ConversionXL
SEPTEMBER 20, 2018
Right now, there is a tsunami that’s coming to wipe out thousands of SaaS companies. In this article, I’ll walk you through the three tidal waves coming ashore and show you how to avoid their potentially disastrous consequences. The Three Tidal Waves Coming for Your SaaS Business. Tidal Wave 1: Buyers now prefer to self-educate. This isn’t limited to the B2C space.
A Sales Guy
SEPTEMBER 9, 2018
I spoke at Inbound 18 last week and had a blast. I talked to a packed house about problem-centric selling and how it changes the game of sales. Here’s my full presentation. Watch it! It’s a good one. [link]. If you’re not problem-centric selling, you’re leaving money on the table. The post Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company appeared first on A Sales Guy.
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Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
Anthony Cole Training
SEPTEMBER 27, 2018
“It’s not you, it’s me!” I love that scene from Seinfeld.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Membrain
SEPTEMBER 23, 2018
It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.
Gong.io
SEPTEMBER 19, 2018
This is it – the 52 best sales book you’ll ever read. Throughout my career, I’ve been a voracious reader, and I credit that habit to much of the success I’ve been able to enjoy thus far. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
SEPTEMBER 25, 2018
I’m so tired of the stupid and annoying emails salespeople send to buyers and prospects and so are they. It’s time to stop. You’re emails and your cold outreach suck. They don’t offer value, they just beg your prospects and buyers for their time. It’s pathetic. I did this video to help you understand how to create emails and cold call messages that don’t make you a digital beggar and improve response rates.
Understanding the Sales Force
SEPTEMBER 27, 2018
Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.
Jeff Shore
SEPTEMBER 20, 2018
By Jeff Shore. “When you are a pessimist and bad things happen, you live it twice.” Amos Tversky. There is an aura to positivity – an undefined and highly contagious energy. We gravitate to positive people. We’ll even pay for positivity. I chose my physician, Dr. Lee Rice, not simply based on his medical knowledge (which is amazing), but on his positive outlook to healthy living.
Membrain
SEPTEMBER 12, 2018
I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like CSO Insights shows decreasing sales effectiveness on nearly every measure in nearly every industry.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Women Sales Pros
SEPTEMBER 28, 2018
If you sell, you’ve suffered from the ‘Stall’. Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse. Is there anything that sellers can do to avoid the stall? Yes! What Causes the Stall? To avoid the stall, you need to understand what causes the stall. Some of the reasons are on the prospect’s side but most are on the seller’s side.
ConversionXL
SEPTEMBER 10, 2018
A major benefit of working in a digital-growth consultancy is that you see businesses across all industries and lifecycle stages try to grow their companies. I see good actions that really help a company grow but also common elements that hinder growth. In this article, I’ll give you insight into nine of the most common things I see holding back business growth—and how we’ve helped clients solve these issues.
Openview
SEPTEMBER 20, 2018
Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one. Folks, there is a strong chance you have reps in your own startup that are thinking this exact thing right now.
Understanding the Sales Force
SEPTEMBER 25, 2018
Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Engage Selling
SEPTEMBER 27, 2018
Some sales reps give up too easily. That is, they’ll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. The issue?
Partners in Excellence
SEPTEMBER 24, 2018
We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we caught ’em, you skin ’em.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets
Women Sales Pros
SEPTEMBER 19, 2018
Conferences, trade shows, forums or seminars; whatever the ‘event’ is being billed as, my clients are preparing for the fall season. Just as the marketing department does their work, sales needs some solid strategies to generate qualified leads. Essential Steps for Sales Preparation: Decide if the trade show/conference offers the value you seek. Set your sales goals for the event.
ConversionXL
SEPTEMBER 13, 2018
This post is not a dry feature-by-feature comparison, nor does it include a winner-take-all verdict. Your business won’t benefit from either of those things. Instead, we’re comparing Mixpanel and Google Analytics in the terms that drive business growth—identifying the core use cases for each tool and the business problems they solve, while highlighting the features that make it possible.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Hubspot
SEPTEMBER 28, 2018
In the past few years, the U.S. has made some small but mighty strides towards inclusivity, and language plays a big part in that. We've become rightfully cautious when we label other people, and are learning the importance of asking permission before identifying someone as a certain gender. In my English class in college, for instance, my teacher was progressive enough to say, "Please let me know which pronoun you'd prefer I use for you.
Understanding the Sales Force
SEPTEMBER 13, 2018
Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog. [Please stay with me - the info on how to become a better closer is coming and if you can't wait, just scroll to the last 4 paragraphs.].
Membrain
SEPTEMBER 30, 2018
The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes from a few industry experts who wish they could claim the 800,000+ graduates and 500,000+ books sold since 2011?
Openview
SEPTEMBER 27, 2018
To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Women Sales Pros
SEPTEMBER 12, 2018
There is so much focus on change. But not all change needs to be big, strategic sea change that takes months or years to implement. I’m talking about small, tactical sales changes that make you more efficient and effective. Even if you cringe at the thought of stirring up your tried-and-true method of operation, that’s OK. I hear this all the time and I get it.
ConversionXL
SEPTEMBER 25, 2018
Data is the life blood of any SaaS company. Data will empower you to make better decisions and help you grow faster. However, few companies make the most of their existing data or get access to the data they need. This guide is meant to help you go from zero to analytics proficient as quickly as possible. It doesn’t matter if you’re starting from scratch or if you’re simply trying to level up your existing data strategy.
Hubspot
SEPTEMBER 28, 2018
If you spend time optimizing your blog or website's content, headers, subheaders, and meta descriptions for search engines, the following image should alarm you: Today, Google's search engine results pages (SERPs) deliver just as many image results as they do text-based results. The screenshot above is the first SERP Google produces for the search term, "email newsletter design.
Engage Selling
SEPTEMBER 13, 2018
We all strive to be perfect. But, there’s a problem with perfection. Interestingly enough, most of us know that it’s an unrealistic ideal to live up to.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Membrain
SEPTEMBER 26, 2018
In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project they had spent around $500 million on.
Openview
SEPTEMBER 6, 2018
Editor’s Note: This article first appeared on the Avenue Talent Partners blog here. If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. It is PAINFUL when your best people leave you and you’re left figuring out how to rebuild. But if you’ve experienced this first hand, you’re not alone – some of the data swirling around on sales retention for tech startups is a little scary:
CloserIQ
SEPTEMBER 11, 2018
Sales Enablement is swiftly gaining recognition as a vital business function. But how do you hire the right people for your team? In this article you’ll learn the signs that indicate the right attitude and aptitude for sales enablement. You’ll get tips on how to evaluate candidates, and how to make sure they thrive once you hire them. If you want to bring sales enablement best practices into your organization, this is the right time to do it. 1.
ConversionXL
SEPTEMBER 6, 2018
If you rely on search engine traffic, conversion optimization starts before visitors get to your site. Why? Sitelinks. For most sites, a brand query (e.g. “king arthur flour”) generates sitelinks—links from other pages on your site that appear below the main link, typically the homepage. For mobile searches, those sitelinks may be expandable, allowing users to browse multiple levels of your site, all before clicking a link.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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