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Sean Ellis coined the term “growth hacking” way back in 2010. Since then, the term has taken on a life of its own. It’s the focus of dozens of books, new roles, new departments and teams, new methods of thinking, hundreds of articles, hundreds of guides, hundreds of webinars… you get the idea. Yet, it still feels very elusive.
Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. No? You don’t think so. Well, let me provide a few examples to clarify.
What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].
Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!
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.
Whether it's International Cat Day, Pizza Day, or Talk Like a Pirate Day, it seems like almost every day, the internet is celebrating a holiday. Whenever I log onto Twitter, I quickly scan what's trending on the left-hand side of the screen. Have you ever had this experience -- when you see an obscure holiday or observance day trending, and you think to yourself "Yup, I'm celebrating that"?
If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. In the past 15 years, there have been crazy advancements in the area of sales tools, from CRM’s that do just about everything except your laundry to data or insights applications that deliver a full dossier of your client̵
User personas are often talked about in marketing and product design, but they’re almost never done well. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), and it went well.
User personas are often talked about in marketing and product design, but they’re almost never done well. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), and it went well.
Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.
Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
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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.
I knew Not Taught could help people. That’s why I wrote it, but I’m blown away by how much. That was my motivation for writing Not Taught. I wanted to help people to find success. I wanted people to know that times had changed. I wanted them to know that we had left the Industry Age and entered the Information Age and because of that the approaches and methodologies they were using no longer worked.
When creating landing pages, marketers tend to focus all their efforts on optimizing page elements — making sure the headline engages the visitor, testimonials speak to your unique value proposition, the lead capture form is correctly formatted, and the CTA button jumps off the page. That’s all marketers need to generate high quality leads, right? Then why is it that professional landing pages — getting decent traffic numbers — don’t produce conversions a lot of the time?
Best selling author, journalist, and speaker Malcolm Gladwell wrote a book in 2000 called The Tipping Point. It is a great read for anyone in business, and one of the things it covers is different archetypes of people, including mavens and connectors.
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.
It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way.
The word "guerrilla," in its written form, seems very intense. It conjures images of rebellion and conflict. Put it next to the word "marketing," and it makes a lot of people ask, "Huh?". But guerrilla marketing isn't some sort of combative form of communication. After all, that would be highly disruptive, which violates the inbound methodology. In fact, it's actually a very unconventional form of inbound marketing, in that it raises brand awareness among large audiences, without interrupting th
The hard work mantra, I think we all get it. At least we’ve all heard it. Hustle and grind, seem to be the key theme of today’s social memes. And it’s true, you have to work unreasonably hard to make it, and to achieve the success you want. The problem with today’s emphasis on hard work, hustle and grind memes is they don’t give us much indication on what we should be grinding on.
There’s no such thing as a perfect email subject line. No one can give you a formula that will work every time. However, you can follow these principles, which will guide you closer to writing email subject lines that are perfect for your audience. It’s an iterative process though, so you’ll need to put in the work to reap the rewards. 1.
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.
We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. Too often, we think differentiation is about checking more feature boxes, having a richer product, than the competition. Web sites are filled with pages of, “Our Value Proposition.” Only when you compare competitors side by side, they say the same things̵
You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise?
There's quite a bit of information out there to support the claims that people are moving farther away from broadcast television, and closer to the digital realm. And within that landscape, people are straying from their desktops and laptops, and opting to get online via mobile with more frequency. At least, that's what the folks at Nielsen and Google have found in their research.
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!
The tell me economy consists of expressions of your worth and capabilities. It’s your resume, your static LinkedIn profile, a referral from a friend, your personal elevator speech, etc. The tell me economy is how we used to promote ourselves. We or someone we know would tell everyone how good we are, how we need to be hired, booked, connected or whatever.
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I'm sure someone from the Harvard Business Review or the University of Pennsylvania Wharton School of Business could prove otherwise, but when it comes to defining success, I don’t believe there is an art to it.
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