Iannarino
MAY 11, 2022
Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this one. If your cold calling attempts are leading to an endless string of rejections, it’s time to check out some cold calling examples and try something new.
SaaStr
MAY 10, 2022
Dear SaaStr: How Fast Should your Monthly Growth Be from $0 to $1M ARR? I can tell you after 30+ SaaS investments including 5 unicorns … it doesn’t really matter how long it takes you to get to the first $1m ARR, per se. I’ve invested in start-ups that got there in 6–9 months. I’ve invested in start-ups that got there in 4 years. My first decacorn investment had no revenue at all its first 2 years, despite trying.
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Martech
MAY 11, 2022
The latest Adobe Digital Price Index (DPI) finds online shopping prices still increasing YoY but at a slower rate. In April 2022, prices showed a 2.9% increase over April 2021, but missed the record breaking 3.6% YoY increase seen in March. April was the 23rd consecutive month of online price inflation, but more than half the categories tracked by Adobe showed a price decrease from March to April.
Anthony Cole Training
MAY 12, 2022
In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.
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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
MAY 8, 2022
CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most aggressive step yet in its fight against a 40-year high in inflation.
Veloxy
MAY 9, 2022
If you’re using Outlook or Gmail in your sales job, you’ll want to optimize your email signature to improve your response rates. While 13% of publicly listed companies use Outlook or Gmail exclusively, 87% either use a combination of the two email platforms or a more unique in-house solution. Here at Veloxy we have clients large and small who fit both groupings, which is why I’ve put together this helpful article on how to change your email signature in Outlook and Gmail.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
David Meerman Scott
MAY 9, 2022
The most exciting aspect of my book The New Rules of Marketing & PR is I have the honor of showcasing some of the best examples of building successful marketing programs. There are more than 50 profiles throughout the book, many of them featuring the marketers’ own words from interviews with me.
Iannarino
MAY 9, 2022
Much of what you read here comes from my experience selling and leading a sales force in a highly commoditized industry. In some cities, there were as many as six hundred competitors all vying for the same set of clients.
Force Management
MAY 11, 2022
A salesperson’s time is valuable. Ensure your sales team is spending their time building a pipeline of high-value accounts. Support your sales managers and reps in developing a result-driven plan that focuses them on pursuing these high-value opportunities. Put a process in place that helps your salespeople repeatedly and consistently drive effective sales plans.
Understanding the Sales Force
MAY 11, 2022
I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story. Their stats show that as of May 9, 2022 their bullpen has 9 blown saves. Bullpens rarely blow 9 saves over a full season never mind over five weeks but if you look deeper, they wouldn't be in so many close games if their offense wa
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
MAY 9, 2022
The best outbound sales emails all share a few common characteristics. This post will walk you through how to master each of these traits and increase your reply rates. The post How to Write Outbound Sales Emails That Convert appeared first on Predictable Revenue.
Iannarino
MAY 7, 2022
The sales leader was stunned by the idea that she was allowed to make her sales team prospect. This was news to her, good news. She was promoted into a role when her manager left, and because he didn't hold the sales team accountable for acquiring new meetings each week, she had never experienced a culture of accountability.
Engage Selling
MAY 13, 2022
????? I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
RAIN Group
MAY 11, 2022
There’s simply not enough time in the day to focus on every essential skill needed to succeed in sales. While sales teams must prioritize skills development, it’s important to identify which skills could have the biggest impact on your sales results.
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
Martech
MAY 13, 2022
Mobile marketing allows marketers to meet their customers where they are, which today is the default. The advent of mobile technologies like 5G is also allowing marketers to deliver, or conceive of experiences, that augment the experience. Mobile is a key component of cross-channel campaigns (TV, OOH, Print). Mobile also offers the possibility of precision location marketing for even better personalization.
Iannarino
MAY 12, 2022
Customer expectations change. Technology changes. Sales changes. Yet, cold calling remains. Should it, or is it finally time to put cold calling out to pasture with the typewriter and the Rolodex?
Spiro Technologies
MAY 12, 2022
As someone who wrote a book, I know a little bit about procrastination. Writers will famously clean their entire house, organize their closet, and vacuum their car, all in an effort to avoid sitting down to do the one thing they know they need to. Procrastination is a vicious cycle, and it’s a behavior that affects almost every salesperson. After all, who wants to sit down and make calls for three hours when you can check ESPN.com or have fun with your co-workers?
Partners in Excellence
MAY 9, 2022
Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from job to job. On the other side, we see employers, some of the “hottest” companies of the past few years, implementing significant staffing reductions–while also complaining they can’t find enough people to hire.
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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.
Heinz Marketing
MAY 12, 2022
By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing. At Heinz Marketing I split my time between being a Senior Marketing Consultant and Client Service Operations. Within CSOps I am responsible for ensuring our team operates from the same process and templates so that we’re consistent and our work continues to be scalable for all our clients.
Iannarino
MAY 13, 2022
Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: "the tendency to define challenges to national security as we would like them to be and to pay too little attention to the agency that others have over the future.".
Martech
MAY 12, 2022
I have COVID-19. Luckily I’m vaxxed and boosted, so the effects have been mild. But in the brain fog that inevitably accompanies COVID, my thoughts have naturally turned to email marketing. Why would I think of email and COVID together? Browse-abandon emails made me do it. For years I have railed against browse-abandon emails (read my most recent rant ) because they’re based on an outdated idea that browsing a website signals purchase intent.
Partners in Excellence
MAY 10, 2022
Thought leadership is important. Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. Thought leadership helps us stand out as being different than others. Having a point of view, creates interest. Others will want to learn more. We, sometimes, think of thought leadership as insight. It helps us change the conversation to something that is more relevant to our customers, rather than focusing on pitching our products.
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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
Salesforce
MAY 10, 2022
Many titans of the Web 1.0 and 2.0 eras have been relegated to the dustbin of history, rendered irrelevant or knocked out altogether for failing to evolve and give consumers what they want. As we sit on the precipice of the more decentralized and immersive Web 3.0, more commonly known as Web3 , today’s companies need to figure out how to avoid a similar fate.
Iannarino
MAY 10, 2022
How effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the content they learn by reading, but up to 95% of content they learn audio-visually.
Martech
MAY 9, 2022
Thanks to technology we no longer have to worry which half of our ad budget is wasted. Now we can know how much of it is being stolen. Advertising fraud is a widely known, widely ignored and very expensive fact. Have you moved from homegrown legacy applications to commercial solutions (or vice versa)? Let us know! Take the 2022 MarTech Replacement Survey today!
criteria for success
MAY 9, 2022
Happy Monday, Let's Talk Sales listeners! For this week's episode, we are re-sharing a fantastic episode from August 2021 featuring Marcus Chan. Marcus is the Founder and President of Venli Consulting Group , which specializes in helping businesses, sales professionals, sales leaders, and anyone who is in sales supercharge their results through high-performance training and coaching systems.
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.
Closing Bigger
MAY 11, 2022
Keenan in his book GAP Selling says it well when he talks about where most salespeople fail. Many focus on closing better but the big issue is that they’re failing to “open” effectively. Opening is about conducting a really effective discovery call. Effective discovery calls are one part needs analysis and one part leading a new thought process.
Salesforce
MAY 11, 2022
Emily Witt and Nicholas Feinig contributed reporting to this article. Consumers rely on customer service agents for help with everything from address changes to insurance claims. But frontline agents are leaving their jobs en masse, citing burnout and lack of flexibility – a recent Salesforce survey found 71% of agents have considered leaving their job in the past six months alone!
Martech
MAY 13, 2022
My approach to the marketing technology field has been geared toward focusing on human topics like relationships. Marketing technology, however, is certainly a technical discipline, and my route to this field began by working closely with web developers and designers as well as software programmers. Further, it obviously involves marketing acumen, which I’ve picked up on the job.
criteria for success
MAY 11, 2022
As a sales leader, you’ve had your fair share of sales meetings. You’ve survived the good, the bad, and the ugly. But what if I told you there was a way to avoid the bad and the ugly entirely? All you have to do is set expectations. Think of how much easier sales meetings would be if all parties involved knew exactly what everyone was expecting to gain from them.
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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