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I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.
If you’ve ignored the design and content of your “thank you” page, you’re neglecting: Recent purchasers. New leads. These are some of the highest value segments of an online audience, yet what most sites decide to show them is an afterthought. Whether you’re confirming access to a PDF download or thanking someone for a four-figure purchase, there are ways to add value for users—and get more value for your business.
By Jeff Shore . ?Alright, it’s time to rattle a few cages and ruffle a few feathers. I’m a student of the sale. I hope you can say the same thing. As professionals, we should always be seeking to improve our craft, and that means we must regularly challenge long-held practices. The techniques of decades past must be put on trial. If they pass the test for how to take care of people today, then by all means – keep on keepin’ on.
Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technolog
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.
Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.
Freemium and free-trial signups have one thing in common: Neither generates revenue. You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option.
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
Whether you’re a blogger, editorial writer, journalist, or any other type of writer, there are a number of different WordPress themes that allow you to share your content with your visitors on your website. Newspaper WordPress themes — despite their name — work for all types of writing. No matter your content type, the layout you’re looking for, or the design you envision for your website, there are hundreds of newspaper themes to choose from.
By Lauren Dichter , Marketing Coordinator at Heinz Marketing. For a while, I just couldn’t choose a topic for this month’s blog post. So I swallowed my pride and asked our president, Matt Heinz , if he had any ideas. He said, “You know what, I actually have been really curious about Instagram. Can you write about that?”. My immediate thought was “Uh, YEA, I look at that app way too often!
Will PPC look like this in 2020? Probably not. Nonetheless, there are some amazing automation opportunities that make the life of Marketing Managers, CMOs, and PPC experts quicker and more efficient—especially for fast-growing companies that need to scale their campaigns. PPC automation is a massive topic. In this post, I focus on automation within Google Ads.
You’re collecting all this sales data but are you really getting your best use out of it? Is your data working for you? Is it bettering your business and helping you make smarter choices? One study found that 43% of companies gain little benefit from their data, while 23% gain nothing from their data at all. The key here is to collect clean data, gain insight through analytics and use that insight to make positive change for your organization.
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.
To improve your team's productivity, reduce turnover rates, and drive increased revenue for your company, it's critical you take the time to focus on your employees' job satisfaction. If you're wary about the tangible benefits of job satisfaction, consider this -- happiness has shown to increase employee productivity by at least 12%. Undoubtedly, your company will grow faster if you invest in your employees' happiness.
By Amy O’Connor. Sales leaders wear many hats. Probably too many hats in my humble opinion, but that’s a different topic altogether. Out of all the hats that a sales leader wears, perhaps the most important hat would don the word “coach” on the front. Great sales leader understand the value of coaching and carve out designated time for one-on-one development with their sales professionals.
ABM works – when it’s done right. Taking shortcuts can cost you time and money. In this video, Steve covers what account based marketing is and how your marketing and sales teams can close bigger B2B deals faster with an effective ABM program. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post What is Account Based Marketing?
Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.
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.
In video marketing, choosing the right soundtrack can be the difference between a video that grips your audience from start to finish and one that they can barely get halfway through. Play a fitting soundtrack or jingle in your video, and you can grab your audience’s attention and evoke the specific emotions and feelings you want them to associate with your brand.
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates. Other areas that one would expect is demonstrating superior value in both the solution and how we engage the customer in their buying process drive higher win rates.
Why successful sales people walk away. When you’re young and new to sales, there’s a strong compulsion to chase after every opportunity that comes your way. It’s not surprising, just getting prospects to engage at all has become so hard! So, when you get someone to actually talk and you spot a possible opportunity, you’re onto it all guns blazing! There’s a sort of die hard, “I’m a sales guy/gal, I’m relentless, I never give up” type mentality that sets in.
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.
As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.
Seventy-five percent of purchases are strategic, meaning the buyer is making an investment and not required to buy. Yet only 14% of buyers discover these strategic opportunities from sellers. If you want to grow your sales in 2019, the opportunities are out there and very few sellers are taking advantage. How can you build a team that closes this gap?
Over the past ten years, I’ve learned to Put Values First and simultaneously Put Myself First. My third of “ ten lessons from ten years in business ” is to Recognize and Prioritize Two Distinct Levels of Focus. I work day to day from a combination of to-do lists and a calendar that together keep me focused. In the midst of a busy workday, I want to know where my time is best spent.
The word “transformation,” has become the buzzword for 2018. Every consultant, guru, prognosticator talks about transformation. Within organizations, executives proudly present their transformation strategies. Yeah, I also use the word–possibly too much. The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/market
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!
Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?
Let’s set a scene. Company raises money and is now ready to “scale the sales team.” Their current seller has done a great job, so the natural inclination is to assume that we want to replicate that person and sales will continue to grow, right? “John is our best AE– I need 10 more Johns!”. Fast forward 1 year later: “Oh no, my entire sales team looks the exact same…”.
In This Episode of The Buyer’s Mind with Jeff Shore: Anthony Iannarino, host of Into the Arena podcast and author of Eat Their Lunch joins Jeff to discuss prospecting and serving clients who aren’t being served by their current salespeople. You don’t have to throw any dirt, in fact, all you have to do is be there. In sales, you get into solutions and the solutions may be great, but what people are buying is the future outcome.
The other day, I published a post, “ Are Traditional Selling Skills Even Relevant Anymore? ” It’s generated a lot of great ideas and good discussion on both sides of the topic. One of the premises I had in the article is that the skills/challenges we face in driving change within our own organizations, and that those customers have within their organizations are not much different than the conversations/engagement that sales people and buyers have.
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.
As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Five aspects of Thanksgiving brought to life thanks to the power of corporate marketing schemes.
In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Follow me to read upcoming research. I’m not a natural salesperson. I had to learn to sell manually. And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I can almost hear your mind racing during sales calls,” he told me.
I just read a report, “ The Mood Of The B2B Buyer.” The results weren’t surprising, reinforcing most of the other research I see. There was one piece that provoked me to reflect. It was the response to the question, “In what circumstance might you opt for a more expensive solution to address a specific business need or pain point?
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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