SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. And especially with great products, there’s always pull from initial early adopters that runs out. Without it, you don’t have a business.

Go To Market 98

Go To Market GTM Cross-sell Growth 98

Partners in Excellence

MAY 15, 2019

Recently, I read an article about sales being more science than art. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science. But there’s a huge flaw in the example, and in the thinking of how we apply science in selling.

Sales 87

Sales Sell Customers 87

Martech

AUGUST 29, 2023

Most significantly, we are pivoting from a world of demographic segments to one of dynamic testing — or modeling, as the savvy data community would have it. markets stems from when media departments were split into separate companies from the large creative ad agencies in the 1990s.

A/B testing 90

A/B testing Campaign Healthcare Cross-sell 90

Sales Hacker

OCTOBER 29, 2020

There is both an art and a science to the language you use in sales. The art of it requires diligent practice, creativity, and the ability to paint a clear picture of the benefits of buying your solution. The science of it relies on the psychological triggers you can leverage to land more contracts. Specifics sell.

Closing 88

Closing Pitch Trust Contract 88

Partners in Excellence

JUNE 28, 2022

As sellers, much of what we sell, focuses on improvements our customers might achieve, for example improving their productivity, reducing cost, increasing revenue, improving customer satisfaction, improving quality. Customers we have never served but represent expansions of where we currently sell. Innovation is critical for all of us.

Manufacturing 84

Manufacturing Non-Profits Represent Retail 84

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 99

B2B GTM Cross-sell High impact 99

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. The reality is, selling isn’t an unteachable art. Rather, it’s a science. “Sellers are made, not born.” There’s no doubt this is a phrase you’ve heard at least a time or two. Easier said than done, right?

Quota 92

Quota Cross-sell Objection handling Up-sell 92

Salesforce

SEPTEMBER 19, 2023

Sure, sales is both an art and a science — but we actually need a lot more science. Show me how to make the right moves in my pipeline, guide my leaders and reps to win (and win faster), and hit my forecasts every time. Revenue intelligence is a data-driven way to sell. Bye-bye, intuition. Hello, data and insights.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Martech

MAY 24, 2023

When it was time to graduate from the program, GE was actually one of the first brands to spend more on digital ads than traditional ads. As part of our Salary and Career Survey , we interviewed people about their experiences in marketing. She’s also figured out how to combine her first love, musical theater, with martech. Q: In marketing?

Transportation 94

Transportation Cross-sell B2C Drivers/motivators 94

Partners in Excellence

DECEMBER 28, 2017

The article I wrote, Moving From Selling As An Art To Selling As A Science , has stirred up a lot of reaction in the various venues in which it’s appeared. Many suggest, I think correctly, that sales is a blend of art and science. There are those that have focused on selling as an art.

Manufacturing 60

Manufacturing Sales Up-sell Process 60

Salesforce

MARCH 21, 2022

What started out as a term from a 1990s science fiction novel is now a market expected to be worth $800 billion by 2024. Think: stores built on blockchain, digital fashion and art, and cryptocurrency. From healthcare to manufacturing to retail, digital-first initiatives are transforming every industry.

Real Estate 98

Real Estate Retail Transportation Healthcare 98

A Sales Guy

JANUARY 26, 2015

There is no question selling is both art and science. Like most things where art and science collide, science gets all the attention. Science is measurable. We can touch and feel the science of sales. The art of sales is very hard to measure. It’s data-driven. We know this.

Sell 119

Sell Education Prospecting Sales 119

Anthony Cole Training

FEBRUARY 16, 2015

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? The 80/20 markers can slide to 60/40 but, in my recent research, I haven’t seen it move beyond that.

Legal 220

Legal Sales Up-sell Meeting 220

Partners in Excellence

MAY 5, 2022

Readers might be a little surprised about the concept of Improv In Selling. Others would laugh at the concept of improv, saying that sales people are always winging it, shooting from the lip. We discussed what it takes to be successful in improv, whether in music, comedy, drama, or selling. ” And, usually, they fail.

Sell 68

Sell Drivers/motivators Up-sell Follow-up 68

Search Engine Land

OCTOBER 12, 2023

To stand out in SEO and digital marketing, the key is to niche down and pinpoint your unique selling proposition (USP). Can they genuinely master the nuanced art of link-building when others dedicate their entire career to just that? SEO professionals also need to step up. Think about a real-life situation.

Niche 115

Niche Strategize Clients Service 115

Search Engine Land

MARCH 7, 2023

Google and Microsoft have forced marketers away from manual controls in favor of automation. How it needs to stand apart from competing ads. The best messaging entices the right people to click and deters those outside your ideal customer profile from engaging. Responsive search ads have replaced expanded text ads.

B2C 94

B2C Clients Start-ups Campaign 94

Salesmate

JULY 28, 2020

Unbreakable Laws of Selling. Jeffrey Gitomer, a renowned sales trainer has shared some of his unbreakable selling laws in this book. Unbreakable Laws of Selling. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. Learning new exhausts the mind – Leonardo Da Vinci .

Objectives and Key Results 103

Objectives and Key Results Pitch Sales Quota 103

Lead Fuze

OCTOBER 20, 2023

This post promises not only to unravel the mystery around sales leads, from cold and warm ones to hot prospects ready for conversion but also arms you with practical strategies such as using social media marketing and email campaigns effectively. Ever felt like you’re on a treasure hunt, seeking that elusive pot of gold?

Growth 52

Growth E-commerce Real Estate SQL 52

Salesforce

JULY 20, 2021

Reported uses are expanding rapidly, from enhanced personalization to improved segmentation, insight discovery, predictive modeling, and process automation. Advertising technology also rode the wave of big data-driven AI adoption, as programmatic platforms revolutionized the process of buying and selling digital ads.

Sales 98

Sales Angle Campaign Technology 98

Membrain

JANUARY 7, 2018

The article I wrote, Moving From Selling As An Art To Selling As A Science , has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive.

Up-sell 72

Up-sell Sales Sell 72

Salesforce

AUGUST 25, 2021

Earlier this year, that career took him to a new role as an account executive at Salesforce, selling to small businesses in parts of Florida and Alabama. For much of his life, Dorian Weber built his days around a singular goal: to become one of the best rowers in the world. To do that, you can’t really work.”. The call was revelatory.

Pharmaceutical 98

Pharmaceutical Sports Gaming Commission 98

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Set the Right Goals.

Manufacturing 75

Manufacturing Technique Sales Promote 75

Lead Fuze

AUGUST 12, 2021

Simply put, understanding the psychology of sales can lead you to learn how to master the art of selling. On one hand, you might be born talented and use these techniques naturally in order to move people in your direction. Knowing the psychology of sales and these triggers will help you master the art of selling this 2021.

Sell 98

Sell X-functional Sales Follow-up 98

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I I want salespeople to be client-facing, focused on selling solutions.

Territory 98

Territory Strategize Sales Healthcare 98

Lead Fuze

OCTOBER 11, 2023

This voyage will help equip you with strategies from world-renowned sales experts and reveal secret navigation charts hidden within episodes packed with practical tips for professional development. Ever felt like you’re sailing in the rough seas of sales, struggling to keep your boat steady against unpredictable winds?

Niche 52

Niche Sales Negotiate Technique 52

Sales Hacker

FEBRUARY 2, 2021

It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. Four Rules of Enterprise Selling. Proof of returns : Is there evidence of returns from the use of this model? The Models of Enterprise Level Sales. Key Takeaways.

Niche 95

Niche Closing Process Government 95

Sales Hacker

SEPTEMBER 24, 2018

In fact, a five-year study of self-made millionaires from author Tom Corley found that 88% of respondents read for at least 30 minutes a day. Top 10 Best Sales Books to Kickstart Your Selling Skills. To Sell Is Human by Daniel H. The Art of War by Sun Tzu. To Sell Is Human: The Surprising Truth About Moving Others.

Pitch 67

Pitch Cold Call Sales Pipeline 67

Hubspot

MARCH 23, 2018

Just like sports, the use of science to develop elite performers also applies in sales. In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Sales Call Tips.

Sports 101

Sports Sales Prospecting Up-sell 101

VanillaSoft

JUNE 7, 2021

But sales voicemails aren’t rocket science, even though there’s a bit of an art to them. If you’re placing sales calls with any frequency, you’ll probably get voicemail about 70% of the time, says veteran sales trainer Art Sobczak , who literally wrote the book (“ Smart Calling ”) on best practices for using the phone to sell. ??

Prospecting 74

Prospecting Cold Call Pitch Sales 74

Heinz Marketing

JANUARY 6, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. How to Increase Sales by Mastering the Art of Storytelling. Moving From Selling As An Art To Selling As A Science. Thanks, Larry Myler.

B2B 54

B2B Trust Gaming Up-sell 54

A Sales Guy

APRIL 29, 2014

My friend Jill Konrath ‘s new book Agile Selling is coming out at the end of May. From the inside jacker: Being an agile seller in today’s business environment virtually guarantees a prosperous career. Few of us can argue the world is moving faster than ever. And, my lucky ass got an early copy, so. Stay tuned!

Sell 114

Sell Up-sell Gaming Start-ups 114

Score More Sales

AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. I know people in selling are scrambling. Image courtesy of Velocify. But are you more productive now? When to follow-up, for example?

CRM 84

CRM B2B Technology Technology 84

Lead Fuze

JANUARY 2, 2024

Ever felt like you’re in a never-ending game of hide and seek with potential customers? You know they’re out there, but pinpointing them feels more like chasing shadows. That’s where automated lead generation steps into the spotlight, transforming those elusive prospects into tangible opportunities. Ready to dive in?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

ConversionXL

MAY 4, 2017

To get a good “offensive line” in your company, you’ll need to get buy-in from the right people. The first step is knowing how to sell optimization. Here are some of the best selling points you can use: 1. Sell testing as a relief to this stress: none of us have the answers, but all of us have great ideas.

Conversion 120

Conversion A/B testing Sports Up-sell 120

Lead Fuze

AUGUST 12, 2021

From individual sales reps to Founders, there are so many great “shows” to help you become better at your job. Predictable Prospecting brings in some of the top minds in lead gen, social selling, and sales process. The biggest concern for hardworking folks is the time it takes to search out quality programs. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SalesLoft

JULY 23, 2019

From starting her career as a Sales Rep for Salesforce to now working as the VP of Commercial Sales for FireEye, Christina has witnessed firsthand how sales has changed and been able to adapt in order to keep winning. Listen for Christina’s actionable advice on everything from storytelling to forecasting. . Value Selling.

Sales 61

Sales Up-sell Trust Sell 61

Hubspot

FEBRUARY 7, 2018

Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling. How to Be a Good Sales Rep and Successfully Sell. How to Be a Good Sales Rep and Successfully Sell. Sell to the Right People. Embrace Team Selling. Sales is not an art.

Sell 101

Sell Negotiate Sales Up-sell 101