ConversionXL

AUGUST 8, 2018

Does investing in employees marketing skills pay off? Or is it just a waste? Businesses spent nearly $94 billion on corporate training in 2017—a 33% increase over 2016. Per employee, expenditures ranged from $399 at large companies to $1,886 at smaller organizations, according to the same report from Training magazine. Within marketing departments, an estimated 4.2% of the total marketing budget now goes to training programs, up from 2.7% in 2014.

Closing 106

Closing Teamwork Education Clients 106

Hubspot

AUGUST 6, 2018

Have you ever heard people refer to themselves as “Apple people,” “Nike people,” or “Trader Joe’s” people? This is what brand awareness can do for a brand: embed itself into people’s lifestyles and purchase habits so that consumers don’t have to think twice before becoming a customer, time and time again. This guide will help you better understand brand awareness, establish it among your audience, and build campaigns that allow it to continually grow and morph with your business.

Trust 101

Trust Campaign Promote Real Estate 101

Sales Hacker

AUGUST 8, 2018

A sales CRM is a foundational tool for modern sales organizations. Here’s a closer a look at the evolution of customer relationship management and where it’s headed. Let’s face it—most B2B tech brands are unsexy. It’s not a bad thing, but you won’t see hundreds of customers lining up outside at 4:00 am to wait for the next big product release from some IT cloud storage company.

CRM 91

CRM Customer Relationship Management Relationship Management Appointment 91

Jeff Shore

AUGUST 7, 2018

By Jeff Shore. All too often, the sale is lost before it ever really gets started. Too many sales professionals practice bad habits right out of the gate, seriously jeopardizing their chances of success. Here are three common sales mistakes that get made in the first half-minute of far too many sales conversations. 1. Lack of a Clear Outcome. This isn’t so much a technique problem as it is a mindset problem.

Sales 91

Sales Technique Presentation Follow-up 91

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.

Sales

Women Sales Pros

AUGUST 10, 2018

We work with companies, small and large, suffering the same issues when it comes to hiring. They all have difficulty attracting, selecting and on boarding the right salesperson. Hiring the wrong salesperson not only wastes countless hours, it will likely cost the company three to five times the hire’s annual compensation when they don’t work out. Sales is the most difficult hire.

Objectives and Key Results 90

Objectives and Key Results Sports Sales Follow-up 90

Hubspot

AUGUST 7, 2018

Internet use is increasing worldwide every day -- in fact, over four billion people around the world use the internet, as of 2018. Marketing is, and always has been, about reaching customers where they are. TV commercials, print advertisements, and billboards all attempt to do just that. The internet offers unique benefits other marketing mediums can’t offer -- scope of reach, the option to personalize content, and the opportunity to build far-reaching relationships with customers, being just a

E-commerce 101

E-commerce Campaign A/B testing Engineering 101

Sales Hacker

AUGUST 6, 2018

Finding the best live chat software in a crowded marketplace can be tricky. Fortunately, this just means there’s bound to be an option that fits perfectly with your business model. If you owned a store, you could directly interact with the customers who come in each day. The same principle doesn’t traditionally work with websites. Sure, you can see the visitors who pop in, thanks to tools that gather data on where they’re coming from.

Represent 82

Represent Launch Price Lead generation 82

RAIN Group

AUGUST 8, 2018

Email is an essential part of the prospecting process. In fact: 77% of buyers have responded favorably to an email from a new provider in the last 12 months. 31% of sellers say sending 1-to-1 emails manually after doing research and customizing the message is very/extremely effective (this ranks in the top 5 most effective prospecting tactics). 80% of buyers prefer to be contacted by sellers via email.

Prospecting 82

Prospecting Contact Meeting Process 82

Hubspot

AUGUST 9, 2018

If someone were to ask you, “Do you know what marketing is?” you’d probably say yes, right? But when asked to define marketing, you might struggle. That’s okay — I would, too. Marketing is a seemingly simple concept on the surface, but it becomes more complex as you break it down. What do marketers do every day? How has technology expanded the marketing field?

Promote 101

Promote Non-Profits A/B testing Education 101

Understanding the Sales Force

AUGUST 7, 2018

My latest data mining project reveals that the answer to this question is a partial correlation. Check out the two tables below and you'll see just what I mean.

Pipeline 81

Pipeline Sell Sales 81

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

A Sales Guy

AUGUST 10, 2018

I often hear people say; God gave us two ears and one mouth for a reason. This fun little phrase is used to argue the point that salespeople need to listen more and talk less. I get the point, but it’s not accurate from my perspective. What it really should suggest is that people should tell less, not talk less. Telling is very different than talking.

Sales 80

Sales Sell 80

SalesLoft

AUGUST 7, 2018

Sales managers have limited opportunity to observe sales reps in real-time. We don’t mean creeping looking over their shoulder, but rather observing reps to identify coaching opportunities. Managers have a busy schedule. Between running a sales team, reviewing metrics, and other daily tasks it’s not uncommon for coaching to take a backseat. That’s why taking a data-driven approach to sales coaching is vital.

Appointment 80

Appointment Sales Drivers/motivators Conversion 80

Hubspot

AUGUST 6, 2018

M y name is John Sherer. And I spam my prospects. At least, I used to. You're likely thinking one of two things: " What a monster. I can't believe he did that. " or " How the heck did he ever stop? ". Unfortunately, I didn't stop mass email marketing until it stopped working. And, at that point, it's too late and you're left with no money. So, today I'd like to share the evolution of my. email prospecting. strategy and how it went from old school robotic to modern and strategic, with a series of

B2C 95

B2C Appointment Prospecting Pipeline 95

Jeff Shore

AUGUST 9, 2018

By Amy O’Connor. Closing is about making it easy for people to do what is in their best interest to do. Closing in its purest form is actually all about influencing and persuading others to do things that will improve their lives, and, in that vein, closing becomes something sales people do for buyers not to buyers. Think about a time when you properly influenced someone to do what was in their best interest to do even if they were reluctant.

Commission 78

Commission Sales Closing Sell 78

Advertisement

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

Score More Sales

AUGUST 7, 2018

I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.

Follow-up 68

Follow-up Sales 68

Heinz Marketing

AUGUST 10, 2018

Guest post By: Mike Schultz, President, RAIN Group. With the nonstop interruptions and distractions, too many people have lost complete control of their work days. They get sucked into other people’s meetings and priorities, they take on the work of their staff, or they’re at the mercy of what their boss tells them to do and when. If you want to be as productive as possible at work, you need to take back control of your time.

Product 67

Product Clients Meeting Follow-up 67

Hubspot

AUGUST 10, 2018

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house. This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites.

Real Estate 94

Real Estate Sell Price Construction 94

Sales Hacker

AUGUST 7, 2018

If there’s one thing I hate as much as you do, it’s fluffy sales advice with no teeth. But I’ve got to be honest – sell like a human or be human is the one piece of sales advice I really struggle with. I love it because it’s actually true. And it’s a huge problem today with the advent of technology and the internet where everyone wants to automate the sales process and make it robotic.

Cross-sell 66

Cross-sell Sales Pitch Territory 66

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.

Product

Outreach

AUGUST 9, 2018

Take your customer relationships and conversations to the next level. When it comes down to it, sales is really about two things: building relationships and delivering value. A key element of doing both of these things well depends on how you’re communicating with your buyers. It’s more important than ever to have uninterrupted conversations with customers and buyers across multiple different channels.

Launch 64

Launch Contact Conversion Process 64

criteria for success

AUGUST 7, 2018

If you’re managing a remote sales team, utilizing technology is a given. But are you using the right technology systems? Today I’d like to address the most important technology systems for sales teams and why they’re so key. 3 Key Technology Systems “You cannot effectively manage a remote team without using and leveraging technology.” – [ ] The post 3 Technology Systems You MUST Have If You Have a Remote Sales Team appeared first on Criteria for Success.

Technology 63

Technology Technology Sales CRM 63

Hubspot

AUGUST 10, 2018

A text box is an effective way to draw attention to important information on a page, or organize your thoughts visually. Adding a text box to a Google Doc can also make your document look more formal and professional -- which is particularly important if you're sharing the Doc with colleagues. If you need to differentiate a set of text for your next marketing meeting notes or brainstorming session, you'll need to know how to add a text box in Google Docs.

Meeting 83

Meeting Closing 83

Sales Hacker

AUGUST 5, 2018

The post Banish Busywork: 6 Moves That Clear the Path to Closing Deals appeared first on Sales Hacker.

Closing 65

Closing Sales 65

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!

Sales

Outreach

AUGUST 7, 2018

The last month has been pretty exciting here at Outreach. Not only did we grow the Outreach family by acquiring Sales Hacker (our first acquisition!), but we’ve been hard at work delivering awesome new capabilities to make Outreach work even harder for your team. Here’s what we’ve released over the last month: Opportunities in Outreach. Last month, we brought Salesforce Opportunity data directly into Outreach.

Product 58

Product Pipeline Launch Contact 58

criteria for success

AUGUST 8, 2018

What would it mean to you to have an innovation culture? Are you picturing something already? Maybe it’s constant improvement, developing solutions even before clients know they need them. Or maybe it’s driving your industry or even changing the world. Whatever an innovation culture means to you, there are three key components. 1. Empower your [ ] The post 3 Key Components to Build an Innovation Culture appeared first on Criteria for Success.

Clients 60

Clients Sales 60

Hubspot

AUGUST 6, 2018

My favorite part of the writing process is when my editor reviews my work. By the time I’ve submitted the first draft of most of my blog posts, I’ve invested so much time and effort into my piece that I’m too emotionally attached to it. I need to distance myself from it. My editor also has fresh editing eyes, so she can discover any overlooked errors and new creative opportunities to sharpen my piece.

UX 77

UX User Experience Construction Follow-up 77

Sales Hacker

AUGUST 9, 2018

In this article, I’ll break down how to stay motivated in sales as an AE, especially if you’re in it for the long haul. Sales Is a Grind. To say that sales is a grind, would be an unfair understatement. I have been in sales for almost 5 years now, and there’s not a day that goes by where I don’t realize it. In this role as an Account Executive, you could either choose to be “A Yes Man (Appointment Setter)” or someone that can handle objections (A Professional).

Drivers/motivators 61

Drivers/motivators Objectives and Key Results Appointment Sports 61

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

Miller Heiman Group

AUGUST 5, 2018

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. Instead of providing solutions to buyers’ needs, the Challenger Sale model advises sales reps to aggressively take control of the conversation and embrace friction as a strategy to win sales. But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers?

Strategize 56

Strategize Sales Drivers/motivators Technology 56

Outreach

AUGUST 9, 2018

Objections are part of the cold calling game. They can derail you faster than you can say "Did I catch you at a bad time?". You need ways to keep your prospect on the line, and buy enough time to educate them and sell the meeting. And that's where objection handling comes in. Knowing how to sidestep cold call objections can separate a good seller from a great one. .

Cold Call 56

Cold Call Objection handling Gaming Education 56

Hubspot

AUGUST 10, 2018

Every year on HubSpot’s content team, our whole team works remotely for a week. By working from home full-time and conducting all our meetings through video conference software, remote week helps us develop empathy for our remote colleagues and teaches us how to more effectively collaborate with our co-workers who live halfway across the world. Today marks the last day of remote week, and, to be frank, I’m kind of sad.

Healthcare 74

Healthcare Finance Consult Retail 74

Accent Technologies

AUGUST 8, 2018

Before you start a sales enablement project, make sure you have a plan. Get the Sales Enablement Plan-on-a-Page Template by SiriusDecisions, or read the article summary on our blog. It’s easy to spend hours in meetings pouring over the variables that involve putting sales enablement into action. But, at the end of the day, a plan isn’t a plan until it’s in writing.

Sales 56

Sales Meeting 56

Advertisement

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

Sales