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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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.
ConversionXL
JULY 25, 2022
Careful attention to CTA (call to action) copywriting is the difference between brands that drive conversions and those that only drive traffic. Brands that slap a “Buy Now” button on a page and call it a day wonder why their campaigns fail to convert. Companies that engage in strategic CTA testing continue to drive success metrics like CTR (click-through rate) up and to the right.
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
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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 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.
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.
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.
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
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 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.
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.
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.
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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.
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.
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.
Understanding the Sales Force
JULY 27, 2022
When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars and vanilla cars, big cars and little cars, white cars, black cars and every color in between. But if you were to think about specific features that differentiate one car from another, you would have to really think about it, wouldn't you?
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.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
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 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.
Gong.io
JULY 25, 2022
“People love to buy, but hate to be sold to.”. It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch.
SaaStr
JULY 27, 2022
So when we started SaaStr waaay back in 2012, I never would have thought of profiling Microsoft and its old fashioned desktop software. But fast forward to today, and Microsoft truly is a Cloud and SaaS company, with Azure and LinkedIn its fastest growing business units! Perhaps most importantly. Azure and other cloud services grew a record 40% and the total Microsoft Cloud grew to a $90 Billion run-rate.
Speaker: Joe Heather, Deliverect GM (UK&I)
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.
Membrain
JULY 27, 2022
You won’t even go to the grocery store without it, yet you expect your high performing sales teams to do their best work without this tool. What is it? A checklist, of course.
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 Hacker
JULY 25, 2022
In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Nothing can be out of place, and if one piece fails to perform its function, you won’t get very far for very long. Your revenue organization works in the same way. Everyone on your team must meet their specific goals in order for your engine to operate efficiently.
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.
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.
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.
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.
Spiro Technologies
JULY 28, 2022
Before salespeople get to a “yes,” they have to hear a whole bunch of “nos.” Rejection is part of the job, and the reason why salespeople are usually so well-compensated. But sometimes, what might sound like a “no” is actually a sign that there’s opportunity ahead. A smart salesperson knows the difference between rejection and an objection that can be overcome, even though at first glance they might sound like one and the same.
Predictable Revenue
JULY 27, 2022
Rene Zamora, author of Part-Time Sales Management, shares his best tips to keep your outbound sales team motivated and maintain drive as a sales leader. The post How To Become a Motivational Sales Leader appeared first on Predictable Revenue.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
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