Sat.Jul 23, 2022 - Fri.Jul 29, 2022

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How to Judge the Value of the Sales Conversation

Iannarino

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.

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The changing face of value in B2B sales

Membrain

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?

B2B 131
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What are Soft Skills in Sales?

Anthony Cole Training

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 270
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Golden Rule of Sales: Treat Others How You Want to be Treated

Veloxy

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.

Quota 173
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How to Improve Email Deliverability and Optimize Each Send

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.

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6 Top Tips for Coaching Sales Leaders To Become Resilient

Iannarino

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.

Sales 295
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Call To Action In Writing: 7 Powerful Examples

ConversionXL

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.

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Only 11% of US businesses fully comply with CCPA privacy law

Martech

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.

B2C 145
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What Does It Mean to Create Value in B2B Sales?

Iannarino

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.

B2B 267
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The Consulting Sales Process – A Blueprint

The 5% Institute

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.

Consult 140
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Dear SaaStr: How Do You Split Up Founder Shares?

SaaStr

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.

Start-ups 138
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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A Guaranteed Method Of Getting Customer Meetings!

Partners in Excellence

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.

Meeting 129
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The Soft Skills of a Great Sales Leader

Iannarino

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.

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Positivity in Sales: A Choice, Not a Feeling

Engage Selling

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 127
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July Podcast Recap: Leading Through Adversity

Force Management

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.

Sell 119
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How to Stay Competitive in the Evolving State of Martech

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

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How to Implement Checklists to Supercharge Your Sales Team’s Effectiveness

Membrain

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.

Sales 125
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How To Find the Best Sales Leadership Development Program For Your Business

Iannarino

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.

Sales 262
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What About Digital Buying Rooms?

Partners in Excellence

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.

Sell 125
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Mobile leads growth in the expanding in-game advertising industry

Martech

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.

Gaming 134
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Many Different Selling Roles and How They Differ - Part 1

Understanding the Sales Force

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?

Sell 118
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Replacing Achievable Goals with Aspirational Goals

Iannarino

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.

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The Sandler Pain Funnel: Complete Breakdown?

Gong.io

“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.

Consult 117
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Google again delays third-party cookie deprecation

Martech

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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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Is Every SaaS Startup Worth Half of What It Was Last Year?

SaaStr

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.

Growth 124
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Underestimating the Power of Positioning in B2B Sales

Iannarino

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.

B2B 252
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Sales Efficiency Hack: The Perfect Live Chat + Chatbot Combo

Sales Hacker

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.

Sales 116
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How Under Armour’s Curry Brand shoes are taking off in the metaverse

Martech

Under Armour’s Curry Brand sneakers are moving as fast in the metaverse as they do on the court. While NBA three-point king Stephen Curry extended his legacy with a fourth league title (and fourth Finals MVP) this spring, hoops fans took to the metaverse to score special Curry Brand NFTs, called “NF3s.”. The cross-promotion was part of a long-term initiative executed by Under Armour and spearheaded by NFT branding and tech company Luna Market.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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5 Interesting Learnings from Microsoft at $200 Billion in ARR

SaaStr

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.

Contract 119
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5 Excuses From Prospects That Signal an Opportunity

Spiro Technologies

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.

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How To Become a Motivational Sales Leader

Predictable Revenue

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.

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What is marketing performance management and how can it help you?

Martech

One of marketing’s greatest challenges is proving its value to the business. Without demonstrable proof that marketing initiatives are driving business results, marketers’ budgets are easy pickings for leaders seeking to improve profitability or just keep the business afloat during challenging times. And it’s not just marketing department jobs and media budgets that are at stake.

B2C 109
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.