ConversionXL

DECEMBER 13, 2017

Google Analytics and Google Tag Manager are tools that most marketers use on a daily basis. New stuff is added to both of them all the time. What’s something new and useful that was added in 2017 the top experts love? In no particular order. #1: Krista Seiden, Google. My favorite GTM release of the year is hands down the two new triggers released in October 2017: Scroll Tracking & Element Visibility.

GTM 133

GTM UX User Experience Campaign 133

Sales Hacker

DECEMBER 14, 2017

Whoa did people get carried away with the whole cold calling vs social selling thing this year. In this article, I’m going to explain why cold calling has stood the test of time, along with my most actionable cold calling tips and techniques to help you improve your win rates. And look, I get it. You hate cold calling. Everybody does. Everybody, that is, except the salespeople using it to generate millions of dollars in actual sales today.

Cold Call 105

Cold Call Contact Pitch Technique 105

Hubspot

DECEMBER 14, 2017

Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture. Conventional wisdom suggests that extroverts -- commonly thought of as outgoing and sociable -- would make better salespeople than introverts, who have been popularly represented as awkward in social situations.

Prospecting 101

Prospecting Represent Consult Gaming 101

Membrain

DECEMBER 10, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe that the absence of a budget for a project should be a reason to disqualify an opportunity.

Up-sell 99

Up-sell Sell Sales Process 99

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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

A Sales Guy

DECEMBER 15, 2017

I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn.

Real Estate 97

Real Estate Education Start-ups Growth 97

InsightSquared

DECEMBER 11, 2017

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat

Product 95

Product Pipeline Hospitality Follow-up 95

Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate.

Consult 92

Consult Sales Technique Networking 92

Jill Konrath

DECEMBER 14, 2017

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

Consult 90

Consult Sales Sell 90

Openview

DECEMBER 15, 2017

I once attended a sales kickoff that was a big waste of time. This particular company whisked away our entire sales department to a tropical location without putting together any structured agenda. They thought leaving our days open to brainstorm as a group was a good plan of action. When in fact, it turned into a whole lot of kicking back, but not much kicking off.

Sales 89

Sales Commission Drivers/motivators Pitch 89

Hubspot

DECEMBER 12, 2017

SaaS Definition. SaaS stands for software as a service. It is a type of software hosted, secured, and managed by a single provider. It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. If you identify SaaS as something your mother told you never to give her -- think again.

Commission 101

Commission Contract Sales Price 101

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

SalesforLife

DECEMBER 13, 2017

Unless you’ve been living under a rock for the past five years, you’ve certainly heard about social selling by now. Although social selling has become table stakes for some companies, I find that there is still a lot of confusion about the term and what it is.

Sell 89

Sell 89

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Yes the goal of variable pay is to incentivize people to perform higher than they otherwise would, but why is that necessary?

Non-Profits 88

Non-Profits Quota Sales Start-ups 88

Membrain

DECEMBER 13, 2017

Year after year, study after study, the data confirms that a buyer aligned sales strategy improves win rates, quota attainment, and overall sales performance. For instance, this CSO Insights study indicates that the implementation of a formal or dynamic buyer alignment improves win rates from 40.5% (for no alignment) to 53%. Our client Analitek doubled their win rates.

Quota 88

Quota Clients Sales Process 88

Heinz Marketing

DECEMBER 12, 2017

Whether your fiscal year ends in a couple weeks or is tied to a different schedule, we all often have a few pennies left in the budget that theoretically go away when the new fiscal year begins. I’ve never been a fan of frivolously spending those dollars simply so that they replenish in similar or higher quantities in the next year. But even with just a couple weeks left, there are several expenditures that can benefit you immediately and well into the new year.

Commission 79

Commission Education Go To Market Closing 79

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

Understanding the Sales Force

DECEMBER 14, 2017

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.

Sales 78

Sales Presentation Closing 78

Sales Hacker

DECEMBER 15, 2017

If you send an event follow up email, but no one is around to read it, does it even make a sound? No, not really. Imagine returning to your office from a business trip across country after an exhausting 3-day conference. Tired, hopefully inspired and motivated, but always playing catch up from being gone. You sit at your desk with 100+ new business cards to look through, notes on actions you wanted to take when you returned and hundreds of emails to sift through.

Follow-up 85

Follow-up Networking Start-ups Meeting 85

Hubspot

DECEMBER 15, 2017

Disclaimer: This blog post is not legal advice for your company to use in complying with EU data privacy laws like the GDPR. Instead, it provides background information to help you better understand the GDPR. This legal information is not the same as legal advice, where an attorney applies the law to your specific circumstances, so we insist that you consult an attorney if you’d like advice on your interpretation of this information or its accuracy.

Legal 78

Legal Contract Represent Consult 78

Partners in Excellence

DECEMBER 11, 2017

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions. Customers are getting other people in their organizations involved in the problem solving and decision making process.

Technology 71

Technology Technology Networking B2B 71

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!

Customers

Heinz Marketing

DECEMBER 9, 2017

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here are some B2B Reads we love: 5 Key Questions to Help You Decide When to Gate Content.

B2B 69

B2B Product Clients Prospecting 69

SalesforLife

DECEMBER 14, 2017

Business isn't bad. Why do so many people think it is? Coming from an upbringing of academics mixed with business, there was always a tug of war. But positive mindsets triumphed. Individuals that are constantly learning are changing business, the world. As the speed of change accelerates, impact grows from transforming together, but there are still too many silos.

Sales 67

Sales Sell 67

Hubspot

DECEMBER 14, 2017

With 2.2 billion active users, it might seem like turning followers into paying customers on Facebook would be easy. At least a few of those users will want what you’re selling. right? Unfortunately, targeting a local market on Facebook is a little more challenging than that. Building a local Facebook marketing strategy is challenging, but extremely rewarding when executed correctly.

Retail 78

Retail Promote Follow-up Up-sell 78

Partners in Excellence

DECEMBER 12, 2017

How often do we settle for non performance? Recently, I was speaking with a colleague. We were talking about a client of his. The CEO was struggling to grow the company. As they started discussing the people on the team, the CEO said, “I’ll never be able to attract A players, I have to settle for C players, with a few B’s.” In another situation, I was speaking with an executive.

Clients 70

Clients Sales 70

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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

Sales

Heinz Marketing

DECEMBER 14, 2017

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, and recently several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions.

Lead generation 67

Lead generation Consult Start-ups B2B 67

InsightSquared

DECEMBER 15, 2017

Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. Data may be the lifeblood of organizations, but it seems like there’s never enough good data to go around. As anyone with a sales or marketing operations background is all too well aware of, it takes a small army and an arsenal of tools to combat the ongoing challenges of data cleanliness, accuracy, and governance.

Government 66

Government Legal Negotiate Price 66

Hubspot

DECEMBER 13, 2017

I remember talking with an acquaintance a few years back who had recently graduated from college about how she envisioned her career progressing. Here’s how she broke down the steps: Get a job. Master that job. Manage other people doing that job. “Run sh*t” (her exact words). I find that this is often how management is perceived by individual contributors (myself included before I became a manager).

Construction 78

Construction Strategic planning Territory Finance 78

Partners in Excellence

DECEMBER 14, 2017

Recently, I read an article entitled, “The One Key Question You Must Always Ask A Prospective Customer; This simple (yet often overlooked!) question makes selling to your ideal clients or potential customers far easier and more effective.” After the drum roll and the melodramatic scenario, the author stated: “What would you like to know most about ?

Prospecting 66

Prospecting Clients Sell Customers 66

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.

User Experience

Understanding the Sales Force

DECEMBER 12, 2017

Most of your salespeople are just like fake news and I will prove it. I'm not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck. If yours is like most companies, then half of its salespeople fit this description. I'm going to show you exactly how your salespeople report fake news but first, we need to break down how fake news happens so that I can demonstrate how

Networking 33

Networking Sales Process 33

RAIN Group

DECEMBER 13, 2017

"Unfortunately, there seems to be far more opportunity out there than ability. We should remember that good fortune often happens when opportunity meets with preparation.". Thomas A. Edison. Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, we see sellers who get the best outcomes: know what they sell, research buyer wants and needs through sources other than the buyer, have a keen understanding of the buyer's day-to-day life and concer

Negotiate 66

Negotiate Meeting Sell Sales 66

Hubspot

DECEMBER 12, 2017

2017 marks the fourth consecutive year Orbit Media Studios has tapped the insights of 1000+ business bloggers to publish a research report on blogging statistics and trends. In some cases, the annual blogger survey reflects subtle developments, but in others it reveals some significant changes. However, with four years of data in the books, a theme has clearly developed: "Bloggers are reporting stronger results from content marketing," says Orbit Media’s co-founder Andy Crestodina.

Represent 78

Represent Promote Presentation Meeting 78

SalesforLife

DECEMBER 11, 2017

I can’t tell you how many times I hear from customers or prospective customers “man, you guys are everywhere!” That’s rarely an insult. Customers want to deal with best-of-breed and guess what, they correlate a brand being everywhere, to being the leader of its space. At Sales for Life, we only have a small team but we have customers with 100’s or 1,000’s of sales professionals globally and have barely recognized the power of amplifying their voices in the market.

Sales 64

Sales Prospecting Customers 64

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.

Sales