A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.
Anthony Cole Training
NOVEMBER 8, 2018
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ConversionXL
NOVEMBER 5, 2018
Analyzing the customer journey is pivotal to conversion optimization. But how do you track user journeys in a way that is digestible, visual, and useful? With funnels, of course! Funnel tracking in Google Analytics is one of the best ways to identify—in detail—where you’re going wrong. I’ll show you six funnel features in Google Analytics to boost your conversions by understanding where prospects falter in their journey.
Membrain
NOVEMBER 7, 2018
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”.
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.
Openview
NOVEMBER 6, 2018
In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.
Anthony Cole Training
NOVEMBER 5, 2018
Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well. In fact, you don't have to worry about time managing itself, what you do need to worry about, at least what we see around the country as we coach and train salespeople, is the concept of self-management.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
RAIN Group
NOVEMBER 7, 2018
"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.
Hubspot
NOVEMBER 9, 2018
Sometimes, your YouTube thumbnail just doesn’t cut it. You could’ve uploaded the most interesting video on YouTube, but it might not get the views it deserves if you're relying on a simple freeze-frame to tell viewers what it's about. Thumbnails, the small, clickable snapshots that viewers see when they search for videos on YouTube, can be just as important as a video’s title.
Engage Selling
NOVEMBER 3, 2018
It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.
ConversionXL
NOVEMBER 8, 2018
Earlier this year, at CXL Live , you asked us about voice search (a lot). More specifically, you asked the hard questions, like: How can ecommerce companies compete with Alexa? How will voice search work given the human urge to shop around? Are there use cases for voice search in B2B? This post has answers. They range from straightforward technical optimizations to complex, long-term efforts to differentiate through a superior consumer experience.
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.
Jeff Shore
NOVEMBER 6, 2018
By Amy O’Connor. Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique. Below are the top ten closing myths (or flawed mindsets as it relates to closing a buyer) that negatively effect sale people’s performance and the realities we should embrace in their place.
Hubspot
NOVEMBER 8, 2018
Over the past few years, Instagram has seen exponential growth -- from one million users in December 2010, to over one billion in 2018. It's hard to remember a time before Instagram. "Do it for the 'gram" has become a common saying, which means, essentially, "Do something so we can take a picture and post it to Instagram." If you're not part of the one billion on Instagram, you might want to reconsider.
Selling Power
NOVEMBER 6, 2018
Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process.
InsightSquared
NOVEMBER 5, 2018
We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on? In the past, we’ve discussed three key measurements: Volume based metrics (the change in amount at any given stage i.e. # of leads).
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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 Hacker
NOVEMBER 5, 2018
When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it. I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs.
Hubspot
NOVEMBER 8, 2018
Ask any successful sports coach how they win so many games, and they’ll tell you they have a unique plan for every single game they coach. To have a fighting chance against any of their opponents, they need to prepare a specific game plan tailored to each of their opponents’ strengths and weaknesses. Otherwise, they’ll get crushed. The same logic applies to business.
Partners in Excellence
NOVEMBER 8, 2018
We’ve all been there, we’ve played the same games. It’s about the forecast–the monthly, quarterly, annual forecast. We’re pressured to commit. Ultimately, we agree on a commitment, “Lock me in at $10M for the quarter, boss! I guarantee you that I’ll make it.” At the beginning of the quarter, we kinda-sorta see the path.
SaaStr
NOVEMBER 8, 2018
Building your first sales team will be an endless series of mistakes. It’s OK. Plan for me. But there are a few avoidable , key mistakes I see start-ups making > 50% of the time. Just make a few less of these mistakes, and you’ll scale faster, and just as importantly, with less turnover and more stress: Hiring Early Reps (#1 – #3) That You Personally Wouldn’t Buy From.
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.
Membrain
NOVEMBER 4, 2018
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.
Hubspot
NOVEMBER 8, 2018
WordPress is known for being one of the most popular content management system (CMS) software options available to date. One of the main reasons for this is because WordPress is easy to use and meets the needs of almost any type of website and business. Installing the CMS is a simple process that only takes about five minutes. But if you’re new to the software, installing WordPress may seem daunting.
Selling Power
NOVEMBER 7, 2018
Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.
Engage Selling
NOVEMBER 8, 2018
Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »
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!
SaaStr
NOVEMBER 5, 2018
If you’re past $4m-$5m or so in revenue, this post isn’t for you. You’ll have figured this out, at least mostly. But if you are on either side of $1m in ARR, there are 3 things you can almost always do from a pure process standpoint to squeeze materially more revenue out per lead. Do ’em now! ??. First, implement Lead Scoring.
Hubspot
NOVEMBER 6, 2018
From P&G’s “Thank You, Mom” to American Express’s “Small Business Saturday” to Dos Equis’s “Most Interesting Man in the World,” marketing campaigns have a way of sticking with us long after an impression or purchase. Why is that? Well, campaigns make companies memorable. They promote a focused effort that guides consumers towards a desired action.
Understanding the Sales Force
NOVEMBER 5, 2018
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it). I'm still getting calls and emails asking if I've come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9.
Engage Selling
NOVEMBER 9, 2018
????????A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.
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.
Partners in Excellence
NOVEMBER 8, 2018
Recently, I was in a discussion with a great sales management team. At one point in the discussion, we started discussing forecast and accuracy. It’s a difficult topic, too often, I think management spends entirely too much time obsessing over the forecasting process. As we discussed ways to improve forecasting, a key point came up. We can never hope to achieve any level of integrity in our forecasts, until we have integrity in our Target Close Dates.
Hubspot
NOVEMBER 6, 2018
The first time I was prompted with “Tell me about yourself” in an interview, I reeled off a canned spiel about how I love helping people -- I was positive it would impress my interviewer. But after my cliched answer triggered a disappointed look on her face, I panicked. I ended up rambling about how "fun" I was, citing my time as the lead singer and guitarist for a Blink-182 cover band in the sixth grade as compelling evidence.
Score More Sales
NOVEMBER 5, 2018
The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients. It is an issue of mammoth proportion, and one I grappled with when I sold products and services that could be easily cancelled (SaaS software, for example) or that were in a competitive industry.
Sales Hacker
NOVEMBER 7, 2018
Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it. What the heck is intent data? Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or serv
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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
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