Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

5 Things You Should Be Doing to Increase Your Sales Productivity

Predictable Revenue

5 key pieces of advice by Jay Mount (CEO of basix.ai) to help team leaders increase their sales productivity, without reducing morale. The post 5 Things You Should Be Doing To Increase Your Sales Productivity appeared first on Predictable Revenue. Blog Sales & Marketing Strategies

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What is Sales Forecasting? Why it Matters + 11 Tools to Consider

Sales Hacker

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. What is sales forecasting? Sales forecasting best practices. What is sales forecasting?

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Investing in Sales Effectiveness

Iannarino

Sales Leaders and Sales Managers invest in many things they believe will improve their results. Sales Training Modern Sales ApproachMany, if not most, of these investments, are positioned as helping the salesperson be more efficient.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

B2B Sales 101 - Getting Started

Iannarino

As B2B sales grows more complicated and complex, it's worth looking at Sales 101, the fundamentals. Those new to B2B sales must master the fundamentals to find their footing and develop their skills.

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Sales Pipeline Management Best Practices

Iannarino

Sales Leadership LL-VaultThis post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder Leading Growth now.

What Is B2B Sales?

Iannarino

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" means a business is selling to another business. Here are some factors that make B2B Different: Sales LL-Vault

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In Search of Sales Science

Iannarino

Many are enamored by sales science. To understand why there isn't a science of sales, we must start with what science does. Sales LL-VaultThey believe that applying science to selling can improve their results.

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The Fearless Sales Leader

STAR Results

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Fearless Sales Leader.

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Common Sales Mistakes in 2022

Iannarino

There are three generations of sales approaches being used today. The third approach is the modern sales approach, and ironically, it is the oldest of the three. Modern Sales Approach LL-VaultThe first is the legacy approach, which is over 50 years old.

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How to Improve Sales Performance

Iannarino

Leadership Sales Training LL-VaultSelling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same manager have different results? Both salespeople sell the same thing, to similar clients, at the same price.

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The Modern Relational Sales Approach

Iannarino

In the book The Challenger Sale , the relationship salesperson scored poorly. This should not surprise anyone in B2B sales. A relational sales approach was built on spending time with your clients and developing a high level of personal rapport. Modern Sales Approach LL-Vault

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How to Improve Your Sales Skills

Iannarino

The skills you need to improve in sales are mostly found in the fundamentals. Sales 2022 LL-VaultIn personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

The New Sales Meeting Agenda

Iannarino

Modern Sales Approach LL-VaultIn the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the meeting would be "to share a little about us, how we are helping companies like yours, and learn about you and your company."

How Sales Really Works

Iannarino

There are two methods of starting a sales conversation. SalesThe first way to start the conversation occurs when a salesperson calls a prospective client to ask them for a meeting to talk about how their prospect may improve their results.

The New Sales Storytelling

Iannarino

A sales organization must have a catalog of stories available to help their clients move forward with confidence. Sales Modern Sales ApproachSalespeople need stories to sell.

A List of Sales Fundamentals

Iannarino

Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By mastering these sales fundamentals , you create and win new opportunities. Sales LL-Vault

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The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

Five Critical Advanced Sales Skills

Iannarino

There are two forces, however, that have disrupted sales. Modern Sales Approach LL-VaultRecently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. The first is the collection of changes in our environment over the last two decades.

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A B2B Sales Job Description

Iannarino

The role of the B2B salesperson has never been particularly easy, but as the world, and business, become more complex, so too has B2B sales. Sales LL-Vault

B2B 195

5 Characteristics of a Great Sales Team

Iannarino

Because this is true for a large percentage of salespeople, we don't tend to think about sales teams. There are, however, great sales teams. It is my experience that great sales teams tend to have five common characteristics.

How to Build Value in Sales

Iannarino

Yet, this is a limiting view of how you can build value in sales. Modern Sales Approach LL-VaultLike many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or service can solve a client's problem.

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

A List of Sales Best Practices

Iannarino

There is a time to work on improving your sales approach, and then there is a time to get back to basics. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales. Sales LL-Vault

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Three Strategies to Improve Your Sales Process

Iannarino

In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they pursued, making it possible for every salesperson to hit their sales targets. Sales LL-Vault

What to Say in a Sales Interview

Iannarino

The rest of the time I spent interviewing and hiring was in Los Angeles, California, where I would eventually be forced into outside sales. Sales LL-VaultFor five years, I interviewed people. Some days, I interviewed as many as 40 people.

How to Raise Your Sales Volume

Iannarino

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies. Sales LL-Vault

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Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Going All In on Your Sales Approach

Iannarino

One of the more difficult initiatives a sales leader can attempt is changing their sales approach. When this happens, the sales force's approach causes them to struggle. Making a decision to change your sales approach isn't easy, and executing it is even more difficult.

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A List of Sales Funnel Challenges

Iannarino

Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that their sales team is creating and pursuing the opportunities that ensure they can reach their targets. Sales LL-Vault

Achieving Sales Effectiveness Supremacy

Iannarino

All three men are market disruptors, a rare breed in B2B sales. SalesOccasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market.

The Invisible Sales Manager

Iannarino

A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our technologies is that the salesperson can monitor their sales force's results over long distances.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Seven Sales Management Styles

Iannarino

This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue. Leadership LL-Vault

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My Debt to The Challenger Sale

Iannarino

It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. Brent Adamson and Matt Dixon's research made it possible to address the issues that continue to plague sales organizations and repel their prospective clients.

The Right Outside and Inside Sales Team Structure | Sales Strategies

Engage Selling

??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

B2B Sales and Command of the Message

Iannarino

In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Modern Sales Approach

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The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.