ConversionXL
OCTOBER 2, 2018
Neuromarketing assesses how our brain reacts to stimuli, not simply what we self-report in qualitative surveys. These are truths that our impulses write onto MRIs. Sometimes, as several studies below illustrate, those two systems—the conscious and subconscious—offer conflicting interpretations. Importantly, scientific knowledge is almost always built incrementally.
A Sales Guy
OCTOBER 2, 2018
I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles.
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Women Sales Pros
OCTOBER 5, 2018
What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much. Last month, I conducted a training with a large software company and discovered their top rep, Trina, earns more than five times as much as the lowest performer in her company—while talking to the exact same number of customers.
Openview
OCTOBER 5, 2018
One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals. While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process.
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.
Jeff Shore
OCTOBER 2, 2018
By Jeff Shore. ?I want to talk today about mastermind groups. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups. For those of you who are not quite sure, mastermind groups are like-minded individuals who come together on a regular basis to share ideas, frustrations, best practices, etc. At times they are organic and self-led, but more commonly they are paid programs.
Hubspot
OCTOBER 5, 2018
In the beginning of 2018, one missing comma in a Maine state law cost Oakhurst Dairy five million dollars. The absence of the Oxford comma made two overtime-exempt tasks, packing and distributing food products, read like one activity, so any worker who distributed but didn't pack any food products or vice versa sued the dairy company for their unsettled overtime pay.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 4, 2018
Playbooks are big. There are lots of tools and never ending content around playbooks for marketing and sales. Inevitably, these playbooks are intended to guide us through our marketing and sales processes–providing us relevant questions and content to move the customer through their buying process. Every playbook I’ve seen is very linear in its approach–start at the beginning of the customer buying process, then go sequentially.
ConversionXL
OCTOBER 3, 2018
Stop selling yourself short, optimize your navigation menu the right way! Brian Massey, the Conversion Scientist, has been experimenting with optimizing the main navigation of websites and has found out that most people are doing it wrong. Sites that let the information architecture drive the main nav are selling themselves short. In this episode of The Pe:p Show, I ask Brian why and how menu navigation affects your entire site and what you can do to improve your navbar’s conversion rate.
Hubspot
OCTOBER 2, 2018
What is Google Search Console? GSC (formerly Google Webmaster Tools) is a free platform for anyone with a website to monitor how Google views their site and optimize its organic presence. That includes viewing your referring domains, mobile site performance, rich search results, and highest-traffic queries and pages. At any given time, I have GSC open in two to 10 tabs.
Engage Selling
OCTOBER 5, 2018
???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.
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.
Sales Hacker
OCTOBER 5, 2018
The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When James’ supervisor left he made it clear he wanted to move up in the organization and Kim and the other members of management thought it was clearly the right thing to
Partners in Excellence
SEPTEMBER 30, 2018
We all know the importance of focus, of eliminating distractions. I’ve written about it in this blog. Book after book, blog posts all preach the concepts of disciplined focus, minimizing distraction, keeping our eyes on our goals, keeping our eyes on the ball. It’s very important, too few people do this–generally top performers are viciously focused.
Hubspot
OCTOBER 3, 2018
What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.
SalesforLife
OCTOBER 4, 2018
Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now.
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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.
Jeff Shore
OCTOBER 4, 2018
By Ryan Taft. ?“Micromanaging is one of the best management styles in existence,”…said no employee ever. If you are a manager reading this you need to ask yourself a question: Do I trust my team? Here’s how you know the answer…if you ask them to do it and then give them step-by-step instructions of what to do and are constantly checking (a.k.a. “nagging”) to see if it was done, and how it was done, then odds are that you are a micromanager.
Partners in Excellence
OCTOBER 1, 2018
I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement. The chart I keep coming back to is their 2018 SRP Matrix, reproduced below: Usually, as we look at charts like this, we focus on comparing Level 1, Level 2, Level 3 performances, perhaps being som
Hubspot
OCTOBER 5, 2018
Have you ever ordered an item online? Considering the fact that 1.66 billion people worldwide shopped online last year, there’s a good chance you answered “yes” to that question. Whether you know it or not, you used a web form when you placed your online order. Not only are web forms necessary for you to receive the information, goods and services you’re interacting with or buying, but they’re also crucial for the businesses that create them and embed them on their sites.
Engage Selling
OCTOBER 4, 2018
A huge mistake growing businesses make is assigning an individual as a “player-coach.” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own.
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
SEPTEMBER 30, 2018
The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes from a few industry experts who wish they could claim the 800,000+ graduates and 500,000+ books sold since 2011?
Jeff Shore
OCTOBER 3, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Lee Salz joins Jeff to talk about how our customers commoditize us. In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price. So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission?
Hubspot
OCTOBER 5, 2018
Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.
Sales Hacker
OCTOBER 5, 2018
Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to.
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!
Membrain
OCTOBER 3, 2018
I had an interesting conversation with the founder of a sales technology company recently. Their technology was designed to provide greater transparency into the inner workings of sales departments, sales managers, and individual salespeople, in order to equip sales directors to provide better leadership for more effective sales execution.
Smart Calling
OCTOBER 4, 2018
A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high atop the hill, looking down on the postcard-like beach and bay. As we walked out Pam said, “Let’s take a quick look in here,” pointing toward the clothing boutique next door. The shopkeeper, a petite Italian woman in her 30’s greeted us with a smile and “Buongiorno.”.
Hubspot
OCTOBER 4, 2018
Troubleshooting a HTTP 500 Internal Server Error is like solving a mystery. You don’t know what exactly happened or why it happened -- all you know is that something’s wrong and you need to fix it. To guide you through the hassle of troubleshooting the dreaded HTTP 500 Internal Server Error, let’s go over what it exactly means and its most common causes and solutions.
Sales Hacker
OCTOBER 5, 2018
Have you ever wondered how to become a VP of Sales? I can tell you exactly how to do it, because I’ve lived this journey myself. By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. And while there is no one perfect trajectory that a sales career follows, there are some key questions you should ask yourself before you start the journey
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.
Heinz Marketing
SEPTEMBER 29, 2018
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. Ann Handley on Why Jargon Can Be Detrimental to Your Brand Voice & Tone.
Selling Power
OCTOBER 1, 2018
Here are some ways sales managers can leverage the power of artificial intelligence (AI) to create, keep, and incentivize teams to close the sale.
Hubspot
OCTOBER 4, 2018
“A simple and affordable way to increase leads and create more conversions through your website.”. Sounds intriguing, right? But what could I possibly be describing? I’m referring to sign up web forms. In addition to increasing leads and conversions, sign up forms also help businesses grow their mailing lists and learn more about the people interested in their company and products.
Sales Hacker
OCTOBER 1, 2018
I’m a big believer in sales contests. During my 10 years in sales leadership, I’ve had a lot of time to experiment with designing sales contests—some of which have worked, some of which have not. In this post, I’ll share my biggest takeaways on designing sales contests that work. But first, let’s tackle a bigger question – what are you actually trying to achieve when you run a sales contest ?
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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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