STAR Results
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
Anthony Cole Training
JUNE 21, 2019
As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.
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ConversionXL
JUNE 20, 2019
Google “video hosting platforms,” and you’ll get about 50 million results, along with several paid ads. How do you choose the platform that suits your needs? There’s no single answer. The best video hosting platform varies business by business, depending on factors like: How often you’re uploading; How you plan to use the video; The viewing experience you want to give your audience; The analytics you need; The cash you have to spend.
SalesProInsider
JUNE 19, 2019
For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.
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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
JUNE 19, 2019
I admit, I’m not a dog person. But those little lap dogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
Anthony Cole Training
JUNE 17, 2019
Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
JUNE 20, 2019
The position of CRO is relatively new to most organizations and most are still hashing out the role’s nuances. That said, a few outstanding CROs have demonstrated an ability to drive revenue growth while aligning the sales, marketing, and customer success functions. Ever wondered how those folks succeed? We did too. We teamed up with Drift and OpenView to ask some of the top SaaS CROs to share their secrets.
Partners in Excellence
JUNE 16, 2019
I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?” Unless you are brand new to sales, your name is Rip van Winkle, or you are absolutely clueless, all of us know what we should be doing.
The Sales Hunter
JUNE 18, 2019
You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. 2.
Sales Hacker
JUNE 17, 2019
How do you ensure you’re maximizing your sales team’s potential? How do you inspire your team to go above and beyond what they think is possible? The answers may surprise you. According to the first-ever State of Sales Performance Survey , in partnership with Sales Hacker, Ambition, Gong, AA-ISP, Vidyard, and Factor 8, the key is modern sales performance management.
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.
Hubspot
JUNE 21, 2019
You've just spent thousands of dollars, countless hours, and have had more organizational nightmares than you'd care to admit, but you're done. The brand new site design you've been working on is finally finished -- and it looks great. However, after a few weeks, you notice something's missing. Maybe it's a simple design error, or perhaps, a feature doesn't work or was overlooked.
Partners in Excellence
JUNE 20, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” Recently, I was watching a sales team work.
Outreach
JUNE 19, 2019
Vacations and time away from work are great, but for sales reps, out of office (OOO) replies have historically required a gauntlet of manual workarounds to pause and resume the Sequence based on the prospect’s availability. And with as many as 18% of emails being OOO replies , that’s nearly one-fifth of a rep’s time bound to administrative organization rather than selling.
Understanding the Sales Force
JUNE 18, 2019
Last week I wrote about First Impressions and today's topic is presentations. That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling? What do Unbroken, Hunt for Red October, and A Few Good Men have in common and what is their relation to selling?
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!
Hubspot
JUNE 18, 2019
So, you've read dozens — if not hundreds — of SEO articles online. You've digested countless tips and tricks for improving your website's SEO. You've even (over)paid that self-proclaimed "expert" to help you develop an SEO strategy that aligns with your business goals. But after all of the reading and learning and strategizing, it dawns on you: You haven't actually done anything yet.
Sales Hacker
JUNE 19, 2019
I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. But every time someone from sales says they’re taking an omnichannel route to drive sales without incorporating live chat or messaging in their sales funnel, I think, “ Huh? ”. Don’t get me wrong… I am all for well-thought-out email blasts and industry events.
Partners in Excellence
JUNE 18, 2019
A client asked me to interview a candidate for a key sales role. The sales person had several jobs over the past 5 years, none lasting longer than 18 months. He had been in his current job for 9 months. In each role, he outlined his stellar accomplishments, his great wins, his quota over-attainment. I was suitably wowed! I dug in a little, what’s the onboarding time for each of these roles?
KO Advantage Group
JUNE 19, 2019
It’s that time of the year again--where we get the most “I’ll call you back” responses from clients. The slow months are up, and some clients will probably get back with us during the busy months, but we can’t really wait for 60 or more days. We need a constant stream of revenue, and we need to keep finding ways. Since we can’t have that long of a waiting period, or any waiting period at all (we need to make sales!
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!
Hubspot
JUNE 21, 2019
When you create an email using a drag-and-drop or module-based tool, you're actually generating an HTML email. There are two main types of email you can send and receive: plain text emails (these are exactly what they sound like -- any email that contains just plain old text with no formatting) and HTML emails , which are formatted and styled using HTML and inline CSS.
Sandler Training
JUNE 20, 2019
Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully. Read Time: 5 Minutes.
SaaStr
JUNE 20, 2019
I’ve watched many bridge rounds over time from a far, and took $500k in bridge capital at EchoSign myself when our seed round didn’t end up being quite enough to get us to the Series A. But I haven’t really seen bridge rounds from the other side, as an investor, until recently. That’s mainly because over the past 2 years I’ve invested in more early-ish seed companies (vs later seed companies), that often end up needing a second seed, or bridge.
Partners in Excellence
JUNE 17, 2019
I know how unfashionable it is to say this, but I hate prospecting. We’re supposed to love it. According to many pundits/sales experts, it is the secret to sales success. We are supposed to love and revel in prospecting. I get it, if our pipelines are empty, we have to find new opportunities and we do this through prospecting. But my news feeds are dominated with things like “the Joy of Prospecting…” There are battles about which prospecting techniques are alive or dead,
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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
Hubspot
JUNE 18, 2019
You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.
Miller Heiman Group
JUNE 18, 2019
In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. CSO Insights is the research division of Miller Heiman Group.
KO Advantage Group
JUNE 21, 2019
As previously mentioned in one of my blog posts, the buyer's journey has five stages: awareness, seeking a solution, collaboration, decision, and experience. Customers go through these phases when looking for a particular product or service. Since we’ve briefly discussed the awareness stage before, let’s move on to the next: seeking a solution. The awareness stage gets your foot in the door.
Outreach
JUNE 18, 2019
“Y’all want transportation?” “Yes, Ma’am.”. The voices crackled in my headset as my brother expertly landed the two-seater prop plane at George T. Lewis Airport, Cedar Key, FL, a strip of asphalt 100 feet wide and just over a half mile long—the shortest paved runway in Florida. Our “transportation” showed up moments later— a sweet woman driving a minivan, her dog as her co-pilot.
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.
criteria for success
JUNE 18, 2019
At CFS, we often write and talk about tracking common problems you solve for your clients. We reference it as a best practice in blog posts, eBooks, and podcasts. But you might be wondering why we make such a fuss about tracking the common problems you solve. Why bother? Here are three reasons you should [ ] The post Tracking Common Problems: Why to Bother & How to Do It appeared first on Criteria for Success.
ConversionXL
JUNE 16, 2019
Best practices are starting points: If you have no data, start with these. They are not what you should end up with, but they’re often where optimization begins. That’s an important distinction. This post applies Jakob Nielson’s 10 Usability Heuristics to B2B websites that focus on lead generation (as well as “high consideration” B2C sites that lack any transactional functionality).
Partners in Excellence
JUNE 19, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be totally unnecessary. One would hope all sales professionals would have a plan for every call, if only to manage their own time very well. When I talk to sales people about the importance of sales call/meeting planning, the responses tend to fall into two categories. The first category is “the voice of experience.” These sales people look at me, roll their eyes, saying, “You don’t understand, I
Heinz Marketing
JUNE 15, 2019
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. Replacing The Sales Funnel With The Sales Flywheel. Should we be changing our current model?
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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