Anthony Cole Training

APRIL 10, 2019

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Prospecting 177

Prospecting Cold Call Sales Referrals 177

ConversionXL

APRIL 10, 2019

PPC campaigns continue to become increasingly well-targeted. More and more companies are using tactics like single-keyword ad groups ( SKAGs ) and single-product ad groups ( SPAGs ). While those tactics may have differentiated your campaigns in the past, they no longer do (or won’t soon). One way to stand out is to go beyond keyword targeting and create PPC campaigns for specific targets—an account-based marketing (ABM) strategy.

Campaign 131

Campaign Quota Promote Prospecting 131

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. There are specific coaching methods you can use today.

Objectives and Key Results 121

Objectives and Key Results Sales Territory Quota 121

Membrain

APRIL 7, 2019

I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.

Growth 117

Growth Sales 117

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

Women Sales Pros

APRIL 12, 2019

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

Sales 114

Sales Strategize Follow-up Consult 114

ConversionXL

APRIL 10, 2019

You spend plenty of marketing dollars trying to get someone to your form. But how much goes to waste at that stage? According to data from Formisimo, roughly two-thirds of those who start filling out a form never complete it. Why? If you’re not tracking form analytics, you don’t know. The data between a pageview and a form completion (or abandonment) is missing.

Price 130

Price Start-ups Campaign Conversion 130

Membrain

APRIL 10, 2019

Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes , employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.

Sales 111

Sales 111

SaaStr

APRIL 6, 2019

Much has been written about Zoom’s impressive financials as it prepared to IPO, growing > 100% at $425m+ in ARR! But as part of our new 5 Interesting Learnings series, I thought it might be helpful to go beyond the top line growth and pick out 5 learnings of particular interest to SaaStr founders: Zoom has a classic “Small-Medium-Large” customer distribution, currently about 20:50:30.

Contract 111

Contract Growth Engineering Start-ups 111

Sales Hacker

APRIL 8, 2019

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter. In a survey from Deloitte , 94% of executives and 88% of employees said they believe a distinct workplace culture is important to business success.

Objectives and Key Results 110

Objectives and Key Results Quota Sales Drivers/motivators 110

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

Negotiate 109

Negotiate Sales 109

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

Partners in Excellence

APRIL 10, 2019

AI, “Bots” and related technologies can do a lot to help improve our effectiveness and efficiency. The technology enables us to unload mundane tasks, both making us more effective and efficient. And, of course, there are those that enable the users to do terrible things. We hear reports, almost daily, of concerted efforts to exploit social and other networks with these bots.

Technology 109

Technology Technology Networking Price 109

Understanding the Sales Force

APRIL 11, 2019

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.

Sales 106

Sales 106

Sales Hacker

APRIL 8, 2019

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. If you missed episode 51, check it out here: Approach Sales with Gap Selling w/ Keenan.

Sales 106

Sales Pipeline Gaming Up-sell 106

Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 105

Closing 105

Advertisement

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Sales

SaaStr

APRIL 9, 2019

As our community continues to scale, we’re looking for a Director+ of Event & Community Experience. What does this long title mean? We’re looking for someone with 4+ years of experience in field marketing, events at scale, or similar that loves community and knows SaaStr well. You don’t have to be an expert at A/V firms or catering or event production — we have a great partner to handle that.

Event Production 20

Event Production Product 20

Hubspot

APRIL 12, 2019

As a baseball player turned blogger, my blogging platform is just as important to me as my bat was to me. If I went up to the plate with a quality bat that I personally preferred swinging, I would feel more confident, boosting my chances of getting a hit. If I didn’t, I would most likely tap a dribbler back to the pitcher. Similarly, when blogging eventually replaced baseball in my life, I discovered using a blogging platform I was comfortable with and liked enabled me to produce better work and

Promote 101

Promote Legal Referrals Trust 101

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. And more than likely, they’ll still fall short of reaching their goals. Clearly, new strategies alone aren’t enough to motivate a sales team. So what’s the missing link? According to behavioral intelligence (BQ), it’s all about how you motivate your team.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

InsightSquared

APRIL 12, 2019

Working with our users every day on the Services team, I know that customers of InsightSquared possess a wealth of knowledge about everything related to sales and marketing analytics. Whether it’s identifying what the critical reports are to share at every level in an organization, understanding what works (and what doesn’t) in change management, or keeping on top of the biggest trends in managing data, our users are on the frontline of making a difference in their respective companies’ decision

Customers 19

Customers Clients Follow-up Conversion 19

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

Partners in Excellence

APRIL 7, 2019

The SDR role is a critical role for many, if not most, organizations. SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. When the SDR finds an opportunity, it is usually passed to a sales person to manage through closure. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us.

Manufacturing 94

Manufacturing Pipeline High impact Prospecting 94

Hubspot

APRIL 12, 2019

A majority of businesses are using some form of marketing automation nowadays -- in fact, studies cite around 51% of businesses currently use the technology, and that number continues to grow. According to a 2018 Forrester report , 55% of marketing decision-makers plan to increase their spending on technology, with one-fifth of the respondents expecting to increase by 10 percent or more.

E-commerce 101

E-commerce CRM Campaign Start-ups 101

Sales Hacker

APRIL 10, 2019

Imagine knowing the actual close date of a deal months in advance…. Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal. Think of the hundreds of hours you’d save chasing bad deals… the good deals you could stop from slipping into next quarter… and the trust you’d build by making your prospects feel they’re in saf

Process 103

Process Contract Sales Up-sell 103

Selling Power

APRIL 10, 2019

Here’s how sales leaders can find the fastest, surest route to improved sales performance.

Sales 93

Sales 93

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

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account.

Territory 92

Territory Account management Price Contract 92

Hubspot

APRIL 12, 2019

Nowadays, with so much critical information saved on our computer systems, we've learned to backup data regularly -- including our email inboxes, our Word documents, our photos, and entire folders of old work. It's typically a ton of data. And, since we usually backup and save our data on auto-pilot, we might not realize just how much has been re-copied and re-saved, time and time again.

Contact 101

Contact CRM Networking Technology 101

Sales Hacker

APRIL 9, 2019

Summary: Society has no shortage of opinions on the unique workplace habits of Millennials. The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. Let’s be honest: We’ve probably formed opinions and let them shift into stereotypes without much firsthand experience.

Pharmaceutical 99

Pharmaceutical Sales Technology Technology 99

Engage Selling

APRIL 11, 2019

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?

Referrals 90

Referrals Sales Clients Quota 90

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

Heinz Marketing

APRIL 11, 2019

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. Every Thursday we feature a B2B sales, marketing or business leader here answering what have become OUR standard “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

Follow-up 89

Follow-up Gaming Promote Meeting 89

Hubspot

APRIL 12, 2019

"Success is making those who believed in you look brilliant.". This is one of my favorite quotes in regards to my job at HubSpot. It inspires and motivates my work and, no matter my mood, I find it to be an uplifting message to ponder and drive my performance. Not to mention, it’s a quote from (and often repeated by) one of our co-founders, Dharmesh Shah.

Hospitality 101

Hospitality Campaign Drivers/motivators Promote 101

SalesforLife

APRIL 9, 2019

Video marketing is getting more popular and effective every day. Marketers from all over the world are using videos to achieve a variety of different goals. Video is not only a useful educational tool, but they also help users to understand products and services, Website traffic sources show that videos not only cover a good percentage of traffic converting into leads, but also improve customers’ experience.

Education 88

Education Service Product Customers 88

SaaStr

APRIL 12, 2019

A few months back, Quora added a new feature called “Spaces” and we decided to use it to add a new set of functionality we’d been wanting to roll out for a while — the latest SaaS + Cloud news, with a small dose of commentary. We highlight 5-7 stories a day that would be of particular interest to SaaS founders and execs. It seems to have taken off, crossing 40,000+ followers already.

17

17

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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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