Anthony Cole Training
FEBRUARY 24, 2020
Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.
Membrain
FEBRUARY 23, 2020
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.
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SalesProInsider
FEBRUARY 26, 2020
“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.
Salesmate
FEBRUARY 25, 2020
If you have ever thought like “Wow, this app is amazing” or “It is so easy to make a purchase from this website”, there’s probably a huge contribution of a digital agency. Agencies are the best, period. They help their customers make, build, optimize, and market products. Agencies are at the spot where they have to make their customers happy, as well as end-users i.e.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Anthony Cole Training
FEBRUARY 27, 2020
In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.
Partners in Excellence
FEBRUARY 26, 2020
Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. By the time another friend tried to bait me into diving into the discussion, it had been live for 18 hours, there were over 75 reactions and over 52 comments, with many very smart and dull people weighing in.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 26, 2020
The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.
Outreach
FEBRUARY 24, 2020
First impressions are key. Would you show up to a black tie event in your favorite Netflix binge-watching sweats? Of course not. Your sales email subject lines are the first impressions you project to your prospects with every email you send. Are you putting on your best suit every time you hit send? We've learned a lot about what works by analyzing the data from tens of thousands of our own emails.
SaaStr
FEBRUARY 27, 2020
By Shane Murphy-Reuter, Intercom SVP of Marketing. Most marketers I know struggle over the same competing messaging challenges: to what degree should we focus our messaging on the function of what our product can do, versus the emotion of how it makes me feel when I use it? The benefits of both approaches are clear. We’re all human, so if brands can tap into a higher, more emotional meaning for us, we reward that with loyalty.
Sales Hacker
FEBRUARY 27, 2020
As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. How do you do that? There are many things that can drive revenue growth within your company, but as a sales leader, it all starts with your team.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
FEBRUARY 26, 2020
I read an article from a very large consulting company entitled, “Have you made it safe to fail?” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.” The article will draw eyeballs, but I think they miss the point, consequently much of the value around failure.
ConversionXL
FEBRUARY 26, 2020
Traffic attribution identifies which sources drive visitors to a web property. And it’s impossible to credit a conversion to the correct source without first knowing how a visitor got to a website. In other words, the foundation of conversion attribution is traffic attribution. Simple as it may sound, attributing a session to its traffic source can be tricky, even impossible.
SaaStr
FEBRUARY 28, 2020
Q: How do you pull your SaaS competitor’s customers to your SaaS instead? You have to be where your competitors are. You have to show up. Many startups try to avoid the places their larger competitors are. They avoid the same tradeshows. They don’t sponsor the same newsletters and services. They try to stake out their own marketing white space. While that’s a good idea, you also want to be exactly where your competitors are.
G2
FEBRUARY 27, 2020
The trend of companies going remote is here to stay.
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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.
Sales Hacker
FEBRUARY 28, 2020
Social selling became a buzzword around 2014 in the sales industry, and it’s already becoming outdated and ineffective for teams that use LinkedIn as just another inbox. 91% of executives rate LinkedIn as their first choice for professionally relevant content, but the content they’re looking for isn’t in their inbox, it’s delivered straight to their feed.
Engage Selling
FEBRUARY 26, 2020
Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.
SaaStr
FEBRUARY 28, 2020
The other day I had a whiplash moment as a customer of a Unicorn SaaS company. I had a large problem with a piece of software with a lot of integrations in it, and it really wasn’t clear whose problem it was. But one of the vendors stepped up and said they’d solve the problem. They worked over the weekend and fixed it! Beyond above and beyond.
Heinz Marketing
FEBRUARY 28, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. If I’ve learned anything in my career over the past couple of years, it’s that targeting the right accounts is the most important part of a B2B account-based marketing program. Every other piece of the ABM strategy can be perfect, but without the right targets, the program can’t successfully guide potential customers through the marketing and sales funnel towards a buying decision.
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.
Sales Hacker
FEBRUARY 26, 2020
Trying to get started with outbound sales? You need a solid outbound sales strategy in place. Because honestly, when it comes to outbound sales , if you haven’t done the footwork and created the infrastructure needed for success, it can get messy. On the other hand, if you lay the groundwork and develop a smart strategy, you’ll start seeing the results within short order.
Engage Selling
FEBRUARY 28, 2020
Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I’m telling you we have come up with a magic formula for implementation accountability and producing great results.
Hubspot
FEBRUARY 27, 2020
To some marketers, A/B tests are a no-brainer. After all, there's nothing like knowing which marketing content is preferred with your target audience, before sending it out to the masses. Even though the test is a timeless marketing technique, it can be a little frustrating because of the uncertainty of it all. Thankfully, there's an unlikely superhero to point to when we're talking about the upgrades to a regular A/B test — machine learning.
Heinz Marketing
FEBRUARY 25, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. To start things off with my conclusion: You’ve gotta’ read Atomic Habits by James Clear. Like nearly everyone else in the world, one of my 2020 resolutions is to read more. Generic, I know. But it’s something I’ve always found myself wanting to do more of. The problem is that when I read, I find myself constantly getting distracted— there’s always something else I could be doing.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Partners in Excellence
FEBRUARY 24, 2020
Listen to the proponents of “Social Selling,” and it is the future of selling. It is the way for us to “develop relationships,” extend our reach, capture new prospects and customers. The Social Selling experts talk about extending the size of your networks, many talking about how many 100’s or 1000’s of connections their methods can help you achieve in weeks.
Engage Selling
FEBRUARY 27, 2020
How often does your sales team take the time to reflect? What do I mean by this? Look, it’s no secret that salespeople work hard and often put in long hours.
Hubspot
FEBRUARY 25, 2020
As a marketer, you might've heard coworkers talking around the watercooler about how email marketing is dead. It's been a common concern for many marketing departments. Well, I'm here to let you know that you don't have to worry because email marketing is still going strong. In fact, 40 percent of B2B marketers say email newsletters are most critical to their content marketing success , and 73% of millennials prefer communications from businesses to come via email.
Heinz Marketing
FEBRUARY 22, 2020
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. 6 Ways That Emerging Technology Is Disrupting Business Strategy. A look at how things like AI, data analytics, and the Internet of Things have affected business strategy today.
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.
The 5% Institute
FEBRUARY 26, 2020
Word tracks – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do word tracks work? And if not, what should you be doing instead? In this article, you’ll learn whether to use word tracks when speaking with your potential clients, and a framework we recommend you use to effectively close more sales.
Miller Heiman Group
FEBRUARY 25, 2020
Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future.
Hubspot
FEBRUARY 28, 2020
I can’t write a single line of code. So, it was a big surprise to me when I was asked to lead our new global web strategy team three years ago. If you've followed HubSpot's history, it’s also probably a big surprise to you that we had 20,000 customers and went public years before we had a team to manage our web strategy. And, as you might expect, things were pretty complicated before my team was implemented.
Heinz Marketing
FEBRUARY 26, 2020
If you want to understand marketing’s impact and influence on sales and revenue performance, you have to look well beyond mere lead production. And with account-based marketing efforts, that’s especially true. Developing precise measures of how well sales and marketing efforts are performing is arguably even more important with ABM, since the integrated approach between sales and marketing at each stage of the buying process can make isolating individual impact variables more difficult.
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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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