ConversionXL

SEPTEMBER 3, 2019

Humans are value-rating machines. Every day, all day long, we size up different decisions by appraising the value proposition of that action. Should I buy this product? Sure, that’s the obvious one. But also: Should I go to lunch with this person? Should I open this email? Should I even spend the time to ponder this decision? When most marketers think about a value proposition, they’re thinking of the 10,000-foot-view—an overall company value proposition.

Electricity 117

Electricity Launch Click Through Rate Prospecting 117

Sales Hacker

SEPTEMBER 4, 2019

It’s a healthy question and one that has strong opinions on both sides… . Does swag work? Promotional products (AKA swag, tchotchkes, freebies, branded merchandise, you name it) have been around for some time. In fact, they date all the way back to George Washington’s campaign in 1789. . More recently, companies have started to integrate swag into their sales sequences, driving healthy growth for the entire industry.

Objectives and Key Results 103

Objectives and Key Results Promote Campaign Sales 103

SaaStr

SEPTEMBER 6, 2019

We’re proud to have > 60% women and multicultural speakers at the 2019 and 2018 SaaStr Annuals, and we are on track to meet or exceed that again in 2020. But our bigger goal is to drive our attendees to similar levels of inclusion and diversity. Our 2019 and 2018 attendee Diversity and Inclusion programs were fully subscribed and worked well, so we want to go even bigger this year on a number of levels.

Meeting 20

Meeting Growth 20

Partners in Excellence

SEPTEMBER 5, 2019

Storytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting everyone to respond as Dr. Spock did in the old Star Trek series. While we have known we need to make an emotional connection, too often, we still focus on, “just the facts.” Ever since I’ve been in sales, which has been a few years, I’ve known the maxim,”People decide with their hearts, they rationalize the

Pitch 103

Pitch Drivers/motivators Technique Represent 103

Advertisement

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.

Sales

ConversionXL

SEPTEMBER 5, 2019

Customer personas are often talked about in marketing and product design, but they’re almost never done well. [This post contains video, click to play]. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), an

X-functional 115

X-functional Represent Follow-up User Experience 115

Hubspot

SEPTEMBER 4, 2019

Earning high-quality backlinks is probably the most challenging part of SEO. That's because a link to another website is more than just a link -- it's a vote of confidence, a recommendation, a way for publishers to say to their readers: "Here's a source I trust. Go check it out yourself.". It's incredibly difficult to get that kind of endorsement, especially for small businesses or startups.

A/B testing 101

A/B testing Pitch Referrals Niche 101

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Somehow the miracle cures seem to be: “Just train your people to do these 3 things… ” “Do this one thing… ” “Implement this new technology… ” “You just need to prospect… ” … and on and on and on… Don’t get me wrong, many of

Sales 102

Sales Quota Clients Technology 102

ConversionXL

SEPTEMBER 4, 2019

Often, marketing creativity encounters technical limitations. A web page can load only so fast. UX is constrained by browsers. Cutting-edge solutions are accessible only to those with large budgets. Native applications resolve some of these issues but bring their own baggage—development costs, platform irregularities, download requirements, update needs, and issues with search indexability.

UX 103

UX User Experience Engineering Launch 103

Hubspot

SEPTEMBER 2, 2019

With more than 500 million monthly active users , TikTok is taking app stores by storm and serving as a worthy competitor to apps like Snapchat and Instagram. While Gen-Z has flocked to the app , brands like Chipotle and The Washington Post are also starting to experiment with TikTok's video marketing opportunities. The best way to learn more about the app, its user base, and the type of content that engages audiences is to start producing your own posts on a personal or business account.

Follow-up 101

Follow-up Entertainment Niche Start-ups 101

The 5% Institute

SEPTEMBER 3, 2019

No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance, or share this with someone to help them out too. Here are some quick and basic guidance to help you improve your sales performance.

Sales 98

Sales Presentation Quota Up-sell 98

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.

Product

Partners in Excellence

SEPTEMBER 4, 2019

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they really need may be very different. Let me use an example. It is actually based on a real customer situation, but provides a great illustration of how our coaching can go off target. Let’s imagine we are looking at improving the performance of two of our sales people.

Pipeline 97

Pipeline Quota Sales Prospecting 97

Membrain

SEPTEMBER 4, 2019

A Google search for “What is CRM?” returns a whopping 37 million unique results, each of them focusing on a different aspect of CRM or attempting to unify all the different purposes and meanings of Customer Relationship Management into one, and usually failing.

CRM 94

CRM Customer Relationship Management Relationship Management Sales 94

InsightSquared

SEPTEMBER 4, 2019

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feet. Even with the seemingly infinite amount of data spilling from your Salesforce instance, even with the growing number of available marketing enablement technologies, marketers are struggling to prove out their revenue impact. .

Campaign 94

Campaign Contact CRM Promote 94

The 5% Institute

SEPTEMBER 5, 2019

If you’ve been cold calling long enough, one of the common objections you’re most likely to hear is the send me some information objection. In this article, we’ll dissect why people say this objection in the first place, and secondly how you can handle it in a non-pushy and tactful way. How To Respond To The Send Me Some Information Objection. What the send me some information objection really means.

Cold Call 98

Cold Call Pitch Closing Presentation 98

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!

Sales

Women Sales Pros

SEPTEMBER 6, 2019

Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.She didn’t have to understand everything about how the technology worked, just how it could solve problems for her clients.

Technology 90

Technology Technology Sell Referrals 90

Membrain

SEPTEMBER 1, 2019

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

Pipeline 94

Pipeline Sales 94

Engage Selling

SEPTEMBER 6, 2019

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

Meeting 88

Meeting Follow-up Prospecting Sales 88

Sales Hacker

SEPTEMBER 2, 2019

For many organizations today, lead generation is the Achilles’ heel of business development. They spend tons of money to hire closers — salespeople who are fired up and ready to close business — but they aren’t generating enough leads to keep them busy. How can your organization build a lead generation strategy that gives your team of closers a consistent flow of qualified leads?

Lead generation 84

Lead generation Process Cold Call Referrals 84

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!

Customers

SalesProInsider

SEPTEMBER 4, 2019

Calling All Heroes. With the success of the Marvel movies this year, it seems heroes are “in” – I suppose they weren’t ever really out…but there is heightened excitement around superheroes! In your role as an “expert” – whether as a financial advisor, an accountant, an attorney, a lender, an industrial supply salesperson, or a software solutions consultant– what does it take to be a hero to your clients or customers?

Consult 80

Consult Clients Conversion Closing 80

G2

SEPTEMBER 4, 2019

Instagram is more than just the easiest way to see what your cousin had for brunch.

80

80

Engage Selling

SEPTEMBER 6, 2019

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

Clients 85

Clients Sales Prospecting Pipeline 85

Hubspot

SEPTEMBER 5, 2019

Many businesses think that if their product or service is spectacular, it will speak for itself; they'll need very little marketing effort for it to take off. But in reality, any companies that seem to have achieved remarkable growth in this manner do indeed have phenomenal products. But it only appears to have been achieved with little or no marketing effort because their fame and fortune was won through word-of-mouth marketing.

Niche 78

Niche Sports Campaign Networking 78

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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

Sales

Sales Hacker

SEPTEMBER 5, 2019

Who’s responsible for retaining your SaaS customers? Sales? Marketing? Customer support? Customer success? All of the above! Because retention is a team sport — and customer churn is the opponent. In this article, we’ll talk about how sales reps (along with Marketing , Customer Success , and others) can keep customer churn to a minimum. 10 Ways to Reduce SaaS Customer Churn and Create Loyal, Long-term Users.

Customers 78

Customers Sports Follow-up Service 78

SalesLoft

SEPTEMBER 4, 2019

Do you strive to be great ? We’ve all heard that greatness is a mindset. We’ve seen the “Dream It – Believe It – Achieve It” motivational posters. And it’s at least partially true… but not totally. Greatness is not a mindset or a system of beliefs or even the physical manifestation of your hopes and dreams. No, greatness is a habit.

Inside sales 76

Inside sales Quota Drivers/motivators Gaming 76

The 5% Institute

SEPTEMBER 6, 2019

Social selling is a trendy word you’ve most probably heard on social media, books and podcasts, or maybe even around the water cooler. But what is social selling? And is it just another buzzword; or is it here to stay around for the long haul? In this article, we’ll break down: What is social selling? Practices to avoid. Social selling strategies you can practice to win more sales.

Sell 75

Sell Contact Niche Clients 75

Hubspot

SEPTEMBER 4, 2019

I’ve been doing a lot of research and thinking this year about how consumer behavior has changed, and how businesses can take advantage of these shifts to grow better and faster. So often, sweeping shifts in business strategy begin with subtle shifts in our own lives. To explain what I mean, let me tell you about a typical night in my house. HubSpot is dog friendly, so everyday I bring my dog Romeo to the office and then, at day’s end, we ride home together in a Lyft.

Growth 78

Growth Hospitality Drivers/motivators Real Estate 78

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.

User Experience

Sandler Training

SEPTEMBER 2, 2019

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. Listen Time: 23 Minutes.

Sales 72

Sales Process 72

Miller Heiman Group

SEPTEMBER 6, 2019

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

Objectives and Key Results 68

Objectives and Key Results Quota Sales User Experience 68

The Sales Hunter

SEPTEMBER 3, 2019

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The 3 traits are: · Persistence. · Attitude. · Process. I call this “PAP.” Whenever I see someone consistently living out these traits, they are always successful. The first trait is persistence. If you’re not 100% committed to making prospecting a necessary action – something you have to do – then you can kiss it goodbye, and you will n

Prospecting 67

Prospecting Gaming Drivers/motivators Process 67

Hubspot

SEPTEMBER 4, 2019

At INBOUND this week, over 24,000 people have come together to learn how to deliver remarkable customer experiences in today’s digital environment. How do you coordinate marketing, sales, and service teams across your company to attract, engage, and delight your audience? How do you accelerate that virtuous cycle of word-of-mouth — or, word-of-keyboard, as the case may be — to win more customers and make them happier customers?

Teamwork 78

Teamwork Appointment Networking CRM 78

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.

Sales