InsightSquared
MARCH 14, 2018
“Closed Reason” is one of the most valuable, yet underutilized, pieces of data that a sales organization can collect about its opportunities. Understanding the reasons why opportunities close, especially when they are lost, allows your sales team to adapt their strategy, provide targeted training, and better communicate with R&D about prospect demands.
Gong.io
MARCH 12, 2018
Successful sales reps are handling sales objections in six different ways. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success.
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Membrain
MARCH 14, 2018
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
Hubspot
MARCH 15, 2018
Does Blogging Help With SEO? Blogging helps boost SEO quality by positioning your website as a relevant answer to your customers' questions. Blog posts that specifically use a variety of on-page SEO tactics can give you more opportunities to rank in search engines and get customers to visit your site. Search engine optimization is incredibly important for marketers.
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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.
Openview
MARCH 16, 2018
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.
Gong.io
MARCH 16, 2018
“W e’re a fast-paced organization that builds and brings commercial products to market for businesses that are growing quickly. And the majority of the company is remote.”. You read that right. Remote. CodeScience has spent the last 10 years creating solutions to increase business’ bottom line and avoid the common pitfalls associated with growth.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MARCH 12, 2018
Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article.
Sales Hacker
MARCH 13, 2018
Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.
Membrain
MARCH 11, 2018
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?
Outreach
MARCH 15, 2018
Our learnings from analyzing 100,000 emails with Outreach Amplify Intent Classification. Reply rates are important, but they don’t tell the whole story. What? I know - this is sales sacrilege. I’m not saying the way you’ve been measuring success and tracking KPIs is wrong, but there is a better way that you need to know about ASAP. Case in point — Any sales rep who’s ever gotten an email that looks like this will tell you that not all replies are created equally: Yes, the reply rate you get is a
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.
Hubspot
MARCH 14, 2018
The definition of a whitepaper varies heavily from industry to industry, which can be a little confusing for marketers looking to create one for their business. The old-school definition comes from politics, where it means a legislative document explaining and supporting a particular political solution. In tech, a whitepaper usually describes a theory behind a new piece of technology.
Heinz Marketing
MARCH 15, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” type articles are some of my favorite features (as seen in Inc Magazine and Lifehacker ). Every week we highlight sales, marketing or business leaders in our very own series. You can catch up on everyone we’ve featured so far in the “How I Work” series here. Get tips on productivity, work-life balance and a lot more.
RAIN Group
MARCH 14, 2018
Buyers are awash with information, bombarded with sales and marketing messages, crazy busy, and tasked to do more with less. Yet they still want to hear from sellers and they still accept meetings with sellers who reach out to them proactively. 82% of buyers will accept meetings with sellers who reach out. The sellers who secure these meetings achieve significantly greater success with a much different approach.
Outreach
MARCH 11, 2018
My shoulders stiffen with tension. They move in a herky jerky way, like a hinged scarecrow. I am a fish out of water-a hardcore hustlin’ salesperson in my first Quijong class. For the uninitiated, Quijong is a Chinese exercise designed to reduce stress by slowing your breath and repeating a series of fluid movements. As quirky as it sounds, this class represents an important step for me—a time to step away from being a female breadwinner, mom and salesperson and do something that is just for me
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!
Hubspot
MARCH 15, 2018
These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Problem is, when you're learning how to sell on the job with a giant quota hovering over your head. you don't have any time to read. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach.
Heinz Marketing
MARCH 14, 2018
When a recent or soon-to-be college graduate who also wants to go into marketing asks me for advice, I tell most of them the same thing – start in sales. When B2B marketers well into their careers ask me where they should focus their learning time, I point them to some of my favorite sales blogs, books and speakers. If you’re working in marketing today, spend as much time as possible with your sales team – literally amidst them.
SalesforLife
MARCH 12, 2018
With so much literature and data supporting the need for digital transformation, it might seem like all modern companies are making the leap. Nothing could be further from the truth. Only 3 percent of CEOs say they've successfully completed digital transformations. Why? They might be standing in their own way.
Sales Hacker
MARCH 14, 2018
The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018. This article dives into an overview of the GDPR, the good, the bad, and the grey areas around this new data privacy regulation. Before we begin, let’s set a few things straight. For most of us, we proceed each day repeating the same set of processes we completed the day prior—especially in sales.
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!
Hubspot
MARCH 15, 2018
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement. Buying authority. Customer consensus. Approved budget. A clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.
The Sales Hunter
MARCH 13, 2018
Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […].
SalesforLife
MARCH 14, 2018
Companies still struggle with formalizing their approach to social selling. The sales process itself doesn’t change with the addition of social selling, but using it as a data mining tool has the power to speed the customer’s journey through the traditional sales funnel, allowing salespeople who use social selling outperform those who do not. The social sharing landscape provides the perfect opportunity for sales people to tune into their customers and potential customers’ needs, wants, goals an
SalesFolk
MARCH 13, 2018
Recently I asked some folks on LinkedIn to share their sales prospecting emails with me so that I could do some live feedback and edits. For this particular email, I chose to just do feedback rather than edits, since I didn’t have enough context to do more serious revisions. Take a look at my feedback to see how the sender can improve their sales prospecting email and targeting in order to get more positive responses from qualified leads.
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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
Hubspot
MARCH 15, 2018
What is an Account Executive? An account executive supports existing client accounts. Traditional sales representatives sell a product or service to clients and then hand those accounts off to customer service teams or account executives. It’s the AE’s job to manage, grow, and renew those accounts. “Account executive” often means different things to different people.
Partners in Excellence
MARCH 12, 2018
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, “Water water everywhere. Nor a drop to drink.” Sometimes, I think there is a sales version of this, “Information, information everywhere, But we struggle so to think… ” The amount of information and data available to each of us is overwhelming. There are thousands of blogs/articles/eBooks/white papers on sales and marketing.
SalesHood
MARCH 14, 2018
One of the best ways to differentiate yourself is to show gratitude with hand-written cards in sales (and life). Hand written thank you cards are great sales tools to use and go way beyond thanking someone for a gift. A hand-written thank you card is good karma and good business. It’s amazing to me [ ] The post Hand-Written Thank You Cards In Sales appeared first on SalesHood.
SalesforLife
MARCH 13, 2018
Innovations come in clusters. The mobile revolution couldn’t take off until it was supported by a vibrant app ecosystem, more powerful processors in phones and reliable cellular service virtually everywhere.
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.
Hubspot
MARCH 16, 2018
You might know your Instagram content is good, but imagine how much better it will seem if it looks like 10,000 people agree. Whether you’re trying to become a social media celebrity or simply looking to spread brand awareness on Instagram, it can seem tempting to pay for your first couple thousand followers. There are plenty of services available that allow you to buy 1,000 followers for the price of a small Starbucks latte.
Heinz Marketing
MARCH 13, 2018
If you are enamored with the “marketing of more” – more clicks, more traffic, more shares – then throwing your net as wide as possible might sound like a great idea. But I guarantee it will be counterproductive for multiple reasons. One , the wider you attempt to reach the more generic your message will have to be. And the more generic you are, the less interesting you are to anybody in particular.
Adaptive Business Services
MARCH 14, 2018
While I had never planned for any of this, I have spent a lot of time over the last seven or so years writing. In addition to 100’s of articles, I wrote a book with a publisher and also created a very nice eBook with the help of my friend and mentor, Neal Schaffer. At one time, I had begun to explore self-publishing but, coincidentally at that exact same time, a publisher unexpectedly approached me about writing a book on Social CRM.
SalesLoft
MARCH 16, 2018
In offices all over the US, completing March Madness brackets have been the top priority. Now that we’ve all hit submit (go UNC!), it’s time to refocus on closing out Q1 strong. Here are 5 actionable ways to dominate in the home stretch. March Madness: 5 Ways to Dominate Q1. 1. Take a shot. Get the rebound. You won’t see any player take a shot, miss it, and give up.
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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