InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.
A Sales Guy
MARCH 8, 2018
Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today.
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RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
Gong.io
MARCH 5, 2018
Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours in the day and sales managers need to spend them focusing on their biggest priority: Generating more revenue.
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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.
Membrain
MARCH 28, 2018
Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”.
Sales Hacker
MARCH 27, 2018
This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time. If I hear the phrase “ADD VALUE” one more freaking time, I am going to choke someone. I’m talking about that single overused phrase that goes like this, “Just add value.” I was exhausted from hearing the same old spiel.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
Hubspot
MARCH 29, 2018
When you work at a small business with a limited budget, it’s not really possible to shell out $340,000 for a 30-second TV commercial, or $10,000 for an email marketing campaign. It can be frustrating when your budget dictates how many people your business can reach. Surprisingly, there are a lot of free ways to supplement your paid advertising efforts.
Gong.io
MARCH 12, 2018
Successful sales reps are handling sales objections in six different ways. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success.
Membrain
MARCH 4, 2018
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
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.
Outreach
MARCH 6, 2018
In a perfect world, every decision your sales team makes would be perfectly optimized and backed by data. We’ve come a long way, but as it is, reps only spend ? of their time selling. Who has time to moonlight as a data scientist, and who has the budget to hire a dedicated analytics team when you desperately need another rep to hit your revenue goals?
Openview
MARCH 16, 2018
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.
Sales Hacker
MARCH 1, 2018
This is part one of a five-part series to help you develop the sales coaching approach that’s guaranteed to make you an unstoppable sales leader! In the past, all you had to do was chase down your number. Now you must worry about things like % hitting quota, onboarding, cycle time, and turnover, just to name a few. Add the new administrative duties, board reporting, and forecasting responsibilities and you may find yourself scratching your head wondering why you accepted that promotion.
Hubspot
MARCH 26, 2018
There's nothing quite like a sudden Google algorithm update to leave marketers feeling equal parts confused and concerned. It seems like they wait for you to get all of your ducks in a row and then unleash an update that makes your efforts instantly obsolete. Sure, they're pretty open about that fact that they're doing this for everyone's own good -- each algorithm tweak brings us one step closer to more relevant search results, after all.
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
MARCH 21, 2018
Are you in B2B / lead gen? Qualifying leads a challenge? There’s a new (non-enterprise) tool for qualifying B2B leads that’s quite a game changer. The post Tool for Qualifying B2B Leads appeared first on CXL.
Membrain
MARCH 18, 2018
I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Outreach
MARCH 1, 2018
Most people would describe me as naturally charismatic, funny, and full of energy. I’m a natural salesperson. I can make people excited about ideas and believe in themselves. I can help them see a better future. And because of that, you’d never know that I get periodically depressed. But it’s true. It happens every two years, although I don’t know how to describe it.
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!
Sales Hacker
MARCH 6, 2018
This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Based on how your buyer journey looks, example, Awareness, Interest, Decision, and Action, your sales pipeline stages may also vary.
Hubspot
MARCH 23, 2018
Conversation Starters. What’s the most interesting thing you’ve read lately? What’s a fact about you that’s not on the internet? Do you listen to any podcasts? Which ones? If you were in charge of the playlist, which song would you play next? What’s the best gift you’ve ever gotten? What’s your favorite part about living in [city]? Least favorite? Are there any common misconceptions about your job?
ConversionXL
MARCH 19, 2018
Thinking about emailing influencers to ask them for backlinks or tweets? Most people are terrible at it. The post Don’t Make These Influencer Marketing Mistakes appeared first on CXL.
Membrain
MARCH 14, 2018
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
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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
MARCH 19, 2018
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. Being a bit impatient, I'm usually screaming to myself, "Come on - don't stop!
Outreach
MARCH 13, 2018
Are your Sales Development Reps (SDRs) ramping too slowly? According to The Bridge Group’s latest study , onboarding an SDR is taking a little more than three months, on average. If the typical SDR stays on the job for about a year, three months is a long time to ramp up. Here are four fresh ideas you can use today to help speed up this process for your new SDRs. 1.
Gong.io
MARCH 16, 2018
“W e’re a fast-paced organization that builds and brings commercial products to market for businesses that are growing quickly. And the majority of the company is remote.”. You read that right. Remote. CodeScience has spent the last 10 years creating solutions to increase business’ bottom line and avoid the common pitfalls associated with growth.
Hubspot
MARCH 25, 2018
While an eye-catching resume alone probably won't land you your dream gig, it doesn't hurt to put a little extra effort into how you present yourself on paper. The right resume design speaks to your individual skills and personality, and can propel your application to the top of the stack. But finding a cool design that also fits your professional identity can be a major hassle -- and applying for jobs is already hard enough.
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
MARCH 20, 2018
I’ve tried to become better at many things over the years. Running a business, conversion optimization, powerlifting, kickboxing, speaking Spanish. There’s been one thing that always helped me level up faster. Not just faster, but it’s helped me take huge leaps – taking my skill and knowledge sometimes years ahead. The post The Fastest Way to Learn appeared first on CXL.
Sales Hacker
MARCH 13, 2018
Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.
A Sales Guy
MARCH 6, 2018
Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that change the moniker? How is (insert your name) the salesperson different than all the other salespeople out there? What does your name add to the simple and faceless moniker of salesperson?
Smart Calling
MARCH 22, 2018
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the people they are following up with. Yet, they continue to call, continue to leave voice mail messages ( “Hey, I’m just checking in with you, wondering how it’s going…” ), continue to email ( “Did you see
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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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