Jeff Shore
APRIL 26, 2018
By Amy O’Connor. Having a bad sales day? Eh. Shrug it off. Chalk it up to being “just one of those days,” go home, relax, read something inspirational, and get a good night’s sleep. Having a bad sales week? A bad sales month? Okay. Pause. Time to evaluate. A bad sales week can turn into a bad sales month which can quickly snowball into a bad quarter and potentially lead to a disappointing (a.k.a.
Gong.io
APRIL 27, 2018
Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom.
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Hubspot
APRIL 24, 2018
If you're reading this blog post, chances are you already know you should incorporate more video content into your marketing. But like most new strategies, you might need to prove its ROI before you get budget. And that can be tricky, because to make a great video, you need a few things -- like a camera and editing software. You might already have a high-quality camera built into your smartphone, but editing your raw footage and preparing it for publication requires a third-party mobile app.
ConversionXL
APRIL 24, 2018
Each business has its own level of difficulty. Do you know what to do when things are no longer working? How can you prepare yourself when the time comes to close up shop? Be ready for your next business idea. The post How to Prepare for a Business Failure appeared first on CXL.
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.
Jeff Shore
APRIL 24, 2018
By Ryan Taft. ?One of my hero’s in the world of sales is a woman in the DFW area named Marcia Dillon. I was fortunate enough to report to Marcia when I was a performance coach in the new home sales world. Marcia was brought in to our company as the new Sr. VP of Sales and Marketing. Her first task was not an easy one. She was walking into a culture that was highly negative and arguably toxic.
SalesforLife
APRIL 27, 2018
It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
APRIL 23, 2018
How do you consistently make gains and wins in business? You play the long game. Don’t get wrapped up in short-term goals. Think about your long-term plan and be consistent in your process. The post How to Make Gains and Wins Consistently… Play the Long Game appeared first on CXL.
Jeff Shore
APRIL 25, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeffrey Gitomer debates with Jeff about what a selling style should be. Jeffrey doesn’t pull any punches as he talks about how competitive the world of sales is. However, the customer needs to be the focus of your sale. If it’s about you or your product, they both agree – you’ve missed the point.
Sales Hacker
APRIL 23, 2018
As sales leaders, your job is to help members of your team get to their sales goals by prioritizing the path that will get them there. Part 3 of this sales coaching series focuses on getting the prioritization right with your sales team. There are a lot of possible ways to achieve a goal. Before that, here’s a story to help you understand why prioritization is key.
Hubspot
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
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.
SalesforLife
APRIL 24, 2018
Account based sales show great promise. Like any sales methodology, however, there are many different tactics for account based sales.
RAIN Group
APRIL 24, 2018
How many attempts does it take to break through to busy buyers? What offers are most accepted? Do cold meetings convert to new business? In our new benchmark report, Top Performance in Sales Prospecting , the RAIN Group Center for Sales Research uncovered the answers to these critical prospecting questions. With data from 488 B2B buyers and 489 sellers, we've cracked the code on what works in prospecting today.
PandaDoc
APRIL 27, 2018
A business plan is essential to your company’s success. After all, seven out of ten businesses fail within five years. We know you’re starting a new business or moving to expand and want to stay focused on the positive and the last thing you want to talk about is failure. But for 70 percent of business companies, failure is the reality, and the primary cause is a lack of planning.
Hubspot
APRIL 22, 2018
Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling. But once you sit down to craft your buyer personas, you may find yourself staring blankly at a white screen for some time, wondering where on earth you're supposed to begin.
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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.
Outreach
APRIL 25, 2018
We are thrilled to announce the winners of the first annual Nucleo Awards! In case you missed our finalist announcement , the Nucleos are a customer awards ceremony in which Outreach recognizes eight exceptional customers for their ability to drive success at their organization, through their passion for sales excellence and outstanding use of Outreach.
Heinz Marketing
APRIL 23, 2018
A few days ago, I sat down to a delicious meal prepared by my parents (well, mostly prepared by my mom, but when dad is on the grill, he gets some credit too). I remarked on how fresh the bread tasted. My dad took the compliment, and said that he picked it up at Great Harvest. Suddenly, he had a far-off look in his eyes. “Back in the day”, he started, “my family would only buy bread from the Brenner Brothers.
Understanding the Sales Force
APRIL 26, 2018
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales. In doing so, they discuss MQL's (Marketing Qualified Leads) and SQL's (Sales Qualified Leads). While I don't have an issue with the infographic, I have huge issues with the content of the article and if you follow the advice in this article, you'll have far fewer MQL's
Hubspot
APRIL 26, 2018
Sales Promotion Ideas. Leverage Inexpensive Swag at Conferences. Avoid Discounts of More Than 50%. Leverage Time Savings and Additional Services. Avoid Discounting Outside Traditional Guidelines. Leverage Customers Who Are a Good Fit for Your Product/Service. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.
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.
Sales Hacker
APRIL 23, 2018
The post How to Turbocharge Conversions by Adding a Human Layer to Your Sales Stack appeared first on Sales Hacker.
Partners in Excellence
APRIL 26, 2018
Recently, I read an article about “ Ritual Questions.” It’s a powerful concept–but I think leaders can take the concept much further. As I work with and study great leaders, I’ve noticed they all do something similar. They ask the same questions over and over. The questions are a little different depending on the person and the context, but the underlying core question is always the same.
Selling Power
APRIL 23, 2018
Customers today have more choices than ever, and loyalty is a moving target. Product and service satisfaction are no longer enough to guarantee sales growth – brands need to engage on a far deeper, emotional level.
Hubspot
APRIL 25, 2018
Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.
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!
Heinz Marketing
APRIL 27, 2018
Many B2B companies put a focus on data management – keeping clean, accurate and up-to-date information about their customers and prospects. And while clean data sounds nice, it simply is not sufficient at driving predictable, efficient and scalable revenue performance across your customer-facing teams and activities. Clean data isn’t the answer, nor is it your goal.
Openview
APRIL 25, 2018
The post The Story Behind Cisco’s $3.7B Acquisition of AppDynamics [Podcast] appeared first on OpenView Labs.
Sales Hacker
APRIL 26, 2018
A lot’s been said about the skills and traits that will enable salespeople to perform at their optimum best. Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor.
Hubspot
APRIL 27, 2018
Putting together a resume is never a fun task. What’s the latest protocol? What buzzwords should you include? How will you set yourself apart? It’s not easy -- and it’s especially nerve wracking when you’re putting together a resume for the first time. What’s relevant? And how can you spin that frozen yogurt slinging job into useable experience? Luckily, sales is a job in which diverse work backgrounds are welcomed and useful.
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.
Outreach
APRIL 26, 2018
Machine Learning — the buzziest of buzzwords in the sales world. But it’s not all hype; there’s a reason so many companies are offering machine learning (ML), natural language processing (NLP) or artificial intelligence (AI) solutions to augment sales efficiency and effectiveness. Turns out, using a model to leverage the mounds of data you are already collecting works and, when done correctly, can help your team rise above the competition.
Selling Power
APRIL 25, 2018
We all know that people communicate differently. Some are chatty, others more analytical, still others are brief and to the point. But how can you know what type of person you’re dealing with in any particular sales opportunity to close the deal with success?
Partners in Excellence
APRIL 22, 2018
In the old days of telecom, the days when telecom was dominated by landlines, one of the most important strategies had to do with the “last mile.” (Actually, much of the conversation around net-neutrality is today’s version of the last mile.). The “last mile” was more figurative than literal, but it focused on who controlled the access to the home or business.
Hubspot
APRIL 27, 2018
A hanging indent is when the second and subsequent lines of text on a page are indented to the right, so your first line stands out as the only line hitting the margin of the page. Typically, you’d use a hanging indent in a bibliography, Works Cited, or References page. Here’s an example of a hanging indent on a Works Cited page: See how the second line, beginning with “Journal”, is indented 0.5 to the right, compared to the line above it?
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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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