Tibor Shanto

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

GTM 167

GTM Sales Consult Quota 167

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY! External Factors.

Drivers/motivators 206

Drivers/motivators Objectives and Key Results Commission Sales 206

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. What is Predictive Sales Analytics? It’s not new that data is important for a sales force.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Understanding the Sales Force

NOVEMBER 29, 2022

As usual, the movie got me thinking about salespeople and Understanding the Sales Force. Last week we watched Spirited, the new Apple TV Plus take on the old Charles Dickens novel, A Christmas Story. In this lighthearted film, Will Ferrell is the Ghost of Christmas Present and Ryan Reynolds is the 2022 version of Scrooge.

Consult 114

Consult Presentation Sell Sales 114

Iannarino

JULY 16, 2021

There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. Sadly, this is an indication of what sales organizations allow or condone. This is too haphazard to be called professional sales. He conceded that he only wanted to pitch me.

Prospecting 312

Prospecting Cold Call Pitch Negotiate 312

Tibor Shanto

OCTOBER 12, 2021

I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. Prospecting is a core element of sales success, so anything done to avoid is counterproductive. CPSA 2021 Sales Success Summit. Accelerating Growth: Building Bigger Sales for 2021 and Beyond. By Tibor Shanto.

Prospecting 288

Prospecting Drivers/motivators Cold Call Gaming 288

Heinz Marketing

MARCH 15, 2024

The key to unlocking value lies in alignment between your sales, marketing, and customer success teams—an alignment that comes from a singular, unifying force: customer understanding. But true understanding goes beyond the products you offer. Sales: The sales team is the revenue engine, but not through mere persuasion.

Growth 107

Growth Customers Objectives and Key Results Teamwork 107

Iannarino

JULY 20, 2021

The new sales conversation has shifted to new areas where buyers need greater help. One of the most helpful beliefs you can hold is that everything is your fault, since it forces you to take action and change your results. The continued commoditization of the discovery call is inadequate for a modern sales approach.

Clients 325

Clients B2B Up-sell Gaming 325

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 334

Conversion Clients Sales Contract 334

The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. Whereas in smaller transactions the risks are more contained, in strategic enterprise sales, the risks aren’t just higher – they multiply.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. He researched others, understanding their roles and what their companies did, creating personalized emails. I know the sales person wants to pitch me. We were talking about his prospecting challenges. Let’s call him “Stephen.”

Pitch 117

Pitch Prospecting Start-ups Conversion 117

STAR Results

MARCH 25, 2021

Sales Executive Leadership Forum. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot. Why Would Sales Executives Need Networking Groups?

Networking 169

Networking Finance Promote Meeting 169

Partners in Excellence

MARCH 27, 2024

But as we spoke further he said, “They are going to be very aggressive in this discussion, I have to push back and present our position… ” He went on, “They always push back on what we say, I have to be very forceful in my positioning with them… ” He was getting wound up, I interrupted him.

Conversion 96

Conversion Gaming Meeting Trust 96

Iannarino

JULY 13, 2021

There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. Sadly, this is an indication of what sales organizations allow or condone. This is too haphazard to be called professional sales. Brute Force Approaches. Lazy, Sloppy Poseurs.

Prospecting 229

Prospecting Pitch Negotiate Meeting 229

Martech

APRIL 19, 2024

Understand local vs. national campaigns Local advertising differs from national campaigns in several ways: Audience specificity: By zooming in on precise geographic areas, brands can tailor messaging to align with local communities’ customs, preferences and nuances.

Retail 117

Retail Campaign Strategize Strategic planning 117

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Iannarino

JULY 22, 2021

When it results in a negative number, it is often because the formula for revenue growth requires a meta formula: Revenue Growth = Growth of Sales Effectiveness. The most common belief in sales is that more is better than better. The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques.

Technique 320

Technique Growth Clients Contact 320

Sales Pop!

OCTOBER 19, 2023

Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. With a primary focus on revenue, irrespective of its source, the CRO is redefining the way we perceive sales and marketing.

Sales 111

Sales Technology Technology Contact 111

STAR Results

MARCH 4, 2021

Is a Lack of Business Acumen Impacting Your Sales? The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The survey says…. Without training?

Territory 140

Territory Strategize Meeting Pharmaceutical 140

Martech

APRIL 10, 2024

Marketing this then becomes a conversation, not a sales pitch. The beat drops, the lights flash and a charismatic salesperson struts across the stage, extolling the virtues of their latest martech solution. It’s a scene from a bygone era when companies could woo clients with flashy presentations and empty promises.

Pitch 112

Pitch Product Electricity Healthcare 112

Martech

FEBRUARY 27, 2024

Campaigns featuring genuine influencer endorsements see a marked uplift in consumer interest and sales, underscoring the direct impact of influencer collaborations on a brand’s bottom line. They’re captivating millions with content that deeply connects with their followers.

Legal 123

Legal Strategic partnership Contract Trust 123

Sales Gravy

NOVEMBER 10, 2023

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success.

Sports 102

Sports Negotiate Pitch Sales 102

Partners in Excellence

MAY 9, 2023

One CEO said, “We’ve identified more than 100 people on our sales team who have consistently missed expectations. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs.

Meeting 99

Meeting Process Sales 99

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” .

Quota 104

Quota Construction Growth Negotiate 104

The 5% Institute

JUNE 18, 2023

In today’s highly competitive business landscape, effectively managing a sales force is crucial for the success of any organization. A well-managed sales team can drive revenue growth, build strong customer relationships, and contribute to the overall success of the company.

Construction 52

Construction Customer Relationship Management Teamwork Drivers/motivators 52

Heinz Marketing

NOVEMBER 14, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing It’s no secret marketing and sales are equally critical to your go-to-market success. But sometimes, things go off track, and marketing and sales operate in their own silos causing them to be misaligned in the way they attract and acquire new customers.

Go To Market 116

Go To Market Lead generation Sales Meeting 116

Partners in Excellence

FEBRUARY 7, 2024

I’ve never “forced” myself into a meeting or a deal. Spending time with my people enabled me to see what they were facing, understand their challenges, seek their opinions and feedback; was well as to provide coaching. It’s SKO time of the year. ” The answers, while not surprising are disappointing.

Meeting 107

Meeting Presentation Contact Customers 107

Martech

FEBRUARY 23, 2024

Contestants on the show make alliances, but as the number of contestants dwindles, allies are forced to turn against one another. Contestants on the show make alliances, but as the number of contestants dwindles, allies are forced to turn against one another. But what does this have to do with email marketing? Reported spam rates (i.e.,

Retail 113

Retail B2B Quota Represent 113

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! We’re almost there. That also happens to be my analogy.

Process 133

Process Pipeline Sales Gaming 133

Search Engine Land

APRIL 11, 2024

Performance Max’s job: Data, sales and beyond Before we discuss Performance Max’s mechanics, it’s important to acknowledge the debate over its core strategic value. When Performance Max first came onto the scene, it was a bit of a “Wild West” in testing and sentiment. That said, if an urgent edit is needed, we’ll make it.

Campaign 119

Campaign Represent Networking Conversion 119

Partners in Excellence

FEBRUARY 10, 2021

It forces us to change our perspectives about how our customers buy—or drive their problem solving/change initiatives. And it forces us to rethink how we engage these customers in selling. As an example, in Rethinking Sales Enablement , I presented data from Gartner research that showed how buyers are spending their time.

Sell 117

Sell Presentation Process Customers 117

Sales Hacker

NOVEMBER 10, 2023

A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. With the end of the year fast-approaching, two inevitable events emerge on the horizon: The dawn of a new calendar year (hello 2024!). Contract renewal dates. This week’s newsletter is sponsored by Demandbase.

GTM 93

GTM Intrinsic Customers Contract 93

APACSMA

MARCH 8, 2024

Introduction Sales leaders understand that segmented commercial operations pose a barrier to delivering an exceptional customer experience. Compounding this obstacle, sales operations leaders are tasked with navigating a turbulent economic landscape characterized by inflation, talent shortages, and disruptions in the supply chain.

B2B 52

B2B Sales Education Strategize 52

SalesPop

JANUARY 11, 2023

She is an expert of innovating sales force management, global sales effectiveness, and evidence-based research. ‘Deploy situational fluency to win more sales’ is another co-authored book by her which is coming out in 2023. Begin With The Sales Leaders. Importance of realistic approach.

Education 52

Education Sales CRM Pipeline 52

Search Engine Land

FEBRUARY 6, 2024

Instead of citing a mass of new leads and exchanging high-fives with your colleagues, integrate your CRM data to understand how many of those leads made it through the funnel to stages like MQL, SQL, SAL, and opportunity. For this step, we’ll focus on the second phase of that page: Auditing your use of cookies. See terms.

SQL 117

SQL Angle Campaign B2C 117

Search Engine Land

MARCH 13, 2024

The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. Contextually, where we want to understand where we fit in, how others see us and what difference we are making. We do not understand why we do what we do. .” Humans are not rational.

Drivers/motivators 107

Drivers/motivators B2B B2C Quota 107