ConversionXL
AUGUST 30, 2018
In many organizations, user research creates friction. It directly challenges the intuition of others, often at the highest levels. It slows product development. It costs money. It has no clear ROI. But it’s also essential— 89 percent of customers stop doing business with a company after a bad experience. User research delivers the quantitative and qualitative insights to improve those experiences.
Hubspot
AUGUST 31, 2018
Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.
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Understanding the Sales Force
AUGUST 27, 2018
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal
Women Sales Pros
AUGUST 29, 2018
We hear from salespeople all the time who think price is the most important factor to buyers, and loyalty from working with preferred vendors and partners no longer exists. But is this true? We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust.
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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.
RAIN Group
AUGUST 29, 2018
Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers. In our study on Top Performance in Sales Prospecting , we studied 488 buyers responsible for $4.2 billion of purchases and the prospecting habits of 489 sellers.
Hubspot
AUGUST 30, 2018
When you're trying to grow a following on Instagram, you depend on hashtags and engagement to expand your audience and reach. So it can feel more than a little disheartening when it suddenly seems like your content isn't showing up anywhere. If you feel like your posts are receiving fewer likes and comments, or aren't appearing for certain hashtags, you might be shadowbanned.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
AUGUST 26, 2018
If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have collected the data in the first place, we can measure win rates, sales cycle velocity, changes in deal value or close date and all manner of other indicators.
Women Sales Pros
AUGUST 30, 2018
Skimming through my LinkedIn I saw a notification about a new update post on women in sales – in technology specifically. It was posted by a CEO I admire very much, and am glad to be acquainted with, Sangram Vajre , who is Co-Founder and leader of technology company Terminus. Sangram shared a great recording ( Flip My Funnel Podcast, episode #136 Fireside Chat with Women in Tech) of a panel event on the topic of getting more women into tech and sales.
Hubspot
AUGUST 29, 2018
Social selling is part activity and part reputation. If you're writing insightful comments on your prospects' blogs, responding to their tweets, and liking their shared content, you've got the activity bit down pat. But if your LinkedIn profile is three jobs behind and features a picture of you from prom, you can't really call yourself a social seller.
Outreach
AUGUST 30, 2018
I recently spoke with an SDR leader who knew she needed additional headcount to hit upcoming goals, but had no idea how to justify it to her executive team. She knew instinctively that her current team of about a dozen SDRs wouldn’t be able to hit the next quarter’s pipeline goal, but she just couldn’t justify it using hard metrics. Roughly a quarter of her SDRs conducted all of their outbound prospecting via LinkedIn.
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.
Jeff Shore
AUGUST 30, 2018
By Amy O’Connor. ?Put on your buying hat for a moment. When was the last time a sales presentation really impressed you? Or you were wowed by a company during a shopping or buying experience? Are you straining your brain to think of an example? Most companies get busy with their business and forget to focus on creating memorable moments for their buyers.
Membrain
AUGUST 29, 2018
I heard a horror story from a sales leader recently whose organization uses about 15 different sales tools. One day, the "cadance tool" was glitching and unusable.
Hubspot
AUGUST 28, 2018
One of the worst feelings in the world is forgetting a great idea. All you had to do was write it down, but you were confident that you’d never be able to forget such a compelling idea. When the idea slid out of your mind, though, the easy loss of such an insightful thought nearly crushed your soul. Taking the time to jot down your ideas right when they pop into in your head is one of the best ways to remember them and, ultimately, bring them to life.
Sales Hacker
AUGUST 29, 2018
Here are 5 key things that have to be top of mind when you’re developing a sales motion. Being called a ‘nice-to-have’ solution feels like a gut punch, especially when you know it’s not true. And it’s tough to shift that thinking once it’s in a prospect’s head. If they think of you that way, it means you haven’t created enough value in your sales conversations.
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!
Jeff Shore
AUGUST 28, 2018
By Jeff Shore . ?So you sign up for a seminar or a training session about perfecting your closing questions. The instructor makes it sound so easy. The customer says this, you respond with that. It’s right there on the screen, the perfect script. Easy, follow the script. You, too, can become a hardcore closer! Write hundreds of deals. Make millions of dollars.
Miller Heiman Group
AUGUST 26, 2018
“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.
Hubspot
AUGUST 27, 2018
Nowadays, Instagram is often someone's initial contact with a brand, and at least 30% of Instagram users have purchased a product they first discovered on the platform. If it's the entryway for one third of your potential sales, don't you want it to look clean and inviting? Taking the time to create an engaging Instagram feed aesthetic is one of the most effective ways to persuade someone to follow your business's Instagram account, or peruse your posts.
Partners in Excellence
AUGUST 30, 2018
I’ve been away from the blog for a bit. Three continents in 10 days, sitting in yet another airline lounge waiting my next flight. I’m clearing email that has piled up over the just completed transatlantic leg. There are two I’ve just deleted from my inbox. Each is from a supplier that I have had long relationships with. Each is up to their annual demonstration of how stupid they think their customers are.
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!
Jeff Shore
AUGUST 29, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Are you suffering from comfort? If you think that asking for the sale is uncomfortable, if you think that asking for the sale is being pushy or manipulative, then look at it from your customer’s point of view – they came in to buy something and now they have to do your job by asking the salesperson for the sale.
Engage Selling
AUGUST 31, 2018
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Hubspot
AUGUST 31, 2018
Have you been tasked with the job of creating a request for proposal, or an RFP? Whether you have no idea what that is or haven’t written one in awhile, today’s guide can help. We’re diving into the specifics of what an RFP actually is, why you might need one, and how to create your very first one today. To start, you should understand what all these letters even mean.
SalesLoft
AUGUST 28, 2018
Do you get voicemails from anyone other than your mother or grandmother? With the prevalence of email and text messaging, voicemails can seem somewhat antiquated. On the rare occasion that I do receive a voicemail, the caller tends to ramble on without providing anything interesting enough to warrant a response. So why should you bother leaving a voicemail?
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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
Selling Power
AUGUST 27, 2018
Here are four strategies for making the most of the tremendous opportunity of video social selling.
Engage Selling
AUGUST 25, 2018
It’s said we are living in a post-truth world. While politicians today may be the single most untrusted profession, sales people are not far behind.
Hubspot
AUGUST 29, 2018
Using Instagram for marketing purposes is rapidly growing in popularity, with over 70% of companies using the platform in 2017, compared to less than 50% in 2016. It's important that you leverage Instagram for your own business, but once you start, it can be difficult to discern whether you're truly successful. Without the right metrics, you'll never know if you could be doing more to engage your audience or grow your following.
Miller Heiman Group
AUGUST 26, 2018
“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.
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.
Heinz Marketing
AUGUST 31, 2018
As you look to the final third of the year, as you finish Q3 and look to finish the year, it’s possible you’re missing one of the most important adjustments you can make because you take it’s related status quo for granted. Every business, including yours and including ours, has sacred cows. Strategies and tactics we don’t change and don’t challenge.
Partners in Excellence
AUGUST 31, 2018
One would think the notions of miracle cures and short cuts to success would have been dispelled decades ago. It seems there is always some huckster promising “miracle cures,” “Do these 5 things and customers will immediately buy—I’ll tell you the secrets to success for $99.95!” “Say these 5 words to get customers to respond……” “It only takes 4 discovery questions to maximize your success in engaging customers… ” R
Hubspot
AUGUST 30, 2018
UCLA scientists found that sixth graders who went five days without using a smartphone or digital screen were better at reading human emotions than those who stayed online. As evident by UCLA's study, offline communication is critical for maintaining relationships. In business, nearly 100% of people say face-to-face meetings are essential for long-term relationships.
Accent Technologies
AUGUST 29, 2018
Sales presentations can be tricky. There’s a lot riding on your shoulders and it seems like any wrong move can blow the deal. (more…).
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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