7 Rules of the (Prospecting) Road
Anthony Cole Training
APRIL 10, 2019
There are a certain number of rules that must be followed when it comes to prospecting in sales.
Anthony Cole Training
APRIL 10, 2019
There are a certain number of rules that must be followed when it comes to prospecting in sales.
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.
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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.
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?
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.
SalesProInsider
APRIL 10, 2019
Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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.
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.
Advertiser: ZoomInfo
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.
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.
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.
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
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
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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 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.
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.
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.
Selling Power
APRIL 10, 2019
Here’s how sales leaders can find the fastest, surest route to improved sales performance.
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.
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.
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.
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.
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.
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!
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?
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
Hubspot
APRIL 10, 2019
When most businesses forecast their revenue goals, they first calculate their total addressable market, which is the total market demand for their industry’s products or services. Put simply, it’s the maximum amount of revenue a business could generate if they captured their entire market. However, unless you're a monopoly, you most likely can’t capture the total addressable market for your products or services.
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.
Advertiser: ZoomInfo
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.
Partners in Excellence
APRIL 7, 2019
I was intrigued watching a LinkedIn video from a prospecting expert. He touted his great results, showed videos of him making prospecting calls. I suppose it was to promote his expertise in prospecting. He was leveraging all the best predictive dialing and software technologies, exploiting his glibness/provocativeness on those conversations he had. His numbers, roughly 1250 dials, roughly 50 conversations, roughly 2 meetings.
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.
Hubspot
APRIL 9, 2019
If you really think about it, the content formats we rely on today have an uncanny resemblance to the content formats we relied on yesterday -- our blog posts look like print articles, our offers look like books, and our slide decks like look presentations. Relying on the content formats we used yesterday to educate and entertain our audience today is fine, though.
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.
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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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