Iannarino

NOVEMBER 9, 2022

Selling has never been easy, and it seems like the sales challenges continue to grow.

Sales 277

Sales Sell 277

Membrain

NOVEMBER 9, 2022

Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data and how to supercharge your sales strategy.

Sales 126

Sales 126

Anthony Cole Training

NOVEMBER 11, 2022

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

Presentation 295

Presentation Sales Prospecting 295

The 5% Institute

NOVEMBER 8, 2022

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

Consult 137

Consult Sell Technique Clients 137

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

Understanding the Sales Force

NOVEMBER 7, 2022

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't nearly enough. Over the entire 6-game series, the Astros' batting average was 43% higher (good), their pitchers' ERA (earned runs allowed per 9 Innings Pitched) was 26% lower (good) and WHIP (walks and hits per inning pitched) was 19% lower (good), the

Quota 113

Quota Pitch Sell Gaming 113

Iannarino

NOVEMBER 6, 2022

Can you really conduct valuable sales training virtually?

Sales 304

Sales 304

SaaStr

NOVEMBER 5, 2022

Dear SaaStr: What Are Some Signs a StartUp Team is Going to Underperform or Overperform? Let me take a stab at signs a team will be underperforming. Outperforming is both seemingly obvious (strong team, strong market, proven ability to create products people want to use/buy) and also nebulous. But here are 5 factors in my experience that clearly demonstrate future underperformance even in seemly strong teams: All “Start-up Folks” This one may seem counterintuitive, but especially in

UX 142

UX Trust CRM Start-ups 142

RAIN Group

NOVEMBER 9, 2022

Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

B2B 138

B2B Sales Sell Product 138

Iannarino

NOVEMBER 5, 2022

To make a sale, you must first start a conversation. Outbound lead generation is an excellent way to get in touch with the right people and start talking!

Lead generation 278

Lead generation Conversion Sales Prospecting 278

Sales Pop!

NOVEMBER 10, 2022

With advanced technology, it’s rare to come across a company that has not automated software application testing processes. There are lots of benefits that you can get from automating your software testing. If your software application has to succeed in the target market, then you will have to provide a product that is free of bugs and with great user experiences.

Technology 241

Technology Technology User Experience Process 241

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

The 5% Institute

NOVEMBER 8, 2022

Sales as a beginner can be daunting at times, which is why we’ve created this list of selling tips for beginners. In this article, we’ll be looking at eight selling tips for beginners to help you win more sales and serve more people, in a consultative and non-pushy way. Selling Tips For Beginners – 8 x To Win More Sales. Selling Tips For Beginners #1 – Have A Road Map.

Sell 137

Sell Up-sell Presentation Clients 137

Membrain

NOVEMBER 6, 2022

Ever thought to yourself, “Am I in a conversation, or a jousting match…?”.

Sales 132

Sales Conversion 132

Iannarino

NOVEMBER 10, 2022

Your numbers are low, leadership is breathing down your neck, your team's morale is slipping and you're doing your best to hold it all together. You need help. You need energy. You need passion.

Sales 268

Sales 268

Martech

NOVEMBER 9, 2022

Podcasts are now a top channel for B2B content , with 43% of decision makers saying they use them to get business related content, according to a new study. That puts them into a tie with email newsletters, webinars and social media as the most preferred channels for buyers. Second place went to industry-specific newspapers (39%), according to the study by Sapio Research, a market research firm.

B2B 132

B2B Niche Commission Retail 132

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B2B

The 5% Institute

NOVEMBER 9, 2022

If you’re in sales, you’ll eventually come across a gridlock situation – this is where these negotiation strategies and tactics can play a hand and create a win, win situation. These negotiation strategies and tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. In this article, we’ll share ten negotiation strategies and tactics to help you close more sales, in a consultative and non-pushy way. 10 x Negotiation Strategies And Tactics For

Negotiate 137

Negotiate Objectives and Key Results Presentation Sales 137

SaaStr

NOVEMBER 5, 2022

Gartner has its latest report out , talking to hundreds of CIOs, and it breaks down projected SaaS spending in the enterprise in 2023: The summary: Gartner predicts SaaS spend in the enterprise will rise to $195 Billion in 2023, up 17% from $167 Billion in 2022. Platform and infrastructure spend will grow even faster, at 23% (which makes sense, see, e.g.

Represent 131

Represent Up-sell Sell 131

Iannarino

NOVEMBER 8, 2022

One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier or more challenging to win, there are several variables you control. If you don't want to have the same sales year each year , you need to work on improving your game. By working on these variables, you can create and close more deals in 2023.

Closing 269

Closing Gaming Sales 269

Force Management

NOVEMBER 10, 2022

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.

Strategize 128

Strategize Sales 128

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Martech

NOVEMBER 10, 2022

There is a revolution in how marketers are using artificial intelligence (AI) and machine learning (ML) to help execute intelligent strategies and campaigns at scale. One important area where AI and ML can be put to good use is in market data management. “This is basically turning AI and ML into a useful tool for marketing itself,” said Theresa Kushner, head of North American Innovation Center, NTT DATA Services, at The MarTech Conference.

Finance 124

Finance Engineering Contact Service 124

SaaStr

NOVEMBER 10, 2022

So our economy is going through some unpredictable transitions, with Cloud and SaaS companies powering through with still-strong growth and unemployment remaining at near record lows, while inflation, interest rates and more batter us at the same time. And we’re seeing a lot of layoffs in tech, Meta and Stripe being the latest. Perhaps the only direct and frank I’ve seen is from Stripe: “We Just Plain Overhired”.

Price 128

Price Quota Growth Sales 128

Iannarino

NOVEMBER 11, 2022

Whenever I write that sales success is individual , it causes an immediate response from readers who argue that there are other variables outside of salesmanship or saleswoman-ship (a clunky term, but as a person with a sales force almost exclusively made up of women, I'll use it). The following variables are most commonly cited as being key elements in sales success, but all of them can bring a deal only as far as the individual salesperson can manage.

Follow-up 268

Follow-up Sales 268

David Meerman Scott

NOVEMBER 10, 2022

With Elon Musk’s recent purchase of Twitter, some advertisers have reportedly left the platform and a small percentage of people have been deleting their accounts. Many are flocking to Mastodon as an alternative.

119

119

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Martech

NOVEMBER 7, 2022

In the current privacy-centric environment, traditional methods of marketing and analytics measurement are no longer viable. So the urgent question is, what are the key next steps brands should take to be able to effectively measure their marketing activity? . Across the industry, there is no shortage of different initiatives and solutions attempting to tackle this — from the Privacy Sandbox to data clean rooms to the Unified ID 2.0.

Campaign 123

Campaign Technique Conversion Process 123

SaaStr

NOVEMBER 9, 2022

So if you are in the support space, or CRM, or just generally sell into mixed enterprise-mid market, Five9 is a good one to follow. The company has been around for decades in the call center and contact center space, but after rebuilding around a web-native platform, saw a rebirth. Today it’s at $800,000,000 in ARR growing a healthy 29%, and a strong 18.5% EBITDA.

Contract 25

Contract Growth Engineering CRM 25

Iannarino

NOVEMBER 7, 2022

When we talk about sales growth, we are looking at the increase in revenue in a period. For example, in 2021 you generated $20 million dollars. In 2022, you generated $30 million dollars. Your company grew by 50 percent in one year, a fine accomplishment. But there are other ways to measure sales growth. No ways of measuring sales growth are exclusive.

Growth 268

Growth Sales 268

Understanding the Sales Force

NOVEMBER 9, 2022

For the longest time, my local Panera in Westboro Massachusetts was awful. Like phone company awful. And cable company awful. The problem was chronic. The half and half was always empty. The supplies of cup insulators and trays were nowhere to be found. The wait at the drive-through was intolerable. Online orders were never ready at or even close to the time they provided for pickup.

Sales 118

Sales Closing Customers Pipeline 118

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

Martech

NOVEMBER 10, 2022

Web scraping. It sounds like hard work, but it is more clever than arduous. The technique exploits a simple truth: The front end of the web site, which you see, must talk to the back end to extract data, and display it. A web crawler or bot can gather this information. Further work can organize the data for analysis. Digital marketers are forever seeking data to get a better sense of consumer preference and market trends.

Legal 122

Legal E-commerce A/B testing Technique 122

SaaStr

NOVEMBER 8, 2022

You know what’s back in fashion today in SaaS? Profits. Cash. For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. And that’s a lot rarer in SaaS. It’s out there. ZoomInfo, PayCom, Zoom an more mint cash. But so many SaaS leaders aren’t really profitable at $1B ARR even, Why not? Let’s update a classic SaaStr post on the topic.

Quota 117

Quota Contract Price Growth 117

ConversionXL

NOVEMBER 9, 2022

Marketers have access to more data than they need. Your time on this page has already generated data on the pop-ups you close, how fast you read, and where your cursor stops. To extract value from the numbers in your analytics tools and on your dashboard, you need to organize them. Bar graphs, pie charts, and matrices are data visualization tools that reveal trends and key findings in an understandable and engaging format.

Objectives and Key Results 110

Objectives and Key Results Represent Presentation Promote 110

Partners in Excellence

NOVEMBER 8, 2022

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. It concluded that we have to change, that we had to figure more/different ways to engage customers getting more of their mindshare.

Customers 107

Customers B2B Education Up-sell 107

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