Membrain
DECEMBER 6, 2017
Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.
ConversionXL
DECEMBER 7, 2017
In 2015, 9-figure apparel retailer Karmaloop.com filed for bankruptcy. The company had been bleeding cash, losing six figures per month. That summer a private equity fund acquired the assets of the company. They brought me in as CMO. Within three months all marketing KPIs had improved. Within a year-and-a-half the PE fund sold the company to a strategic buyer.
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Hubspot
DECEMBER 8, 2017
The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. vTie. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer. DealApp Vantage. AutoPoint Driver Connect. NADA MarketValues.
PandaDoc
DECEMBER 7, 2017
If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on.
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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.
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
Sales Hacker
DECEMBER 5, 2017
Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. One constant struggle I hear is the SDR to AE handoff. The problem is mostly centered around accountability, process and compensation. In this article, I’ll analyze the core issues that are deeply rooted within the SDR AE handoff process, and propose a few actionable solutions to address it, along with general best practices to follow. .
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
DECEMBER 3, 2017
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs.
SalesforLife
DECEMBER 7, 2017
You’re in sales, and just like Babe Ruth, you will strike out! I hope that like Babe Ruth, your home runs over-shadow your strikeouts but even great ballplayers will miss a few fastballs. Now what you do right after your strikeout will dictate whether or not you’re setting yourself up for future success or a fast pass to the minor leagues. There are very few buying purchases in the world that are 1x events over a lifetime.
Openview
DECEMBER 8, 2017
The Board of Directors serves an incredible purpose in organizations: they provide council, they instruct, and of course, they apply pressure and ask some (very) tough questions. For sales leaders, those questions can be extremely daunting. Many times, the answers lie in post-it notes or in Word doc blue sheets, are buried deep in Salesforce reports, or are based on hunches or anecdotes from conversations with sales professionals.
Hubspot
DECEMBER 6, 2017
Every holiday season, you'll find managers screaming at their reps to close more deals. Why? Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. The holidays are a stressful time for salespeople, but much of that pressure is self-imposed. The problem stems from salespeople using the same strategies to close business in December that they use to close business in July.
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 6, 2017
Sales operations managers play a crucial role in making sure sales teams are firing on all cylinders. They tackle much of the heavy lifting in Salesforce.com (or other CRM systems) and continuously optimize processes to make lives easier for sales reps and managers, giving them more time to focus on what they do best – sell. While there’s less glory for sales ops managers than sales reps (who get to close big deals and hit gongs to celebrate), they are one of the most vital parts of any su
Partners in Excellence
DECEMBER 8, 2017
I’m constantly amazed by the mistaken view too many sales managers have about their role. A reader called my attention to a discussion on LinkedIn. A sales manager was bragging about how he could “Sell Circles Around Anyone.” Clearly, he didn’t understand his job and with that attitude would fail his people, his company, and his ability to reach his goals.
SalesforLife
DECEMBER 8, 2017
If you are still following the same sales playbook today that you did in 1971 then something has to change, immediately. How we sell should reflect current B2B buying behaviours, this requires a more focused organizational process, strategic vision and elevated core competencies.
Hubspot
DECEMBER 7, 2017
I don't know about you, but I have an odd fascination with LinkedIn's "Who's Viewed Your Profile" feature. There's a natural curiosity about who's checking it out, and why. A fan of my writing? My manager? An ex-boyfriend who’s feeling remorseful as a result of seeing all the great things I’m doing with my life? Regardless of my own profile viewers, the fact remains that LinkedIn has always served as an interesting platform to digitally network, share information, recruit, and advertise.
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!
Heinz Marketing
DECEMBER 2, 2017
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. In the meantime, here are some B2B Reads we love: 7 Ideas for Building Trust in Sales.
The Sales Hunter
DECEMBER 4, 2017
As you reach out to prospects, they may want to wait till after the first of the year to meet. Push for a meeting NOW, not later. There’s still a lot of business to be had before the year wraps up, but you have to go get it! Don’t let up on your prospecting efforts. […].
SalesforLife
DECEMBER 5, 2017
Sales enablement tools have increased marketing and sales’ abilities to speed up your time to close and create personalized experiences on their website for everyone. When a visitor converts (through form submission or live chat) on the webpage, personalization can catalyze further action. Below, we discuss three contextual lead nurturing examples that drive users more quickly through your sales pipeline.
Hubspot
DECEMBER 8, 2017
"We'll miss you, Cliff." said Andy, my manager. His face looked long when he was sad. We were both working for a company that just experienced a major product failure, and, unfortunately, it prompted a massive round of layoffs. Since I was just an intern, Andy left the decision to leave or stay up to me. I decided to leave. "I'll miss you guys, too," I replied.
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!
Heinz Marketing
DECEMBER 7, 2017
By Rebecca Smith , Senior Marketing Consultant for Heinz Marketing. In the last two years, content marketing has become one of the main marketing initiatives in terms of both development and marketing spend. With that being said, how do you actually get your content in front of the right people at the right time? It’s become a challenge for B2B marketers across the board.
Outreach
DECEMBER 6, 2017
Which stage of the sales cycle matters most? The close seems to get all the attention because that’s where all the action is, but think carefully about how you got there. Take a look at your last success and evaluate how crucial the discovery call and other early sales meetings were in setting expectations and proving your value to the prospect right out of the gate.
SalesforLife
DECEMBER 4, 2017
Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided >, > or > as a form of personalization.
Hubspot
DECEMBER 6, 2017
It's a situation familiar to many of us: That moment when something just feels off. You have a less-than-great feeling about your work environment, and then, someone utters a phrase that gives you a sinking feeling. It's a feeling that makes that "off" sensation feel even worse -- a feeling that makes you think, "Hmm. Maybe it's not me.". That's the feeling that indicates you might be in a toxic work environment.
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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
SalesLoft
DECEMBER 8, 2017
People want a human connection. They want to be a part of something bigger than themselves. To feel emotions. And these innate human wants extend to sales. Regardless of what you sell, adding personality, establishing rapport, and being human are an unequivocal necessity. But part of being human involves making mistakes. Our memories are limited and we’re driven as much by emotions as we are by logic.
Heinz Marketing
DECEMBER 5, 2017
I’ve been on both sides of pitch meetings, and I’m pretty sure everybody hates pitch meetings. By “pitch meeting” I mean a seller sitting before a group or committee of buyers and presenting a case for why they should be chosen to provide a set of products or services. Some call it the “dog and pony show”, which in too many cases it devolves into.
SalesforLife
DECEMBER 6, 2017
A passion project of mine has been working with customers to empirically prove that sales professionals who are willing to learn new skills and apply what they’ve learned in the market are most likely to outperform their peers. Along this journey, we’ve begun combining our learning behavioral information (data gathered from our Learning Management System) against the CRM data of each of our customers.
Hubspot
DECEMBER 5, 2017
The past three months, it seems, have been a nonstop parade of major tech events and the new product announcements that come with them. One of the latest was last week's AWS re:Invent , where Amazon announced a new suite of AI-enabled technology designed with businesses in mind. And while these new products, features, and tools come with a host of opportunities for the developers, marketers, and others who plan to use them, they also raise a few questions.
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.
SalesLoft
DECEMBER 6, 2017
Sales reps everywhere use LinkedIn Sales Navigator to deliver personalized messages, see common connections, and even publish their own content. With over 500 million users worldwide, LinkedIn is undoubtedly powerful. While it’s value is indisputable, using it in conjunction with your full sales stack can present problems. When an entire sales team spends its time switching tabs, tools, and contexts constantly, it’s hard to work efficiently.
Heinz Marketing
DECEMBER 8, 2017
By Brenna Lofquist , Marketing Coordinator for Heinz Marketing. Reporting has and always will be a key component for B2B Marketers. It’s your bread and butter – used to make key decisions for your organization whether that’s forecasting for next year or looking back at historical performance data for specific channels. So how are you keeping on top of it?
Pointclear
DECEMBER 7, 2017
It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names, but still imply you’re important to them! I called someone I know, but had not spoken to in some months. The result pushed me over the edge in frustration. This is how it went. Them. “Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.
The Sales Hunter
DECEMBER 5, 2017
We’ve all heard the concept “nurturing leads.” If you haven’t, it’s the strategy where you take a lead and you put them into some sort of a cadence where they receive touches from you on a regular basis. The idea is if you touch them enough they will eventually become a customer. Remember that kid […].
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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