ConversionXL
FEBRUARY 15, 2018
Selling high-end goods, services or experiences isn’t the same thing as selling the low and mid-tier alternatives. And in the 1990’s, Ford Motor Group learned that the hard way. They bought high-end car brands like Aston Martin, Jaguar and Land Rover thinking they would be able to successfully grow these brands using the same marketing and operational methods that made Ford so successful.
Hubspot
FEBRUARY 12, 2018
“Just checking in” emails are the worst. If you’re sending an email, it’s obvious that you’re checking in -- you don’t need to say it again. In addition, “just checking in” emails don’t provide any value to the buyer. They don’t care that you want to get in touch with them, especially if you haven’t already provided them with a compelling reason to do so.
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A Sales Guy
FEBRUARY 15, 2018
Ok, they’re not exactly sales training videos, but they offer a s**t load of value in helping you selling and grow your career. I’ve been posting sales videos to Linkedin over the past 3 months and they are pure fire, if I do say so myself. I cover topics ranging from motivation to question asking. I cover all types of challenges and issues sales people struggle with.
Membrain
FEBRUARY 14, 2018
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this year, here are some things you should stop doing right now.
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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
FEBRUARY 14, 2018
When you hear the term “Sales Development Rep”, what comes to mind? For most of us we imagine a tired, overworked, low-level sales rep whose head has been surgically attached to the phone, and whose only goals are to harass you into a meeting and harangue you into seeing the value of their product. We may even recall a bad experience we had with an annoying SDR who pitched us on a product we would never use, or maybe we worked with an SDR who wouldn’t leave us alone after we told them we weren’t
Hubspot
FEBRUARY 12, 2018
Questions for Interviewing a Sales Manager. Tell me about yourself. How comfortable are you with data analysis? What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What would you say? What do you think motivates reps the most?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
FEBRUARY 10, 2018
Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs.
SalesforLife
FEBRUARY 13, 2018
It's the time of year when sales teams wrap up celebrating last year's wins and start setting goals to exceed last year's performance. Likewise, marketing teams are heads-down in planning their own strategies for the year. Too often, though, those teams are so focused on their own planning that they forget they're stronger together.
Hubspot
FEBRUARY 16, 2018
Best Email Apps. Crystal Knows. Detective by Charlie. Hemingway. Just Not Sorry. HubSpot Sales. Sortd for Gmail. Shift. Inbox by Gmail. Ah, emails. Love 'em or hate 'em (I fall into this camp), emails are crucial to sales, and reps have to be good at writing them. But emails are a difficult medium to master. Thankfully, you don’t have to do it alone.
Sales Hacker
FEBRUARY 14, 2018
In this article, you’ll learn how to align your event sales strategy to your marketing team’s activities to maximize your event success. At Bizzabo we have a motto, sales is a team sport. Never is that more true than when attending a professional sales conference , trade show or networking event. And, if your team does not include the Marketing team, you’re likely making a huge mistake!
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
SalesProInsider
FEBRUARY 15, 2018
Ever notice that if you share a stretch goal or dream to a super achiever, they often respond with the, “No pain, no gain” type of comment? How do you feel when you hear that reaction? Most of us react with a big sigh…pain? As humans, aren’t we wired to avoid pain whenever we can? But what exactly is painful when we are trying to gain by doing something better?
Engage Selling
FEBRUARY 15, 2018
Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.
Hubspot
FEBRUARY 12, 2018
20 Best Business Books of 2017. Principles. Invisible Influence. Reset. Finish. Weird in a World That's Not. Tribe of Mentors. Lead and Disrupt. The Four. Pause. Unshakeable. Originals. Adaptive Markets. The Potential Principal. The Captain Class. Hacking Innovation. Barking Up the Wrong Tree. Technically Wrong. Insight. The New Rules of Work. The Power of Moments.
Understanding the Sales Force
FEBRUARY 13, 2018
Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness. He asked, " How do I determine if I am seeing results from me being a good salesman or if it’s from my sheer volume and what kind of selling would you say a Real Estate Salesperson uses most?".
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!
Openview
FEBRUARY 13, 2018
Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read their quarterly earnings call transcripts regularly. Back in 2016, Salesforce reported “an all-time high in the number of large transactions,” including a net-new nine-figure deal, a nine-figure renewal, and more than 600 (600!
Sales Hacker
FEBRUARY 14, 2018
Cold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers , but at every stage of the funnel. Especially, in 2018 when Artificial Intelligence (AI) is imminently threatening your job. Let me rest my case: 1. Social Selling is an epidemic. But it’s not social to hide behind your computer.
Outreach
FEBRUARY 12, 2018
Do you live and breathe in Outreach and want to be the first to know about exciting new features and major product releases we’re developing for you? Now we have an easy way to keep your whole team in the loop about our latest releases — our RSS News Feed for Slack (or your tool of choice). With this feed, you and your team will automatically be notified about product news and updates, right when we publish updates.
InsightSquared
FEBRUARY 13, 2018
Guest blog by Ashley Coleman, Director of Marketing Operations at UserIQ. The concept of the customer journey is all the rage these days. It seems like every SaaS business wants to structure their sales, marketing and customer success team around a “customer journey framework” as the ultimate display of alignment. But for the most part, sales and marketing operations professionals have been busy working to unite sales and marketing around a spiraling technology stack, causing us to neglect a fu
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Membrain
FEBRUARY 11, 2018
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve.
Sales Hacker
FEBRUARY 14, 2018
This is a real life cold email example, fully broken down step by step, to show you exactly what NOT to do when engaging your prospects. For more actionable guides like this one, check out our Executive Content Blueprint Series in collaboration with Winning By Design. Real Life Cold Email Example: Full Breakdown. This cold email was received as follows (desktop vs. phone).
Outreach
FEBRUARY 15, 2018
What is it like to go through a divorce, while still having to hit quota? What is it like to deal with a condition like anxiety when you have to talk to people on the phone all day? What is it like to have your sales manager drill you on process when what you really need are some tips on how to be more confident? . These are the types of questions that inspired Beyond the Number, a new content destination celebrating the human side of sales.
Hubspot
FEBRUARY 11, 2018
Most pre-roll ads on YouTube are something to be endured, muted, and skipped immediately after the mandatory five seconds have passed. It's nothing personal -- people just want to get to their video. So how can advertisers create branded videos that users actually want to watch? For an ad to be sought out and consumed willingly on YouTube, it needs to stand out as an enjoyable, compulsively shareable story.
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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
SalesFolk
FEBRUARY 14, 2018
Here’s a question that’s going to become more and more relevant over the next decade: How do you manage employees when you’re working with a remote team? When I started SalesFolk, one of the first things I made sure to do was create definite ideas around how employees would communicate and collaborate remotely, whether with me or one another, in groups or one on one.
Engage Selling
FEBRUARY 16, 2018
??Today, I want to talk to you about a process that we’ve been using with our clients that is helping them close more deals. We’re using a buyers map to help unstick opportunities that are stuck in their pipelines.
Sales Hacker
FEBRUARY 15, 2018
SAN FRANCISCO, CA – Feb. 15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. Who Is The Revenue Summit For? The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth.
Hubspot
FEBRUARY 12, 2018
There is without a doubt no shortage of data for each action you take in your marketing campaigns , nor is there a lack of tools to help you measure them. The problem is, some metrics aren't as important as they look. They stick out right in front of your face as soon as you log into your analytics tool, puking an “up-and-to-the-right” graph in your face.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
The Sales Hunter
FEBRUARY 13, 2018
Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […].
Outreach
FEBRUARY 16, 2018
If you have ever met with a financial advisor — or just scanned an online list of tips — you have probably come across the recommendation to diversify your investments. That means you should spread your money around and invest in a number of different assets. It’s classic advice for a good reason: Diversifying is the simplest way to manage your risk.
Partners in Excellence
FEBRUARY 16, 2018
Every day, we are pummeled with experts talking about how to make sales people more efficient. The most fashionable ideas seem to be around extreme specialization/mechanization of selling. These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS).
Hubspot
FEBRUARY 12, 2018
Most people watch movies to escape the real world, especially as a way to unwind after work. But some of the best movies can actually inspire us to be better at our jobs. Watching movies is a refreshing, if unconventional way to reflect on your career and learn something new about yourself, so we’ve curated a list of the best movies for modern marketers.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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