STAR Results
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
ConversionXL
JUNE 23, 2019
If you’re Amazon or Apple—congratulations! You don’t have any credibility issues. Most of us aren’t so lucky. Almost all but the biggest of companies have an uphill credibility battle every time a new visitor lands on their site. What’s website credibility? And why is it important? BJ Fogg , the world’s leading researcher on web credibility, has said that website credibility is about designing your website to make it appear trustworthy and knowledgeable.
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SalesProInsider
JUNE 19, 2019
For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
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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.
Women Sales Pros
JUNE 28, 2019
Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will look pushy. Usually, it’s the sales reps who win on this one. They may, if pressed, make the call.
Miller Heiman Group
JUNE 13, 2019
Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JUNE 20, 2019
Google “video hosting platforms,” and you’ll get about 50 million results, along with several paid ads. How do you choose the platform that suits your needs? There’s no single answer. The best video hosting platform varies business by business, depending on factors like: How often you’re uploading; How you plan to use the video; The viewing experience you want to give your audience; The analytics you need; The cash you have to spend.
Partners in Excellence
JUNE 23, 2019
Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. They are led by a great manager who has built a talented team.
Membrain
JUNE 19, 2019
I admit, I’m not a dog person. But those little lap dogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
Women Sales Pros
JUNE 21, 2019
Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level. While sales feels like marketing just gets in the way of the important work – the actual sale.
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.
SalesforLife
JUNE 13, 2019
There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory. As the CEO of your territory, it’s your responsibility to understand the Total Addressable Market (“TAM”) of your industry, and be able to segment it between wh
Gong.io
JUNE 25, 2019
These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating.
ConversionXL
JUNE 30, 2019
“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all
Partners in Excellence
JUNE 16, 2019
I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?” Unless you are brand new to sales, your name is Rip van Winkle, or you are absolutely clueless, all of us know what we should be doing.
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
JUNE 30, 2019
I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.
Women Sales Pros
JUNE 4, 2019
Lauren Bailey, President of Girls Club , asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got me where I am today. I had to be vulnerable and reflect rather than share my competence.
The Sales Hunter
JUNE 18, 2019
You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. 2.
Engage Selling
JUNE 6, 2019
You no longer have an ideal buyer. You have to throw out the notion that there’s a singular contact inside an organization who makes the buying decision.
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!
ConversionXL
JUNE 4, 2019
You don’t purchase products. You buy success, status, a lifestyle. Your purchases furthermore, are driven by subconscious perceptions and emotions. Semiotics, the interpretation of signs and symbols, helps decipher those subconscious elements. While it has plenty of lofty, academic associations, it has practical implications for marketers, too.
SalesforLife
JUNE 30, 2019
When I was doing my Master’s degree in Australia, I quickly learned that an MBA program is different than an undergrad program because you learn most of the content from your peers and discussion. This is in contrast to doing an undergrad degree, which is centered more on asynchronous learning. In an undergrad program, you learn on your own through textbooks, videos, and self-paced learning, and also some synchronous learning through lectures.
Membrain
JUNE 26, 2019
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
Women Sales Pros
JUNE 7, 2019
In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will throw in some extra features or upgrades at no additional cost. We will wine and dine you, give you some baseball tickets, or invite you to our special event.
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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.
Jill Konrath
JUNE 13, 2019
Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.
Sales Hacker
JUNE 7, 2019
Say what you will, but from where I sit, running effective discovery calls is THE most important part of the sales process. Two reasons… First, the discovery call can make or break your relationship with a new prospect. Get it right, and you could have a customer for life. Get it wrong, and… well… you could be done before you start. Second, it’s important to sharpen your sword through constant practice and refinement.
ConversionXL
JUNE 26, 2019
Many SaaS companies launch a product-led growth model —but never update it. When the executive team calls me and asks why they aren’t converting users into customers, I tell them to buy a plant. Seriously. If they don’t water the plant, it’s going to wither and die. If they water it and give it sunlight, it’ll grow. Everyone knows how the system works.
The 5% Institute
JUNE 30, 2019
One of the most important factors for a Sales Professional or Business Owner; and probably in-fact the most important factor of them all, is being able to be consistent in achieving your specific goals and outcomes. Discipline in sales. An often overlooked, yet very important ingredient if you want to be successful in this game of selling. Let’s break this down into two categories, so I can help you and your team towards discipline in sales.
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
JUNE 23, 2019
I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
Partners in Excellence
JUNE 20, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” Recently, I was watching a sales team work.
Heinz Marketing
JUNE 12, 2019
By Josh Baez , Engagement Manager at Heinz Marketing. As B2B marketers, understanding our target audience is essential to every single thing twe do. Our audience influences the content we create, the messaging we write, the products we help bring to market — everything. And without a clear sense of who we’re targeting and why we’re targeting them, the work we’re doing is little more than random acts of marketing — screaming product pitches into the void hoping that someone, somewhere, answers ba
Sales Hacker
JUNE 17, 2019
How do you ensure you’re maximizing your sales team’s potential? How do you inspire your team to go above and beyond what they think is possible? The answers may surprise you. According to the first-ever State of Sales Performance Survey , in partnership with Sales Hacker, Ambition, Gong, AA-ISP, Vidyard, and Factor 8, the key is modern sales performance management.
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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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