ConversionXL

MAY 16, 2018

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/B testing 133

A/B testing Represent Non-Profits Price 133

Gong.io

MAY 18, 2018

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.

Presentation 130

Presentation Quota Sales Prospecting 130

Jeff Shore

MAY 17, 2018

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.

Product 128

Product Intrinsic Follow-up Lead generation 128

Membrain

MAY 13, 2018

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.

Sales 123

Sales Technology Technology Sell 123

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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.

Sales

ConversionXL

MAY 14, 2018

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.

Healthcare 124

Healthcare Start-ups Construction Manufacturing 124

Engage Selling

MAY 17, 2018

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.

Sales 110

Sales Clients Closing Service 110

Hubspot

MAY 18, 2018

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.

Quota 101

Quota Drivers/motivators Sales Meeting 101

ConversionXL

MAY 15, 2018

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.

Product 100

Product Objectives and Key Results E-commerce A/B testing 100

Outreach

MAY 13, 2018

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

Quota 97

Quota Closing Sales Trust 97

Jeff Shore

MAY 16, 2018

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.

B2C 98

B2C Sales Follow-up Presentation 98

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.

Product

Hubspot

MAY 15, 2018

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.

Drivers/motivators 101

Drivers/motivators Follow-up Start-ups Strategize 101

Sales Hacker

MAY 17, 2018

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.

Pipeline 93

Pipeline Contact Sales Up-sell 93

Outreach

MAY 17, 2018

View and take action on Opportunities directly from Outreach while tying every activity back to expected revenue lift.

Closing 93

Closing 93

Partners in Excellence

MAY 17, 2018

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?

Pitch 89

Pitch Customers Product Sales 89

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!

Sales

Hubspot

MAY 15, 2018

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.

Price 101

Price Government Technology Technology 101

Gong.io

MAY 18, 2018

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.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Women Sales Pros

MAY 18, 2018

“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.

Drivers/motivators 87

Drivers/motivators Quota Sales Up-sell 87

Understanding the Sales Force

MAY 16, 2018

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.

Networking 68

Networking Prospecting Sell 68

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!

Customers

Hubspot

MAY 15, 2018

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.

Contact 101

Contact Engineering Start-ups Pitch 101

Smart Calling

MAY 14, 2018

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.

Cross-sell 76

Cross-sell Contract Closing Sales 76

Membrain

MAY 16, 2018

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.

Sales 76

Sales Technology Technology Process 76

Sales Hacker

MAY 16, 2018

The post Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives appeared first on Sales Hacker.

Sales 75

Sales 75

Advertisement

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

Sales

Hubspot

MAY 14, 2018

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.

Promote 101

Promote Campaign Manufacturing Engineering 101

SalesforLife

MAY 15, 2018

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.

B2B 74

B2B Sales 74

Partners in Excellence

MAY 14, 2018

Over the past several weeks, I’ve been sitting in a number of pipeline and deal reviews. While the companies are in very different businesses, different solutions, different sales processes, different sales force maturities; I’ve noticed some patterns: Deal quality is not where it need be. Average deal sizes seem to be eroding. Average sales cycles are increasing.

Pipeline 71

Pipeline Start-ups Closing Process 71

RAIN Group

MAY 16, 2018

Too many sellers have the following problems: Bloated pipelines filled with dead wood. Lack of clarity on what opportunities to focus on. In " How to Clear Your Pipeline of Dead Wood ," we shared how to make your pipeline real and manageable. Here, you’ll find a framework that will allow you and your colleagues to define and focus on the best sales opportunities with clarity and confidence.

Pipeline 71

Pipeline Sales Presentation Follow-up 71

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Hubspot

MAY 14, 2018

"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?”.

Contract 101

Contract Legal Prospecting Meeting 101

SalesforLife

MAY 17, 2018

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.

Prospecting 72

Prospecting Cold Call Sales Sell 72

Outreach

MAY 14, 2018

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!

Sales 71

Sales 71

Sales Hacker

MAY 16, 2018

The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker.

Process 70

Process Sales 70

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales