Anthony Cole Training
JUNE 24, 2019
Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team. Any sales manager can attempt to do this with their salespeople, but what systems and measured techniques do they have in place to ensure that it is working?
ConversionXL
JUNE 23, 2019
If you’re Amazon or Apple—congratulations! You don’t have any credibility issues. Most of us aren’t so lucky. Almost all but the biggest of companies have an uphill credibility battle every time a new visitor lands on their site. What’s website credibility? And why is it important? BJ Fogg , the world’s leading researcher on web credibility, has said that website credibility is about designing your website to make it appear trustworthy and knowledgeable.
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Partners in Excellence
JUNE 23, 2019
Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. They are led by a great manager who has built a talented team.
Women Sales Pros
JUNE 28, 2019
Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will look pushy. Usually, it’s the sales reps who win on this one. They may, if pressed, make the call.
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
JUNE 27, 2019
If you are not in the acquisition business, then you must develop your talent. One of the keys to doing that is to understand how to drive sales improvement.
ConversionXL
JUNE 26, 2019
Many SaaS companies launch a product-led growth model —but never update it. When the executive team calls me and asks why they aren’t converting users into customers, I tell them to buy a plant. Seriously. If they don’t water the plant, it’s going to wither and die. If they water it and give it sunlight, it’ll grow. Everyone knows how the system works.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JUNE 26, 2019
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
Partners in Excellence
JUNE 26, 2019
I’m surprising myself, I never thought I’d have to write an article about pipeline metrics. After all, the pipeline has been fundamental to professional selling since the very first sales transaction. Sure, everyone will give lip service about the importance of the pipeline, but, I always ask, “Show my your pipeline and how you use it as a tool in managing your own performance.” Inevitably, there is a lot of hand waving and excuses.
ConversionXL
JUNE 23, 2019
Why is it that some books become bestsellers and others can hardly sell a 100 copies? Why do you read some books with passion and interest but can’t get past the first 10 pages of others? What’s the difference? It’s simple: word choice. The words you use—and the order in which you use them—make all the difference when it comes to crafting sales copy that wins sales.
Gong.io
JUNE 25, 2019
These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating.
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.
Membrain
JUNE 23, 2019
I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
Sales Hacker
JUNE 27, 2019
The term Revenue Operations (“RevOps” for short) is all the rage lately. In fact, it’s one of the fastest growing titles in tech. Even more telling, a LinkedIn search for roles using the keywords “Revenue Operations” yielded over 22,000 open jobs today. But RevOps is a relatively new role in the sales environment, so there’s a lot of confusion about what it is and how it’s different from Sales Ops.
Partners in Excellence
JUNE 24, 2019
We all know to acquire a new customer, we need to incite them to change, to get them to think differently about their business. Without this, they have no need to buy whatever it is we sell. Most of the time, sadly, sales people are in react mode. The customer has already decided to change, they’ve scoped their problem, determined their needs, and are on a path to solve the problem.
Heinz Marketing
JUNE 25, 2019
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Writing is a skill you can always use and one you can continue to improve on. I know I am not the strongest writer when it comes to business and marketing related pieces so, I’ve been on a mission to improve my skills! You might remember a previous post I wrote on email writing tips but I have set out to learn even more.
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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.
ConversionXL
JUNE 26, 2019
Every nonprofit that accepts online donations has a donation page. But there’s a big difference between having a donation page and having an effective donation page. Your donation page may follow purported “best practices,” but you could still be losing donors and revenue. In fact, our experience running over 1,500 online fundraising A/B tests has shown that traditional “best practices” are rarely the most effective way to increase donations.
Sales Hacker
JUNE 28, 2019
It’s pretty easy to find marketing applications for Twitter, but what about sales applications for the little blue bird? Are there any — besides the fluffy and non-specific things, like “engage with leads,” that we hear about all the time? Actually, yes! Twitter can be a very powerful nurturing tool for lead prospecting. And we thought there should be a fluff-free process you could implement to use Twitter to connect with prospects at a higher rate.
Hubspot
JUNE 26, 2019
During the 1950s, Volkswagen sold a bus. Although now considered a classic vehicle, the bus remains an icon for the car company decades later. The cool part? Volkswagen just introduced their new VW Bus this year — it’s electric and features modern and sleek styling. Volkswagen’s marketing for the vehicle is eye-catching, unique, and fun, and it fits the original “hippie” vibe the company was once known for.
SaaStr
JUNE 24, 2019
It’s complicated. Having a “good exit” is a special thing. You will make some money, perhaps even life-changing money. It will prove you can do it. It will Level You Up in the hierarchy of founders. You will have beaten the odds, and be a “winner”. But as time goes by, you may see it all differently. You may see you only get so many at-bats. At least most of us only have so many.
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.
The 5% Institute
JUNE 27, 2019
Whenever I’m running a sales workshop, one of the questions I like to ask the audience is what are the two types of competition in business? The answers I generally get back are the other types of businesses they are directly competing with for their potential clients. If you’re a Marketing Agency that helps businesses find leads, they assume it’ll be other Marketing Agencies.
Hubspot
JUNE 26, 2019
PPC, or pay-per-click, campaigns can be a great way to gain traffic, leads, and ROI. In fact, businesses make an average of $8 for every dollar they spend on Google Ads. Although PPC sounds like a great opportunity, creating profitable campaigns can cost you time, effort, and money. If you don’t have a strong strategy or monitor your campaigns, you could lose precious dollars.
SaaStr
JUNE 27, 2019
Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise.
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!
The 5% Institute
JUNE 23, 2019
A lot of sales training out there teaches you about the tactical – how to sell someone, or the step-by-step process to help a person make a buying decision. However not many cover the psychology behind why people invest and buy in the first place. This is important, because once you know why people make purchasing decisions; you can tailor your messaging, empathy, understanding, strategy and tactics to centre on it.
SalesforLife
JUNE 27, 2019
If you’re developing a modern, digital sales strategy and playbook, one of the most important components is a process we call “Digital Sales Leadership” – a half-day to three-quarters of a day workshop where we sit down with frontline sales managers , marketing and sales enablement departments, and we reverse-engineer their sales objectives and develop prescriptive sales plays that they can execute to highly influence sales tactics, and build pipeline creation.
Hubspot
JUNE 25, 2019
Ecommerce is a rapidly growing industry -- in fact, online sales grew at almost four times the rate of total retail sales in 2018 and accounted for over half of the retail industry's growth. As demand for ecommerce increases, so does the number of software tools and platforms designed to help businesses capture leads, generate revenue, and grow. Finding and using effective ecommerce platforms can help your organization tap into the more than $500 billion consumers spent online last year.
Partners in Excellence
JUNE 27, 2019
I spend a lot of time in reviews of all sorts. They could be deal/opportunity reviews, territory, account, call, pipeline, forecast reviews. Some are performance reviews. Some are internal projects. Sometimes, I feel like I’m a broken record in the reviews. Inevitably, at some point, I always ask the same question, “What’s next?” I’m trying to understand what their action plan is, what they are doing to move the opportunity forward, to grow their share of account/te
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
JUNE 26, 2019
Whether you’re a Business Owner or Sales Professional, you’ll know the importance of being able to drive traffic to your website, landing page or whatever else it may be to offer value, generate leads – and also sales. I’m going to show you below 3 ways to generate traffic to your business. If you want to increase traffic to your business and your website, you need these three ways in your marketing mix to drive more traffic to your business. 1.
SaaStr
JUNE 23, 2019
I remember the first customer I lost due to not showing up in person. They were a Fortune 50 customer. We did a CSAT survey, and every user loved us. The implementation was flawless. There were zero issues. And … we lost them at renewal. Our buyer was kind enough to call us and explain why. “Well, your competitor was in the office last week, and just convinced us that …” Ugh.
Hubspot
JUNE 26, 2019
Gallup recently released a poll explaining that 45% of Millennials and 31% of Gen-Xers prioritize roles that will accelerate their career development when evaluating opportunities and measuring their happiness in their current role. One way to ensure that your employees are feeling challenged, fulfilled, and motivated is to create career ladders. Let’s talk about what that means.
Sales Hacker
JUNE 24, 2019
If you’re new to sales or marketing, you may be asking yourself, “What is a lead?”. In this article, you’ll learn what a lead is, how to start working a new lead, and how to reach out to qualified leads. Let’s get started, shall we? What Is a Lead? The start of a potential sales process is a lead, and there are many ways to obtain leads as there are stars in the sky.
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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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