ConversionXL

DECEMBER 13, 2017

Google Analytics and Google Tag Manager are tools that most marketers use on a daily basis. New stuff is added to both of them all the time. What’s something new and useful that was added in 2017 the top experts love? In no particular order. #1: Krista Seiden, Google. My favorite GTM release of the year is hands down the two new triggers released in October 2017: Scroll Tracking & Element Visibility.

GTM 133

GTM UX User Experience Campaign 133

Anthony Cole Training

DECEMBER 27, 2017

I’ve been working on growing sales for over 30 years. First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” Not bad as in character, morals or integrity- just bad a selling.

Prospecting 122

Prospecting Sales Sell 122

InsightSquared

DECEMBER 29, 2017

There are different uses of cement such as to make cement mortar, cement concrete which are used in various types of masonry and concrete structures.

Technology 110

Technology Technology 110

Membrain

DECEMBER 6, 2017

Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.

Sales 109

Sales Technology Technology 109

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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.

Sales

Sales Hacker

DECEMBER 18, 2017

Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.

Sell 108

Sell Referrals Trust Cold Call 108

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship sellers prioritize their connection with the customer over all other aspects of the sale. They develop trust -- usually by adding value and spending a lot of time with prospects -- before attempting to close. “Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika.

Sell 101

Sell Cross-sell Negotiate Technique 101

Anthony Cole Training

DECEMBER 1, 2017

In a remarkable show of grit, the University of Alabama clawed back from a 20-point deficit against the University of Minnesota, though they eventually lost by 5.

Growth 121

Growth Sales 121

PandaDoc

DECEMBER 7, 2017

If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Membrain

DECEMBER 17, 2017

Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.

Sales 107

Sales 107

Sales Hacker

DECEMBER 14, 2017

Whoa did people get carried away with the whole cold calling vs social selling thing this year. In this article, I’m going to explain why cold calling has stood the test of time, along with my most actionable cold calling tips and techniques to help you improve your win rates. And look, I get it. You hate cold calling. Everybody does. Everybody, that is, except the salespeople using it to generate millions of dollars in actual sales today.

Cold Call 105

Cold Call Contact Pitch Technique 105

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

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.

Product

Hubspot

DECEMBER 26, 2017

SDR/BDR Skills for 2018. Video prospecting. Highly customized outreach. Active listening. Great voicemails. Resilience and Coachability. We’re about to turn the corner into 2018. And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat?

Prospecting 101

Prospecting Sales Gaming Inside sales 101

Partners in Excellence

DECEMBER 26, 2017

Yours truly was thinking aloud about CTA’s recently: “As in, do CTAs really have the power to make or break website sales, as some inbound experts confidently claim, as they keep A/B testing their CTAs, over and over again?” Trust me, I didn’t have to look far and wide for an answer. Right around [ ] The post 5 Top Design Tips to Create Outstanding CTA Buttons appeared first on Search Engine People Blog.

A/B testing 97

A/B testing Trust Engineering Sales 97

A Sales Guy

DECEMBER 15, 2017

I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn.

Real Estate 97

Real Estate Education Start-ups Growth 97

Understanding the Sales Force

DECEMBER 18, 2017

It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless. Several years ago, during one of the performances, it dawned on me that the orchestra's role in the show correlated very nicely to an effective sales presentation.

Sell 96

Sell Presentation Sales 96

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!

Sales

Membrain

DECEMBER 20, 2017

Steven Rosen knows coaching. As the founder and CEO of STAR Results, he has been helping sales and business unit leaders “crush their numbers” for 14 years, by transferring focus from training to coaching.

Sales 104

Sales 104

Sales Hacker

DECEMBER 1, 2017

Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A Virtual Sales Assistant is a remote contractor that you hire as a means of outsourcing a specific task or set of tasks in order to build a more efficient sales process.

Sales 98

Sales Construction Follow-up Start-ups 98

Hubspot

DECEMBER 20, 2017

To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.

Quota 101

Quota Cross-sell Growth Up-sell 101

Jill Konrath

DECEMBER 18, 2017

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

Sports 96

Sports Sales 96

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!

Customers

Openview

DECEMBER 21, 2017

At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained. But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome.

Pipeline 95

Pipeline Sales Prospecting Start-ups 95

Understanding the Sales Force

DECEMBER 5, 2017

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.

Sales 95

Sales Technology Technology Product 95

Membrain

DECEMBER 10, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe that the absence of a budget for a project should be a reason to disqualify an opportunity.

Up-sell 99

Up-sell Sell Sales Process 99

InsightSquared

DECEMBER 11, 2017

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat

Product 95

Product Pipeline Hospitality Follow-up 95

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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.

Follow-up

Hubspot

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.

Prospecting 101

Prospecting Finance Sales Contact 101

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. .

Territory 93

Territory Non-Profits Contract Quota 93

Partners in Excellence

DECEMBER 8, 2017

I’m constantly amazed by the mistaken view too many sales managers have about their role. A reader called my attention to a discussion on LinkedIn. A sales manager was bragging about how he could “Sell Circles Around Anyone.” Clearly, he didn’t understand his job and with that attitude would fail his people, his company, and his ability to reach his goals.

Sell 92

Sell Territory Pipeline Closing 92

Jill Konrath

DECEMBER 14, 2017

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

Consult 90

Consult Sales Sell 90

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

Retail

Membrain

DECEMBER 27, 2017

It’s a tale as old as time. A sales team is closing in on a deal when, at the last minute, a competitor takes home the win. Being the good salespeople that they are, the team checks in with the customer to find out why they lost the deal, and the answer frustrates them. The buyer made the decision based on utterly meaningless criteria.

Closing 93

Closing Customers Sales 93

Openview

DECEMBER 15, 2017

I once attended a sales kickoff that was a big waste of time. This particular company whisked away our entire sales department to a tropical location without putting together any structured agenda. They thought leaving our days open to brainstorm as a group was a good plan of action. When in fact, it turned into a whole lot of kicking back, but not much kicking off.

Sales 89

Sales Commission Drivers/motivators Pitch 89

Hubspot

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Ability to be honest. Tech savviness. Framing skills. Challenger selling. Knowledge of Data Analysis. EQ. Product expertise. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions.

Pitch 101

Pitch Sports Up-sell CRM 101

Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate.

Consult 92

Consult Sales Technique Networking 92

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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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