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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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.

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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.

Hospitality 101

Hospitality Promote Networking Entertainment 101

Gong.io

MARCH 30, 2018

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, under most circumstances, it comes down to a few things… How Many Leads are You Receiving?

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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.

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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.

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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.

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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.

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Sales 86

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.

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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.

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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.

Real Estate 101

Real Estate Contact Presentation Meeting 101

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.

Up-sell

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.

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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 […].

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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.”.

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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?

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Cross-sell Pitch Follow-up Gaming 101

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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.

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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.

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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.

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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.

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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.

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Pitch Presentation Prospecting Represent 89

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

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.

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Selling Power

MARCH 26, 2018

Here are the facts when it comes to sales prospecting.

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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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Cold Call Pitch Gaming Education 67

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.

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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!

Sales

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.

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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.

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SalesforLife

MARCH 26, 2018

Like we breathe, social media and digital technologies surround us, invisible but essential.

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Hubspot

MARCH 29, 2018

What is Black Hat SEO? Black hat SEO is a practice against search engine guidelines, used to get a site ranking higher in search results. These unethical tactics don’t solve for the searcher and often end in a penalty from search engines. Black hat techniques include keyword stuffing, cloaking, and using private link networks. Appearing in search results is vital for business growth, but there’s a right and wrong way of doing search engine optimization.

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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.

Price

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

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Sales Hacker

MARCH 28, 2018

The software and technology landscape around you is changing rapidly—that means your career path in sales too. But in order to accelerate your sales career, you have to balance the risk versus the reward. . This is how I did it, and what you need to know to do it too. Step 1: Find out what you want for your career. I started my professional sales career at HubSpot in 2012.

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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.

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Hubspot

MARCH 28, 2018

Facebook announced this morning that it will roll out changes to its privacy tools to make them clearer and easier to find. The announcement , penned by Facebook's VP and Chief Privacy Officer Erin Egan and VP/Deputy General Counsel Ashlie Beringer, led with an acknowledgment of how confusing the privacy tools were previously -- with a claim that the new updates "have been in the works for some time" but were prompted by "the events of the past several days.".

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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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