Jeff Shore
MAY 23, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: David JP Phillips and Jeff talk about how story changes everything. The stories our customers tell themselves about why they’re purchasing. The stories we tell our customers as sales professionals. Are you able to paint their future promise of their lives if they purchase from you? Can they see their story with your product?
Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
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Hubspot
MAY 24, 2018
It’s likely you’ve heard of Facebook Business Manager, which Facebook describes as their tool to “manage ad accounts, Pages, and the people who work on them -- all in one place.”. If you haven’t heard of it, or if you don’t know much about it, Facebook Business Manager is a useful tool if you have more than one ad account, if you need to track separate clients’ ads or pages and create reports for them, or if your company uses Facebook for different services related to your business.
Gong.io
MAY 24, 2018
I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth.
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.
Jeff Shore
MAY 22, 2018
By Jeff Shore. The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Why is this the case? Because an early price conversation will draw your customer’s mind in the wrong direction.
ConversionXL
MAY 24, 2018
Have you ever received an email from a “noreply@” address? Of course, you have! This is a “standard practice” that many companies do that removes the human element from your emails. Do you want your customers to open and engage with your emails? Don’t be a robot. In this video, I give you an easy step to make your emails more human.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Outreach
MAY 22, 2018
I’m very excited to share the news that as of yesterday , Outreach closed our $65M Series D round of financing, bringing our total funding to $125M. We welcome our new investors Spark Capital and Sapphire Ventures and look forward to partnering with them to continue to lead and grow the Customer Engagement category. In 2017, we doubled our customer base and experienced over 100% revenue growth.
Jeff Shore
MAY 24, 2018
By Ryan Taft. ?Imagine getting on an airplane, settling in to your seat; prepared for a long and uneventful flight when suddenly you hear the captain announce the following: “Welcome to flight 1299, non-stop from Phoenix to Atlanta. My name is Captain Fergueson and my First Officer is Jim Tuttle. We hope to get you to Atlanta in one piece, but since this is our first time flying, we could use all the luck we can get.
ConversionXL
MAY 22, 2018
Are you having issues with your manager? What do you do when your manager just doesn’t get it and it’s difficult to get work done? Value your craft and yourself, don’t work for a manager that forces you to do your job wrong. Learn what you should do if your manager pushes back. Stand up for yourself and what you believe in. Do quality work for quality people.
Hubspot
MAY 22, 2018
Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project?
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.
Women Sales Pros
MAY 25, 2018
In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales potential. Why? Because their biggest enemy is their own perspective. Here are two main scenarios illustrating the point.
Membrain
MAY 23, 2018
A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining up emails, inmails and sales calls and talking customers into exploring their products & services. This model of sales started in Silicon Valley, and has been successful in expanding the reach of many SaaS and other technology companies.
RAIN Group
MAY 23, 2018
To succeed in sales, you need to have the right skills. You must be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, manage sellers, and the list goes on. With the laundry list of skills needed, what skills are sellers most likely to have? In our The Top-Performing Sales Organization study, the RAIN Group Center for Sales Research asked, across a number of areas, if sellers have the skills they ne
Hubspot
MAY 25, 2018
Best Bluetooth Headsets. Jabra Steel. Jabra Motion. Plantronics Voyager 5200. Plantronics Voyager Focus UC. VXi BlueParrott B450-XT. Plantronics M55. Motorola Boom2+ Headset. Plantronics Voyager Edge. Plantronics Voyager Legend. LG Tone Free Headset. Samsung Level U Pro. Sennheiser Presence UC. Jabra Wave. Jabra Stealth. A salesperson’s right arm? It might be their Bluetooth headset.
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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.
Outreach
MAY 22, 2018
Last year we took on a big challenge. We set out to overturn the sales software landscape and create an entirely new category of software that holistically served the needs of sales teams. Sales intelligence, sales automation, and other technologies are all extremely valuable point solutions, but we believed there was a need for one comprehensive, end-to-end solution to manage sales workflows and drive revenue growth, while solving the common pain points, like context switching and time wasted o
Sales Hacker
MAY 23, 2018
The post How to Manage Complex Sales at Scale appeared first on Sales Hacker.
Openview
MAY 22, 2018
The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. – that are weighing your company down. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Knowledge Management vs.
Hubspot
MAY 25, 2018
Collecting data using tools like Google Analytics is critical for expanding your business’s online reach, converting leads into customers, and optimizing a digital marketing strategy to create stronger relationships with your audience. However, collecting data is easier said than done. Google Analytics and other similar analytics tools aid the process, but they work more effectively with the addition of tags.
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
MAY 20, 2018
Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A bad attitude can kill deals before they have a chance to get started. The salesperson keeps putting new opportunities into the pipeline, but can’t seem to close them.
Miller Heiman Group
MAY 25, 2018
When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. For many leaders, marketing is synonymous with content. Whether it’s branding, demand generation or website creation, marketing is all about content. But you might be surprised to discover that marketing only creates about 39 percent of the content salespeople need.
Accent Technologies
MAY 25, 2018
Everybody wants a piece of the digital transformation pie, but nobody wants to start baking. Learn why it matters and how sales enablement fits in. Digital transformation was a huge topic at the SiriusDecisions 2018 Summit earlier this month. If you’re not too familiar with the term, SiriusDecisions has an excellent definition: “the application of technology for business change.”.
Hubspot
MAY 24, 2018
Brian Halligan sent this note to all HubSpot employees this morning: Yesterday, I got three emails from vendors asking me if it is okay that they keep sending me emails. I imagine you got a few as well. The irony is hard to miss. Rather than making a sarcastic joke, though, I actually welcome these notifications. These companies are trying to get on the right side of history, complying with GDPR, the General Data Protection Regulation enacted by the European Union, which goes into effect today.
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!
Openview
MAY 25, 2018
Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S.-based companies hit 132 in January 2018 alone, the highest monthly total since February 2010, according to global outplacement consultancy and executive coaching firm Challenger, Gray & Christmas, Inc. In 2017, they noted, there were 1,160 CEO exits. “But I don’t sell to CEOs,” you might say.
SalesforLife
MAY 25, 2018
Warning—if you’re in an ultra-competitive industry and/or sell enterprise deals, you need to lock down your social connections. These connections are basically a tracking beacon for RFQ, RFP, proposals, etc.
Accent Technologies
MAY 21, 2018
Explore the top technologies coming out of Google’s I/O 2018 conference and what they mean for B2B sales organizations in the not-too-distant future. As anyone in the B2B sales space knows, sales technology is rapidly advancing. This month, tech innovation got a big boost. (more…).
Hubspot
MAY 24, 2018
Facebook announced today that it will be sending all users a News Feed alert asking them to review their data and privacy options. The alert, says Facebook, is "similar" to the one received by users in the European Union (EU), as required by the General Data Protection Regulation (GDPR), which comes into force this Friday. But now, Facebook users worldwide will receive an alert in their News Feeds -- an "interruption," as Facebook lightly calls it -- asking them to review privacy and data contro
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.
Sales Hacker
MAY 23, 2018
On this episode of the Sales Hacker podcast, we talk with Derek Grant , VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. What You’ll Learn. What types of cadences to use to predictably drive pipeline development. How to build and lead sales teams and how to build the next generation of managers.
SalesforLife
MAY 21, 2018
I was just at a customer’s office conducting Digital Sales Leadership training, and I heard yet another war story about job changes gone wrong. The only difference was that this deal accounted for 1.5% of total annual revenue—or one sales professional’s entire FY quota. POOF, GONE, overnight.
Engage Selling
MAY 19, 2018
Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.
Hubspot
MAY 24, 2018
Facebook today unveiled the publicly searchable archive of political ads it said it would develop in April. The launch comes alongside new labeling requirements for all election- and issue-based ads, which includes a disclosure of who paid for them. The History of These Changes. These latest developments come after months of efforts by Facebook to emphasize its focus on election transparency -- particularly after revelations were made that the platform was weaponized by foreign actors to spread
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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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