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You need to run experiments. The one who runs the most experiments wins. BUT – most marketing experiments are done wrong. What’s missing is hypothesis driven testing across all inter-business disciplines. Nearly everything we use in our daily lives came about as a direct result of an experiment. The cars we drive, the computer or mobile device you are using to read this sentence, the Great Wall of China, Abercrombie and Fitch advertisements – all of them have gone through some form o
A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales.
By Amy O’Connor. ?Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they? They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in.
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.
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.
Artificial Intelligence is powerful and will open doors we don’t even know exist at the moment. But there are some steps you can take today to ensure that you are making the most of this new capability and are not left behind. As this is such a nascent area, it serves to begin with a brief description of Artificial Intelligence and Machine Learning.
I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.
In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present. Many times sales professionals can suffer from distraction. The e-mails, the pressure of the next sale, home life, and so much more that keeps us from being present with our current client. How can you meet the needs of your client when you’re not present?
In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present. Many times sales professionals can suffer from distraction. The e-mails, the pressure of the next sale, home life, and so much more that keeps us from being present with our current client. How can you meet the needs of your client when you’re not present?
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
There are already a bazillion resources out there that spell out how to “craft the perfect value proposition.” In fact, the whole concept of “unique value propositions” (UVPs) is — at least at first glance — really Marketing 101 material. So why keep talking about it? For one very good reason: Most courses & books on value propositions FAIL to show you how to actually create value proposition through empirical, quantified research.
Six years ago, I became a single mom who had her kids 100% of the time. I was 24 with 3 kids under the age of 10 years old. I needed a job that would complement my #1 job- being a mom. Just like most salespeople, I found my way into sales in an unconventional way. Through a road paved by making Frappuccinos, planning weddings, leasing apartments, and other random jobs, an obvious next step in my career would be software sales ;) However, I soon realized that the skills that I had that made me go
By Ryan Taft. ?I need to confess something to you. I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. Consumer confidence was high (maybe too high). People were buying homes, cars and more without a thought. You might be thinking, “Ryan, that’s a good thing, right?”. ?Yes, and no. Let me explain.
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.
Think about all the times you've signed up for things in your life. Did you once download Evernote? Dropbox? Spotify? Maybe you've even taken a class on General Assembly. Each one of these signups is likely a result of an effective call-to-action (CTA). And it's really important to guide your visitors through the buying journey using strategic CTAs.
Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.
Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant with GDPR.
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.
A SWOT analysis is a useful technique to evaluate a new project or objective your business faces, or your business as a whole. Essentially, a SWOT analysis is a roadmap for how you should move forward with your business, which opportunities you’re missing out on, and which challenges you should tackle. It’s an effective method to maximize opportunities while minimizing negative factors associated with a given project or objective.
“The 36 Questions That Lead to Love” – a fascinating article by the New York Times , referencing Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.”. The idea is 36 well-crafted, thought-provoking, emotional questions can cause you to fall in love with anyone. The questions are divided into three sections — each one more probing than the last – nurturing mutual vulnerability which fosters closeness.
I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you? Someone invites you to join their LinkedIn network or asks if they can join yours. You accept.
Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers. We do need to be focused on our customers and what they are trying to achieve. But is the “buying journey” the right target of our attention?
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.
It’s one of the worst feelings in the world. You've spent weeks perfecting your resume and crafting the perfect cover letter, and you're finally ready to submit your application for your dream job. But when you scan the company’s careers page, panic starts pouring over you. The job you wanted to apply for is no longer open. It’s gone. And as you stare at your laptop screen in shock, you can’t help but think you’ll never be able to join your dream company.
A reader emailed me with a question, looking for information on “assuming the sale.” I’ll share the answer with you as well. You need to be careful here. The old school, tactical methods of selling say that you should “assume the sale as soon as the prospect shows some interest.”. I disagree. That’s annoying, salesy, cheesy, and wrong in most cases.
Salespeople and marketers tend to think of themselves as quite separate, with different goals, tactics, and roles within a company. The rise of the modern B2B buyer and their changing journey has forced many professionals in both sales and marketing to rethink this long-standing separation.
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!
How to Make a QR Code. Select a QR code generator. Choose the type of content you're promoting. Enter your data in the form that appears. Consider downloading a dynamic QR code. Customize it. Test the QR code to make sure it scans. Track and analyze performance. "Really? We're talking about QR codes?". Fair reaction. For several years now, QR codes have been at the center of the popular " is dead" trope we marketers love to argue when talking technology.
I’m excited to see more B2B marketing teams expanding their focus beyond primarily net-new customer acquisition, and starting to impact (and measure) marketing-influenced customer lifetime value. Most often this is measured based on renewals, repeat purchases, upgrades/upsells and more. These financial metrics are critical, but the metric and action the most often leads to these financial customer success metrics is adoption.
Although many have speculated about the viability of cold calling in the face of social selling and digital selling methodologies, it seems as though even the cold call has been retooled for the modern sales department. Nothing is “dead” except for single-channel prospecting.
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.
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. It doesn’t matter if your product or service is the best in the world. If your sales team doesn’t have the right resources and training, you will lose sales. In today’s fast-paced world, you need to get your junior reps up to speed quickly.
What a whirlwind this past week has been! Unleash ‘18 took over Paradise Point in San Diego for 3 days of incredible content, connections and cocktails. We want to thank the nearly 700 (!) of you who attended, participated in breakouts or spoke during a session. We had a blast and hope you did too! To be honest, we’re sad it’s over. To help you (and us) battle the post-Unleash blues, we have put together the top five moments of what many attendees called the best sales conference of the year!
The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, training, coaching, and technologies, sales teams can reliably knock the numbers out of the ballpark.
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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