Tibor Shanto

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. Sales is an emotional game, especially if you are selling to people in status quo. In some ways you have to be, if you are not engaged, the prospect is likely not to be. By Tibor Shanto. If it answers run.

Pipeline 157

Pipeline Pitch Gaming Up-sell 157

Iannarino

JULY 5, 2021

It’s also important that you have the right conversations at the right time. You want to match your conversations to the client’s needs, even if it means placing them “out of order” from how you were trained. Why Us: You may have been taught and trained to share your company’s story as a way to establish your credibility.

Clients 341

Clients Contact Territory Conversion 341

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. So here we are, nearly seven years later and we haven’t moved far on complexity. So here we are, nearly seven years later and we haven’t moved far on complexity. That’s what we should be doing (see the second point above).

Technology 128

Technology Technology Niche Campaign 128

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Finally, scalability and personalization have become buzzwords, but you can’t accomplish either without strong analytics – and getting that has been an uphill climb for many businesses.

Government 112

Government Campaign Follow-up Conversion 112

SaaStr

APRIL 9, 2024

At SaaStr’s AI Day, George Kreitler, Global IBM Embeddable AI Sales Leader, talks about the paradox of AI, three equations that relate to the world productivity and AI, a little math to help guide the next decade, top use cases, and the importance of responsible AI. What Makes Up AI Success Today? You also need data for success.

Product 92

Product Government Healthcare Growth 92

Martech

MAY 9, 2024

For example, they might rely on spreadsheets for dynamic tasks, while you offer tools to automate and add intelligence to these processes. So, why don’t you come to mind? Step 3: Journey mapping For the next 90 minutes, each group focuses on their assigned trigger and articulates the customer journey in great detail.

Presentation 85

Presentation Represent Prospecting Customers 85

Search Engine Land

FEBRUARY 29, 2024

So, what separates good ad buyers from the truly world-class? When your own finances are at stake, you’re propelled to analyze, adjust and optimize your ads to get the most profitable results in the least amount of time. You can test ad copy, bid strategies and campaign structures.

Finance 110

Finance A/B testing Campaign Retail 110

Search Engine Land

DECEMBER 12, 2023

But the mission of Search Engine Land remains the same as it has since Day 1 – to keep you updated on the latest changes in SEO and PPC via news, analysis and guides. As for what’s coming over the next year in search? Thank you for reading! Thank you for reading! Many questions remain.

Engineering 105

Engineering Retail Growth Networking 105

The 5% Institute

OCTOBER 11, 2021

There are various kinds of gap selling discovery questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful gap selling discovery questions to help you with: Learning how they buy. Qualifying questions. Finding pain.

Sell 145

Sell Clients Technique Closing 145

Partners in Excellence

AUGUST 18, 2023

Focusing on what has worked in the past, hoping that, “this too will pass.” There are too many moving parts, it is impossible to manage all of these–whether we try to do this as an individual or we are trying to orchestrate this within the organization. So what do we do? The first is hunkering down.

Sports 102

Sports Start-ups Customers Process 102

SalesProInsider

JANUARY 20, 2022

Despite having a GPS or a physical map, have you ever found yourself on your way to a destination only to get detoured or realize you must make a U-turn to get back on track? Or maybe once you arrive, realize that you forgot items you were supposed to have with you—like that casserole you made and left in the oven for a gathering.

Sales 108

Sales Clients Meeting Prospecting 108

The 5% Institute

JANUARY 15, 2023

Have you ever felt stuck when it comes to convincing prospects to buy your product or service? Learn seven powerful sales points that will make your prospects take notice – and help you get ahead of the competition! Please note – don’t try this without role playing, or clearly understanding how to use the chameleon effect.

Clients 132

Clients Pitch Sales Trust 132

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. What you need to do instead is leverage more content and intent data. What is your Ideal Customer Profile?

GTM 101

GTM CRM Pipeline Referrals 101

Partners in Excellence

SEPTEMBER 28, 2023

But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals. Is this something that will help me move forward in achieving my goals? Is this something that will help me move forward in achieving my goals?

High impact 117

High impact Meeting Customers Closing 117

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Owners know what I mean. You gain some traction and see some success and start growing. Here’s how. First you have your discovery stage. Yours might look different, but you get the idea.

Process 89

Process Cross-sell Sales Finance 89

SaaStr

OCTOBER 3, 2023

Looking for your next role? Hoping to grab that VP title next? One bit of advice: Please, please, actually research the company you are interviewing at. I asked this CRO how he’d handle the fact that 66% of their revenue came from indirect and channel. Interviewing? Been through a lay off? Or CRO or CMO? For real.

Consult 92

Consult Price Up-sell Presentation 92

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? Not necessarily.

Sales 149

Sales Prospecting Pipeline Pitch 149

Sales Hacker

MARCH 12, 2023

What is an email call to action (CTA)? The CTA is what it sounds like: a call to action. The CTA asks the recipient to do something that moves the deal forward. The CTA asks the recipient to do something that moves the deal forward. What’s important is that they do something to remain engaged.

Prospecting 105

Prospecting Cold Call Construction Referrals 105

Salesforce

APRIL 9, 2024

Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyzed via computer. How did we get here? For this reason, salespeople can’t use them to move deals forward. It’s a far cry from where we’ve been. Let’s face it.

SQL 110

SQL Retail Service Represent 110

Gong.io

JULY 5, 2022

Then, we‘ll discuss how you‘d actually go about using it in practice, and share a few helpful examples to illustrate. Then, we‘ll discuss how you‘d actually go about using it in practice, and share a few helpful examples to illustrate. What is a B2B sales funnel? . Awareness, Interest, Evaluation, Purchase). Consideration.

B2B 133

B2B Pipeline Represent Sales 133

SalesLoft

MARCH 11, 2024

And what they need to do is there,” he said while sharing at Saleslove on Tour in London. For him, it was easy to notice how much his team was better able to prioritize what they wanted to do in a day, whether that was sending emails, having phone calls, or even analyzing their past performances to see how to improve going forward.

Gaming 98

Gaming Healthcare Prospecting Start-ups 98

Partners in Excellence

APRIL 12, 2020

We each are struggling to find answers and to make sense of what’s happening. We are trying to figure out how to move forward. The only way we can develop answers and approaches to deal with what we face is by working with each other. What are you doing to be helpful today?

Customers 142

Customers Trust Sales 142

Force Management

OCTOBER 8, 2020

To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move forward with internal process changes. This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read it here. Our virtual engagements are no different.

Objectives and Key Results 147

Objectives and Key Results Launch Strategize Sales 147

Search Engine Land

JANUARY 10, 2024

Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. This article outlines key strategic aspects you must review, from high-level business considerations to the specific data, tools, content and technical elements that drive results.

Strategize 139

Strategize Launch Start-ups Engineering 139

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Search Engine Land

APRIL 26, 2024

It can be overwhelming when you hear that an update has finished rolling out. With so many moving parts, pinpointing results and actions for your website can seem like an impossible task after a Google algorithm update finishes rolling out. Follow the following steps for a methodical and strategic way forward.

X-functional 123

X-functional User Experience UX Follow-up 123

Search Engine Land

MAY 13, 2024

This analogy will help us understand the systems powering entity search, giving you a newfound appreciation for the speed and accuracy we enjoy today. This analogy will help us understand the systems powering entity search, giving you a newfound appreciation for the speed and accuracy we enjoy today. This process may take hours.

Engineering 97

Engineering Construction Start-ups Process 97

Accent Technologies

JULY 20, 2023

What should I do next for each deal or situation? This article is about answering question 2, what should a rep do next in each opportunity? It's the number one reason deals don't move forward. Reps get stuck and don't know how to get buyers to take the next step. Sometimes it's not.

Customers 52

Customers Negotiate CRM Sales 52

Force Management

JUNE 9, 2021

Maybe you know what’s working well and what isn't, but you’re unsure how to move forward. Define and align on what’s next for your sales team and how you can act now to enable them to survive and thrive this year. Here are a few areas to consider.

Product 122

Product Strategize Sales 122

Martech

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Finally, scalability and personalization have become buzzwords, but you can’t accomplish either without strong analytics – and getting that has been an uphill climb for many businesses.

Government 70

Government Campaign Customers Follow-up 70

Martech

JANUARY 27, 2023

Look back and celebrate, then move on The first business for 2023 will be to step back, clear your head and take stock of all the great things you accomplished in 2022 despite the odds (i.e., I hope you got your budget request approved and you’re ready to move ahead with a clean slate and new KPIs to hit.

GTM 139

GTM Drivers/motivators Legal Retail 139

Partners in Excellence

APRIL 4, 2023

Recently, I’ve taken to asking sales people the question, “Are you ready for your next customer meeting?” Often, the response is a puzzled look, “What are you talking about? I know what I want to pitch in this meeting! What are the customer’s objectives and goal in this meeting?

Meeting 115

Meeting Pitch Pipeline Trust 115

SalesProInsider

JUNE 29, 2022

Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. Word choice.

Meeting 116

Meeting Customers Pitch Conversion 116

Partners in Excellence

MAY 27, 2020

Some may never be answerable, but we have to figure out how to address them. Some may never be answerable, but we have to figure out how to address them. What does what is happening mean to us as individuals? What do we do to move forward? How do we recover? What if we can’t?

Customers 110

Customers Sell Sales 110

Sales Hacker

DECEMBER 15, 2023

Today, we’ll look at how ecosystem-led growth specifically manifests in marketing. Today, we’ll look at how ecosystem-led growth specifically manifests in marketing. Interested in learning how we’re partnering with sponsor companies? By sharing success, failures and learnings, they can help move the industry forward.

GTM 92

GTM Growth Campaign B2B 92

Accent Technologies

JULY 18, 2023

This is a huge leap forward for revenue teams—not to be discounted or underestimated. By asking questions, you get insightful answers. By analyzing data, you receive thoughtful insights. Drawing an analogy from Einstein's famous equation, E=mc 2 , we propose a new business equation: Value = Information 2.

Technology 52

Technology Technology Customers Pipeline 52

The 5% Institute

AUGUST 28, 2022

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Read on to learn exactly how to sell high ticket services, and how you can implement it into your sales strategy.

Service 139

Service Sell Niche Consult 139