Iannarino
APRIL 11, 2022
The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their prospective client their "solution." Every product or service is designed to solve a problem, and because your client isn't going to buy what you sell if they don't recognize a need, you search for a problem.
Membrain
APRIL 13, 2022
In the sales profession, the main focus is how to win more customers. Sometimes, it’s about how to better serve customers and build trusting relationships. Even less often, it’s about how we can serve employees and create a better environment for them to work in.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Cole Training
APRIL 14, 2022
In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?
Veloxy
APRIL 14, 2022
Earning recognition from quota crushing salespeople. After being rewarded with Top 50 Sales Software honors two months ago, Veloxy is excited to announce that it has received the G2 High Performer award for the twelfth time in a row. Whereas the first G2 High Performer award recognized Veloxy for its AI Sales Assistant solution, and its respective customer satisfaction, G2 awarded Veloxy with twelve High Performer badges.
Advertisement
Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Iannarino
APRIL 14, 2022
The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of professional selling evolves over time. The arc of this evolution bends towards greater value creation and away from the more transactional approaches still being used. What once was a valuable conversation doesn't create enough value for clients in this environment.
Membrain
APRIL 10, 2022
At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
APRIL 15, 2022
The quality of the content you publish on social media channels matters, but so does when you post it. That may be obvious; what is less obvious is that the optimum times for publishing can change from year to year. Sprout Social, the social media management solution, took a sample of over 30,000 customers and looked at the most productive times for engagement , broken down by social platform (Facebook, Instagram, LinkedIn and Twitter) and industry.
Iannarino
APRIL 10, 2022
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to help them improve their results in some meaningful way, they are struggling with what will amount to a change initiative. Leaders will recognize these challenges, but salespeople may not be aware of the problems of making changes inside their organization.
Partners in Excellence
APRIL 12, 2022
The “big news” in customer engagement is the customer digital buying journey. The shift to customers preferring the digital channels over dealing with sales people. Let’s be clear, a rep-free buying process, a preference for “self service,” is nothing new. Buyers have been doing this for decades, if not longer. It’s probably the dominant form of selling in consumer products.
The 5% Institute
APRIL 11, 2022
In this article, we’ll uncover five powerful virtual selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn our recommended virtual selling skills, and how and why you should implement this into your sales strategy.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Martech
APRIL 14, 2022
App opt-in rates soared in 2021, putting to rest fears about the impact of Apple’s AppTrackingTransparency (ATT) framework. The rate across all sectors was 25%, up from 16% the previous year, according to a report from mobile measurement company Adjust. ATT is part of iOS 14.5 and requires apps to ask permission to track online activity. At its launch last April there were concerns about its impact on data collecting.
Iannarino
APRIL 15, 2022
Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity to claim that moniker as their own. Having found approximately one-hundred percent of your sample agreeing they aspire to that preeminent title, ask any of your sample what is required to earn the title and you will no doubt hear something or another about helping them solve their problems.
Force Management
APRIL 13, 2022
There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that is driving record numbers, you're likely focused on ensuring you can scale that growth and avoid stalls. How do successful leaders ensure that they are able to maintain their company's growth rate over time?
Partners in Excellence
APRIL 13, 2022
Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections. That objections are something unique that customers inflict on us.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Martech
APRIL 14, 2022
Out-of-home (OOH) advertising isn’t just for the burger chain at the next highway stop. Tech companies are joining in on a medium that saw a boom year in 2021. And the increased interest in OOH, by tech and other categories, is largely because of the ability to integrate the channel into an omnichannel strategy for marketers. The numbers. OOH ad revenue climbed 16.7% last year, taking the yearly U.S. total to $7.1 billion overall, according to a report from the Out of Home Advertising Associatio
Iannarino
APRIL 12, 2022
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you create for your clients. We sometimes believe that because our model has a higher price and creates a different kind of value that it is somehow inferior.
Engage Selling
APRIL 15, 2022
??? Do you know who the decision makers are in the buying process? More and more individuals are involved in the buying decision than ever before. There are a number … Read More. The post Engaging the Decision Makers first appeared on Colleen Francis - The Sales Leader.
Search Engine Land
APRIL 14, 2022
Is MUM Google’s next step toward becoming a purely semantic search engine? Learn what MUM could mean for the future of SEO.
Advertisement
How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Martech
APRIL 14, 2022
Numbers. We see them in big data, machine learning and artificial intelligence algorithms, A/B testing. Digital marketing runs on numbers. So where do the words and pictures come in? “Creatives” begin their work where the numbers end. They take those analytical insights and turn them into words, pictures and messages that entice the customer to make the next click on that web site, text or email message.
Iannarino
APRIL 9, 2022
Sales training is useless. At least that’s a common myth we’ve heard from salespeople who have experienced outdated and ineffective sales training. It’s safe to say that sales training gets a bad rap. The common complaints are that it’s a waste of time and it doesn’t deliver lasting results. Is this really true? Unfortunately, for a lot of sales training courses, it is.
SaaStr
APRIL 15, 2022
One of the most frustrating things for founders is when VCs “ghost” them. I’m guilty of this myself, as much as I wish I wasn’t. I forget. The email box gets overloaded. It’s not an excuse, it’s not right. But the thing is, it happens. Eventually, your startup may be so hot that you can ghost VCs back. And let me tell you, the top founders do.
Heinz Marketing
APRIL 14, 2022
By Alan Gonsenhauser Principal and Founder of DemandRevenue, LLC. CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell.
Advertisement
Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Martech
APRIL 14, 2022
The IAB Tech Lab announced updates to ads.txt specifications. IAB hopes the update will remove some confusion around the entities ads are bought from and where the ads show up after they’re purchased. New values – “ownerdomain” and “managerdomain” – attempt to bring transparency to seller relationships identified through the sellers.json standard in ad exchanges that use the ads.txt protocol.
Iannarino
APRIL 13, 2022
Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, hand over the template.
Search Engine Land
APRIL 14, 2022
Want to create good TikTok videos? Here’s what Tiktok advises, But these best practices will only get brands so far.
SaaStr
APRIL 12, 2022
So is Square a SaaS company? It’s not even Square anymore as a company … it’s now Block. The majority of its revenue is now from Bitcoin transactions, not “traditional” payments and software. And yet … and yet … its engine is all software and really SaaS. At least still for now. Its software and services business is the one with the real operating margins.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Martech
APRIL 15, 2022
Every Monday morning, two marketing groups in two different companies get a standard report. One marketing team reads the report and then usually convince themselves that the data is wrong because their campaigns are working. What other reason could there possibly be for this quarter’s 10% growth in revenue? The other marketing team devours the report by noting trends in web interactions, analyzing attendees’ reactions to their last podcast and checking the number of sales-closed opp
Heinz Marketing
APRIL 9, 2022
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. Five Ways To Prepare For Hybrid Customer Engagement. Through the transition from in-person to remote work, there’s been an interesting mix of companies deciding to choose one avenue over another, however the majority are
Search Engine Land
APRIL 13, 2022
“Including them early in the campaign lifecycle can be useful to help jumpstart performance, but they will also continue to inform our systems over the campaign lifecycle,” the company clarified.
SaaStr
APRIL 9, 2022
Hiring has never been easy in SaaS. In the old days, it was hard just because there weren’t enough seasoned candidates. Today, it’s hard because there are 1000x more SaaS startups before. It’s always been hard. But it’s not necessarily harder — it’s just different. And key to winning the best talent is knowing what they really care about, not just what you think they care about.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Expert insights. Personalized for you.
321 
Let's personalize your content