Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
ConversionXL
SEPTEMBER 6, 2018
If you rely on search engine traffic, conversion optimization starts before visitors get to your site. Why? Sitelinks. For most sites, a brand query (e.g. “king arthur flour”) generates sitelinks—links from other pages on your site that appear below the main link, typically the homepage. For mobile searches, those sitelinks may be expandable, allowing users to browse multiple levels of your site, all before clicking a link.
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Anthony Cole Training
SEPTEMBER 6, 2018
Child: "Can I have ice cream for dinner?".
Openview
SEPTEMBER 6, 2018
Editor’s Note: This article first appeared on the Avenue Talent Partners blog here. If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. It is PAINFUL when your best people leave you and you’re left figuring out how to rebuild. But if you’ve experienced this first hand, you’re not alone – some of the data swirling around on sales retention for tech startups is a little scary:
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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
SEPTEMBER 5, 2018
In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.
Jeff Shore
SEPTEMBER 4, 2018
By Jeff Shore. We are sales professionals, and therefore we very much love three letters: Y-E-S. Is there a sweeter sound than that of a hard-earned “yes” at end of a sales presentation? I think not. The converse, of course, is also true. The word “no” is like a dagger in the heart. The word falls upon us as if weighing two tons, and we are Wile E. Coyote under its crushing weight.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 6, 2018
I can already picture half the readers. Raising their eyebrows, perhaps rolling their eyes, thinking, “Well Dave, the answer is obvious…… ” The obvious answer is to address needs, perhaps to solve a problem. Once that is acknowledged, the more sophisticated immediately leap to understanding the buyer’s journey. Too many focus only on the “seller’s journey.” hoping the buyer is interested in riding along.
Membrain
SEPTEMBER 2, 2018
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer.
CloserIQ
SEPTEMBER 4, 2018
The research is very clear: more diverse sales teams do better. According to an article written by sociologist Cedric Herring and published in The American Sociological Review , companies with the highest levels of diversity brought in 10-15 times as much revenue as compared to companies with the lowest levels of diversity. Diverse companies tend to have greater revenues, market share, and customers.
Women Sales Pros
SEPTEMBER 5, 2018
Some called him a war hero, others a giant of the senate, still others, a truth teller, regardless of politics or party. Late Saturday night, John McCaina great leader father and husband departed from life. His daughter, Meghan McCain, wrote a stunning tribute, one that any parent could only hope to receive from their child. Meghan’s unfailing love and admiration for her father got me thinking about who we are to others – how we show up in the boardroom, the sales room and the living rooms in ou
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.
Partners in Excellence
SEPTEMBER 6, 2018
We all know how difficult it is to change. Whether it’s our own personal habits/behaviors, those of our teams, our organization/company, or getting our customers to change. There endless pithy quotes both about the importance of change and the challenges of change. There are 1000’s or articles (add one more to the stack) about how to drive change.
Engage Selling
SEPTEMBER 7, 2018
????????????????????????????????Sorry, your customers don’t want to partner with you. In fact, they hate partnering with you. Let me be a little more clear. It’s nothing personal. They hate partners in general. Why?
Heinz Marketing
SEPTEMBER 5, 2018
Why is B2B marketing so bad so often? Sure, there are plenty of smart and talented marketers who produce some interesting campaigns that generate incredible results. They are exceptions and not the standard. Don’t be offended. I’m not here to socially shame or condescendingly lecture the world of B2B marketers. I’m the first to admit I make lots of mistakes and my learning journey is full of potholes, mistakes, and wrong turns.
RAIN Group
SEPTEMBER 5, 2018
Written by: Mike Schultz and Gord Smith. When it comes to selling financial services, professionals are usually faced with three common challenges: Creating new conversations with potential clients. Leading conversations and winning business against stiff competition. Maximizing business with current clients. The good news is that you can overcome these hurdles.
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!
Partners in Excellence
SEPTEMBER 4, 2018
One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met with an eye roll and sigh. It’s usually answered with: “It’s the organizations that buy our products… ” “It’s the enterprise… ” “It’s a C-level executive…” “Every company can
Hubspot
SEPTEMBER 5, 2018
I’ll be honest. When Brian Halligan (HubSpot’s CEO) started talking about retiring the funnel and adopting the flywheel as the model to think about our business, I was not very happy. See, I love the funnel. It’s been my trusted sidekick for years. It’s given me the hard feedback I’ve needed, celebrated my team’s successes, and gotten me out of more growth troubles than I care to admit.
Sales Hacker
SEPTEMBER 6, 2018
Sales is a hyper-social, customer-facing role that can get highly stressful. In this article we talk about the top indicators of sales burnout and how to tackle them. We all know Sales is the job for the people person — the high-flying, always-on-the-go charmer that’s on the phone, in meetings and/or closing deals. The same goes for recruitment — you’re constantly talking to people, helping them find their next big opportunity.
Jeff Shore
SEPTEMBER 6, 2018
By Amy O’Connor. From the consumer’s perspective, making a buying decision can feel like mental gymnastics. Should they do this or that? Bend or twist? Leap or spring back? Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. That’s you! To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.
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
SEPTEMBER 4, 2018
I was sitting in a series of reviews. Sales people were walking through their pipelines, key deals and other issues. The team was struggling to make their numbers. Of course, there were a number of execution issues, with each sales person, there were challenges they had created for themselves. Chasing poorly qualified deals, not executing the strongest deal strategies, poor planning…… Their manager coached people on various areas, all focused on improving their abilities to execut
Hubspot
SEPTEMBER 7, 2018
Instagram Stories has extended the amount of time people spend in the app by approximately ten additional minutes. But, while that extra time means more attention and focus on your brand, it won't translate to much if you can't get that traffic back to your site. If you have over 10,000 followers or you're a verified user, you have an incredibly effective tool at your disposal -- the swipe up link.
ConversionXL
SEPTEMBER 6, 2018
I’m doing a new series of video interviews. If you like this one and want more, subscribe to my channel. In this video, I sit down with AJ Wilcox, founder of B2Linked Agency and expert on all things LinkedIn Advertising. You can check out his LinkedIn Ads course on CXL institute. [This post contains video, click to play]. Subscribe to our YouTube Channel.
Jeff Shore
SEPTEMBER 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff explores why your customers might be cynical. Customers cynical? Is that really a surprise? As a sales professional, wouldn’t it be more surprising if your customer wasn’t cynical? So, today’s word of the day is empathy. Join us as Jeff gives you the key to overcoming objections by relating to your customer and what they’re feeling.
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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
InsightSquared
SEPTEMBER 5, 2018
It’s that time of year again and here at InsightSquared, we are gearing up for our sixth annual Dreamforce. As part of our 2018 presence, we are partnering with our customers, industry leaders, and the revenue ops community to host two break-out sessions, as well as sponsor Ops-Stars. These sessions and our sponsorship booths will provide sales, marketing, and business ops professionals alike with actionable takeaways to help solve business challenges and grow revenue.
Hubspot
SEPTEMBER 6, 2018
Us marketers are a tight-knit tribe. We share a lot of similar beliefs. We believe that content is king, that nothing is as sweet as first-page first position, and that interruption is the enemy. We also believe that video is the future. Right now people spend a staggering six hours a day watching video , and that number is only increasing. But I’d like to let you in on a little secret: even though us marketers know that video is the future, that our customers love it, and that it can be the mos
Engage Selling
SEPTEMBER 6, 2018
If you follow my work, you may be familiar with my belief that the most critical part of the sales process is between getting someone to say yes and when that order actually comes in.
Accent Technologies
SEPTEMBER 7, 2018
For starters, keep your pitch focused on what’s most important and highlight what leadership cares about. Here are 6 things you should focus on: No sales enablement project happens without the approval and buy-in of executive leadership. Time is valuable for executives, so how do you present a comprehensive plan without drowning them in the details?
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.
Sales Hacker
SEPTEMBER 4, 2018
What is Customer Success and why do you need it? This mini guide talks about this and more. Also inside are actionable steps to get started with CS! Gain a new customer, you increase revenue. Lose an existing one, your company’s sales potential drops. What happens when you lose more customers than you gain? Doomsday — and the painful clarity of failure.
Hubspot
SEPTEMBER 5, 2018
To increase conversion rates on your ecommerce website, no part of the user journey can be overlooked. From that initial landing page through checkout, every step a user takes on your website needs to be carefully designed with that final purchase in mind. But building a user path that successfully balances an enjoyable shopping experience with a clear path to conversion is easier said than done.
SalesLoft
SEPTEMBER 5, 2018
What if you could optimize the time your sales reps spend personalizing sales emails? Based on customer feedback, we decided to look at where in the email personalization has the highest impact and how much time sellers spend personalizing. This follow-up post based on our data science team’s ongoing research, we dive deeper into email personalization.
Accent Technologies
SEPTEMBER 6, 2018
You’ve likely heard some of these trite B2B sales sayings. Let us explain why you most definitely should not follow them. The internet is an excellent source of advice about B2B sales. However, for every piece of sound wisdom, there is sales advice that you should definitely not follow. Check out these nuggets of knowledge to see if any of them sound familiar.
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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