The standard 20% win rate in sales is no longer acceptable, and data is driving the change.
Data is the core of any organization, and forming intelligence around that data sets the organization up for success. This is known as account-based intelligence, and it’s changing the game of B2B sales.
In this episode, Daniel Barber, VP of Revenue at Node.io, explains the importance of being data-driven when exploring the account-based model.
In this episode, we talk about a tool that helps us follow-up with prospects, clients, vendors, and our internal team.
In the body, we have eyes, arms, fingers...all working together to keep the body healthy and functioning properly.
When you look at helping another business, you have a chance to figure out what part of their body they need help with. If they broke their foot and you have a foot to offer, you just became a commodity to them.
In this episode, Carol McKown, CEO of Raise Global Services and Raise Energy Solutions, talks about how to not only meet your customer’s needs, but to become so ingrained in their business that they can’t live without you.
5.4 million sales pipeline transactions…
Can you imagine how much valuable data you could pull from that many transactions? Well, luckily for all of us, somebody did.
Today’s guest is Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com. In this episode, Gabe shares some staggering findings from the InsideSales team’s study about what those 5.4 million transactions tell us about managing sales pipelines.
Get ready to learn.
Every founder was once that raw entrepreneur trying to get the marketplace to pay attention to their idea.
A founder starts out as the one-stop shop for every aspect of their company—product development, marketing, sales, fundraising, evangelism, and the list goes on. Then, as success is reached, the founder typically transitions into a CEO role where building the team becomes more important than the individual tasks themselves.
In this episode, Todd Uterstaedt, President of From Founder to CEO, walks us through the three things you need to know to smoothly transition from Founder to CEO.
...when it's time to commit. It's time.
B2B branding is generally quite boring.
B2B companies are so fearful to get creative with their branding that they stick to the basics, like features and pricing, and completely pass over making an emotional connection with their audience.
Being creative doesn’t have to be complicated. You just have to find the gaps in how other companies are connecting with your audience, and then do things that people are going to notice.
In this episode, Russ Perry, Founder of Design Pickle, explains why B2B companies should be more creative in their branding and how to use humor and novel ideas to stand out.
Jonathan explains a lesson he's learned from doing B2B sales, and how it's impacted his everyday life.
Most companies record their sales calls, but few of them are doing anything with those recordings.
Your sales calls hold powerful information that will be able to help future sales reps. It’s not like brand new problems are constantly arising, you’re typically dealing with the same problems different reps.
If you’re looking for more information on what works and what doesn’t on real sales calls, and how to apply it in your sales life, register for ExecVision.io’s free Call Camp.
Would you rather hear an episode about marketing automation or sales automation? Send an email to email@example.com and let me know.
Think of sales as a game: don’t worry about the commission.
There is too much focus put on the dollar, rather than the quality of work. Sales is a game that can be played well with the right attitude, preparation, and execution.
In this episode, Steve Dines, VP of Business Development at ARCCA, a forensic engineering firm, explains how a Mike Ditka mantra positioned his sales team for success.
Everyone and their mom has advice to share. What's a common piece of advice that you've heard that just doesn't ring true for you?
Stop caring if people like you; it does not matter.
In sales, you could be the most charismatic, friendly rep, but if your product does not deliver value then you won’t make the sale, period. Trust is what’s most critical, and that doesn’t always correlate to being liked.
In this episode, Keenan, CEO of A Sales Guy and Author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You, breaks down the truth about needing to be liked in sales in the “I Like My Salesperson” Matrix.
No more going back and forth 27 times to find a time on the calendar that works for everyone.
In this mini-episode, we talk about a tool that will help you avoid the miserable game of email ping pong...for good.
If you can’t tie your solution to one of the top 3 priorities of the organization, then your chance of creating urgency is pretty much zero.
You have to know the priorities of the decision makers, how to speak their language, and what they find important in order to close the deal.
In this episode, John Barrows, sales trainer to the world’s leading tech companies, walks us through the fundamentals of bringing urgency to your sales offer.
The average employee sends 10,000 emails per year.
That’s 28 emails per day, or 28 daily impressions that prospects, customers, and users are having with your brand. Signature marketing is a massive opportunity and an easy win to tackle.
In this episode, we talked with Dan Hanrahan, Founder of Sigstr, about how to get started with signature marketing.
Ad campaigns on social media work much differently than methods like pay per click.
Social channels require you to find the interests of your audience, specifically tailor the messaging, and then optimize conversion paths for each audience. Each channel pulls a different audience, so you’ve got to be strategic in your approach.
In this episode, Mike Beck, Head of Growth and Marketing at Earth Class Mail, takes us through 3 things marketers must understand about Facebook and Twitter ad campaigns.
If you can’t coach in 10 minutes or less, you don’t have time to coach.
This is the motto at Box of Crayons, a company that helps time-crunched managers coach in 10 minutes or less. Managers don’t have time for slow-paced chit-chat conversations, so they need to cut right to the heart of an issue.
Sales teams never run out of work, but they do run out of plans.
When it comes to goal-setting, the truth is, it’s easy to waiver off course from a lack of clarity or focus. Tackling the right problem at the right time with the right people is 99% of success.
59% of companies lack a well-defined sales process.
Companies are getting so caught up in results that they are not taking the time to develop processes that will standardize sales for their reps. The whole system breaks without an efficient roadmap.
In this episode, Timo Rein, Co-Founder of PipeDrive, explains the importance of mapping out a well-defined sales process.
Think you’re ready to play with the big dogs?
Big companies take on risk when they work with small companies, so you’ve got to play by their rules. You’ve got to speak their language, work on their timeline, and listen to their needs.
In this episode Andrew Drake, Executive VP of Business Development at SmartPay Leasing, explains three techniques small companies can use to close their biggest prospects.
Who is the best leader you know? What are the specific qualities that make them a great leader?
Send us an email at firstname.lastname@example.org, and let us know!
Is following someone on Twitter the new (and improved) handshake?
It may be more informal, but it’s ridiculously informational. Twitter gives you the ability to learn about people’s interests, thoughts, and needs, and to leverage that information when reaching out. The tool makes it easy to create 1-to-1 connections, no matter your location, with other B2B companies, and to start growing your network.
In this episode, Santosh Panda, Founder and CEO of Explara, explains how he would not have been a successful entrepreneur by now if it weren’t for Twitter.
Hold on to your hats with this statistic: less than 1% of leads turn into customers.
It’s a bleak stat, but not all hope is lost! Through strategies like account-based marketing, you’ll be able to start seeing better conversion rates. If you’re just starting out with account-based marketing, here are a few ways to get started.
In this episode, Sangram Vajre, Co-Founder and CMO at Terminus, shares three quick wins you can get when starting with account-based marketing.
We know your product is awesome and your customer base is loving it, but listen here:
Not every customer is a good fit for an upgrade.
Do not mass-blast your entire customer base with an upgrade offer that asks them for more money. If you want to accelerate customer upgrades, you are going to have to take a more strategic approach and target a select market within your existing customer base.
In this episode, Kevin Karner, Head of Customer Growth at Drift, walks us through 3 ways to accelerate customer upgrades through strategic outreach, sales roles, and tailored channels.