Anthony Iannarino

JUNE 15, 2019

We sometimes worry about things that are not nearly as important as what should command our attention. Automation. You should worry less about automating client acquisition and more about acquiring clients. There is too much focus on automation because it is possible, not because it improves effectiveness. Too much focus on efficiency comes at the expense of effectiveness.

Sales Qualified Lead 92

Sales Qualified Lead Energy Lead Rank Lead Scoring 92

Pipeliner

JUNE 15, 2019

What Does the Customer Value? Don Shapiro is known as the eyes of the customer because of his ability to understand how customers think. Don helps businesses in over 34 industries boost sales by over 20% and has 33 years of research into customer value. He is currently working on a book called Stealth Value. In this interview, Don discusses the importance of digging deeper when discovering customer value.

Lead Rank 72

Lead Rank Lead Scoring Consultative Selling Social Selling 72

Engage Selling

JUNE 15, 2019

So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to do more of.

Revenue 54

Revenue Sales Opportunity Objections 54

Selling Energy

JUNE 15, 2019

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Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales