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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.
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.
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.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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.
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.
In 2015, 9-figure apparel retailer Karmaloop.com filed for bankruptcy. The company had been bleeding cash, losing six figures per month. That summer a private equity fund acquired the assets of the company. They brought me in as CMO. Within three months all marketing KPIs had improved. Within a year-and-a-half the PE fund sold the company to a strategic buyer.
In 2015, 9-figure apparel retailer Karmaloop.com filed for bankruptcy. The company had been bleeding cash, losing six figures per month. That summer a private equity fund acquired the assets of the company. They brought me in as CMO. Within three months all marketing KPIs had improved. Within a year-and-a-half the PE fund sold the company to a strategic buyer.
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.
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.
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.
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.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
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?
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.
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.
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.
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.
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.
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.
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.
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.
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.
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
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. .
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.
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.
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!
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.
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.
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.
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.
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!
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.
Unless you’ve been living under a rock for the past five years, you’ve certainly heard about social selling by now. Although social selling has become table stakes for some companies, I find that there is still a lot of confusion about the term and what it is.
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.
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.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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