Joseph Knowlton

Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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Are You Working for Your To-Do List or Is It Working for You? On the "Great Day in Sales" podcast with Justin Ashby, we talked about the power of task management in sales. One thing I always do with a new sales rep is review their to-do list—because how you prioritize your tasks can make or break your day. During the pandemic, I realized many reps were just rewriting lists without making real progress. So I turned to tools like the Eisenhower Matrix and lessons from "Atomic Habits" to rethink productivity: prioritize, delegate, and eliminate. Sales success comes down to focus. How do you make your to-do list work for you? Drop your tips below! #SalesTips #Productivity #EisenhowerMatrix #AtomicHabits #SalesLeadership #TimeManagement #GrowthMindset #GreatDayInSales

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7 steps to closing 10 Enterprise accounts in under 6 months... In a brand new company and no pipeline: #1 Take 100% ownership of your results. #2 Be crystal clear in your gaps #3 Outsource and get help #4 Follow a proven and repeatable system #5 Take massive action #6 Iterate until successful #7 Rinse and repeat It's no wonder why Samantha is breaking records at her company. P.S. Tired of struggling and want a proven repeatable system for success?  Apply for the exact program Samantha is in: https://lnkd.in/eMDhhi2U 

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One thing is certain. The Sell Better audience likes frameworks. Tyler Gruca of Maxio has a 3 steps framework that pretty well covers many of the most common objections we all struggle with. Come get this framework LIVE on the Sell Better Daily Show Aug 5th. 👉 https://hubs.la/Q02JdKCw0 #saywhatsales #sellbetter #objections #coldcall #coldoutreach #salestips

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As sales leaders, we don't intend to be hurtful or offensive, and sometimes we are and we don't know it. But we should be better than this as sales leaders. Words matter. Sales leaders especially should know this. I've stuck my foot in my mouth 100s of times and if you'd like to read about some of my mistakes and learning lessons, check out a free sample of my book here: https://lnkd.in/gXftNAaw

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Prospecting tips you can't ignore + 3 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗰𝗵𝗲𝗮𝘁𝘀𝗵𝗲𝗲𝘁𝘀: https://buff.ly/4da1bpn • Florin Tatulea: Simple play that not enough reps are using to break into their accounts → https://buff.ly/3ZcnJSH • Tanveer Mostafa: I just hit my 2024 quota in 7 months → https://buff.ly/3ZjsrOy • David Rolls: I've been trying to add some variety to my outreach channels → https://buff.ly/3yUjXD6 • Tom Alaimo: More meetings in less time using the 3 P's → https://buff.ly/4ecx5SY • Gabi Sayah 💻🌎: how I booked a meeting last week using Sendspark and RB2B → https://buff.ly/3ZdHauz • Maggie Maloney: Do you need to be a solution expert to launch calls? → https://buff.ly/4ecx6X2 • Mark Kosoglow: Want to be more effective building pipeline? → https://buff.ly/3yWLcgj • Dom Odoguardi: "Become the CEO of your pipeline" - But how? → https://buff.ly/3ZeayB0 • Morgan Shelly: this month i closed the BIGGEST DEAL OF MY CAREER → https://buff.ly/4cNQAjy • Harry Monkhouse: How I am using AI to help with account research → https://buff.ly/4ecx6Gw • Gabe Lullo 😎: Own Your Outreach, Own Your World → https://buff.ly/3ZdHfhR • ☠️ Belal Batrawy:  I rarely did account research over my sales career and was still pretty successful → https://buff.ly/4ecx7dy • Adem Manderovic: Segment those lookalikes into personality traits → https://buff.ly/3Z7RwMw • Tyler Meckes, MS: Have you been receiving more personalized messages? → https://buff.ly/3ZdNfr4 • 🏄‍♂️ Scott Leese: Outbound sales, as we know it, is dead → https://buff.ly/3ZvErNp • Darren McKee: I am deep in 5 sustainability reports → https://buff.ly/4cTKsGk • Adam Weekes: Struggling to gain info on private companies? → https://buff.ly/3yVSctT • Gabriele H. Don't complicate B2B sales, keep it simple → https://buff.ly/3Zf9e0y • Siva Pentakota: High performers know this → https://buff.ly/3B0um0m • Mike Gallardo: How to set next steps like my best AEs → https://buff.ly/3yVS7q5 • Dale Dupree: Make more in-person cold calls → https://buff.ly/4cY1CTk • Marcus Chan: Time block your IPAs → https://buff.ly/3ZeCy7C • Chris Marin: Surprising way to cut through the noise → https://buff.ly/4cWbexQ • Jack Frimston: This has been a game-changer when it comes to prospecting → https://buff.ly/3B0BF8k • Cipriano Martins: The most important fact about prospecting… → https://buff.ly/3ZdNa6K • Augusto Ferreira🌴: Here are my top 3 tips → https://buff.ly/3yXvgue • Nick Ross: What’s the closest path to a booking? → https://buff.ly/3ZbDeKE • Jim Breton: I might have something else → https://buff.ly/4ecx7KA P.S. Grab your prospecting cheat sheets here https://buff.ly/4da1bpn

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Sales Psychology 101: Asking questions builds rapport and steers the conversation. In sales, it positions you as the trusted advisor, not just a seller Join us! At Y-Factor Academy we take sellers from good to G.O.A.T 🐐=🏆+💰 andyb.to/subscribe

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👊 Ready to master sales positioning and dominate your industry? Then you need to listen to the latest episode of Blue Collar BS. We’re giving you the tools to transform your brand into a powerhouse. 🚀 Catch all the insights now on Episode 122: https://vist.ly/3mjf5fj And don’t forget to subscribe and leave us a review. Let’s grow together! #SalesStrategy #BusinessTips #SubscribeToday #BlueCollarSuccess

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Traditional approaches to cross-selling rarely work. - Creating cross-sell mandates - Adding cross-sell to balanced scorecards - Running campaigns within the firm - Hoping that cross-selling will ‘organically’ happen - Assigning sales reps to canvas clients looking for opportunities I see many firms try these tactics without making meaningful progress. I believe they rarely work because the foundational mindset toward cross-selling is backward. In this week's edition of my newsletter, the Art of Possible, I'm breaking down a modern approach to cross-selling. One that will enable firms to effectively add value to clients and increase their bottom line. Subscribe using the link in the comments or the one on my profile to receive it in your inbox on Sunday morning. #accounting #professionalservices

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John McMahon did a great job explaining sales leadership in this book. If you are a CEO of Founder and you are not yet familiar with sales this is one of the best books available for you to read. If you are a sales leader there are some nuggets and reminders on how to lead your team to new heights. #venture #ceo

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Most great sales leaders consider receiving feedback from salespeople a real blessing, but most *well-intentioned* salespeople don't know how to speak the truth to power. It's not their fault. Most salespeople don't know how because nobody ever taught them. Salespeople often struggle with giving feedback to their leaders but their struggle is more about HOW they deliver the feedback to get the results they want. Let’s look at the right way and the wrong ways to speak truth to power: ⛔ Wrong way: • Aggressively pointing out mistakes • Using phrases like “You’re wrong” or “You always” • Venting frustrations without offering solutions • Using a disrespectful tone ✅ Right way: • Acknowledge the good before addressing the issues • Use “I” statements, like “I’ve noticed” or “I’m concerned” • Offer solutions and be open to dialogue • Using a respectful tone I’ve seen both approaches, and let me tell you—respectful feedback not only gets heard but also drives real change. 👉 Most sales leaders appreciate the truth, but HOW you deliver it can make all the difference. So next time you need to speak up, do it thoughtfully. Your boss (and your career) will thank you for it.

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Stalled deals plague the sales profession, clogging pipelines, ruining forecasts, and causing untold frustration. In this virtual instructor-led workshop you'll learn how to leverage micro-commitments - a series of low-risk commitments - to keep deal momentum rolling and help you close more sales, faster: https://lnkd.in/e8rxFYxT   #salestraining #closing #closer #prospecting #commitment

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How can Enterprise SaaS Sales teams improve EXPANSION RATES 📈 Do the following analysis on your strategic account: 1. How does X view itself? (X = Strategic Account) 2. How does X view Y? (Y = You) 3. How does Y view itself? (no BS) 4. What views conflict or are inconsistent? 5. Target and close those gaps ➡️ This is how you unlock account expansion. CREDIT: Jessica Ryu 👩🏻‍🏫

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You aren't rewarded for investing like everyone else does. Making decisions that are right for YOU. So don't use the same investment advice designed for 99% of the population. 👉👉 Check out how I help Enterprise B2B sellers create time freedom and financial freedom. Leverage your commissions to retire faster and save on taxes. Grab your success blueprint here: https://lnkd.in/env-fv78 #TechSalesInvestors #SalesCoaching #saassales

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An interview question I ask to help identify a great sales leader: What are your greatest accomplishments? If they only talk about all of the great stuff they did, not a great sales leader. If they talk about all of the salespeople they lifted up to better places, that's a great sales leader. ✅ Great sales leaders don't seek the spotlight, they seek to make a difference in the lives of the salespeople entrusted to them. If you found this post useful - here's something else that can help you. I've been a sales leader at 8 companies but it hasn't always worked out well. Here's 16 questions I'd ask before taking another Sales Leadership role. https://lnkd.in/gfCJrCfN

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Sales leaders who bring solutions to the table are the ones who drive results and create success. But sales leaders who bring problems to the table are the ones who get left behind and don't get promoted.

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Does your SaaS struggle to increase revenue & maintain high profit margins? 99% of the time it's a sales process problem. Here's how you can significantly increase revenue without spending more money. {thread} 1. Review Your Sales Process This is the most crucial part in getting new sales. It is the glue that keeps things together. Without a consistent & updated sales process your prospects will be mishandled, leads will be nurtured incorrectly, and your sales reps won't be able to close. Until it is in sync with everything (will have to be tested) it won't be doing its job and your company will fall apart. 2. Enhance The Funnels Your funnels are the most important part of your sales process. It is what your leads are seeing in real time before purchasing your product. It must be formatted in a way that the prospect can easily follow and sell themselves into. You must be creative, you must follow up, and you MUST have your ICP dialed in. Outbound & Inbound funnels both work; they just need to be very specific & creative to work at full effect. 3. Leverage What's Working Utilize the tools that are already working. You see that targeted LinkedIn ads work for your inbound funnel the best? Scale that up and forget about anything else until you hit a cap. You see your sales reps are crushing KPIs? Invest into a sales director and invest into more junior reps. You can easily 2x revenue by just doubling down on strengths. 4. Create Compelling Sales Assets Your pre call workflows define the close Your post call workflows create the relationship and CLV The assets you send to a prospect before the sales call are almost always the reason they buy from you vs a competitor. The assets you send to a client/prospect creates the start of a relationship that makes the person stay loyal for life. You can easily 2x closing rates and CLV by just having super personal, creative, and well put together assets. 5. Develop A Stronger Offer Sometimes, the key to increasing revenue lies in the offer itself. Developing unique value propositions and fine-tuning your pricing models can attract more customers instantly. Understanding your market needs, ICP, and your own services is what sets your offer in place. Your offer isn't your services, most get it confused. Are you ready to scale instantly without excessive marketing spend or exorbitant capital? Book a free 30 minute consultation to see if we're a good fit- https://lnkd.in/gnPXyD43

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