Anthony Cole Training

OCTOBER 25, 2019

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

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Sales Consult Product Sell 133

Hubspot

OCTOBER 22, 2019

When you're not following a plan on social media, it's easy to forget to post regularly. Additionally, creating image and video-based content that's meant to drive revenue for your business can seem far away from your bottom line. However, nowadays, 71% of businesses are on the platform -- to compete with other companies in your industry, then, it's critical you have a solid Instagram strategy in-place, particularly if your intended audience uses the app.

Education 101

Education Follow-up Start-ups Promote 101

The 5% Institute

OCTOBER 22, 2019

Best sales books; with so many articles, which one’s should you focus on reading? Personal development, such as listening to informative podcasts, business and sales related audio books, and sales training should be a part of your daily activities if you want to succeed and win more sales. Another important, yet sometimes forgotten activity (due to our busy lifestyles and schedules), is reading books.

Pitch 98

Pitch Drivers/motivators Sales Gaming 98

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. That’s not really honest, is it? What about the amazing sales leaders who aren’t well-known already? And why let LinkedIn’s algorithm decide who is the best?

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Sales Up-sell Start-ups Cross-sell 97

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

Anthony Cole Training

OCTOBER 22, 2019

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.

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Product Sales Clients Management Consulting 123

Hubspot

OCTOBER 25, 2019

Instagram is an undeniably viable platform for marketing in 2019. In fact, Instagram has officially reached more than one billion active monthly users -- which means it's now more popular than social media giants such as Twitter or LinkedIn. That's a lot of users sitting around, waiting to see your content. So, how can you reach all of those users and create opportunities for them to engage with your brand?

Technique 100

Technique Follow-up Engineering User Experience 100

SaaStr

OCTOBER 21, 2019

In 2019, you clearly can build a successful SaaS and Cloud company outside the Bay Area. And it is just sooo expensive here in the Bay Area. Like crazy expensive. And aren’t we all moving to distributed teams? Still, networks matter. And finding veterans that have done it before really helps, especially as you scale. And where are these networks and veterans?

Networking 89

Networking Up-sell Sell Growth 89

ConversionXL

OCTOBER 23, 2019

Every industry is plagued by myths, misunderstanding, and half truths. This is especially true in digital marketing, and conversion optimization is no exception. Why do they persist? In part because content marketers are rewarded for producing highly shareable and linkable content—not always 100% accurate content. Myths create misunderstanding among practitioners and confuse beginners.

Conversion 81

Conversion A/B testing Objectives and Key Results Non-Profits 81

Hubspot

OCTOBER 22, 2019

As a marketer, you usually wear a lot of hats at your company. SEO expert? Check. YouTube aficionado? Check. When I was working at an agency, it was important to learn everything I could about SEO and drive results for our clients. But I was no SEO expert. In order to keep our SEO tactics competitive, I kept this SEO definitive guide bookmarked so I could come back to it whenever I was strategizing for a client’s SEO.

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Price Engineering Entertainment Promote 89

Membrain

OCTOBER 23, 2019

What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities.

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Sales Process 78

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

SaaStr

OCTOBER 19, 2019

There are a couple of exercises you just have to do when you go to hire your first VPs. Because the cost of a mis-hire is so high. It’s not just the money, and the recruiting fee. It’s all the lost time. And the wrong hires that VP will make. A bad VP will set you 6-15 months back. You can’t afford that. The best exercise is to have them do a 60-day plan.

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Start-ups Meeting Closing 80

Force Management

OCTOBER 23, 2019

Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.

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Sales Process 78

Hubspot

OCTOBER 25, 2019

Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. They provide it. You pay them for it. End of story. Sound too easy? It is. Yes, the process of procuring goods can be more complicated than the description above. There can be payment issues, supply shortages, miscommunications that lead to incorrect shipments and scheduling delays.

Contract 81

Contract Legal Negotiate Price 81

Engage Selling

OCTOBER 23, 2019

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?

Customers 76

Customers B2B Sell Sales 76

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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.

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The 5% Institute

OCTOBER 20, 2019

Hunter vs farmer: chances are that you’ve heard this sales analogy before, but what does it really mean? And which one of the two is the best strategy to increase your leads, sales, and overall profit? In this article, we’ll look at what the hunter vs farmer analogy means, and which one you should focus on depending on where you are at with your business and required sales outcomes.

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Sales Referrals Clients Trust 75

Heinz Marketing

OCTOBER 24, 2019

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. Every Thursday we feature a B2B sales, marketing or business leader in our own series and our own version of “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

B2B 75

B2B Follow-up Meeting Trust 75

Hubspot

OCTOBER 24, 2019

Have you ever considered holding a unique and fun business event for your target audience and customers? An event with engaging content, interactive exercises, and networking — all with the potential of improving your brand awareness, converting more leads into paying customers, and boosting revenue? While the idea for and potential results of this event are great, you also may have thought, “. it’s impossible to host this event — our base of customers, colleagues, and members of our professiona

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Presentation CRM Follow-up Networking 78

Engage Selling

OCTOBER 25, 2019

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

Closing 75

Closing Sales Product Process 75

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

Highspot

OCTOBER 23, 2019

As the new year quickly approaches, it’s time for sales enablement practitioners to begin to research trends and strategize for 2020. Common questions such as, “How is sales enablement evolving?” and, “How do I ensure I’m driving business impact?” rise as enablement teams review current metrics and finalize goals.

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Sales Up-sell Strategize B2B 74

SaaStr

OCTOBER 21, 2019

The best founders really know their sh*t. The best founders just know everything cold about their business: They know the competition cold. They don’t mock the competition, or say it doesn’t exist, or not acknowledge their strengths. They know where they are strong, and where the others are strong. They know their core metrics cold. Their ARR and ARR growth rate.

Pitch 73

Pitch Prospecting Follow-up Growth 73

Hubspot

OCTOBER 25, 2019

What comes to mind when you think of SEO? "Permalink" probably isn't the first or second thing, maybe not even the tenth thing. The truth is, though, permalinks and SEO have a lot more in common than you may think, and — when done correctly — can only benefit your website in the long run. Luckily, permalinks are fairly simple to master, which is good, and vital to SEO value.

Niche 76

Niche Engineering Follow-up Start-ups 76

Engage Selling

OCTOBER 24, 2019

There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.

Prospecting 73

Prospecting Sales 73

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

G2

OCTOBER 24, 2019

The internet is an endless virtual space that hosts thousands of platforms in which your brand can make itself known and reach a wider audience.

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SaaStr

OCTOBER 19, 2019

Right now, the answer seems to be “both”. Best-of-breed solutions seem to have been the big winners in the current generation of SaaS — Zoom, Slack, etc. — at least on the surface. But if you squint, you’ll see a lot of growth in suites and solutions with multiple products: Salesforce now have 4 huge $1b+ clouds. Intercom has multiple core products.

Launch 68

Launch Trust Growth Product 68

Hubspot

OCTOBER 25, 2019

One day I was scrolling through BuzzFeed (as one does … ), when, all of a sudden, I got the dreaded 404 error code. As a user, I didn’t understand why I was getting an HTTP status code, or what it meant. If you're anything like me, you're probably wondering, Wait…What’s an HTTP status code? Simply put, HTTP stands for HyperText Transfer Protocol. Essentially, this is the protocol that facilitates communication between your browser and a web server.

X-functional 76

X-functional Contact Clients Engineering 76

Partners in Excellence

OCTOBER 22, 2019

Recently, I had an interesting email exchange with someone who clearly had bad experience with sales people. The conversation started around the “intrusiveness,” and “obnoxiousness” of sales people “interrupting” this person’s day. I had a lot of empathy for this person. Every day, I can calls from numbers I don’t recognize (the majority of them are local, even the same exchange……).

Pitch 68

Pitch Up-sell Start-ups Prospecting 68

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

Membrain

OCTOBER 20, 2019

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.

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Sell Sales 66

Selling Power

OCTOBER 23, 2019

When you understand what motivates salespeople, you can more effectively manage their performance. You can think of motivation in terms of six main categories.

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Drivers/motivators Sales 64

Hubspot

OCTOBER 23, 2019

I'm on the floor in this tiny office above a bar in Mountain View, fiddling with the wifi router and thinking to myself -- "Wow, so this is what it's like to be a CEO!". Like a lot of you reading this, we had dreams of being a big, successful tech company, but in order to do it, we needed to create a new category of business. There are a few reasons you might think you want to do this: Take advantage of a new trend.

Product 64

Product Finance Growth Meeting 64

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. Suddenly, the potential to make your quarterly number is going up in smoke!

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Prospecting Non-Profits Negotiate Closing 64

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

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