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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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.
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.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.).
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.
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.
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: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
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.
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.
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.
Sales Hacker
FEBRUARY 14, 2018
In this article, you’ll learn how to align your event sales strategy to your marketing team’s activities to maximize your event success. At Bizzabo we have a motto, sales is a team sport. Never is that more true than when attending a professional sales conference , trade show or networking event. And, if your team does not include the Marketing team, you’re likely making a huge mistake!
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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.
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
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.
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.
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
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.
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.
Sales Hacker
FEBRUARY 8, 2018
In this article, I will breakdown how to run effective discovery calls within the sales process, in just 7 easy steps. It’s no secret that discovery is one of the most crucial parts of any sales opportunity, and ultimately – delivering demos without this vital component is likely to be a wasted activity. When I posed to my LinkedIn network a couple of months back the question as to the importance of discovery, the response was overwhelmingly aligned.
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.
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: 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!
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.
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.
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, […].
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.
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!
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?
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.
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.
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.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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