Anthony Cole Training
APRIL 4, 2018
It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.
Understanding the Sales Force
APRIL 2, 2018
Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.
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A Sales Guy
APRIL 5, 2018
Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn.
ConversionXL
APRIL 3, 2018
CXL Live is our flagship conference about growth and optimization. The 2018 edition of CXL Live brought together 400 practitioners from 22 countries and everyone was “locked in” at a beautiful resort for a full three days. The event had returning attendees… Again wow’d by #CXLLive — plenty of knowledge to bring back to the team.
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.
Sales Hacker
APRIL 4, 2018
There’s a lot of talk these days about the future of sales. And a great deal of that discussion is propelled by just two little letters: AI. Obviously, I’m talking about artificial intelligence. By default, when you talk about AI, you’re not just talking about the tech behind it. You’re also talking about things that are far more impactful, like how it’s going to change the way we live and work.
Hubspot
APRIL 6, 2018
Sales Tips. Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc. Make sure you’re accommodating your prospect’s agenda as well as yours. For every two benefits you give the prospect, ask a question confirming you’re on the right track. Listen to an energizing song before you make calls. You can close deals faster by sending your prospects three versions of the contract rather than two.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 1, 2018
Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the key things that every member of your sales organisation needs to understand is how they establish unique value for each existing or prospective customer.
Sales Hacker
APRIL 5, 2018
How to Sell Over the Phone: Rookie Mistakes to Avoid. 1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. 3) Losing control of the call. Let me ask you a question. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of commu
Hubspot
APRIL 6, 2018
As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).
Engage Selling
APRIL 6, 2018
??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.
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
APRIL 4, 2018
Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.
Sales Hacker
APRIL 3, 2018
When it comes to cold calling , this right here is the worst advice: “You were born with two ears and one mouth—listen twice as much as you talk.”. The “name of the game” in cold calling is different than other types of sales calls, such as sales discovery calls. Cold calls are not necessarily about listening or asking great questions. They are about buying time, educating, and selling the meeting.
Hubspot
APRIL 4, 2018
No matter what industry you work in (or your experience level in that industry), a plain, black-and-white resume written in Times New Roman font can actually weaken a job application. But just because resumes have gotten more creative doesn’t mean you need special design software to make your application stand out. On the contrary, writing your resume in good old Microsoft Word is still the perfect way to develop your personal brand, while also communicating your experience and career goals.
Jill Konrath
APRIL 5, 2018
When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!
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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.
Topline Leadership
APRIL 5, 2018
I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds [ ] The post Sales Coaching Tips: Building a More Customer-Focused Sales Team appeared first on TopLine Leadership.
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker.
Hubspot
APRIL 4, 2018
When I was 14, my dream was to play college baseball. But I had one small problem: I only weighed 100 pounds. And even though I still had four years to bulk up and improve my skills, I knew I had a long way to go. Fortunately, my coach always knew how to keep my drive alive. After a grueling practice or workout, he would harp on how the long-term is just a series of short-terms.
Outreach
APRIL 2, 2018
The results are in from our sales email March Madness challenge are in, and much like actual March Madness this year, they're full of surprises. So many surprises that no respondent got more than 4 of the 6 questions correct! To help crack the code on sales emails, I chatted with resident outbound email expert and Director of Sales Development, Steve Ross, to figure out why certain content drives positive responses and why others flop.
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.
SalesforLife
APRIL 3, 2018
LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform can be a powerful way to learn about prospects and promote a seller's own brand.
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker.
Hubspot
APRIL 3, 2018
Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.
Openview
APRIL 3, 2018
I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. For Fun!) and exceptions. The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher.
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!
Engage Selling
APRIL 5, 2018
Millennials in the professional world have been a hot topic for the past few years.
Sales Hacker
APRIL 2, 2018
The post Modern Sales Coaching in 2018: Goodbye Fluff, Hello Processes appeared first on Sales Hacker.
Hubspot
APRIL 2, 2018
Here's a cliche among digital marketers: Search engine optimization (SEO) isn't what it used to be. Here's a true statement you don't hear as often: Your SEO strategy for 2018 shouldn't focus on keywords. These days, most businesses understand the basic concepts of SEO and why it's important. However, when it comes to developing and executing a sound SEO strategy for your business, just creating content for the keywords your customers are searching for is both arduous and, well, wrong.
SalesforLife
APRIL 2, 2018
Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near future if they haven’t done so already. A large number of businesses have already made this strategic move.
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.
Heinz Marketing
APRIL 4, 2018
By Rebecca Smith , Senior Marketing Consultant at Heinz Marketing. Marketing is a lot of trial and error with plenty of uncertainty, and though it’s backed by data, there are times when it can be subjective in nature. As a marketer, you want to accomplish what others haven’t accomplished before. You want to find the golden ticket before anyone else does.
Sales Hacker
APRIL 2, 2018
The post Where’s The ROI on Events? It Starts With This Event Strategy Template appeared first on Sales Hacker.
Hubspot
APRIL 2, 2018
Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.
SalesLoft
APRIL 5, 2018
As an Account Executive, how many times have you dreaded making a sales call, wondering if the prospect really wanted to hear from you? Sales is a tough job, but it can also be very rewarding. The latest surveys and research indicates that customer experience is the most significant differentiator these days. Customers expect their experience with a company to include Nordstrom-level service.
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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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