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. We'll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.
Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino
Once a client ask is made, the salesperson is in a negotiation whether they like it or not. This is where our trouble begins. It's important that you win deals, but it is equally important that you stop doing anything that might prevent your sales force from being successful and credible.
8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola
The ability to negotiate can bring you and your business tremendous advantages. Here, we'll cover eight proven strategies to have you negotiating like a pro in no time.
Running a startup is easier said than done, especially when you have a tight budget and limited resources. It's hard to know when you're ready to hire a sales team - and the consequences can make or break your startup.
Perhaps not surprisingly, about 40% of new companies go out of business because they run out of cash or fail to raise capital, reports CB Insights.
In addition, approximately 35%of startups fail because there is no market need for their products or services.
And 20% of startups get plain out-competed.
Gartner, Inc. identified the top technologies that sales leaders can adopt to boost buyer engagement. Analysts presented their findings during the Gartner CSO & Sales Leader Conference...
'The technologies that make up this list prioritize buyers' value of real time collaboration, provide them with the help required to influence consensus, and allow them to leverage digital tools for purchase guidance,' said Dan Gottlieb, Senior Director Analyst in the Gartner Sales Practice.
'While our research indicates buyers have a preference for a rep-free purchase experience, they also report that their interactions with sellers are the most valuable parts of the buying process,' Gottlieb said. 'Their willingness to work with sellers via technology presents a compelling opportunity to experiment with new ways to engage digitally."
Sales organizations that actively position technology as sellers' 'teammate' rather than just another tool will unlock seller productivity and enable high-quality deals, according to Gartner, Inc.
During the opening keynote at the Gartner CSO & Sales Leader Conference, which is taking place here through Wednesday, Gartner experts explored how technology - particularly artificial intelligence - is key in augmenting the unique value that human sellers provide to buyers in a continuously disruptive environment.
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right.
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right.
In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.
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