Anthony Cole Training
FEBRUARY 13, 2019
In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.
Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
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ConversionXL
FEBRUARY 13, 2019
U.S. companies spend billions on training each year. What about marketing departments? How much do they spend? What are they getting out of it? And what are they struggling to solve? We surveyed 462 marketing leaders—CMOs, VPs of Marketing, Marketing Directors—to find out. Respondents completed a 10-question survey that covered: The perceived skill level of marketing teams.
Partners in Excellence
FEBRUARY 10, 2019
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help.
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.
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
SaaStr
FEBRUARY 14, 2019
Here’s what I look for to try to get a sense if they’ll perform: Do they call out top performance with metrics ? The best reps are often quite precise. E.g., hit 152% of Quota last year, 143% year before, etc. Maybe they are exaggerating, that’s besides the point. The question is, do they love to win and have a history of it? Metrics are a good indicator here.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
FEBRUARY 14, 2019
There are plenty of studies that highlight the importance of customer retention -- oftentimes, customer retention has been found to be even more critical to your company's success than customer acquisition. For instance, research conducted by Frederick Reichheld of Bain & Company found as little as a five percent increase in customer retention can result in an increase in company revenue by 25-95%.
Openview
FEBRUARY 11, 2019
Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.
SaaStr
FEBRUARY 15, 2019
By Neha Mirchandani, RingCentral VP of Corporate Marketing. At SaaStr Annual this year, Vlad Shmunis, RingCentral founder and CEO, participated in a fireside chat with Fortune Magazine’s Jonathan Vanian. The topic was: the journey from idea to billion-dollar business. Vlad’s experiences could serve as a roadmap for others on a similar journey. For leaders nurturing a startup or scaling a business to the next level, Vlad had one central piece of advice: Embrace change.
ConversionXL
FEBRUARY 15, 2019
Which popular beauty and cosmetics website has the best user experience? This is a conversion-focused benchmark analysis of four competing beauty and cosmetics websites : Clinique. Fresh. Lush. Sephora. We selected sites from among the top 25 in their category, according to Alexa rankings. Our analyses measure overall user experience of each site as a composite of 5 separate UX dimensions.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Hubspot
FEBRUARY 14, 2019
In the marketing industry, we treat experts like they’re village elders, soaking up every tip and trick they have to offer so we can implement them into our own work, desperately hoping for similar results. But, when you really think about it, marketing is always changing and experts often don’t have visibility into your unique context. This naturally begs the questions -- what should you do when you can’t find a solution to one of your problems on the internet?
SalesLoft
FEBRUARY 12, 2019
Conventional wisdom for crafting sales prospecting emails is based almost purely on gut instinct. That isn’t a terrible start. Writing is an art, after all. However, adding a little structure in the form of sales email best practices will have a significant impact on email performance. To add some science to the art, SalesLoft deconstructed millions of emails to find out which best practices indeed lead to higher reply rates.
Women Sales Pros
FEBRUARY 14, 2019
Here is a great video made by Boston technology company, Hubspot on sales culture (and company culture) If your company has a great sales culture, and you are hiring for diversity and inclusion, why not talk about it on your website? It could make the difference between someone applying and not. Share your company values, in your employees and leaders’ own words.
Miller Heiman Group
FEBRUARY 15, 2019
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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
FEBRUARY 12, 2019
In 2005, when I was 10 years old, a kid from my neighborhood was bear hugging a fallen tree trunk that bridged across our creek and yelled, “I better not see this on YouTube!”. That was the first time I’d ever heard of YouTube. And it definitely wasn’t the last time I’d hear about it. YouTube has experienced explosive growth since it was founded in an office garage in 2005.
CloserIQ
FEBRUARY 13, 2019
Bad sales hires are expensive. But even highly experienced sales leaders may be surprised to learn just how expensive these bad hires can be. It’s not just that the company has sunk salary into a salesperson who hasn’t worked out for the business. There’s also a host of other expenses—recruitment costs, lost productivity, potentially lost business, and more.
Understanding the Sales Force
FEBRUARY 14, 2019
I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a well-meaning server asked, are you an Honors member? I said, "yes.".
Miller Heiman Group
FEBRUARY 11, 2019
CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati
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.
Hubspot
FEBRUARY 11, 2019
Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.
Outreach
FEBRUARY 14, 2019
The best way to attract new customers? Make your value proposition attractive. It sounds obvious, but can be surprisingly hard to do. A good value prop goes beyond a high-level description of your product or service and a list of features - it shows you understand your prospect and leaves them wanting more. After a while, the value prop that worked so well at first just doesn’t have the same spark anymore.
Membrain
FEBRUARY 13, 2019
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
Partners in Excellence
FEBRUARY 9, 2019
As you know, I’m continually focused on getting a little better every day. I go through my ups and downs, but am generally making great progress. I’m almost embarassed to say this, I’ve just rediscovered something, it’s my single best productivity hack and has done amazing things for me. A little background. I’m rarely in my office, but when I am, I’ve designed a workspace to focus on maximizing my ability to focus and be productive.
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
FEBRUARY 15, 2019
The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?
SaaStr
FEBRUARY 12, 2019
By Dialpad CEO, Craig Walker, Dialpad Founder, and CEO. An acquisition can make or break your startup. At worst, a disastrous deal leads to wasted wasted time and money, a startup’s two most precious resources. On the flip side, a strategic transaction can give a speed to market advantage over rivals or potentially let you run away with a new market.
Membrain
FEBRUARY 10, 2019
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
Accent Technologies
FEBRUARY 14, 2019
From the technology trigger to plateau of producivity, Gartner's Hype Cycle report reviews the emerging and maturing sales technologies in the market. Gartner, the world’s leading research and advisory firm, recently recognized Accent Technologies as a sample vendor for several categories: Sales-Enablement Platforms, Algorithmic Guided Selling, Sales Analytics and Digital Content Management for Sales.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Hubspot
FEBRUARY 14, 2019
How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error. Plus, it's difficult to keep team members in the loop about contact and deal movement. And transferring customer ownership if a salesperson leaves the company is a challenge.
SaaStr
FEBRUARY 11, 2019
Still processing all the learnings from 2019 SaaStr Annual? I know I still am. We’ll write more soon. But one thing was clear — the 2019 Annual was both the best Annual ever, and the start of a new chapter for SaaStr Annuals 6-10, i.e. 2020-2024+. An even more inclusive, more open, more mentorship-focused Annual. We’ll build on everything great in 2019 for years to come.
Heinz Marketing
FEBRUARY 15, 2019
You’ve probably seen, heard or maybe even used the term “interesting moments” in tracking and scoring what your prospects are doing. You may track site visits, downloads, email clickthroughs and other activities. You may even string together some of these activities and, assuming an establishment of momentum and prospect interest, accelerate the pace of “active buyer” content and/or sales phone calls as a result.
Engage Selling
FEBRUARY 15, 2019
???????Ten years ago, I was working with clients where we were focused on their business as a speciality item.
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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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