A Sales Guy

MARCH 18, 2019

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just ignore) much of what is going on around us at anytime.

Up-sell 135

Up-sell Sell Sales 135

ConversionXL

MARCH 18, 2019

Third-party endorsement is powerful. As marketers, we know that customers are our best salespeople. Their reviews and testimonials build credibility and trust. Congrats if you’re among the 73% of marketers who publish customer case studies to win hearts, minds, and pockets. In a world of fake news and fake reviews—only 37% of B2B buyers trust vendors—genuine customer success stories are precious assets.

B2B 134

B2B Transportation Objectives and Key Results Trust 134

Membrain

MARCH 20, 2019

The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years [1]. On average, organizations that invest in a dedicated sales enablement function improve sales results by 29%, according to a study by Vantage Point Performance.

Sales 122

Sales 122

Partners in Excellence

MARCH 21, 2019

We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why. Most modern selling programs talk about the importance of questions, but too often they focus on the wrong questions: Do you have funding for this project?

Pitch 117

Pitch Sell Customers Process 117

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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

A Sales Guy

MARCH 17, 2019

Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives. The post A More Beautiful Question appeared first on A Sales Guy.

Sell 119

Sell Sales 119

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some ABM software is an add-on to an existing tool. Some companies sell relevant software but not explicitly for ABM. Whether you need certain tools depends on the scale of your program or your target accounts. Ultimately, a successful ABM campaign needs to solve three problems.

Real Estate 117

Real Estate B2B Contact Campaign 117

Partners in Excellence

MARCH 20, 2019

I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.” In that, I suggested we might actually be more effective if we started thinking about how we accomplish our goals by doing less. The basic premise is that to do less and still achieve our goals, we have to do much better. We have to increase our win rates, increase our average deal size, compress our sales cycles, improve our prospecting, improve how we engage our customers, create great value in every interaction.

Pipeline 114

Pipeline Territory Manufacturing Referrals 114

Membrain

MARCH 17, 2019

Change can be hard, but it’s often inevitable and necessary for companies to ensure future success. Companies budget significant amounts of money for training and consultants to help them improve employee skills and business processes. But is that enough?

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Consult Process Sales 108

Heinz Marketing

MARCH 20, 2019

By Brenna Lofquist , Marketing Consultant at Heinz Marketing. Account Based Marketing (ABM) has been a hot topic in the B2B Marketing world within the past year or so. Companies are transitioning from casting a wide net to bring in as many leads as possible to targeting specific, key accounts that fit a predefined criteria. A little more background on ABM.

Sales 104

Sales Trust Represent Pipeline 104

Sales Hacker

MARCH 19, 2019

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. But because we received more than five thousand nominations, it seemed a little unfair to only share amazing stories about 50 of them. After all, there are thousands of other salespeople about whom we heard incredible things! So this week, we’re sharing some of the runners-up: the folks who didn’t get a billion nominations, but who clearly crushed it in 2018.

Cold Call 102

Cold Call A/B testing Sales Drivers/motivators 102

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

SalesLoft

MARCH 21, 2019

The following is a guest post by Randy Frisch , CMO and Co-Founder at Uberflip. The average prospect needs to touch five pieces of your content before they’re ready to purchase, yet only 20 percent of sales reps share content during sales conversations. The culprit is the disconnect between the content team and the sales reps. In many organizations, the sales team often has no idea what the content team is working on or what assets are available for them to share with prospects.

Closing 101

Closing Sales Prospecting Follow-up 101

Hubspot

MARCH 22, 2019

With all the excitement that comes with starting a new company and gauging its industry’s profit potential or forecasting a revenue goal for your business, you must remember to root these figures in reality. If you don’t, you could enter a market that doesn’t have a large enough market size to convince investors to back you, or you could set an unrealistic revenue goal for your business and burn your employees out.

Market share 101

Market share Service Start-ups Up-sell 101

Partners in Excellence

MARCH 18, 2019

All of us, me included, often think a key aspect of leadership is about solving problems. Whatever the problem–a strategy problem, a market problem, a product problem, operational problems, sales/marketing problems, people problems…… We tend to think of ourselves as problem solvers. It’s that ability to solve problems that probably got us promotion after promotion in the first place.

Teamwork 101

Teamwork Promote Growth Process 101

InsightSquared

MARCH 20, 2019

In the 5+ years I’ve spent meeting modern sales leaders and working with SDRs within our network, I’ve learned from the front lines of 200+ SDR and sales teams about what’s really going on within the SDR function and how it could impact the role in the future. The good news is that there’s no consensus on what works and what doesn’t work, since every director, manager, and SDR for that matter thinks that they have the secret sauce of connecting with prospects.

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Inside sales Networking Sales Technology 97

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

CloserIQ

MARCH 22, 2019

Most SDRs work hard all day, every day. But that’s not the same thing as working efficiently. With so much to do, it can be difficult to take a step back and evaluate whether you’re working smart in addition to working hard. The highest-performing SDRs follow a set routine that maximizes their productivity. Here’s a typical (and productive) day: MORNING.

Contact 94

Contact Appointment Follow-up Up-sell 94

Hubspot

MARCH 20, 2019

A couple weeks ago, my brother Max sent me his resume in a text message, and asked me to 'spruce it up a bit' for him. Undoubtedly, I needed to do more than copy-and-paste the text into a Word document. To truly stand out, I knew the resume needed to demonstrate a level of professionalism and effort -- something content alone can't always convey. Fortunately, with the help of Zety, I was able to input Max's resume information, choose a template, and have Zety design the piece for me, within a sp

Education 101

Education Start-ups Trust Process 101

SaaStr

MARCH 18, 2019

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes. At first, those reps struggle to even close anything. But then, by trial-and-error, learning, and better training … eventually, the CEO gets the company to two trained, scaled sales reps that are pre

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Quota Sales Start-ups Closing 94

InsightSquared

MARCH 20, 2019

Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house. We also spoke to many sales, ops, revenue, and marketing leaders who are looking for ways to see a more holistic picture of the accounts that reps are actively working.

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Contact Pipeline Start-ups Sales 94

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!

Customers

Women Sales Pros

MARCH 22, 2019

Yes it’s coming, whether you like or not, at some point this economy is going to shift. And depending on which economist you follow, it looks like the downturn will hit somewhere around end of 2020 beginning of 2021. Now before you put this article down because it’s beginning to sound like doomsday, know that a down shift in the economy is not necessarily a bad thing in fact it is a very normal thing.

Pipeline 93

Pipeline Start-ups Follow-up Up-sell 93

Hubspot

MARCH 20, 2019

“Invasive.”. “In your face.”. “Annoying.”. “Disruptive.”. These are probably some of the first words that come to mind when you think of popup forms. But popup forms don’t have to be those things. Despite their overwhelmingly bad reputation, popups bring conversions. However, high conversion potential is not worth sacrificing user experience. Lucky for you, there's a way to leverage the high-conversion potential of popups without driving your users crazy (or worse -- driving them away.). ( Check

A/B testing 101

A/B testing Price CRM Start-ups 101

SaaStr

MARCH 21, 2019

A few thoughts at least: The stronger the brand, the more complex the pricing page can be. So yes, copy Salesforce, Twilio, Slack, and other iconic leaders. But bear in mind their brands make them a default choice. That means their prospects will be more patient with complex pricing. But your prospects may just move on if the pricing page makes it seem too … hard.

Price 91

Price Contact Closing Prospecting 91

SalesLoft

MARCH 19, 2019

Three accomplished sales leaders joined SalesLoft’s CMO, Sydney Sloan , on stage at this year’s Rainmaker conference. Jim Steele , President & CRO Yext; Mark Roberge , Lecturer at Harvard Business School; and Alyssa Merwin , VP Sales Solutions N.A., LinkedIn discussed their lessons learned, pitfalls to avoid, and strategies for inspiring breakthrough performance.

Sales 91

Sales Commission Territory Drivers/motivators 91

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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

Sales

Gong.io

MARCH 20, 2019

Visibility into phone calls and web meetings is powerful, but it doesn’t give you the whole picture. Your team closes deals through a series of conversations that include email s. Often dozens of them. Those email conversations are a big part of any sales cycle. If you’re a sales leader, you’re in the dark about what’s happening there. You have to rely on anecdotes from your reps to understand what’s going on with an account.

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Pipeline Price Gaming Sales 90

Hubspot

MARCH 19, 2019

When most people think of advertising on Google, they picture the text ads that show up at the top of Google’s search engine results pages. But Google actually has another advertising program that they released three years after Google Ads ’ inception. It’s called Google AdSense. Below, we’ll go over the main differences between Google Ads and AdSense, from whom they’re geared toward, how their bidding works, and how much money they can make and cost you.

Click Through Rate 101

Click Through Rate User Experience Engineering Networking 101

SaaStr

MARCH 21, 2019

It’s a ways out, but save the date for our first-ever SaaStr | Scale on Sept 12. We’re doing SaaStr Scale instead of our traditional Spring/Summer Soiree + Holiday Parties, and combining our energy, times and efforts here. SaaStr Scale will be a 1000 founder & exec event just about scaling revenue. No firesides, no CEOs telling you how amazing their companies are.

Sales 91

Sales 91

CloserIQ

MARCH 17, 2019

One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills. Of course, every team understands that its customer service is the voice and face for its clients. As such, inappropriate handling of clients isn’t acceptable as it can damage the reputation of a company. While small businesses expect to provide excellent customer service, only a handful of them train their workers to do the same.

Service 89

Service Customers Real Estate Clients 89

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.

User Experience

ConversionXL

MARCH 18, 2019

Have you looked at your competition? They probably are very similar to you and that’s not helping you make more money. In this episode, Peep discusses why research and building your brand is key to stand out against the sea of sameness. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post Avoid the sea of sameness, do your research!

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Hubspot

MARCH 19, 2019

Nowadays, marketers put a lot of emphasis on chatbots, Instagram influencers, and other new opportunities to reach their customers. But your contemporary communication methods shouldn't distract you from one of the oldest and yet most effective messaging channels -- email. You might be wondering if email is still a worthwhile marketing strategy. In fact, email generates $38 for every $1 spent , which is an astounding 3,800% ROI, making it one of the most effective options available.

B2C 101

B2C B2B Campaign Clients 101

Sales Hacker

MARCH 19, 2019

Cold email templates are a great way to learn the basics of email copywriting as you build your campaigns. But wouldn’t it be even better to learn from proven cold email success stories that drove everything from website backlinks to booked meetings, and more? To help get you started on the right path, I’ve rounded up six examples of the best cold emails marketers and salespeople have ever sent – as well as the factors that made them work.

E-commerce 88

E-commerce Promote Prospecting Meeting 88

Outreach

MARCH 20, 2019

Forget the post-Unleash blues, we are still in a celebratory mood! Thanks to every one of the attendees, speakers, sponsors, and Outreach team members who made Unleash ‘19 so exceptional, we have had an outpouring of love from our customers and the Sales Engagement community over the past week! The verdict is in, Unleash ‘19 was a SMASH HIT ! Take a (short) trip down memory lane as we relive the highlights THE sales engagement conference of the year.

Technique 86

Technique Presentation Promote Prospecting 86

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.

Sales