Anthony Cole Training
NOVEMBER 17, 2017
My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.
Pointclear
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.
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Openview
NOVEMBER 30, 2017
The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Gong’s data science team has used our conversation intelligence platform to analyze almost one million conversations between B2B salespeople and buyers.
ConversionXL
NOVEMBER 16, 2017
If you ask most marketers, they will tell you that A/B testing and personalization are two completely different things. I respectfully disagree, and I think this disagreement is at the root of how to use them best together. We as growth/performance marketers are accountable for results, often measured with conversions, new customers, or revenue. Every marketer wants higher conversion rates, and A/B testing and personalization are simply two ways to drive more conversions.
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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.
A Sales Guy
NOVEMBER 20, 2017
Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that. I talked about it in my presentation at Hubspot’s Inbound 17 conference this past September.
Sales Hacker
NOVEMBER 7, 2017
I run a European based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about the most important ingredients for a successful outbound sales process. 1. The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. Sounds basic and redundant, I know.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
NOVEMBER 13, 2017
For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.
Openview
NOVEMBER 6, 2017
Editor’s Note: This article was first published on Medium here. A few weeks ago, I met a CMO named Yvette in the office kitchen at OpenView. She was chewing on a bagel during a lunch break from the VC firm’s all-day speaker event, and she was clearly upset. “How in the world,” Yvette said, reaching for the cream cheese, “am I going to inform my team that our entire approach to marketing is wrong?”.
ConversionXL
NOVEMBER 2, 2017
Persuasive writing skills are among the few things in life that can give you massive returns. If you want to know how you can become better at writing persuasively, keep reading. I have analyzed examples of masterful copy, and identified the 3 core elements they all have in common. They are: What you say. How you say it. How you structure it. We’ll go through these one-by-one and define what you can do to ace them all, and get your reader to take the desired action.
Membrain
NOVEMBER 22, 2017
These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective.
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.
Sales Hacker
NOVEMBER 2, 2017
Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy. A first name here, an email address there, and you have access. But as a business owner, there’s a massive gap between getting names and getting dollars. How many free trial users end up as paying customers? Depends on your conversion model: A Totango study in 2012 found an average of 50% when a credit card was required for the free trial, but only 15% when a credit card wasn’t necessary.
Anthony Cole Training
NOVEMBER 10, 2017
I’m sure majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).
RAIN Group
NOVEMBER 14, 2017
Most sales are won and lost based on one key factor: You. You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. You can too.
Openview
NOVEMBER 8, 2017
You’ve hit a homerun and your business growth is skyrocketing. The rapid growth fuels the need to add staff, especially in sales, to keep your growth rate going. The challenge is to integrate new talent seamlessly into the organization and get them up and running quickly and efficiently. A formal onboarding process is key, and creating it doesn’t need to be daunting.
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!
ConversionXL
NOVEMBER 21, 2017
At TelTech , it took our product-marketing organization more than a year to get to something that resembled a true growth team, running high tempo testing. So, if you are struggling to implement the growth hacking methodology, I get it. We assembled a team, achieved product-market fit, and identified our growth levers, but got stuck when we tried to put process behind our testing.
Hubspot
NOVEMBER 20, 2017
What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail? You can only send LinkedIn messages to your first-degree connections. To contact someone who’s not in your network, you’ll need to send an InMail.
Sales Hacker
NOVEMBER 15, 2017
With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learnin
Membrain
NOVEMBER 29, 2017
Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc., is well known in the industry for his “four systems” approach to sales performance. He achieves hundreds of millions of dollars in gains for his clients by building effective systems for sales selection, support, learning, and management.
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!
PandaDoc
NOVEMBER 27, 2017
If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. This process is crucial to your company’s success and keeps new opportunities at your fingertips. According to HubSpot research, 72% of companies with less than 50 new opportunities a month didn’t achieve their revenue goals , while only 4% of companies with 101 to 200 new opportun
SalesProInsider
NOVEMBER 8, 2017
Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but they are just as important to us.
ConversionXL
NOVEMBER 29, 2017
If you’re invested in improving your A/B testing game, you’ve probably read dozens of articles and discussions on how to plan and run A/B tests. In reading advice about how long to run a test or what statistical significance threshold to use, you probably saw claims like “Always aim for XX% significance” or “Don’t stop a test until it reaches YYY conversions” – where XX% is usually a number higher than 95%, and YYY is usually a number higher than 100.
Hubspot
NOVEMBER 13, 2017
Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.
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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.
Sales Hacker
NOVEMBER 6, 2017
If you want to learn how to manage a sales team, you’ve come to the right place. You’re about to get actionable insights from top experts who have all been there (and done it) before. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening.
InsightSquared
NOVEMBER 15, 2017
Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. In today’s sellers’ environment, there are many standard sales methodologies your team can use: The Challenger Sale, MEDDIC , BANT , Solution Selling, Value Selling — the list could go on.
Membrain
NOVEMBER 1, 2017
“Every salesperson has a collection of beliefs. When they are positive beliefs, they support positive sales outcomes. When the beliefs are negative, they sabotage ideal sales outcomes. Our thoughts and beliefs influence our actions, and our actions lead to outcomes.”.
Engage Selling
NOVEMBER 7, 2017
Enabling your sellers with the best strategies and tactics is critical to success. But, there is a fine line between not developing your team enough, and overdoing it. Remember, the key is implementation.
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
ConversionXL
NOVEMBER 6, 2017
You run an A/B test , and it’s a winner. Or maybe it’s flat (no difference in performance between variations). Does it mean that the treatments that you tested didn’t resonate with anyone? Probably not. If you target all visitors with the A/B test, it merely reports overall results – and ignores what happens in a portion of your traffic, in segments.
Hubspot
NOVEMBER 3, 2017
Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help. We’ve compiled the ultimate pump-up playlist to keep you sharp and focused while you pan for gold.
Sales Hacker
NOVEMBER 21, 2017
This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. In this blueprint, we’ll breakdown how to structure your SaaS metrics, and measure the right data for your business. Many organizations are excited about the amount of data that is flowing into their platform. However, with the explosion of data, they soon are lost on how to interpret it.
SalesFolk
NOVEMBER 8, 2017
Nothing ruins a sales email faster than a bad subject line. In fact, 33 percent of recipients open an email based on the subject line. That sounds like a pretty solid number—until you consider that 69 percent of email recipients report messages as spam just from reading the subject line. The fact is, we’re inundated with poor subject lines, and we no longer have the patience to investigate whether something is spam, a marketing promotion, or a legit sales email.
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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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