Anthony Cole Training

APRIL 18, 2019

Complacency in selling is not a new phenomenon.

Sell 175

Sell Drivers/motivators Sales 175

ConversionXL

APRIL 17, 2019

Your website design is more important for conversions than you think. You can implement every conversion-boosting tactic in the world, but if your web design looks like crap, it won’t do you much good. Design is not just something designers do. Design is marketing. Design is your product and how it works. The more I’ve learned about the principles of web design, the better results I’ve gotten.

Objectives and Key Results 134

Objectives and Key Results Follow-up Up-sell User Experience 134

Women Sales Pros

APRIL 19, 2019

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something else? These are issues that high-performing leaders consider and act on. I hope you find value from my take on the four trends that will improve your success in 2019.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

Partners in Excellence

APRIL 17, 2019

We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Unfortunately, our efforts at differentiation tend to focus on the wrong thing—we focus on us–ourselves, our companies, what we sell. This leads our prospecting conversations to discussions about us: “This is what we do… ” “This is what we sell… ” “This is how great our c

Prospecting 124

Prospecting Up-sell Conversion Sell 124

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.

Sales

Engage Selling

APRIL 18, 2019

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.

Start-ups 124

Start-ups Prospecting Up-sell Clients 124

ConversionXL

APRIL 18, 2019

What answer is a searcher looking for? For sustainable, valuable search traffic, you’d better provide it. Satisfying search intent is Google’s fundamental goal. But algorithms haven’t always kept pace. Proxies like backlinks and keywords have long been—and still are—stand-ins for the likelihood that a web page will satisfy user intent. Optimizing for intent is the long play, for Google and your site.

UX 126

UX Engineering Click Through Rate Follow-up 126

Partners in Excellence

APRIL 14, 2019

Most sales people I meet are genuinely busy. They are trying to meet new customers, find new deals, qualify them, move them to closure. It seems to be almost a badge of honor when I speak to sales people, to proclaim the long hours and hard work. Sometimes, they proudly proclaim, “I’m selling everything I can!” And that’s a problem for me.

Sell 117

Sell Quota Pitch Prospecting 117

Sales Hacker

APRIL 17, 2019

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again. Let’s dig in, shall we? Explore the Best Apps for Salespeople. Social media tools.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

ConversionXL

APRIL 17, 2019

Conversations with prospects or customers can improve practically every metric or user state model you’re aiming for. As Jen Havice noted here on the CXL blog , insights from customer interviews can: Accelerate the customer journey; Increase conversions; Drive more leads, sales, and revenue. To do that, you don’t need to reinvent the customer interviewing wheel.

Customers 120

Customers Drivers/motivators Objectives and Key Results Prospecting 120

RAIN Group

APRIL 18, 2019

Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo

Product 109

Product Meeting Customers 109

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

SaaStr

APRIL 19, 2019

If you’ve been wondering … . How do I choose who should be the CEO when I have a co-founder? What are some rookie mistakes founders make during VC meetings? How does a CEO/founder/owner pick his salary? What are a SaaS startup’s first 100 hires? Where do most startups fail? . All your questions as a SaaS founder are finally answered. In our NEW Ultimate Guide For Scaling, Sales and Raising Capital: 100 SaaS Questions Answered , we compile the most helpful, tactical advice to help y

Pitch 21

Pitch Sales Meeting Closing 21

SalesLoft

APRIL 18, 2019

If you’ve ever read Malcolm Gladwell’s Outliers , you’re familiar with the 10,000-hour rule. First proposed by a Swedish psychologist, the rule states that exceptional expertise requires at least 10,000 hours of practice. Tiger Woods would probably tell you it took well over 10,000 hours to achieve his latest Masters jacket. His was a journey that started at 3 years old.

Cold Call 106

Cold Call Drivers/motivators Sales Start-ups 106

Sales Hacker

APRIL 19, 2019

We all recognize iconic brands. Think the golden arches of McDonalds or the unique bottle shape of Coca-Cola. But did you realize you could build an iconic personal brand strong enough to catapult your sales career ? Keep reading to get smart tips for building your personal brand and using it to help you reach your sales goals. Your Quick Guide to Personal Branding.

Represent 103

Represent Drivers/motivators Sell Networking 103

Hubspot

APRIL 19, 2019

A few weeks ago, I planned a trip to Charlotte. I booked my flights, and the day before I was supposed to leave, I tried to find my confirmation email. I couldn't find it anywhere. Panicking, I called the airline. "Ma'am, your payment was denied. We emailed you about this.". Very quickly, I learned the importance of email whitelists. Fortunately, I was able to book another flight.

Contact 101

Contact Prospecting Process Customers 101

Advertisement

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.

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Miller Heiman Group

APRIL 15, 2019

A software technology company with $4 billion in revenue struggled with inconsistent CRM use, long sales cycles and disparate methodologies across its three business units. The leaders at the software technology company knew they needed a solution that bridged methodology and technology to improve strategy and aggressively push deals through the pipeline.

Strategize 97

Strategize Technology Technology Pipeline 97

Membrain

APRIL 14, 2019

Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns.

Growth 96

Growth Sales Process 96

Partners in Excellence

APRIL 16, 2019

Every executive I speak wants to see growth in their businesses. Growth drives revenue, it provides funding for new product or market development, which in turn drives more growth. As sales and marketing professionals, it’s our responsibility to identify and pursue those growth opportunities. But we miss so much! Matt Heinz referenced Gartner data in a recent LinkedIn post.

Growth 94

Growth Represent Presentation Sell 94

Hubspot

APRIL 18, 2019

For a long time, digital marketers organized their entire content calendar around specific keywords. They'd work with their teams to brainstorm core keywords relevant to their products or services, as well as all the variations of that keyword most likely to bring them high-converting traffic. And, ultimately, it worked. Users from around the world could enter specific search terms into a search engine and, if their intent matched your keywords, they'd land on your site.

Niche 101

Niche Engineering Construction Territory 101

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

Heinz Marketing

APRIL 13, 2019

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Time-Tested and Golden Words of advice by 40 Content Marketing Influencers.

B2B 92

B2B Lead generation Meeting Closing 92

Outreach

APRIL 16, 2019

Today, I am very excited to share that Outreach, the leading sales engagement platform, has secured $114 million in Series E financing at a $1.1 billion valuation. That’s right: Outreach is officially a “ unicorn ” and the only one in the rapidly growing sales engagement space. Today is a momentous day not only for our founders, partners, investors, employees, and family, but for our customers—the more than 3,300 businesses that trust us to help fuel their growth.

Finance 92

Finance Trust Growth Customers 92

Sandler Training

APRIL 15, 2019

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management?

Sales 91

Sales 91

Hubspot

APRIL 16, 2019

Conventional wisdom tells you that every organization’s target audience gets a consistent dose of video content from YouTube. But, in reality, assuming your exact buyer persona frequents the video platform is a risky move to make. To truly build a presence on YouTube, you need to know if your target audience actually watches content on the video platform.

Education 101

Education 101

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!

GTM

Understanding the Sales Force

APRIL 18, 2019

This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.

Cold Call 87

Cold Call Sales 87

SalesforLife

APRIL 19, 2019

Yesterday I was on a call with a client of ours, who is one of our C-level executive champions. He received a call from a sales leader from one of their divisions and asked an interesting question.

Pipeline 86

Pipeline Clients Sales 86

SalesLoft

APRIL 16, 2019

It’s the first day of your sales career. You’re ready to take on the world sales, one cold call at a time as a Sales Development Representative (SDR). Your new manager congratulates you and says, “Alright, you’re here. Tell me about your goals.”. How does one uncover what the next step in their sales career should be? (Beyond learning 8539 acronyms, that is.

Promote 86

Promote Cold Call Sales Networking 86

Hubspot

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns -- and provide an irresistible solution.

Presentation 99

Presentation Sales Pitch Prospecting 99

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

Partners in Excellence

APRIL 16, 2019

I read a post about influencing and accelerating our customers’ buying decisions. The author thought trying to acclerate or “move in” the buying decision was wrong. I don’t disagree–usually, our motives for trying to do this is getting an order and making out numbers. Toward the end of a month or quarter, managers seem to always focus on, “What can we move in?

Process 85

Process Drivers/motivators Growth Customers 85

SaaStr

APRIL 15, 2019

One really important driver for us at SaaStr is to help build the SaaS community and foster connections. That community can come in the form of anything from peer mentorship or tactical advice from session content, or even networking with VCs to help grow your company. At SaaStr Europa we try to keep an experience with a mix of both face to face interactions and onstage interactions to allow you to pick and choose the best ways to reach your goals.

Drivers/motivators 84

Drivers/motivators Finance Negotiate Represent 84

Outreach

APRIL 19, 2019

What Is a Sales Funnel? A sales funnel visualizes the selling process and shows the different stages prospects go through to become customers. It is fueled by sales and marketing activities that generate awareness, drive demand, educate potential buyers, build trust, and make a compelling case for a product or service. The most common graphic used to represent a sales funnel is a segmented tube with a wide top and narrow bottom, much like an inverted pyramid.

Pipeline 84

Pipeline B2B Negotiate Represent 84

Hubspot

APRIL 19, 2019

What's in a name? When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. And we envision their dedication to achieving a common goal (i.e., winning a championship.). But, how does a name contribute to a team's success? A creative sales team name can help unite your team, foster collaboration, and help individuals learn, grow, and reach personal and team goals.

Promote 86

Promote Territory Sports Sales 86

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

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