Pointclear
OCTOBER 24, 2017
In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on).
Anthony Cole Training
OCTOBER 27, 2017
Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World. Now I realize only a certain group reading this will know the exact system I am referring to but my theory still applies to Atari lovers, Gameboy enthusiasts and even those of you who know nothing about gaming and gaming consoles.
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Hubspot
OCTOBER 13, 2017
We've been following the competition heating up between Snapchat and Instagram since Instagram launched Stories last August. And in the year since, we've been keeping track of the changing tides of disappearing messages and stories -- and Instagram is the one to beat. The number of Instagram Stories users exploded to 250 million users in just a year, far outpacing Snapchat's 173 million users.
ConversionXL
OCTOBER 4, 2017
Conversion optimization is hard; it’s constantly changing and you need to know a lot about a lot. Keeping up with the technology changes and managing business’ expectations can be tricky. Here’s what some of the top experts in the field are saying about the top challenges in conversion optimization. #1 Having to be an expert in many things. CRO is multidisciplinary and cross-functional.
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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 Hacker
OCTOBER 22, 2017
Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? We’ve done our research and compiled the top 30 sales skills you need to master if you want to achieve complete sales enlightenment.
Membrain
OCTOBER 1, 2017
I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
OCTOBER 12, 2017
When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting:
Hubspot
OCTOBER 31, 2017
If you're anything like most people, you can probably rattle off 100 different things you'd rather do than dig through your inbox. It starts to feel like a chore, because what's in there isn't very interesting. In fact, only 21% of consumers reported that they've received a memorable promotional email in the past two months, according to a study by Litmus.
ConversionXL
OCTOBER 12, 2017
Designing your website requires a studied understanding of human behavior if you want to increase your conversions. Using psychological tactics in your design to appeal to potential customers can help do this, but you must first know how users’ decisions are made. Daniel Kahneman presents two thought systems that can give marketers a framework for how to target their ideal clients through site design and get a major uplift in conversions.
Sales Hacker
OCTOBER 25, 2017
Social Selling. It’s a term that divides opinion within the sales world. Some people think it’s simply another buzzword. Others say social selling is going to change the way we do business. No doubt there are also some salespeople out there that have no idea what social selling actually is. Whether you are completely new to the term or you are an experienced social seller it doesn’t matter, you will find value in this post.
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.
Adaptive Business Services
OCTOBER 25, 2017
Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind? Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people are just born good salespeople, while others need to work at it.
A Sales Guy
OCTOBER 16, 2017
I know, I know, I haven’t posted a blog post in over 2 weeks. I think this is a record for the longest stint without a post. Why? Why has it been so long? I could give you a million reasons, but the truth is I just haven’t been inspired. I like to offer value to the readers of this blog, and I just haven’t felt it lately. I’ve been writing on A Sales Guy for almost 9 years.
InsightSquared
OCTOBER 4, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives. These initiatives will likely trickle down into your lap in the form of a whole heaping of new projects, sometimes with little more than a one sentence headline.
Hubspot
OCTOBER 16, 2017
You may have heard, “Don’t sweat the small stuff.” That might be true in some aspects of life -- but over email, sweating the small stuff is exactly what you should be doing. Business email etiquette. Email etiquette rules dictate what’s appropriate and what’s not when you’re sending a message to a prospect, business partner, coworker, manager, or acquaintance.
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!
Membrain
OCTOBER 18, 2017
There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.
Sales Hacker
OCTOBER 24, 2017
Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena.
Understanding the Sales Force
OCTOBER 17, 2017
Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1.
SalesforLife
OCTOBER 26, 2017
Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by Linkedin this year, sales tech is used by over 91% of all sales people (and only 2% of the top sales performers in the world don’t use it). I’m certainly a fan of it myself, and use a number of digital tools to manage my own sales process for ATP (more on that later).
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!
SalesProInsider
OCTOBER 11, 2017
Beauty is in the eyes of the beholder , wrote Plato in the 3 rd century BC. Well, so is value, writes me today. If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. Value blindness can create a big problem when trying to convert leads- if it’s not easy for the buyer to see the value of your solution, they most likely won’t put the energy into figuring it out
Hubspot
OCTOBER 11, 2017
Let's say you've come to the difficult realization that quite frankly your brand -- if you can even call it that -- is all over the place. Or perhaps worse, you have a defined brand, but you're noticing that it just doesn't seem to mesh with who you really are and what you really do. Don't panic. Before you get all hung up on what shade of green to use for your logo or what tone you're going to use when engaging with people on Twitter, you need to step back and take a look at the big picture.
Membrain
OCTOBER 25, 2017
More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.
Openview
OCTOBER 13, 2017
It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. It’s a complex issue that is always evolving as the marketplace changes.
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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.
Understanding the Sales Force
OCTOBER 10, 2017
Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so sales leaders on some of the less obvious findings and relationships in Objective Management Group's (OMG) Sales Candidate Assessments and how to use them.
The Sales Hunter
OCTOBER 17, 2017
How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […].
Score More Sales
OCTOBER 19, 2017
Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.
Hubspot
OCTOBER 12, 2017
When was the last time you ran a competitive analysis for your brand? If you're not sure, or if the last "analysis" you ran was a quick perusal of a competitor's website and social media presence, you're likely missing out on important intelligence that could help your brand grow. To help you get started with competitive analysis the right way, we're breaking down everything you'll want to look for below.
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
OCTOBER 11, 2017
Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.
Openview
OCTOBER 5, 2017
I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a co-founder and Sales VP. I was a co-founder of a software company called Open Environment. We developed middleware to help large companies connect various back-end systems.
Engage Selling
OCTOBER 30, 2017
Never Ending Value, Evergreen Relationships, Lifelong Business How to create and employ customer and client strategies for continual business with your clients Alan Weiss and I are hosting a live event in February 2018 in South Beach, Miami to help you grow … Read More »
The Sales Hunter
OCTOBER 13, 2017
How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].
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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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