Iannarino
JULY 23, 2022
One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it is: the only vehicle for creating value, creating an opportunity, and winning the client's business. Because salespeople trained in the legacy approaches have been taught to believe the value is located elsewhere, they fail to participate in the sales conversation in a meaningful way.
Membrain
JULY 24, 2022
It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value?
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Anthony Cole Training
JULY 28, 2022
It would be great if you could hand a new salesperson a manual, ask them to read it, take a knowledge test and they could successfully begin their job. Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales? Let’s try to demonstrate that with a short example.
Sales Pop!
JULY 28, 2022
You are currently on the job selling to a specific audience. Training is complete but does not reveal how to resolve various issues concerning your clientele. First and foremost, to keep your job, it is necessary to know the company’s expectations of you in detail and where the boundaries are to avoid over-stepping. On the other hand, management will do best by considering whether they are training robots or humans to sell.
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
Iannarino
JULY 24, 2022
What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ability to bounce back from struggles, flexibility, and an indomitable mindset. If you’ve come to this post, you’re not only interested in resilience: You’re interested in how to coach sales leaders to embody these traits.
Veloxy
JULY 28, 2022
The average Salesforce instance has thousands of prospects, leads, and customers. Here’s the problem. Each of those contacts has a uniquely different propensity to buy. As a salesperson, every single day you have to find the proper balance between selling activity and non-selling activity. For example, you have to balance making calls and meeting customers with prioritizing your leads and opportunities.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
JULY 23, 2022
In the past, we have explored the topic of navigation in-depth. But this was only one type of navigation—toward those factors or destinations that had already been discovered. What about factors or destinations that have not yet been discovered? Finding things you already know is easy, especially given today’s navigation technology. Or, in the case of navigating a ship or an aircraft, the trained navigator knows the hazards and routes to take when heading toward a particular destination.
Iannarino
JULY 25, 2022
At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, achievable, relevant, and time-based. Anyone who has ever failed to reach a goal will recognize that, while these qualities are all helpful, they do little to help anyone accomplish what they want—or are capable of.
Veloxy
JULY 26, 2022
The Golden Rule. This is the moral principle that teaches people to treat others as they would want to be treated. It has been taught by every civilization in the world for thousands of years. But does it apply to the world of sales? Yes, but with a caveat. Sales has been around just as long as the golden rule , and some may say that the latter came about because of the former.
SaaStr
JULY 26, 2022
So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. Customers often can deploy on their own. There is often just 1 stakeholder to sell to. Often can avoid procurement, RFPs, and so many other headaches. Customers don’t expect you to build a feature before they buy.
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.
Martech
JULY 27, 2022
Only 11% of US businesses fully meet California Consumer Privacy Act (CCPA) requirements, according to a new study. This is actually higher than the 6% fully compliant with the EU’s General Data Protection Regulation (GDPR). Read next: Federal data privacy bill could make life easier for marketers. The rest of the companies are either non-compliant (44%) or partially compliant (45%) with these privacy protection laws, according to research from CYTRIO , a data privacy compliance company.
Iannarino
JULY 29, 2022
I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough value for you, Dear Reader. Instead, I am diving right into the answer without delay.
Force Management
JULY 29, 2022
Overcoming adversity is part of getting to the next level in your leadership career. This month's Revenue Builder's guests dig into the adversities they've faced and share valuable advice for those leading through challenging circumstances. Whether you're faced with hard-to-coach teams or tasked with defining a strategy to help your entire organization sell through ongoing external complexities, dig in.
SaaStr
JULY 25, 2022
Q: Dear SaaStr: How Do You Split Up Founder Shares? It’s a question for the ages. First, let’s note that most successful SaaS startups do not have equal founder splits. Less than 15% do. That data here: At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO. And Most Co-Founders Are Not Equal (And That’s OK). Second, note that some founders leave.
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The 5% Institute
JULY 29, 2022
In this article, you’ll learn how to sell in a recession, by using these simple yet highly effective sales tips to make the most of the sales conversations you have with your potential clients. These sales tips are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front.
Iannarino
JULY 27, 2022
There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a strategic mind. There are far fewer lists of the soft skills that make for a great leader. The following soft skills would cause a team to recognize their leader as great.
Martech
JULY 28, 2022
This year, mobile gaming is set to surpass a 60% market share of global in-game advertising, according to a new study by marketing intelligence firm IDC and app analytics platform data.ai. Mobile gaming spend will climb from $120 billion in 2021 to $136 billion in 2022. This makes mobile gaming advertising 3.2 times bigger than console, and growing at 1.7 times the rate of the industry overall.
Sales Hacker
JULY 26, 2022
Sales pros, I’m calling on you to end the debate on live chat versus chatbots. Sure, on one hand, there’s the convenience and power of an automated chat function. On the other is the valid claim that technology used to replicate human interaction just isn’t there yet. In reality, we need to move beyond this “either/or” mentality. At a high level: Your chatbot should function as a qualifier to ensure the person on the other end is a real prospect.
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.
The 5% Institute
JULY 28, 2022
In this article, we’ll detail the consulting sales process that works perfectly for Sales Professionals and Business Owners in service based and consulting industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Iannarino
JULY 26, 2022
If your most senior sales manager left unexpectedly, how long would it take your team to fill the role? In the face of the Great Resignation , that hypothetical has become a reality for thousands of companies.
SaaStr
JULY 29, 2022
The Day in SaaS, 07.28.22: Public SaaS companies are worth exactly 50% of What They Were 12 Months Ago: [link] pic.twitter.com/pbK4BmoNwo. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 28, 2022. So we’re in a bit of a weird world and time in venture capital. The public markets are down 50%+. The best of the best in SaaS and Cloud, truly the fastest growing and most iconic SaaS companies, from Snowflake to Datadog and more are way, way down.
Partners in Excellence
JULY 27, 2022
Everything I read, every conversation I have with sellers; the same issue arises. “How do we get customers to respond, how do we get meetings with customers?” I’ve been reflecting on this issue for some time. I’ve finally come up with the solution. It’s a slam dunk guarantee–ignore the gimmicks and tricks all the experts and guru’s offer.
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 Hacker
JULY 29, 2022
Front line sales managers are always looking for new and innovative ways to generate leads. As the manager, your job is to give your lead generators the tools they need to be successful. This involves training them to quickly on their feet, being able to read body language well, projecting a confident yet friendly manner, and building rapport instantly to gain trust.
Iannarino
JULY 28, 2022
Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's office for a first meeting. The One-Down salesperson will, without meaning to, project that the client will not be able to count on them to help improve their results. The content of the conversation is enough for a decision-maker to recognize this isn't the salesperson they need.
Sales Pop!
JULY 28, 2022
Getting a big tax refund can feel like winning the lottery. For many people, it’s their biggest paycheck of the year. Every year, about 3 in 4 Americans get a tax refund. The average refund is around $2,300. Although you’re getting a big tax refund, keep in mind that the money you’re getting back is all yours. It’s not a bad deal for Uncle Sam since he doesn’t have to pay any interest.
Partners in Excellence
JULY 29, 2022
There’s a lot of good conversation around creating Digital Selling Rooms. Increasingly, we see very powerful ways that sellers and customers can engage in their buying process and learning. Typically, sellers invite customers to Digital Selling Room. The rooms enable sellers to provide relevant content for use by the customers. They can track how this content is used, which content the buyers focus on.
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.
Engage Selling
JULY 29, 2022
Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.
Sales Gravy
JULY 27, 2022
Are You Using LinkedIn's Marketing Power to the Fullest? I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. He is a guru for using LinkedIn's marketing power, and as mentioned in Fanatical Prospecting, I believe that it is one of the greatest sales tools ever created - along with the car, Google, the internet, email, and the telephone.
Sales Pop!
JULY 28, 2022
Introduction: What is a Virtual Data Room? In the last few years, virtual data rooms have become the main tool for mergers and acquisitions of different companies. Thanks to them, specialists from different fields of activity can easily exchange, store, organize and process huge amounts of data. Thus, the electronic data room has found a new life as an auxiliary device for merging different projects.
Martech
JULY 27, 2022
Google has pushed back its self-imposed deadline of the end of 2023 for the deprecation of third-party cookies. It will now “begin” to phase them out in the second half of 2024. “The most consistent feedback we’ve received is the need for more time to evaluate and test the new Privacy Sandbox technologies before deprecating third-party cookies in Chrome,” wrote Anthony Chavez, VP of Google’s Privacy Sandbox in a blog post.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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