ConversionXL
APRIL 17, 2019
Your website design is more important for conversions than you think. You can implement every conversion-boosting tactic in the world, but if your web design looks like crap, it won’t do you much good. Design is not just something designers do. Design is marketing. Design is your product and how it works. The more I’ve learned about the principles of web design, the better results I’ve gotten.
Women Sales Pros
APRIL 26, 2019
There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection. Unless you take this critical step, no response to the objection will really be adequate. You’ll lost valuable time and blow “hot air” no matter how eloquent and technically correct your response may be.
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A Sales Guy
APRIL 24, 2019
. Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. . Too Product-Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility. I tackled the Bro-Culture in the first of this series because I feel culture is critical to change.
Membrain
APRIL 3, 2019
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.
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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.
Gong.io
APRIL 9, 2019
Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. There are specific coaching methods you can use today.
Understanding the Sales Force
APRIL 1, 2019
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
APRIL 19, 2019
The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something else? These are issues that high-performing leaders consider and act on. I hope you find value from my take on the four trends that will improve your success in 2019.
SalesProInsider
APRIL 10, 2019
Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.
Membrain
APRIL 17, 2019
If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well.
InsightSquared
APRIL 3, 2019
Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results. Psychological or cognitive biases are subjective perceptions that we fall back on as we process information.
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.
Miller Heiman Group
APRIL 2, 2019
Managing a strategic account is a complicated balancing act. Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals.
ConversionXL
APRIL 30, 2019
People make snap judgments. It takes only 1/10th of a second to form a first impression about a person. Websites are no different. It takes about 50 milliseconds (ms) (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they’ll stay or leave. This number comes from specific studies. In the first study, participants twice rated the visual appeal of web homepages presented for 500 ms each.
Women Sales Pros
APRIL 5, 2019
Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales process is a good practice. Knowing and following your buyer’s process is an even better practice.
Gong.io
APRIL 23, 2019
Sales AI will replace some salespeople. No doubt about it. Want proof? I bet you’d HATE talking to a salesperson to buy a book on Amazon. You’d rather buy with “one-click” and be done! An Amazon book rep would introduce friction to an otherwise seamless buying process. It’s a simple buying decision and people want to get through it. Without another person.
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
APRIL 28, 2019
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales effectiveness best practices with sales enablement systems to improve your sales productivity (your sales force’s ability to generate profitable revenue). In this post, I will lay the foundational of concepts that fuel the mashup and will continue the discussion at the conference.
RAIN Group
APRIL 18, 2019
Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo
Sales Hacker
APRIL 17, 2019
To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again. Let’s dig in, shall we? Explore the Best Apps for Salespeople. Social media tools.
ConversionXL
APRIL 22, 2019
Color is an essential part of how we experience the world. But do colors really matter for conversion optimization ? Can a button color guarantee better performance for a call to action (CTA)? No single color is better than another. Ultimately, what matters is how much a button color contrasts with the area around it. This post explains what really matters for website CTAs and button colors.
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!
Women Sales Pros
APRIL 12, 2019
The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?
InsightSquared
APRIL 23, 2019
Yet Another Marketing Buzzword? Every few years there is a new buzzword in B2B marketing. A few years ago it was “Inbound Marketing.” The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. Then, there was “Account-Based Marketing.” The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.
Membrain
APRIL 24, 2019
GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate. Operating in business as old-school as mined and processed minerals, and with a 75-year track record of profitability, it would have been easy for the company’s leadership to rest on its laurels and continue business as usual.
RAIN Group
APRIL 10, 2019
Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.
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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
APRIL 11, 2019
This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.
ConversionXL
APRIL 10, 2019
PPC campaigns continue to become increasingly well-targeted. More and more companies are using tactics like single-keyword ad groups ( SKAGs ) and single-product ad groups ( SPAGs ). While those tactics may have differentiated your campaigns in the past, they no longer do (or won’t soon). One way to stand out is to go beyond keyword targeting and create PPC campaigns for specific targets—an account-based marketing (ABM) strategy.
Women Sales Pros
APRIL 1, 2019
It is always good to hear about the women who have gotten into a sales role in a company where there is or has been a male majority sales team. The opportunities in a sales career are some of the best compared to any other corporate role. It can also be a tough grind, a difficult ramp up, and in some companies, tricky being a strong, confidant seller looking to rise within the organization.
SaaStr
APRIL 28, 2019
With Slack’s IPO data and financials finally public, what is left to know about the app we all use and have been reading about for years? What’s interesting to know about Slack … that we didn’t already know? ??. Slack is obviously a rocketship going from $0 to ~$600m+ ARR (!) in 5 years (OMG), growing 80%+ Year-over-Year, and more than 1 billion messages sent a week (!).
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
APRIL 21, 2019
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
Jill Konrath
APRIL 7, 2019
The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.
The Sales Hunter
APRIL 23, 2019
Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. Some of you reading this are thinking to yourself, “Mark you’re smoking something funny.” Calm down. Although I used to live in Oregon, I haven’t smoked anything.
ConversionXL
APRIL 10, 2019
You spend plenty of marketing dollars trying to get someone to your form. But how much goes to waste at that stage? According to data from Formisimo, roughly two-thirds of those who start filling out a form never complete it. Why? If you’re not tracking form analytics, you don’t know. The data between a pageview and a form completion (or abandonment) is missing.
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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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