Anthony Cole Training

OCTOBER 1, 2019

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

Product 142

Product Sales Consult Sell 142

ConversionXL

SEPTEMBER 30, 2019

As Peter Drucker famously wrote, “The aim of marketing is to know the customer so well the product or service fits them, and sells itself.” In conversion optimization , we talk about the importance of knowing our customers a lot. But we rarely talk about the process of strategically segmenting our audience so that our products and services can sell themselves. ??????

Drivers/motivators 125

Drivers/motivators Strategize Education Start-ups 125

Membrain

OCTOBER 2, 2019

You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?

Sell 122

Sell 122

InsightSquared

OCTOBER 3, 2019

Combination of leading revenue intelligence solution with activity data capture and next best action sales engine offers industry’s most complete platform to drive predictable growth. BOSTON — Oct. 3, 2019 – InsightSquared , the leading provider of revenue intelligence solutions, has acquired Olono, a leader in sales activity management. The acquisition solidifies InsightSquared’s position as the vendor of choice for revenue operations professionals who want to equip go-to-market teams with a su

Pipeline 22

Pipeline B2B Growth Trust 22

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

SalesProInsider

OCTOBER 2, 2019

When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is powerful.

Clients 104

Clients Prospecting Follow-up Price 104

ConversionXL

OCTOBER 1, 2019

Confidence intervals are a standard output of many free and paid A/B testing tools. Most A/B test reports contain one or more interval estimates. Even if you’re simply a consumer of such reports, understanding confidence intervals is helpful. If you’re in charge of preparing and presenting those reports, it’s essential. In this article, we’ll look at confidence intervals—what they are, how to interpret them, some caveats, and oft-encountered issues.

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A/B testing Construction UX Presentation 110

Hubspot

OCTOBER 4, 2019

The life of a business leader is all about juggling your priorities -- and a big part of keeping everything moving is making sure that existing initiatives are on-track, while creating space for smart new strategies. Fortunately, there's a tool to help you succeed: KPI dashboards. KPI dashboards can help you check-in with various aspects of your business and make sure everything's running smoothly.

Start-ups 101

Start-ups Follow-up Price Conversion 101

Heinz Marketing

OCTOBER 1, 2019

By: Mike Schultz, President, RAIN Group. A number of years ago, one of our clients said the following to us after a training delivery: “The program and reinforcement were great. The people who are adopting it are seeing strong results. How, however, do I get more of them to adopt it? How do I get them to stop complaining they don’t have the time?”. Thus, we started a multi-year study of productivity and accountability.

Product 100

Product Drivers/motivators Sports Represent 100

The 5% Institute

OCTOBER 3, 2019

Buyer personas are a common topic amongst Marketers and Business Owners alike; but what exactly are buyer personas; and how does it help your sales and marketing efforts? In this article, we’ll look at what buyer personas are, why they’re important, and the various steps you need to learn in order to break down your buyer persona. What Are Buyer Personas – And Why Are They Important?

Objection handling 98

Objection handling Clients Finance Follow-up 98

SaaStr

OCTOBER 2, 2019

The other day, I had an experience I’ve never had in 14 years of building and buying SaaS: I became That Angry Customer. Really, an Angry Ex-Customer. I don’t have time or energy to get too angry about a few bits and bytes, or a few nickels. But in this case, the vendor just went too far, too many times, and created disruption all across our little tiny team.

Customers 97

Customers Contract B2C Referrals 97

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.

Sales

Hubspot

OCTOBER 2, 2019

When you're first starting a business, branding is likely the last thing on your mind. After all, it's hard to sit down and flip through fonts when you're still trying to figure out who your customers are (and where to find them). Plus, even if you made creating a brand identity a priority in the beginning, a change in business plans might have made your initial branding strategy obsolete.

Start-ups 101

Start-ups Follow-up Launch Service 101

SalesforLife

SEPTEMBER 30, 2019

I’m noticing a big disruption in “the Force” – and it’s a disturbing trend. Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting.

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Prospecting Quota Cold Call Cross-sell 96

The 5% Institute

SEPTEMBER 30, 2019

Sales slump’s are a common occurrence for many Sales Professionals and Business Owners. We’re all human – and that means that occasionally we’re all going to feel unmotivated. So now that we acknowledge that they’re normal – what do we do next? How do we pull ourselves out of a sales slump? In this article, we’ll look at what causes sales slumps to occur, and the five ways you can pull yourself out of a sales slump. 5 X Ways To Pull Yourself Out Of A Sales Slump.

Drivers/motivators 98

Drivers/motivators Sales Follow-up Start-ups 98

SalesLoft

OCTOBER 2, 2019

The original seven deadly sins are lust, pride, greed, gluttony, envy, anger, and sloth. Did you know there is a selling equivalent to those? The “7 Deadly Sins of Selling” are scary mistakes that salespeople make in their sales processes. The “7 Deadly Sins of Selling” include: Not Listening. Wasting Time. Being Insincere. Avoiding Social Media.

Sell 94

Sell Referrals Up-sell Trust 94

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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.

Sales

Hubspot

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.

Gaming 101

Gaming Pitch Sales Objection handling 101

Miller Heiman Group

SEPTEMBER 30, 2019

Today we are announcing a landmark moment in the sales performance marketplace: Miller Heiman Group will join Korn Ferry to create an unprecedented force to deliver the most comprehensive solutions ever offered to the market. As a 20+ year veteran of the sales and service performance market, I could not be more excited for our employees, our clients and our Independent Sales Consultants to be a part of this next phase of Miller Heiman Group.

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Drivers/motivators Consult CRM Clients 92

A Sales Guy

OCTOBER 3, 2019

KEENAN LIVE kicks off today. I’m pretty excited, it’s going to be dope. KEENAN LIVE is going to be a live series dedicated to the interesting, the rebellious and the successful. I will be having conversations with some of the most unique, interesting and successful people, some you may know, others you may not, but they all have in common is a kick-ass story.

Promote 18

Promote Conversion Sales 18

Jill Konrath

OCTOBER 1, 2019

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.

Prospecting 89

Prospecting Meeting Service Product 89

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

Hubspot

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

OCTOBER 2, 2019

Outbound emails are rarely a one-size-fits-all sort of thing. Truth be told, every time you change a target of your outbound email campaign, you need a new template. Unfortunately, the same template that worked on decision-makers at digital agencies won’t work on decision-makers in recruitment. Nonetheless, with experience, you’ll get the insight you need to structure email templates in a way that the whole process is easy.

Appointment 88

Appointment Prospecting Referrals Follow-up 88

The Sales Hunter

OCTOBER 4, 2019

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.

Prospecting 86

Prospecting Non-Profits Conversion Drivers/motivators 86

Women Sales Pros

OCTOBER 4, 2019

Years ago when I decided to pursue a career in marketing, I was driven by the concept of motivation and persuasion. Why do people do what they do? Why is it that given the same circumstances and environment, people can have completely different perspectives? Why do people make the decisions that they make? Why, why, why… I was determined to find out, so I studied marketing plans, demographics, customer segmentation versus mass marketing, and sales processes.

Engineering 86

Engineering Customers Quota Drivers/motivators 86

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!

GTM

Engage Selling

OCTOBER 3, 2019

You’ve probably heard some of the buzz around leading with fear.

Prospecting 83

Prospecting Product 83

Understanding the Sales Force

OCTOBER 1, 2019

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.

Sales 83

Sales CRM Pipeline 83

Partners in Excellence

OCTOBER 4, 2019

My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read it. Kevin outlines a number of important things, but underlying these in the importance of periodic self reflection. For many, we are beginning a new quarter. It’s always a good time to go through a quick mental checklist about what we have done and not done in, for example, the past quarter.

Territory 81

Territory Promote Meeting Growth 81

Sales Hacker

SEPTEMBER 30, 2019

For years we have been poked and prodded to make sure we have the strongest “Sales Stack,” “Marketing Stack,” and “Customer Success” stack — which is all a good thing. . We need these tools to be better at our jobs, to be more efficient and more effective. . We also need tools to help us be our best selves. Yet when it comes to the single greatest factory we live in 24/7, we don’t always do the things necessary to keep the machine running.

Education 81

Education Pitch Start-ups Conversion 81

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.

Sales

SaaStr

SEPTEMBER 29, 2019

Lots of SaaS companies don’t offer a free trial — intentionally. A free trial is a bad idea if: Your product has a lengthy and/or complex deployment process. If it’s going to take 30–60 days to go live, a Free Trial will just lead to failure. That’s way too much work just to see if you might want to buy a product. Most prospects will give up and quit.

Finance 81

Finance Consult Contact Prospecting 81

Hubspot

OCTOBER 4, 2019

Imagine this: You’re a project manager at a boutique marketing firm tasked with training the new PM and getting them up to speed on how to do their job to meet expectations. To fulfill this request, you probably had to learn a series of actions already set in place. That series of actions is called a standard operating procedure (SOP), and they help to routinize job functions.

Price 78

Price Legal Finance Presentation 78

Partners in Excellence

SEPTEMBER 30, 2019

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast accuracy, but we will never be perfectly accurate. Even the dictionary calls it a prediction or an estimate. Yet we waste a lot of time trying to achieve levels of accuracy that are unreasonable.

Manufacturing 78

Manufacturing Gaming Meeting Service 78

Sales Hacker

OCTOBER 3, 2019

It’s well known that sales coaching can improve revenue growth — by a whopping 16.7%. . Imagine what could happen if you baked coaching into your day-to-day, creating a coaching culture that steadily improves performance and profits. . You can, and you should… Because in addition to driving revenue, a strong coaching culture can improve win rates, elevate team performance, reduce employee churn, and accelerate ramp. .

Drivers/motivators 77

Drivers/motivators Construction Price Closing 77

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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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