the rules no one talks about)

Sales Hacker

Ever wonder what really happens behind the scenes of hiring salespeople (for a high-performing sales team)? It’s not as simple as it sounds. Most companies focus on the skills and experience they’re looking for but forget about culture fit and work ethic.

Dear SaaStr: What Are The Top Things to Know Before Starting a SaaS Startup?

SaaStr

Dear SaaStr: What Are The Top Things to Know Before Starting a SaaS Startup? Top of my list: Picking a mediocre co-founder just doesn’t work. You can’t settle here. You have to find someone at least as good as you, ideally better. And importantly, at least as committed.

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How to Succeed at B2B Sales Prospecting

Iannarino

Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to make sure they are on every list to ensure they receive a request for a proposal (RFP). A B2C salesperson is going to reach out to customers by phone, mail, or door-to-door.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Updates finalized for IAB intrinsic in-game ad measurement guidelines

Martech

IAB announced the finalization of Intrinsic In-Game Advertising Measurement Guidelines 2.0 , a joint effort between the IAB Experience Center, the IAB Tech Lab and the Media Ratings Council. This project is the first update of its kind to guidelines introduced in 2009.

Everyone Wants Referrals but Few are Willing to Put in the Work

Adaptive Business Services

I built my selling career on referrals. As a result, my closing ratios were phenomenally high. I created and nurtured relationships with both clients and power partners. I was always a member of a networking, or leads, group.

VCs and The Three Types of Struggling Startups

SaaStr

So there is a lot of triage going on in VC land these days. VCs have to figure out where to put their money, and their time, when the public markets are still down 50% from their peaks and late stage, follow-on capital has almost evaporated. Things are still very good in SaaS.