Sat.Feb 26, 2022 - Fri.Mar 04, 2022

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7 Principles for Your Sales Approach

Iannarino

What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is it some seemingly new approach that is really an old pig with touched-up lipstick? While it's important to practice a consistent approach, it’s more important that the approach you practice serves your prospective clients by helping them decide what to do to improve their results.

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3 Skills That Drive Successful Sales Management

Selling Power

Successful sales management relies heavily on the individual skills of the sales manager. In this blog we share three skills that drive successful sales management.

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The Four Cs of Great Salespeople: Part 4

Anthony Cole Training

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 focusing on the critical trait of Charisma and how being able to attract, charm, and influence those you engage with will help you be more successful.

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Restoring Sales Purposes

Sales Pop!

Once in a great while, you observe people in a particular profession who truly represent that profession with honesty and integrity. One standout example is a profession whose people act as one would expect, from how they dress to how they execute their jobs. If they don’t behave this way, it can become life-threatening. That profession is that of firefighters.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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The Continuing Evolution of B2B Sales

Iannarino

The dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our clients. Because not everything changes all at once, though, we sometimes miss the inflection points that might cause us to modify how we do things, a critical step when your client's evolution means they need a different level of help.

B2B
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Best Route Planner for Field Sales Reps

Veloxy

Despite the growing use of Google Maps and Waze amongst field reps for getting from client a to client b, route planning has more to do with optimization and time efficiency than mere directions. While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations.

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What does the customer need to move forward?

Membrain

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.

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The Problem with Fear-Based Sales Approaches

Iannarino

Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, limiting the salesperson’s performance, preventing client leadership, and removing any possibility of being considered a peer.

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Our Latest Podcasts: Differentiate Your Salespeople's Approach

Force Management

Give your salespeople the knowledge, skills and tools to differentiate their sales approach from tough competition. The past few years have created permanent shifts to the way buyers and sellers approach sales conversations. Regardless, good selling is good selling. Enable your salespeople to differentiate not just what they sell but also how they sell to help them win more opportunities this year.

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Your VCs Are Worried About Public Multiples. Do You Need To Worry, Too?

SaaStr

So we’re in the 5th or so “SaaS crash” since I’ve been doing SaaS. This one is the worst, not because SaaS companies aren’t’ doing well. No, they are doing better than ever. Not because valuations are terrible. No, they are still decent, in absolute terms. No, this SaaS Crash is so tough on VCs and public market investors because the market was just so, so high for Cloud stocks from mid-2020 to late 2021: You can see above in the BVP Nasdaq Cloud Index that while these are still Great Times

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Is your sales training delivering the value you promise?

Membrain

Sales organizations spend anywhere from a few hundred to several thousand dollars per salesperson on sales training every year.

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Achieving Sales Effectiveness Supremacy

Iannarino

Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market. With the iPhone, Steve Jobs created a single device that eventually destroyed the two largest phone manufacturers. Travis Kalanick and Garett Camp started Uber and changed transportation forever, making it difficult for consumers to even consider a taxi once they’d used the Uber app.

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8 x Tips To Drive Up Sales

The 5% Institute

In this article, we’ll explore eight tips to drive up sales to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Tips To Drive Up Sales.

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Google launches new Google Analytics 4 home page

Search Engine Land

The new GA 4 home page provides more personalized content, the company says. Please visit Search Engine Land for the full article.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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4 qualities of an intent-driven marketing automation email program

Martech

Two recent studies measured ROI for social media versus email, and they appear to contradict each other. One said social media was first and email second for ROI, and the other said the opposite. Who’s right? I don’t know. But I know it’s the wrong question because email and social media don’t play the same roles. Much of the difference comes down to capturing, measuring and acting on intent.

B2C
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50 Ways to Avoid Ruining Your Life

Iannarino

I spend a lot of time writing about sales, but it's important to remember that your mindset and well-being are the most important factors in your personal and professional success. I submit the following for your consideration: Take care of your own health first. It's your number one priority. Invest time and energy in the important relationships in your life.

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How to Know Which Areas of Your Business You Should Focus on Growing

Sales Pop!

One of the most important aspects of maintaining a successful business is to ensure your clients are reliable. If you don’t have the right identity-proofing strategies in place, thieves can exploit weaknesses in your system to carry out various crimes, including using fake identities to launder money. The world of digital technology is changing fast; businesses that don’t adapt to the latest technology and developments put themselves and their clients at risk, particularly in prevent

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Step by Step Guide to Outbound Sales Call Mapping

Predictable Revenue

Learn the five key steps of outbound sales call mapping so you can put together an effective plan to help you and your outbound sales team close more deals. The post Step by Step Guide to Outbound Sales Call Mapping appeared first on Predictable Revenue.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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The 9 Types of CEOs That Are Really Hard for VCs to Work Well With

SaaStr

Q: What type of CEO is the most difficult for the Board to work with? In rough order: The “surprise springer”. Big surprises that could have been disclosed long ago, in a lower-drama format, pop up at a board meeting. Often repeatedly. This instantly undermines confidence and buys the CEO no advantage at all in the end. The “third check-er”. The CEO who struggles to raise money and asks his investors to write a third check into the company without a new, outside lead.

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The Truth At Any Cost

Iannarino

When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing the outcomes they need. Sometimes, your now-ex client finds that their new supplier does no better than you did—solid evidence that something on the client’s end caused you and your competitor to "fail" them.

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In 2022, There Will Be Five Major Trends In IT Support

Sales Pop!

To keep up with increased demand, IT support services have been developing and evolving. On our blog, we’ve compiled a list of the top IT trends for 2021. Support for information technology (IT) is an important part of corporate operations. Viruses, errors, and security breaches are the last thing you want to happen to all of your hard work. IT support services are put in place to keep your and your company’s IT resources optimal and secure, while also providing a positive client exp

UX
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The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%

Understanding the Sales Force

This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

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Top SaaStr Content for the Week: Loom CEO, GainsightCEO, Airtable CMO, Zoom CRO, and More!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: As You Scale, About Half Your Team Will Be in Sales and Marketing. Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS. Dear SaaStr: I Think My Boss is Going to Hire a VP Above Me.

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Activate the ‘Dark Funnel’ and unlock fresh leads in this new channel

Martech

What would it feel like if you could chat with your prospects here and now from this article – or better yet, a third-party article on your product or service? No sitting around waiting for intent signals. No banner ads with pesky redirects. Well, it’s here – and not only is it the future of selling in saas, but sales teams are using it today to engage with prospects in the earliest stages of the dark funnel.

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The Unique Opportunities Sports Marketing Offers

Sales Pop!

Your business needs to try new things to stand out and build brand awareness and recognition in a competitive market. Consider tapping into a bigger audience: people who watch sports. While the pandemic threw a wrench into the works of many live events, viewership for sports continues to grow overall. This presents a huge opportunity for businesses of all sizes and types to market to a large and varied audience.

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13 Tips to Master Your Next Proposal Presentation

RAIN Group

As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers. While there are several things to keep in mind for the presentation itself, just as important is the preparation you do before the meeting. Asking key questions of your buyer and working with your internal team will give you the edge you need to outshine your competition.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson?

SaaStr

Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson? In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., salary + target bonus). Generally low with smaller deal sizes and SMBs, and generally approaching 5x in the enterprise and with bigger deals. Here’s why: A rep working on $3k-$10k deals often can close about $400k-$450k a year.

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Does your organization need a marketing work management platform?

Martech

As society has struggled to cope with the COVID pandemic, the past year has brought great change to the way people around the world live and work. For several reasons, these shifts have impacted marketers especially dramatically, heightening the need for marketing work management tools that help them navigate more complex workflows. But deciding whether your company needs a marketing work management platform calls for the same steps involved in any software adoption, including a comprehensive se

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Why Social Media is so Important to Online Retail Businesses

Sales Pop!

The internet is changing the way that people carry out everyday activities. It is completely normal for someone to look to the internet for solutions to anything from taxis, entertainment, grocery shopping, and retail purchases. Retail ecommerce sales exceeded $4 trillion worldwide in 2020 with a total sales growth of nearly 50%. Although Covid certainly had an impact on people making more purchases online, ecommerce has been growing steadily for a number of years.

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How to be a competitive paid search marketer in 2022

Search Engine Land

The paid search landscape is more competitive than ever. In a recent webinar, Ashley Fletcher showed how marketers can stay ahead of the curve. Please visit Search Engine Land for the full article.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.