Membrain
DECEMBER 17, 2017
Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.
Sales Hacker
DECEMBER 18, 2017
Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.
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Openview
DECEMBER 21, 2017
At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained. But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome.
Jill Konrath
DECEMBER 18, 2017
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.
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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.
Membrain
DECEMBER 20, 2017
Steven Rosen knows coaching. As the founder and CEO of STAR Results, he has been helping sales and business unit leaders “crush their numbers” for 14 years, by transferring focus from training to coaching.
Hubspot
DECEMBER 20, 2017
To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
InsightSquared
DECEMBER 19, 2017
SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. To alleviate some of the pressure of the new year, Lemkin offered a list of ideas you can implement to help your sales team succeed in 2018.
Sales Hacker
DECEMBER 21, 2017
What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. .
Hubspot
DECEMBER 22, 2017
Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.
ConversionXL
DECEMBER 21, 2017
We publish a lot of well-researched content. Among all the new posts that were published in 2017, here are the ones that got the most attention. Starting from the 10th and moving to the number 1 spot. #10 How to Avoid Being Deceived By Data. In the hands of someone with an agenda, data can be weaponized to back up that viewpoint. Even in the hands of someone benevolent, data can be misinterpreted in dangerous ways.
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.
InsightSquared
DECEMBER 18, 2017
Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards. Each time a rep wins a deal or hits a goal, the leaderboard activates on large screen TVs, triggering the reps’ “song” to play. The songs — some are more crowd pleasers than others — can be heard throughout the office, which often elicits excessive cheering and cla
Engage Selling
DECEMBER 21, 2017
Is your sales team doing enough to build their current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured.
Hubspot
DECEMBER 19, 2017
Selling Skills 2018. Video skills. Ability to be honest. Tech savviness. Framing skills. Challenger selling. Knowledge of Data Analysis. EQ. Product expertise. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions.
Partners in Excellence
DECEMBER 17, 2017
All of us, me included, tend to think of our organizations as mixes of A, B, C players. Implicitly, we tend to believe that’s the way things are. We settle into routines about how we coach and improve each, at best, shifting the bell curve (or normal distribution curve) a little to the right. All the time wringing our hands about how we improve performance.
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!
InsightSquared
DECEMBER 20, 2017
Pipeline cleanliness is critical to managing your reps, controlling your pipeline, and making an accurate forecast, but it’s a challenging and lofty goal. We recently hosted a small customer workshop for sales ops leaders to compare their successes, and collaboratively develop the Pipeline Cleanliness Playbook: Four Lessons Learned. Lesson 1: Decide what you will look for, and when.
Sales Hacker
DECEMBER 21, 2017
Co-written with Amy Edwards. The Cartographic Branch holds a wide variety of materials. While working with these documents for reference requests, projects, or research room requests, our staff comes across some very cool and significant documents. Today, we are featuring a few of our favorite records that we’ve come across this year. We hope that you enjoy them as much as we do!
Hubspot
DECEMBER 21, 2017
What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product. Advancements in sales and marketing automation are making inside selling more effective than ever before.
Partners in Excellence
DECEMBER 21, 2017
We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. I hope the days of the sales person being the most gregarious person, always quick with a joke or story, slapping people on the back, are long past.
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!
PandaDoc
DECEMBER 22, 2017
Any successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. What is an executive summary? An executive summary is, by its very nature, a summarization of information. Serving as an introduction to a proposal, the executive summary often contains brief statements describing what will be further detailed in the coming proposal.
Outreach
DECEMBER 19, 2017
We’re excited to announce some big news surrounding our customer community! We launched our customer community back in May of this year. The purpose of the community is for Outreach customers to freely exchange tips, tricks, thoughts, and feedback, as well as pose questions about the Outreach products and business. Along the way, they’re rewarded for their participation with points they can redeem for things like one-of-a kind Hero socks, a team pizza party, or an hour of free consultation with
Hubspot
DECEMBER 22, 2017
Do something you love, and you'll never work a day in your life. People ask, " Tony, how do you consistently 15+ hours every day? After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". It doesn't mean I love every element of what I do or enjoy the rejection-laden gauntlet. Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year.
Engage Selling
DECEMBER 22, 2017
I want to have a quick conversation with you about something that often doesn’t get discussed when we’re talking to sellers, top performers, and sales leaders. It’s a mandatory discussion that we have to have on a regular basis.
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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
Heinz Marketing
DECEMBER 19, 2017
By Robert Pease , Pipeline Performance Practice Lead for Heinz Marketing. So maybe I am joining a growing chorus around the negative impact that social media has brought to our existence including Sean Parker of Facebook fame talking about how it exploits human psychology, Chamath Palihapitiya also formerly of Facebook describing how it is ripping our social fabric apart , Jeff Nolan with “End Social Media Co-Dependency.
Outreach
DECEMBER 20, 2017
Meetings are the core to any sales team’s success - but 20% of booked sales meetings fail because a prospect cancels or forgets to show up. How you schedule and manage your meetings, and the tools you use make a huge difference in your no-show rate, as well as the meetings you do hold, are more likely to convert. These problems are why we created Outreach Meetings.
Hubspot
DECEMBER 20, 2017
A whopping number of emails hit your subscribers’ inboxes each day. With so much competition for attention, it’s inevitable that a percentage of your subscriber list will lose interest in and stop engaging with your email marketing campaigns. It may not seem like a huge deal, but as a great percentage of your list stops engaging, the greater the risk you run of damaging your sender reputation and your email deliverability rates.
InsightSquared
DECEMBER 18, 2017
The votes have been counted — we have InsightSquared’s favorite leaderboard songs of 2017. The list includes songs across all genres, and time periods. ( Check out the top 12 most popular leaderboard songs of 2017 among our customers here. ). #1 Timber by Pitbull ft. Ke$ha. #2 Y’All Ready for This from Space Jam. #3 Livin La Vida Loca by Ricky Martin. #4 Here Comes The Money by The Mellow One. #5 Numb/Encore by Jay-Z and Linkin Park. #6 How You Like Me Now by The Heavy. #7 Let’s Get
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.
The Sales Hunter
DECEMBER 17, 2017
How are you ever going to stand out if you are swimming with all the other fish? I want to challenge you to leave the comfort of the tank you are in and go explore some new possibilities. Key is to choose the right tank to jump into. Check out the video to see what […].
Partners in Excellence
DECEMBER 18, 2017
Too often we think of performance and continuous improvement incorrectly. While we and our managers (who are trying to coach us) may be well intended and highly motivated, we set ourselves up for failure from the outset. One of the problems is we try to change too much. It’s kind of like some bad coaching I got on my golf swing. Rather than going to a professional and paying for coaching, I asked a friend who had a very low handicap advice me on my swing.
Hubspot
DECEMBER 22, 2017
I’ve become a morning walking companion to people I may never meet. How is this possible? They take me along in their earbuds as they stream my podcast, Build a Better Agency. It’s a wonderful sign of things to come for marketers willing to venture into the podcasting universe. Once a fringe platform, podcasts are now surprisingly mainstream. According to Nielsen, six out of 10 people understand what they are, and 112 million Americans -- 40 percent of the nation’s population -- have listened to
Adaptive Business Services
DECEMBER 20, 2017
Simply put, a sales process defines the steps in a sale that are proven to work so that this success can be consistently replicated. Think steps in a pipeline or a yes/no flowchart. Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make to this one prospect and on what schedule?
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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