2022

The Five Root Causes of Poor Sales Results

Iannarino

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work.

Growth 254

The Best Open-Ended Discovery Question

Cerebral Selling

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer!

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

Your First Funnel Challenge Review: Should You Sign Up?

ClickFunnels

The post Your First Funnel Challenge Review: Should You Sign Up? appeared first on ClickFunnels. Thinking about joining the Your First Funnel Challenge ? Not sure if it’s worth your time or money?

What Leaders Have to Say on Setting and Achieving Goals

STAR Results

The Power of Setting and Achieving Goals. New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Three Ways To Minimize Objections

Tibor Shanto

By Tibor Shanto. I am at the front of the line when it comes to people who hate cold calling. Are you kidding, all that rejection , every call a struggle, who wants it? No one, but there is a lot of things I, or we don’t like in sales, but they have to be completed.

More Trending

Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me?

SaaStr

Dear SaaStr: How Can I Make Sure My Board Doesn’t Fire Me? Founders are often guarded toward most VCs. Perhaps they should be. That’s a different, and longer conversation. And one thing founders tend to worry about is — can I be fired by my investors?

Trust 109

Close More Deals With This Strategy

Engage Selling

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain.

Don’t Be Boring! Top 10 Ways to Effectively Moderate a Panel Discussion

David Meerman Scott

At most conferences, the panel discussions are terribly boring. In fact, some panels are so dreadful that many attendees use the time to network in the hallways or check emails. But it doesn’t have to be that way! Public Speaking Best Practices

Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals. Sales Leadership Sales Kickoff Economic Change

Sales 109

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!

Why are we satisfied with such poor win rates?

Membrain

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity. Sales Management

Sales 117

6 Results-Driven Sales Scripts Used by Top Salespeople

Iannarino

Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t satisfied with their phone sales experiences. But a phone sales conversation—especially cold calling — is nothing to sneeze at.

The Easiest Month-End Negotiation Tactic

Cerebral Selling

It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out.

7 Lead Generation Statistics You Need To Be Aware Of

ClickFunnels

The post 7 Lead Generation Statistics You Need To Be Aware Of appeared first on ClickFunnels. It’s important to keep up with marketing trends. That’s why today we are going to share seven lead generation statistics that you need to be aware of.

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.

If the Social Networks Won’t Come to Nimble, Nimble Will Go to Them

Adaptive Business Services

I had a chat with a gentleman recently who wanted to use Nimble CRM to monitor a contact’s social activity. There was a time when we could do that, but only to a limited extent, on Twitter, Facebook, and LinkedIn. We can still do that, in some fashion, on Twitter.

The Why Of It All  

Tibor Shanto

By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers.

5 Ways Startups Can Harness AI and Kickstart Growth

Learn Hub | G2

Although technologies like artificial intelligence (AI) have been around for years, many businesses today still hesitate to adopt AI-based practices. Guest Post

Growth 113

The Best in SaaS Are Just Growing Faster Than Ever. I Mean, It’s Crazy.

SaaStr

As this gets published, I’ve just about finished giving my talks at 2022 SaaStr Annual. And thank you so much to everyone that came, or watched the streaming. It really means a lot.

Sell 109

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

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.

The Man Who Broke Capitalism

David Meerman Scott

David Gelles new book The Man Who Broke Capitalism is an account of how Jack Welch gutted the heartland and crushed the soul of corporate America - and how to undo his legacy. I learned a ton from this book, and it made me think a lot about the different ways that businesses can be run.

113
113

Navigating Product-Led Growth Complexities

Force Management

Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success. Sales Messaging Product-Led Growth

Growth 111

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

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.

Salespeople Are Not Problem Solvers, They're Business Improvement Specialists

Iannarino

The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their prospective client their "solution."

How to Create a Sense of Urgency in the Mind of Your Customer

Cerebral Selling

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. the real reason they buy).

How To Build a Winning Sales Funnel for SaaS Businesses

ClickFunnels

The post How To Build a Winning Sales Funnel for SaaS Businesses appeared first on ClickFunnels. Trying to build a sales funnel for a SaaS business? You’ve come to the right place!

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. Sales Methodology

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

The Breakfast For Champions Podcast – Episode 66 – Ollie Whitfield

Tibor Shanto

Includes OVERTIME Segment. Ollie Whitfield is Head of Growth at VanillaSoft , also working with their recently acquired sales nurturing platform Autoklose.

The 4 Ps of Marketing: How to Apply Them to Your Business

Learn Hub | G2

Marketing a business goes beyond advertising. Guest Post Marketing

113
113

The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long

SaaStr

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. Customers often can deploy on their own. There is often just 1 stakeholder to sell to.

Growth 111