Iannarino
FEBRUARY 17, 2022
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% success rate. The truth is, with the right scripts, you can make cold calling work for your business.
Anthony Cole Training
FEBRUARY 17, 2022
We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are turning our attention to trait #2; Confidence. Great salespeople are almost always confident and express that confidence in three areas.
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Tibor Shanto
FEBRUARY 15, 2022
By Tibor Shanto. Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. So here we go with there is real and then there’s pipeline real, part 2.
The 5% Institute
FEBRUARY 16, 2022
Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy.
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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.
Iannarino
FEBRUARY 18, 2022
In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. Instead, they want to reach an outcome, one that would improve their results. Your clients would love to produce the outcome without buying your product or solution!
Force Management
FEBRUARY 16, 2022
Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
FEBRUARY 18, 2022
Sales-driven SaaS startups end up with about half their headcount in sales and marketing. It sounds high at first, until you realize that's just how the math works. Software itself and other departments get leverage. Sales doesn't. — Jason BeKind Lemkin (@jasonlk) February 17, 2022. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team becom
Iannarino
FEBRUARY 12, 2022
One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of sales. Two factors this view. The first factor is using the outdated, legacy approach to sales, a choice that fails to recognize what's changed in the sales environment—especially for decision-makers and buyers. The second factor is not paying attention to the sales industry, falling behind on key developments in the past twenty years.
Martech
FEBRUARY 18, 2022
“Misalignment between marketing and sales teams is a trillion-dollar problem for B2B revenue teams,” said Julianne Thompson, director of sales development at revenue acceleration platform Drift, in a recent webinar. “There are a few key factors that led to this divide: sales reps not knowing how to service the appropriate content in sales deals, a lack of tracking for that content’s effectiveness, and wasted time on unproductive prospecting.”.
Partners in Excellence
FEBRUARY 14, 2022
What sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamenta
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
Predictable Revenue
FEBRUARY 14, 2022
Digital marketing expert Shiv Gupta shares two outbound sales strategies for LinkedIn that helped his company generate an additional 25-30% in revenue. The post Top 2 LinkedIn Strategies To Generate More Revenue appeared first on Predictable Revenue.
Iannarino
FEBRUARY 16, 2022
Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to address the world of the 1960s and 1970s. We can call this approach "Legacy;" an approach that was effective for a little over two decades.
Gong.io
FEBRUARY 14, 2022
The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts.
Understanding the Sales Force
FEBRUARY 14, 2022
I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6. So what did Bob get himself into this time?
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
RAIN Group
FEBRUARY 16, 2022
You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority. When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.
Iannarino
FEBRUARY 15, 2022
Ah yes, the scripted sales call from an unknown number. The discomfort is palpable: you can hear the salesperson’s lack of confidence in their voice, that undertone of defeat stemming from hearing “no” 50 times already this shift. It’s almost enough to motivate a pity purchase—almost.
Partners in Excellence
FEBRUARY 16, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do we need to do next to move this opportunity forwards?” The problem is this focuses on our own perspectives and needs.
Membrain
FEBRUARY 16, 2022
I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.
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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.
Engage Selling
FEBRUARY 18, 2022
Can pushy salespeople thrive in today’s marketplace? It’s commonly discussed amongst salespeople that it’s good to be a little impatient. It’s good to be assertive and pushy to get deals done—not just sit back and wait for things to happen. … Read More » The post Do You Have Pushy Salespeople? | Sales Strategies first appeared on The Sales Leader.
Iannarino
FEBRUARY 14, 2022
When there is no difference in the client's experience from one salesperson to the next, the client has little to prefer one over the other. Because most salespeople are still taught and trained that their company and their solution is the source of their differentiation, they continue following their marketing department's mandate they start the conversation by sharing eight slides about their company.
SalesProInsider
FEBRUARY 17, 2022
While GPS navigation systems have largely made paper roadmaps obsolete for physical journeys, a roadmap for reaching the destination of success in converting clients is still very relevant. That’s what this series on Creating Your Roadmap for Sales Success has been all about: To help you create your sales roadmap so that you can move more of those hard-earned leads into clients and continue to grow that relationship individually and in reaching out to others.
Predictable Revenue
FEBRUARY 16, 2022
AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. The post How To Close The Deal With Sales Presentations appeared first on Predictable Revenue.
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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
Partners in Excellence
FEBRUARY 15, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail from prospecting messages. Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. The majority, I never open, I just delete. Every once in a while, one catch’s my attention and I skim it. Prospecting has always been a challenge, but these days, it is even more challenging.
Iannarino
FEBRUARY 13, 2022
A salesperson who doesn’t sell is no salesperson at all—even if they have a nice eggshell-creme business card with a title that includes the word "sales." You learn to sell like you learn to swim: by jumping in and doing it. When an SDR or BDR is intentionally deprived of sales experience, they cannot acquire the competencies and skills they need.
Heinz Marketing
FEBRUARY 18, 2022
By Jamie Montoya , Client Engagement Manager. Have you been in a situation where you have a great idea to optimize an internal process or strategy but could not get buy-in from your organization? Have you felt like you are spinning your wheels to find a solution to a company pain point but you were not getting anywhere? Have you felt like no matter many ideas you pitch, none seem to leave the drawing board?
Search Engine Land
FEBRUARY 17, 2022
This will come as a relief to advertisers that still rely on Standard Shopping’s manual controls and capabilities — especially as Google Ads continues to release more automated products. Please visit Search Engine Land for the full article.
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.
Membrain
FEBRUARY 13, 2022
The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.
Martech
FEBRUARY 18, 2022
As marketers, we need to know what should be on our collective radar to plan and optimize our email programs. The annual parade of trends articles for the coming year helps us do just that. However, rarely do the writers advise their readers to think about their primary challenges, develop strategies to solve them, and then – and only then! – think about the tactics (labeled as trends) they will use to carry out those strategies.
Heinz Marketing
FEBRUARY 14, 2022
By Matt Heinz , President of Heinz Marketing. In the middle of 2021, our leadership team did a deep dive on our business – not just setting growth goals and focus areas, but also revisiting our core values and defining a foundational purpose for the business as we enter a new period of growth. With the help of an amazing facilitator and following the EOS methodology, we articulated a purpose that immediately felt like us (based on our culture and priorities to date) and yet also provided an exci
Search Engine Land
FEBRUARY 17, 2022
International SEO is an important piece of any global marketing strategy. In a recent webinar, international marketing experts showed how to optimize for new markets. Please visit Search Engine Land for the full article.
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.
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