STAR Results
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
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Anthony Cole Training
DECEMBER 13, 2018
Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.
ConversionXL
DECEMBER 13, 2018
For many, Google Analytics 360 is a black box. Marketing and sales collateral from Google is spartan, and common refrains about key features—like unsampled data—seem unworthy of a six-figure bill for most sites. That disconnect exists because many, myself included, have understood Google Analytics 360 primarily as an expansion of the data caps we encounter with the free version.
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.
Understanding the Sales Force
DECEMBER 13, 2018
Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog. The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December.
Engage Selling
DECEMBER 13, 2018
When all signs are pointing to your market slowing down, it’s important that you don’t give in to a “slow down” mindset! Here’s the thing, most sales professionals will complain about the market, perhaps even your colleagues.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
DECEMBER 12, 2018
If you are a woman and have been told by a manager or leader in your company to consider a sales (or sales leadership) role but feel that you are not 100% qualified, I’m suggesting you APPLY ANYWAY. If you are looking at roles at another company in sales or sales leadership and you don’t match 100%, apply anyway. Yes, apply anyway. For three reasons.
Hubspot
DECEMBER 14, 2018
If you’re a blogger, it’s probably safe to assume you want a website that's equally as stylish, unique, and high quality as the content you share. You also want visitors to have a positive experience navigating your site — reading posts with ease, searching for topics of interest, and discovering other content that makes them excited to return. A WordPress blogging theme can help you achieve the exact look, feel, design, and layout you envision … without the need for coding.
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe
Openview
DECEMBER 12, 2018
The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.
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.
Sales Hacker
DECEMBER 12, 2018
If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.
Hubspot
DECEMBER 12, 2018
Whether you're an entrepreneur looking for investors for your small business, or the CEO of a large corporation, a business plan can help you succeed and is a critical component for long-term growth. In fact, one study found companies that use business plans grow 30% faster than those that don't. A business plan includes a company overview, your company's short-term and long-term goals, information on your product or service, sales targets, expense budgets, your marketing plan, and a list includ
Partners in Excellence
DECEMBER 9, 2018
We–or rather my wife–had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper told my wife, “I really don’t like what I have to do here. You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings.
Heinz Marketing
DECEMBER 13, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s. Every week on Thursdays we feature a B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
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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.
ConversionXL
DECEMBER 13, 2018
Learn how to run conversion optimization experiments the right way. In this video, I sit down with Chad Sanderson, Program Manager on the Microsoft Experimentation Platform team, to discuss statistical testing, calculating sample size, and selecting the right tools to help you run statistically significant conversion optimization tests. [This post contains video, click to play].
Hubspot
DECEMBER 11, 2018
When I graduated college, I didn't have much prior work experience, besides a high school gig at a chocolate shop and a college internship at a publishing firm. However, I had something I believed made up for it -- hard and soft skills. Admittedly, some of these skills likely didn't stand out to recruiters as particularly impressive. "Facebook", for instance, is probably a skill I didn't need to include, seeing as I wasn't even applying for a social media position.
Jeff Shore
DECEMBER 11, 2018
By Jeff Shore. ?One thing I know about sales leadership – it’s a lonely business. Seriously, there are days when you feel like you are on some kind of weird island where all you do is walk around putting out fires. At the end of the day you are totally exhausted but unfulfilled. This is not a job you want to do on your own. A lack of both coaching and support will only lead to frustration, disillusionment, and a serious case of burnout.
Topline Leadership
DECEMBER 9, 2018
Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson. Timely: Act as soon [ ] The post How to Confront an Under-Performing Salesperson appeared first on TopLine Leadership.
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.
Sales Hacker
DECEMBER 13, 2018
Success begins with setting goals. Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. In contrast, goals lend clarity and purpose to your organization. They enable your team to track collective and individual performance. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth.
Hubspot
DECEMBER 8, 2018
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both.
Membrain
DECEMBER 12, 2018
An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell.
Heinz Marketing
DECEMBER 11, 2018
By Mike Schultz, President, RAIN Group. Isn’t it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it’s a struggle to get out of bed and get to work.
Advertiser: ZoomInfo
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Partners in Excellence
DECEMBER 10, 2018
About 3-4 years ago, I was participating in a discussion, at the time hosted by CEB, now Gartner. It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. It was a fascinating discussion, but I struggled participating in it.
CloserIQ
DECEMBER 10, 2018
If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Hiring is time-consuming and expensive. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) to help them become as successful as possible as fast as possible. You’ll train them on your product and sales process, then put them on the phones.
Membrain
DECEMBER 9, 2018
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.
Smart Calling
DECEMBER 11, 2018
I recently heard one of the greatest questions of all time to use in response to an objection. And it wasn’t on a sales call. And it wasn’t really an objection, but we can adapt it. It was a television interview done with Facebook CEO Mark Zuckerberg. I had originally heard the clip while listening on a business radio show, and tracked down the video.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Partners in Excellence
DECEMBER 11, 2018
I’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly. Stupid behavior exists everywhere, and selling is no more immune to stupidity than every other sector.
PandaDoc
DECEMBER 13, 2018
It’s no secret that there are many benefits to gamifying your sales process. It can help onboard reps faster, encourage friendly competition, and improve overall team morale. Gamification is easier than ever these days thanks to technology. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest?
Score More Sales
DECEMBER 14, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!
Jeff Shore
DECEMBER 14, 2018
By Ryan Taft. ?It was my first day in new home sales. I was in my mid twenties and overly excited to get started in handing out keys to my future customers. There was a sales meeting that day to motivate us and educate us on how to sell better. I thought, “Perfect! I love learning”. As I walked into the sales meeting, the sales leader…who we will call Jim, got up in front of the room and proceeded to “inspire” the team by saying the following: “I am not sure what’s wrong with you all.
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