Openview
MAY 30, 2018
We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act.
Anthony Cole Training
MAY 31, 2018
Velfredo Perato -- the 15 th century economist -- demonstrated time and again the 80/20 rule. Yes, sometimes it's a 70/30 rule or a 60/40 rule. That is the obvious. There is nothing blinding about that. The blinding glimpse – the glimpse that causes you to blink like you are being blinded -- is when you look at the opposite end of the 80/20 rule.
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Jeff Shore
MAY 31, 2018
By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.
Hubspot
MAY 31, 2018
In 2017, 71% of small businesses had a website, and 92% of businesses without a website said they’d have one by the end of 2018. Today, having a website is as necessary for a company as having a phone number. Maybe you’re starting a new business venture or developing your personal brand. Or, maybe you’re looking to update your company’s outdated website.
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.
ConversionXL
MAY 29, 2018
If you just started an agency or became a consultant, where did your first clients come from? In the beginning, finding clients, let alone the right clients can be difficult. You can go to friends and family, but that gets old real fast. In this video, I give you my best advice on how you can not only get clients but form valuable relationships with industry leaders and peers.
Understanding the Sales Force
MAY 30, 2018
I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MAY 30, 2018
Just like in the world of sales, the follow up advice out there can be a little conflicting. You don't want to annoy the interviewer, but you also don't want to be forgotten, right? So whether you're applying for a job or following up with a prospect, it can be a little confusing on whether or not you should follow up. Regardless of what advice you read, it's proven that a follow up is important.
ConversionXL
MAY 31, 2018
Do you want to maximize your growth potential? If you are looking for a new job, do you know which job you should take? Definitely, not the easy one. In this video, I give you my reasons why you should not take the next “easy job” and what to look for during your job search. [This post contains video, click to play]. Subscribe to our YouTube Channel.
Heinz Marketing
MAY 31, 2018
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. We’ve had our own series for a few years now! Every week we feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions.
Jeff Shore
MAY 30, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Dr. Art Markman and Jeff talk about what it means to be smart. How do you continue to get smarter? Your brain is wired to be efficient by relying on shortcuts/habits, it takes effort to become smarter by breaking those habits. Are you relying on habits with your customers, or as a sales professional are you pushing yourself out of your comfort zone to try something new?
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.
Hubspot
MAY 28, 2018
The other day, my friend asked me why I was buying another pair of yoga pants. “Why do you need another? You pretty much only wear the same two, anyway.”. It was true. I have at least ten pairs of yoga pants, but there are two in particular I wear the most … for at least, let’s say, 80% of my yoga classes. You might not know who Vilfredo Pareto is, and you might not explicitly recognize the 80/20 rule, but I have no doubt you’re already familiar with the concept.
Gong.io
JUNE 1, 2018
At the end of the day, call data goes deeper than just the sales cycle. Here at Gong, we use AI for customer support to make sure our team, and more importantly, our customers are successful. How? Let me explain… 1. Seamless Account Handoffs by Having Instant Access to the Entire Sales Cycle. On average, it can take numerous calls to close a deal.
Engage Selling
MAY 31, 2018
As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts.
Membrain
MAY 30, 2018
There are a lot of skills and techniques that are important to sales effectiveness, but few are as overlooked and undervalued as empathy. We don’t talk about it when we’re building sales process, we rarely discuss it in sales meetings, and it’s not usually mentioned in sales training.
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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.
Hubspot
JUNE 1, 2018
Dictionary.com defines marketing as, “the action or business of promoting and selling products or services, including market research and advertising.”. If you work in a marketing role like I do, it’s probably difficult for you to define marketing even though you see and use it every day -- the term marketing is a bit all-encompassing and variable for a straightforward definition.
Heinz Marketing
MAY 26, 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. Voice-Mail – The Original Inbound Appointment Machine. The best results happen when sales people use a combination of telephone, e-mail, and LinkedIn.
Openview
MAY 30, 2018
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to a partner, and all the requirements you’d like to receive from a partner. It will define your relationship and govern the terms of your engagement. The “Channel”, as we know it, has evolved. It seems like new channel types are being born daily and the demand and monetization of cloud/SaaS have reshaped the way vendors and partner work together.
SalesforLife
MAY 28, 2018
After the slower summer months , many companies experience a big push through Q4. In fact, companies may do more than half of their sales during the last three months of the calendar year. The pick-up is often attributable to sales professionals redoubling their efforts when they return to their desks in September.
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.
Hubspot
JUNE 1, 2018
You’ve spent weeks crafting your website, and it looks great. At a glance, visitors can see exactly what your company sells, and what you stand for. You have a navigation at the top of the page that brings users to your pricing page, an ‘About Us’ page, and a blog. There are even clear CTAs that encourage visitors to get in touch with your sales team.
Accent Technologies
MAY 31, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from May! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).
Miller Heiman Group
MAY 30, 2018
If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. In this post, we’ll explore why a mature enablement discipline demands a solid CRM foundation, but it doesn’t end there. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy. Customer relationship management has come a long way since the days of the Rolodex and the Day-Timer.
Selling Power
MAY 28, 2018
By applying sales enablement, I’ve seen companies achieve 1,900 percent improvements in key sales enablement metrics in less than two quarters, and increase product sales from as low as 207 percent to as high as 647 percent.
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!
Hubspot
MAY 31, 2018
Search is changing thanks to artificial intelligence. It’s not just that search engines are using AI to categorize and deliver results (though they are). It’s that the power of AI is making new, better types of search possible. Searches are becoming more personalized. Search engines now aim to deliver the right result for your particular needs. Location and context are becoming more important, too.
Engage Selling
JUNE 1, 2018
?????????????????The best behavior that you can exhibit in order to retain the vast majority of your customers is a healthy sense of paranoia. Why? Because it forces you to think like a competitor.
Heinz Marketing
MAY 27, 2018
It’s a holiday weekend, so time for a light one. Ever been sitting in a waiting room or hospital or Department of Motor Vehicles or anywhere that there’s a TV on with no audio? Simply point your smartphone at the TV for one second and Tunity will identify the program and channel, then start streaming real-time audio to your device. Yep.
Sales Hacker
MAY 31, 2018
The business case for sales development is built on flawless logic and verified by market data. It’s a lot better to sell to qualified prospects than to try your luck on a complete stranger. The more time your closers spend taking moonshots, the less sales they actually make. Smart business organizations have long experienced and embraced this principle.
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.
Hubspot
MAY 30, 2018
When I was asked to write on this topic, adaptable leadership, I started shaking my head. I am not a huge fan of putting an adjective in front of leadership and making it a new thing. Let’s just call it leadership and then talk about how to be better at it, one day at a time. If you are a leader and you don’t have the capacity to shift, change, or pivot from a plan or a position, frankly, I don’t know how long you’ll last in your role.
Membrain
MAY 27, 2018
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, "sales enablement" means different things to different people, and is being executed differently in different organizations.
Heinz Marketing
JUNE 1, 2018
Join Heinz Marketing and Bizible on June 6th for a webinar that provides practical guidance on a mid-year marketing performance management checkup. Register here. How crazy is it that we are now in June? As we hit the halfway point of 2018, it’s time to rigorously review your marketing efforts to ensure your performance aligns with your pipeline and revenue goals.
Sales Hacker
MAY 31, 2018
Hoping to provide a little more clarity around some of the best tools for your sales stack, we’ll be discussing the different types of tools that I like to incorporate into our customers’ sales processes. Because every sales organization has different needs and uses different tools, we’re going to focus more on the functionality. I’ll also highlight some of the favorites out there that encompass many of the features we’ll be discussing.
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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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