Sat.Mar 19, 2022 - Fri.Mar 25, 2022

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5 Best Cold Calling Books to Generate Massive Success

Iannarino

Each year, publishers release somewhere in the ballpark of 11 thousand new business-related books. The good news is that means you have a lot of options when it comes to selecting a book to help you with cold calling. The bad news is that it can be hard to tell which books are actually going to help you.

Cold Call 295
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Value-Based Selling in Challenging Markets

Anthony Cole Training

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

Sell 255
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The new sales process

Membrain

Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.

Process 154
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Triad Tempo: Creating Quality Engagement

Engage Selling

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

Sell 151
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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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How to Be Truly Consultative

Iannarino

The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past "consultative" to something like "super-consultative," or "truly-consultative.".

Consult 330
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Google releases March 2022 product reviews update with additional ranking criteria

Search Engine Land

The new product reviews update looks for in-depth analysis, actual product use, unique information and comparable product coverage. Please visit Search Engine Land for the full article.

Product 144

More Trending

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Yearning To Be Unemployed!!!

Partners in Excellence

Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. But his rant provoked me into making a confession. For years, I’ve had a desire to be unemployed—that is to work myself out of my current job. Let me be clear, I love working, I can’t ever imagine not working. I’m fortunate to have clients doing fascinating things, solving really tough problems, creating great results.

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The New Qualifications in B2B Sales

Iannarino

There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time asking your questions to prevent them from wasting their time is anti-value.

B2B 291
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Facebook and Instagram get streamlined 3D ads

Martech

3D e-commerce technology company VNTANA announces a platform integration with Meta that brings 3D ads to Facebook and Instagram, and automates the creation and publication process of the ads for advertisers. The integration was developed with access to the alpha version of Meta’s augmented reality publishing API. To use this technology, brands upload their existing 3D designs, and in VNTANA they get converted to Facebook and Instagram standards.

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The Sales Process Model To Close More Sales

The 5% Institute

In this guide, you’ll learn the steps of our sales process model that works absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process model would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.

Closing 143
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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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Misunderstanding Insights

Partners in Excellence

My inbox and InMail is filled with sales people trying to provide me insight: Microsoft and Google have gotten huge results using our products! X% of sales people using our solutions exceed their goals, as opposed to Y% who don’t use our solutions (X is always 2-3 times more than Y.) Our solutions will enable you to differentiate company from their competition (I wonder if they are saying the same thing to my competition.

Represent 128
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Client Effort and Your Chances of Winning

Iannarino

There is a "tell" that provides you with evidence your deal isn't likely to close and should not find its way into your forecast. Most salespeople are not aware of this tell, in part because they want to win the deal, and partly because they don't see the tell for what is: evidence that their deal is in trouble. The tell is a lack of client effort.

Clients 288
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5 things I hate about email – and how to fix them

Martech

The other morning, I woke up in a foul mood. I had the perfect storm of not enough coffee coinciding with weather that wasn’t warming up fast enough and a vacation that felt a long way away. And then I went into my inbox, and I got aggravated all over again. I saw everything I hate about email. And that kicked off this rant. I can hear you saying, “Come on, Ryan.

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Identifying A Qualified Prospect – Learn How

The 5% Institute

One of the most important early stages of the sales process , is identifying as to whether you have a qualified prospect. The reason why it’s so important to identify a qualified prospect, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the qualities of qualified prospects, how to qualify correctly, as well as a list of qualifying prospect questions to help you with the task.

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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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Top 10 Sales Videos and Rants From Dave Kurlan

Understanding the Sales Force

From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection of ten presented below, seven are rants so the rants are much more popular. The ten most-watched videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk.

Cold Call 118
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Value and Anti-Value in Your Sales Approach

Iannarino

There are a number of topics you might share with your contacts in the sales conversation they find to be immensely valuable to them, especially when what you share enables them to make the best decision for their company and their results. While these topics create value for your prospective clients, there are a number of things you might talk about that create "anti-value," the idea that you are creating the opposite of value.

Contact 283
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Is the metaverse going to go big or go home?

Martech

Will the metaverse go big or go home? There are strong arguments for both, but at this point they are just arguments. There are plenty of tech ideas voted most likely to succeed which didn’t: Google Glass, Amazon’s Fire Phone, 3D TV, Google Plus, Second Life and many more. There are also plenty of ideas at the other end of the spectrum. There were a lot of doubts about Airbnb, Uber, iPhone, Facebook … heck even the internet itself.

Gaming 127
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Why I’d Rather Be Acquired by Vista Than a Big Tech Company

SaaStr

SaaS is Back!! pic.twitter.com/jFqQ6zRz6A. — Jason BeKind Lemkin #???????????? (@jasonlk) March 21, 2022. Recently a number of founders have reached out to me about offers to acquire their company from Private Equity firms like Thoma Bravo, Vista, etc. Some offers are more real than others, but there’s an army of associates, principals and vice presidents at top PE firms looking for SaaS companies at $10m-$1000m ARR to acquire.

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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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Enterprise SEO: Lessons from 20 years in the trenches

Search Engine Land

Want to gain market share rapidly and boost profits? Learn the key elements of a winning SEO strategy for large enterprises. Please visit Search Engine Land for the full article.

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What I Learned Selling a Commodity

Iannarino

I learned to sell in an industry that grew more commoditized with every passing year. My first experience was a startup, and I knew nothing about business, competition, or differentiation.

Sell 253
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8 tips on how to handle negative Facebook comments

Martech

As a reputation consultant, I have handled a full range of public relations issues through Facebook, and if there is one issue that will always be as present as death and taxes, it is negative comments on social media! It is not unusual for organizations — whether they be Fortune 500 companies, mom-and-pop shops, churches, or non-profits — to face negative comments on Facebook.

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Why Transparency Sells Better Than Perfection

Predictable Revenue

Todd Caponi joins the Predictable Revenue podcast to discuss how being more transparent with buyers can increase revenue and shorten your outbound sales cycle. The post Why Transparency Sells Better Than Perfection appeared first on Predictable Revenue.

Sell 111
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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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SaaStr Europa Moves to an Even Bigger Venue: Join 2,500 SaaS Professionals in Barcelona

SaaStr

SaaStr Europa just got a major upgrade. With 1,251 SaaS CEOs, Founders, and Revenue Leaders already attending SaaStr Europa 2022 – we’re upgrading the event to an even bigger venue! Wow — the response to this year’s edition of SaaStr Europa, 7-8 June in Barcelona, has been incredible. Even though we’re still about 90 days out to the event, we were on pace to sell out registrations for our original venue capacity much, much soon.

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8 Sales Process Steps to Drive Massive Profits

Iannarino

Let’s start with a riddle: Why did the team of world-class all-stars lose the big game?

Process 293
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Easy returns can enhance the customer experience

Martech

Spencer Kieboom is a man in love with what he does. “Reverse logistics is something I love — it’s so neglected,” he told us. “‘Return free in 90 days’ is a policy, not a solution, and there’s a big difference between the two. It’s just a policy somebody came up with in the hope it would lure more consumers into buying by alleviating the time constraint.” Kieboom’s mission has been to find a way to make returns easier for consumers and less of a headache for brands.

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A Script Isn’t A Call Plan!

Partners in Excellence

I’m almost ashamed to be writing on the topic of call planning/execution. It is probably the most fundamental skill any sales person must master. Yet, here I am, writing about it, largely because too many do this poorly. First, I need to define what a “call” is. Again, one never had to do this, we knew “calls” included virtually every interchange with the customer–a meeting, a conversation whether virtually by or by the phone.

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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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How to Set and Hit Revenue Targets With Brex CRO Sam Blond (Pod 541 + Video)

SaaStr

Tracking business performance through revenue targets remains one of the most valuable ways to measure company success. Yet, it’s crucial to understand how to set the right goals for your sales teams to ensure optimal growth. Sam Blond, CRO at Brex, shares his insights into how to select suitable targets and ensure your team hits them. The Two Variables and Your Target Game Plan.

Finance 113
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Twitter adds keyword search to Direct Messages

Search Engine Land

Good news for brands and businesses who use Twitter for customer service: you can now find DMs by searching for keywords. Please visit Search Engine Land for the full article.

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Europe moves to end dominance of Big Tech

Martech

Late last week, the European Union finalized the specifics of the Digital Markets Act. It is thought likely the Act will easily be approved by a vote of the European Parliament. The restrictions introduced by the legislation will apply to companies above a certain level of market capitalization and will include AliBaba, Alphabet, Amazon, Apple, Microsoft and Meta as well as a number of slightly smaller platforms.

Service 122
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Sales Coaching Tips: Structure Manager Feedback

Force Management

Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Your salespeople look to your front-line managers for professional development and expect to be provided the necessary resources, guidance and knowledge to be successful in their role. Remember, people quit managers before they quit companies. Drive talent engagement and improve retention by enabling your managers to give reps the critical feedback they need to improve current and future outco

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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.