Sat.Sep 28, 2019 - Fri.Oct 04, 2019

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The Probability Scorecard: The 2nd Sales Productivity Tool

Anthony Cole Training

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

Product 136
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Audience Segmentation: Where Do You Start?

ConversionXL

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. ??????

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InsightSquared Acquires Olono, Answers Revenue Teams’ Call for Real-time Actionable Intelligence And Receives Additional Funding

InsightSquared

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

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Mindset Matters: Why You Must Slay Your Mental Monsters

SalesProInsider

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
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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The Ultimate Guide to Successfully Rebranding in 2019

Hubspot

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
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Confidence Intervals: A Guide for A/B Testing

ConversionXL

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.

More Trending

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The call of the machine, or how to make selling more human

Membrain

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 96
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KPI Dashboards & How to Use Them in Your Marketing

Hubspot

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
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Prospecting: The Lost Art

SalesforLife

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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5 X Ways To Pull Yourself Out Of A Sales Slump

The 5% Institute

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.

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5 Ways You Can Win Faster with Gen AI in Sales

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.

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7 Deadly Sins of Selling {Infographic}

SalesLoft

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
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17 Sales Training Games, Activities, & Ideas to Ramp Up Your Team

Hubspot

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
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Sales Effectiveness: Nature or Nurture?

Membrain

There are no perfect salespeople born into this world. At least I haven’t met any.

Sales 93
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You’ll Lose Customers. It Hurts. But Don’t Let Them Become Angry Ex-Customers.

SaaStr

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.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Together We Are in a Category of One: Miller Heiman Group to Join Korn Ferry

Miller Heiman Group

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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The Sales Leader's Guide to Performance Management

Hubspot

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%.

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KEENAN LIVE Today: Bitcoin Billionaires Cameron and Tyler Winklevoss

A Sales Guy

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
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The ONE Value Proposition You Need

Jill Konrath

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.

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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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The Surprising Connection Between Productivity and Happiness

Heinz Marketing

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 88
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The Parallel Between Prospecting and Leading

The Sales Hunter

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.

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Using Search Engine Marketing & Empathy To Connect With Customers

Women Sales Pros

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.

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Don’t Lead With Fear

Engage Selling

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

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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What is the Sales Stack and Do You Need it?

Understanding the Sales Force

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
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The “Did I Manifesto”

Partners in Excellence

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.

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The Optimal Instagram Story Dimensions [Bookmarkable]

Hubspot

New social media sites continue to emerge, new features are added, and algorithms are always being updated, making it tough to keep up with social media best practices. However, social media is here to stay. According to Instagram , there are more than one billion active users monthly and more than 500 million Stories active every day. In fact, Instagram Stories are a popular trend that isn't going away.

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Are there SaaS companies that don’t offer free trial?

SaaStr

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 76
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10 Ways to Leverage Buyer Signals and Drive Revenue

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.

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Building Value In Sales – A Step By Step Guide

The 5% Institute

Building value in sales conversations you have with your potential clients is a must if you want to successfully close more prospects. But how do you build value and a need for your products or services? In this article, we’ll look at why you should be building value in sales conversations and dialogue, and how to successfully do it in a way that helps your potential clients sell themselves on your products and services.

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What About The Forecast?

Partners in Excellence

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.

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What does CRM-Driven Marketing Actually Mean

Hubspot

We've reached peak martech saturation. Just look at this graphic: The first Martech map was created back in 2011. It had 150 solutions. In 2019, the number has exploded to more than 7,000. And we're not slowing down. More and more martech solutions will pop up on this map next year, because marketers can't get enough of them. In fact, Blissfully estimates that small companies have, on average, 20+ SaaS solutions -- and larger companies usually have more than 100.

CRM 78
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Outbound Email Templates: Examples of (Real) Emails that Get Replies

Sales Hacker

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.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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