Sat.Sep 10, 2022 - Fri.Sep 16, 2022

How to Build Value in Sales


Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or service can solve a client's problem. Yet, this is a limiting view of how you can build value in sales. There are more ways to do it, some greater than others.

10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Understanding the Sales Force

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game.


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How can anyone sell value without values?


I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article. Sales Management

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6 Toxic Myths Too Many Salespeople Believe

Spiro Technologies

The internet has done plenty of wonderful things for salespeople, from providing enormous resources to helping us connect with prospects. But it’s also had the effect of normalizing and amplifying toxic myths about sales. .

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!

Customers And Sellers, Conflicting Systems

Partners in Excellence

I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?”

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Sales Pipeline Management Best Practices


This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder Leading Growth now. Sales Leadership LL-Vault

How to Create a Sense of Urgency in the Mind of Your Customer

Cerebral Selling

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. the real reason they buy).

The Best in SaaS Are Just Growing Faster Than Ever. I Mean, It’s Crazy.


As this gets published, I’ve just about finished giving my talks at 2022 SaaStr Annual. And thank you so much to everyone that came, or watched the streaming. It really means a lot.

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Your SKO: How to Drive Long-Term Adoption & ROI

Force Management

With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends.

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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!

How to Build a Cold Calling Campaign


In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed to acquire the meeting, but occasionally, some nice person would agree to your request.

Want to Be Better? It’s About Time…


What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend?

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8 Best Practices to Help You Master Email Communication

Learn Hub | G2

Email is an integral part of today’s culture, both at work and at home. Guest Post Productivity

Dear SaaStr: How Do Founders Take Advantage of VCs?


Q: There are a lot of examples of VCs taking advantage of entrepreneurs. What are some examples of entrepreneurs taking advantage of VCs? I can name a few.

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.

Cold Calling vs. Warm Calling


A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of salespeople are uncomfortable calling strangers, even though every good thing that happens in sales starts with meeting a stranger.

And Now, Welcome to Hybrid Learning!

The Advantexe Advisor

As we all have experienced, COVID-19 has completely disrupted the world of talent development forever. From March 16, 2020, until about April 1, 2020, every Advantexe client canceled or postponed their scheduled live, in-person training programs.

How Recruiting Automation Improves the Candidate Experience

Learn Hub | G2

The world is powered by the experience economy, and it's time to take that to heart when it comes to recruiting. Guest Post Productivity

What Add On’s You Can — And Can’t — Charge For


I recently was in discussions with senior execs at 3 of the top SaaS companies about their platforms and partners. And all 3 made the same point — their partners can charge for stuff they can’t. Even if it doesn’t totally make sense.

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!

In Search of Sales Science


Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to behavioral science to light the way toward a science of selling. Selling, however, isn't a science.

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How to Be Different From Your Competition

Engage Selling

????????????? How can you stand out and be different from your competition? Sitting in on sales team meetings is one of my favourite things to do. I love watching the … Read More. The post How to Be Different From Your Competition first appeared on Colleen Francis - The Sales Leader.

The Power of Open-Ended Questions in Sales & Sales Management

Anthony Cole Training

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Dear SaaStr: What Are the 5 Things Every Founder Should Know In the Early Days?


Dear SaaStr: What Are the 5 Things Every Founder Should Know In the Early Days? My list: Slow it down if you don’t have a great co-founder. Another idea will come, but it’s almost impossible to thrive without an amazing co-founder. More here. You always need about 25% more than your raise.

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.

The New Sales Meeting Agenda


In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the meeting would be "to share a little about us, how we are helping companies like yours, and learn about you and your company."

Science of Selling: How to Hit a New Level of Sales Efficiency

Sales Hacker

More than 65% of B2B organizations rank sales productivity as a top challenge. Yet, today, GTM teams are expected to do more with less — meaning it’s harder than ever to build a quality pipeline.

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Would You Rather Grow by 14% This Year or 30%?


If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button. Case Study

Dear SaaStr: What Are the Danger Signs a Startup Isn’t Going to Work Out?


Dear SaaStr: What Are the Danger Signs a Startup Isn’t Going to Work Out? Let me share my list. It’s more about things I worry about after : Founders’ understanding of market doesn’t get deeper. I really worry when 9–12 months later, the founders do not understand their market better.

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!

What to Say in a Sales Interview


For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people who worked in distribution centers and manufacturing companies. Part of this experience was in my family's business in Columbus, Ohio.

Report: The Top 7 Reasons Salespeople Lose Deals in 2022 (& How to Fix It)

Sales Hacker

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux.

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Do Your Sellers Have A Future?

Partners in Excellence

Too many leaders seem to have given up. They take high attrition rates/turnover as “the way things are.” ” They manage strategies around low tenure (11 months for sellers and leaders).