Anthony Cole Training
MAY 16, 2019
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says.
ConversionXL
MAY 14, 2019
YouTube is the second-most-visited site in the world. And YouTube mobile ads are 84% more likely to hold attention than TV ads. If you’re not running YouTube Ads campaigns , you’re missing out on key advertising opportunities. Although YouTube Ads campaigns run via Google Ads, YouTube advertising is different from other online ad options. The platform relies solely on video (of course), but it also includes unique ad options and specifications.
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Women Sales Pros
MAY 17, 2019
By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage.
Understanding the Sales Force
MAY 15, 2019
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there.
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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.
InsightSquared
MAY 15, 2019
“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. SDR. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range? Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses.
Membrain
MAY 12, 2019
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference between the options open to them, they are likely to choose what they perceive to be the cheapest or safest option.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
MAY 12, 2019
Google sales tactics and you’ll get plenty of articles with solid offerings. “Ask about pain points. Listen to your customer. Solve problems. Generate referrals.”. Yes to all those things. And a massive YES to specific sales tactics backed by data. Like the o nes from Gong.io. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process.
Partners in Excellence
MAY 14, 2019
For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things.
Membrain
MAY 15, 2019
Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.
Heinz Marketing
MAY 17, 2019
By Sheena McKinney , Executive Assistant at Heinz Marketing. I don’t think of myself as one of those fussy, needy customers ( you know the kind ), but when I experience poor customer service, sometimes mild indignation rears up in me… and I blame it all on Nordstrom. As a young teen I worked for a lady who when she picked me up for babysitting, was accessorized, perfumed, and dressed to the nines.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Engage Selling
MAY 16, 2019
Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.
Miller Heiman Group
MAY 15, 2019
Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads.
Hubspot
MAY 16, 2019
When content marketing was gaining steam, there were really only a few techniques you could leverage. On a typical day, you’d write a blog post, hope it ranked on Google, send it to your email subscribers, and post it to your social media profiles. That was pretty much it. This is still the main strategy most marketers use nowadays, but since content marketing has exploded in popularity since its early adoption, it has developed into a much more nuanced and complex type of marketing with many te
Sales Hacker
MAY 16, 2019
In 2009, I was desperate… I had just spent six miserable months trying to become a financial advisor after my dream career of being a spy for the DoD didn’t pan out. I was a year past my last semester of college, newlywed, on crutches from major knee surgery, and we were expecting our first child. Desperate for an income, but also desperate for a career I loved, I scoured job boards and my very limited Linkedin network for leads.
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!
Openview
MAY 14, 2019
It’s always easier for Monday morning quarterbacks to say what should have been done than to plan for success. However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Here are some of the most common mistakes SaaS companies make, according to experts. 1. You seem the same as everybody else.
Miller Heiman Group
MAY 16, 2019
The next episode of our Move the Deal podcast is live! Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa. She and host Greg Moore discuss the growth of sales operations, the role it plays within sales organizations, and how to get sales forecasting right. Venincasa started in the accounting world and has since found her home in sales.
Hubspot
MAY 14, 2019
Like many of the people who work in the industry, digital marketing was born in the 1990s. Back then, email was the age of most college graduates , AT&T launched the first banner ad , and the CRM industry was just starting to thrive. Needless to say, marketing has evolved at breakneck speed since then, sprouting many more types of marketing. Some are definitely more effective and relevant than others, so read on to learn about the top types of marketing around today.
The Sales Hunter
MAY 14, 2019
You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be. By getting answers to these four questions, you’ll also help turn them into better customers by offering them more value. Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line.
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!
Partners in Excellence
MAY 12, 2019
My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” I suspect there are a lot of reasons. Much is simply the fact that “we” typically get involved in the customer buying process very late. Most data is now showing customers may be 70% or more through their buying process before they first involve sales.
InsightSquared
MAY 16, 2019
We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! It really is a perfect match—Ramp is all about equipping revenue operations professionals with the foresight, skills, and connections required to become the strategic partner of today’s go-to-market teams demand. And Outreach’s mission of providing modern revenue leaders at high-growth companies with the insights and workflows they need to create predictable rev
Hubspot
MAY 13, 2019
Picture this: You’re an email marketer for Run Central, a mid-sized athletic company selling running sneakers, clothes, and gear. You love your company, team, and customers. As an email marketer, you’re responsible for creating the content that goes out to all your customers, prospects, and leads. You write copy, segments lists, think about conversion opportunities, and report on monthly metrics.
Openview
MAY 16, 2019
Your customers are your most valuable asset in more ways than one. Not only do they create revenue by making purchases, but they can also help you with leadership development, marketing and sales. Every customer you connect with has the potential to be a brand ambassador, and ultimately a source of sales revenue. Even better, they do this work without demanding a paycheck or health benefits.
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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
Partners in Excellence
MAY 15, 2019
Recently, I read an article about sales being more science than art. Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science. We want to be able to say, “If this……then that….,” applying rigorous formulas that drive our success.
Outreach
MAY 14, 2019
What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. In general, it involves high price points, long and complex buying cycles, and direct outreach and follow-up to prospects via multiple communication channels.
Hubspot
MAY 15, 2019
In the MLB, or Major League Baseball, players who have used performance enhancing drugs have also tainted their careers. Even if they slugged the most home runs in the history of the game, like Barry Bonds did, or won the most Cy Young Awards ever, like Roger Clemens did, their accusations of steroid abuse will most likely block their path to the Baseball Hall of Fame.
RAIN Group
MAY 15, 2019
While there are many definitions of motivation, I like Business Dictionary 's best: mo·ti·va·tion /,m?d??v?SH(?)n/ • noun Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal. Let's break it down.
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.
Partners in Excellence
MAY 17, 2019
The relationships we establish, in business, are very complex and constantly changing. We have relationships with colleagues. At some point, we or colleagues may choose to go work someplace else–even our competition. We don’t, at least I haven’t, stopped those relationships. Most of the time, there is intense competition–I want to beat them, just as they want to beat me.
Miller Heiman Group
MAY 13, 2019
At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Buyers today expect sellers to truly understand their business goals as well as their product, team and processes —and when sellers have the fundamental approach needed to engage and interact with their buyers, they win more business.
Hubspot
MAY 17, 2019
With over 7,000 MarTech companies battling each other to win a spot in the technology stack of businesses today, sticking out from the crowd has never been more difficult. Almost every industry under the MarTech umbrella is saturated, so traditional inbound marketing can only turn so many heads. Fortunately, computer hardware, operating systems, and cloud platforms have decided to help their smaller tech counterparts out.
Understanding the Sales Force
MAY 17, 2019
Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age! But to think that humans are responsible or that humans can stop it, or we'll be dead in 12 years if we don't, is ludicrous. My statement is a lie to people who don't agree with it, but rings true to people who do agree.
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.
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