ConversionXL
OCTOBER 16, 2019
Five years ago, I was trying to build links—and failing. In fact, I was failing so hard that I had to work without getting paid while building only a couple of links a month. . My team and I followed the “best practices” for link building, starting with our content. We put together some excellent research that showed you didn’t need an Ivy League degree to become a successful entrepreneur.
Engage Selling
OCTOBER 18, 2019
Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.
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The 5% Institute
OCTOBER 13, 2019
Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. There should be numerous parts to focus on when strategy selling; from your overall arching sales and marketing plans, your prospecting efforts, and of course – your step by step sales process. In this article, we’ll be looking at the different parts of your strategy plan, and what you can do to implement this.
Membrain
OCTOBER 13, 2019
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.
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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
OCTOBER 17, 2019
As a marketer, you're undoubtedly aware of some of the major social media sites you can use for lead generation. I'm willing to bet you've already heard about the importance of Instagram, Facebook, and Twitter -- and if you use all three as part of your lead generation strategy, you might think you're all set. But if you're not using LinkedIn as a lead generation tool, you could be missing out on a major opportunity to grow both brand recognition and revenue.
ConversionXL
OCTOBER 15, 2019
If you’ve ever tried to build an attribution model that wasn’t position-based (i.e. last click, first click, linear, etc.), you might have felt overwhelmed. But customer paths are non-linear and pretty complicated— sooo many things influence conversions. . Most businesses have a lot of data about customer behavior: the devices they use to purchase, ads, competitors’ pricing, keywords, etc.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
OCTOBER 16, 2019
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.
Hubspot
OCTOBER 17, 2019
How many times have you seen a killer marketing campaign and thought to yourself, "Wow, I wish I would've thought of that!". (Glossier, I'm looking at you.). We've all been there. The truth is, when you're just starting out, it can be tough to know whether your strategy is as comprehensive and powerful as it could be. To help ease some of that uncertainty, we've created this guide that'll show you step-by-step how to create a marketing strategy that leaves no stone unturned.
Women Sales Pros
OCTOBER 18, 2019
Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients.
Partners in Excellence
OCTOBER 15, 2019
Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on the things we must do to sell our solutions to the customer.
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.
Outreach
OCTOBER 16, 2019
According to a recent study, gender diversity in the workforce can lead to more innovative and productive companies , when measuring their market value and revenue. But there’s a catch: the companies have to believe and genuinely champion that gender diversity is important, and not merely a line item on their job listings page. So how do great companies bring more women into their companies, including sales organizations?
Hubspot
OCTOBER 16, 2019
Vanessa Carlton said it best: Your company is making its way downtown, faces pass, and you're "success" bound. See what I did there? Anywho, your company is on its way. But how do you communicate that with your stakeholders and the public? Between blog writing, drafting ad copy, and setting up an email workflow, it's hard to make time for brand awareness and media management.
The 5% Institute
OCTOBER 15, 2019
Leads vs opportunities – what are they, and what’s the difference between both? Getting your leads vs opportunities mixed up can be a confusing exercise and affect your sales prospecting efforts. In this article, we’ll look at what’s the difference between leads vs opportunities, and how to approach each in their different contexts. Leads Vs Opportunities – What’s The Difference?
SaaStr
OCTOBER 16, 2019
Why is it dangerous to accept too high of a valuation from an investor for a startup company? A lot of VC advice is a bit self-serving. There are risks with a too-high valuation — but also benefits: A high valuation has two core advantages for founders: Less dilution. Not only does this mean you own more, but it also means you can sell more later for the same amount of dilution.
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!
Understanding the Sales Force
OCTOBER 17, 2019
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. It was almost as scary as the plane's rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard!
Hubspot
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
Heinz Marketing
OCTOBER 16, 2019
By Matt Heinz , President of Heinz Marketing. TL:DR answer: It’s not the tech’s fault. Get these five things right first or the tech has no chance to help you. A few weeks ago I had the honor of participating in a roundtable discussion hosted by Jonathan Farrington centered on the role, impact and importance of technology in driving successful sales.
SaaStr
OCTOBER 18, 2019
A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress. I still see most startups way behind on their 2020 planning, and most importantly, hiring, at this point in the year.
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!
Partners in Excellence
OCTOBER 16, 2019
If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to share with me. Every pipeline I look at says the same thing. I got to wondering about that. Since we are in Q4, I think it’s remarkable and very kind of customers to come in from their holidays on December 31, to hand us POs.
Hubspot
OCTOBER 15, 2019
If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations. While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.
The Sales Hunter
OCTOBER 18, 2019
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.
Highspot
OCTOBER 15, 2019
After stepping into The Standard at High Line NYC, Alyce Bernstein, a marketer at Euler Hermes, was hoping to walk away from Highspot Spark with a handful of best practices and new industry connections. What she got was much more. “I have filled multiple pages in a notebook with ideas,” she told our team afterward. Alyce’s experience was no happy accident — Highspot Spark is an annual customer roadshow designed to help sales, sales enablement, and marketing leaders learn from o
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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
Force Management
OCTOBER 16, 2019
Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.
Hubspot
OCTOBER 13, 2019
As Elle Woods once said, "Whoever said orange is the new pink was seriously disturbed.". If you haven't seen Legally Blonde , Elle was referring to an attempt made by a brand to influence consumer behavior. However, its attempt fell short because the fictitious company failed to align with its target audience. According to Salesforce , 76% of consumers expect companies to understand their needs and expectations.
Miller Heiman Group
OCTOBER 14, 2019
More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision.
InsightSquared
OCTOBER 16, 2019
I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at Chorus.ai. In a previous life, I ran the training and enablement function at InsightSquared. It was there that I fell in love with sales readiness.
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.
Adaptive Business Services
OCTOBER 16, 2019
One goal in social networking is to connect with others , in a meaningful manner, and then to develop these relationships. Our primary goal should be to do this with the right people … those who we can best assist with achieving their desired results and vice versa. . Twitter is fairly simple and straightforward. You follow somebody then see if they will return the favor.
Hubspot
OCTOBER 15, 2019
Ten years ago, I couldn't have cared less if the new burger place downtown had a website. Now, I don't trust one that doesn't. Consumer buying behavior has drastically changed -- today, the majority of consumers are purchasing products online, including almost 70% of millennials. In 2019, almost two-thirds of businesses ( 64% ) have a website. If you don't have one, you could be falling behind your online competition.
SaaStr
OCTOBER 15, 2019
Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software.
Closer's Coffee
OCTOBER 14, 2019
In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase. In other words, simple sales talk is no longer going to cut it. Today, brands are turning to more audience-oriented marketing — more specifically, content marketing.
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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