RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
Sales Hacker
MARCH 27, 2018
This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time. If I hear the phrase “ADD VALUE” one more freaking time, I am going to choke someone. I’m talking about that single overused phrase that goes like this, “Just add value.” I was exhausted from hearing the same old spiel.
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Membrain
MARCH 28, 2018
Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”.
Hubspot
MARCH 29, 2018
When you work at a small business with a limited budget, it’s not really possible to shell out $340,000 for a 30-second TV commercial, or $10,000 for an email marketing campaign. It can be frustrating when your budget dictates how many people your business can reach. Surprisingly, there are a lot of free ways to supplement your paid advertising efforts.
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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.
Partners in Excellence
MARCH 26, 2018
Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in developing sales skills. But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They were responding to queries from whoever happened to find their web site.
Sales Hacker
MARCH 27, 2018
Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MARCH 27, 2018
OK, you get it. Artificial intelligence is kind of a big deal. It’s a huge buzzword in the marketing community. People talk about how it’ll change the world daily. And you can’t throw a rock without hitting a company with AI in the name these days. But what about real world uses for AI? Where do marketers start using AI to solve actual problems they have?
Score More Sales
MARCH 27, 2018
Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.
Sales Hacker
MARCH 29, 2018
This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.
Gong.io
MARCH 29, 2018
Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.
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.
Hubspot
MARCH 26, 2018
There's nothing quite like a sudden Google algorithm update to leave marketers feeling equal parts confused and concerned. It seems like they wait for you to get all of your ducks in a row and then unleash an update that makes your efforts instantly obsolete. Sure, they're pretty open about that fact that they're doing this for everyone's own good -- each algorithm tweak brings us one step closer to more relevant search results, after all.
SalesforLife
MARCH 30, 2018
Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, have difficulty understanding how to get started, and so on.
The Sales Hunter
MARCH 27, 2018
The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […].
Heinz Marketing
MARCH 28, 2018
Alli McKee is a start-up founder and CEO. She’s also a student of improv. Over the course of our conversation last week on Sales Pipeline Radio it became clear that these are both parallel interests/pursuits as well as tightly related to each other. When I asked Alli if her improv classes had improved her approach to business, her answer was a life lesson for all of us.
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!
Hubspot
MARCH 25, 2018
While an eye-catching resume alone probably won't land you your dream gig, it doesn't hurt to put a little extra effort into how you present yourself on paper. The right resume design speaks to your individual skills and personality, and can propel your application to the top of the stack. But finding a cool design that also fits your professional identity can be a major hassle -- and applying for jobs is already hard enough.
Membrain
MARCH 25, 2018
It’s clear that activity drives results—or at least it should. We all know that orders and revenue is a trailing metric. The danger of focusing on end results is that by the time you can report them, it’s too late to do anything about it.
Engage Selling
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
Partners in Excellence
MARCH 24, 2018
This week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” In each conversation, they were struggling with similar issues, “How to keep up with the demand for help/support.” They had long list of things they needed to put in place.
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!
Hubspot
MARCH 29, 2018
What Is Skill Assessment? A skill assessment allows employers to test how well a job candidate can complete tasks required of them in their future role. Candidates might be asked to role-play a client phone call, submit a writing sample, or conduct client research. These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet.
InsightSquared
MARCH 29, 2018
Marketing automation vendors are being cornered by a monster of their own creation. That’s the conclusion of a new InsightSquared and Heinz Marketing report, titled “ Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer?”. No doubt the marketing industry owes a debt of gratitude to the marketing automation industry.
Selling Power
MARCH 26, 2018
Here are the facts when it comes to sales prospecting.
Gong.io
MARCH 29, 2018
Cold calling is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality…. Most salespeople are failing miserably at cold calling. Much less than a 1% success rate. But a small minority enjoy a massively unfair share of the success.
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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
Hubspot
MARCH 30, 2018
We all know how hard it is to get started on a project when there’s no guarantee of success and every possibility of failure. That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least.
Partners in Excellence
MARCH 29, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was invited to join the company because of her track record in the industry. They wanted her to establish a similar team and process to the one she had implemented at her previous company and told her she had Carte Blanche.
Openview
MARCH 26, 2018
Arguably one of the most underrated elements of enterprise sales is account planning. It takes time, energy, and focus away from other mid-funnel opportunities that require significant resource investment. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough.
SalesforLife
MARCH 26, 2018
Like we breathe, social media and digital technologies surround us, invisible but essential.
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.
Hubspot
MARCH 29, 2018
Think of a really good print advertisement you've seen lately. What did you like about it? Chances are that while the content of that ad was important, the design played a big role in drawing you in. It's important to think of your resume like an advertisement to job recruiters. Writing a standout resume goes beyond the content you put in there -- the format plays an important role, too.
Outreach
MARCH 26, 2018
Let's face it — your Mach Madness bracket is probably busted by now. Rather than lose hope, why not give yourself a second chance at victory by participating in our sales email March Madness challenge? We've analyzed hundreds of thousands of emails with Outreach Amplify Machine Learning to single out our top performing content. Using our Intent Classification technology, we have evaluated our most effective outbound email content based, not only on which one generated more replies, but which gen
The Sales Hunter
MARCH 30, 2018
At 34,000 feet over the Pacific, on my way to Hong Kong, I did something I rarely do — I watched a movie. I found myself immersed in the movie “Darkest Hour,” the story of Winston Churchill during World War II. The movie shows truly a dark period of time for the United Kingdom. The […].
Sales Hacker
MARCH 26, 2018
Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video? It didn’t involve months of prep work, costly videographers, or expensive equipment. I’m telling you this because whether you want to use video in your marketing or sales campaigns, it is possible to make the process agile.
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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