ConversionXL
FEBRUARY 15, 2018
Selling high-end goods, services or experiences isn’t the same thing as selling the low and mid-tier alternatives. And in the 1990’s, Ford Motor Group learned that the hard way. They bought high-end car brands like Aston Martin, Jaguar and Land Rover thinking they would be able to successfully grow these brands using the same marketing and operational methods that made Ford so successful.
Membrain
FEBRUARY 18, 2018
Late last year I attended a presentation from Brent Adamson , Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement. something that everyone needs to own within the enterprise.
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Hubspot
FEBRUARY 28, 2018
In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means salespeople have almost complete control of their own destinies.
Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
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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.
SalesFolk
FEBRUARY 27, 2018
If you want to start a meaningful conversation over cold email, you have to give the recipient a really good reason to hit the respond button. In other words, you need to start a conversation to which they can actually contribute. Whether it’s highlighting a benefit you know the other person will need or posing a question they won’t read elsewhere, an effective message is all about the potential client and building a relationship with them.
Openview
FEBRUARY 20, 2018
Editor’s Note: This article first appeared on the Gong.io blog here. What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
FEBRUARY 26, 2018
It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.
Hubspot
FEBRUARY 26, 2018
When marketers like us create landing pages, write email copy, or design call-to-action buttons, it can be tempting to use our intuition to predict what will make people click and convert. But basing marketing decisions off of a "feeling" can be pretty detrimental to results. Rather than relying on guesses or assumptions to make these decisions, you're much better off running conversion rate optimization (CRO) tests -- sometimes called A/B tests.
Sales Hacker
FEBRUARY 7, 2018
In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year.
Heinz Marketing
FEBRUARY 6, 2018
A week ago I deleted Instagram from my smartphone and wrote about it briefly on LinkedIn. Apparently it’s a topic many others have thought about and/or struggled with as well. As of this morning, that post has been viewed more than 1.3 million times and generated more than 5,000 likes and 1,000 comments. Crazy. In reading through the comments and discussing the issue with colleagues over the past few days, I’ve noticed that most of us who struggle with the dark side of social media
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.
Membrain
FEBRUARY 14, 2018
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this year, here are some things you should stop doing right now.
ConversionXL
FEBRUARY 1, 2018
It’s no secret that email is the most effective acquisition channels for any marketer. In fact, according to Campaign Monitor , for every $1 spent, email marketing generates $38 in ROI. But with all the noise today, it’s getting harder to get noticed. Today, it’s not enough to send the right emails; you need to send the right emails at the right time.
Topline Leadership
FEBRUARY 19, 2018
A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable. The post Coaching Sales Reps to Reach Higher-Level Decision Makers appeared first on TopLine Leadership.
Hubspot
FEBRUARY 22, 2018
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon
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!
Sales Hacker
FEBRUARY 27, 2018
As a VP of Sales, you’re probably not too familiar with SaaS metrics or costs — that’s the CFO’s job, right? Well today, we’ll breakdown how to understand SaaS costs basics, and then explain how to accurately set sales goals and metrics that drive success. We’ll also review how to determine if your team structure is working or not, as this is a crucial factor that impacts revenue goals.
Outreach
FEBRUARY 14, 2018
When you hear the term “Sales Development Rep”, what comes to mind? For most of us we imagine a tired, overworked, low-level sales rep whose head has been surgically attached to the phone, and whose only goals are to harass you into a meeting and harangue you into seeing the value of their product. We may even recall a bad experience we had with an annoying SDR who pitched us on a product we would never use, or maybe we worked with an SDR who wouldn’t leave us alone after we told them we weren’t
Heinz Marketing
FEBRUARY 8, 2018
By Matt Heinz, President of Heinz Marketing. Is Inc Magazines’ “ How I Work ” a favorite of yours? or maybe, Lifehacker’s This Is How I Work Series? Mine too. For some time we’ve been doing our own #HowIWork series of B2B sales, marketing or business leaders answering “How I Work” questions ( starting with my own answers). Check out the updated the questions below.
Membrain
FEBRUARY 4, 2018
Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choose the cheapest from a set of apparently similar options? Or why even if they do have a preference, the customer is often only willing to pay a very modest premium for what they see as no more than a "slightly better" solution?
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!
SalesforLife
FEBRUARY 5, 2018
Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.
Hubspot
FEBRUARY 21, 2018
Best Sales Blogs: Sales Hacker. Heinz Marketing. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. The Filling the Funnel Blog. Salesfolk. Sales Gravy. CustomerCentric Selling. Sandler Training Blog. Marc Wayshak's Sales Blog. Art Sobczak's Smart Calling Blog. Your SalesMBA Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog.
Sales Hacker
FEBRUARY 13, 2018
In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. Sales leaders, read on! “The only easy day was yesterday.”. -U.S. Navy SEALs. This is one of the most famous principles of the U.S. Navy SEALs. From a business perspective, to me, this means you have to constantly improve your game.
A Sales Guy
FEBRUARY 15, 2018
Ok, they’re not exactly sales training videos, but they offer a s**t load of value in helping you selling and grow your career. I’ve been posting sales videos to Linkedin over the past 3 months and they are pure fire, if I do say so myself. I cover topics ranging from motivation to question asking. I cover all types of challenges and issues sales people struggle with.
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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.
Score More Sales
FEBRUARY 1, 2018
Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.
Membrain
FEBRUARY 11, 2018
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve.
Understanding the Sales Force
FEBRUARY 2, 2018
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. We have also been told that there is more than one way to skin a cat but it might come as a surprise that there is more than one way to measure the progress being made by your salespeople.
Hubspot
FEBRUARY 21, 2018
Here's a hypothetical for you: Let's say your company has decided to invest in a website redesign so you can improve lead generation, and you're responsible for managing the project. Naturally, one of the first questions you have is, “How much is this website redesign going to cost?”. The answer, of course, is “it depends.” Are you simply switching to a new template and adding some new CTAs, or are you migrating your entire website to a new platform?
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
Sales Hacker
FEBRUARY 28, 2018
In January, we announced a new initiative called The Sales Hacker Top 50 Awards. The Sales Hacker Top 50 Awards are an effort to show some love to the actual reps and practitioners on the front lines. They don’t often get the widespread recognition they deserve, since most other online sales awards often become influencer popularity contests. During the 6 weeks of open voting, over 5000 votes were placed.
The Sales Hunter
FEBRUARY 6, 2018
A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […].
Engage Selling
FEBRUARY 22, 2018
I am sick of sales managers complaining about their top sellers not being team players. Sellers do need to be acting legally, morally, and ethically, and we do want them to get along with people.
InsightSquared
FEBRUARY 22, 2018
Boston’s Trident Booksellers and Cafe thrums on a Saturday morning. The place is packed — Busboys bustle past waiting patrons to drop off clean glasses for the bartenders, only to be coaxed out of the way by a waiter looking for their next order, or a host seating a table. The kitchen rages, tossed about under the weight of tickets from the two dining rooms.
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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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