InsightSquared

JANUARY 29, 2018

During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.

Strategize 109

Strategize Drivers/motivators Sales Growth 109

Hubspot

FEBRUARY 2, 2018

Today’s B2B buyers rely on digital channels through every stage of their journeys -- even long after in-person sales interactions with reps. As a result, commercial organizations’ efforts to identify, nurture, and pursue opportunities “serially” -- first through digital engagement via marketing, followed by a hand-off to sales for in-person interaction -- is failing to support the way customers actually buy.

B2B 101

B2B Consult Engineering Conversion 101

ConversionXL

FEBRUARY 1, 2018

It’s no secret that email is the most effective acquisition channels for any marketer. In fact, according to Campaign Monitor , for every $1 spent, email marketing generates $38 in ROI. But with all the noise today, it’s getting harder to get noticed. Today, it’s not enough to send the right emails; you need to send the right emails at the right time.

E-commerce 97

E-commerce Campaign Price Objectives and Key Results 97

Score More Sales

JANUARY 30, 2018

We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.

Sales 97

Sales B2B 97

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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

Sales Hacker

JANUARY 31, 2018

In this article, I’m going to breakdown what effective sales management is from an executive standpoint. For sales leaders that go above and beyond the call of duty, I call them “Super Sales Managers.” Specifically, we’ll be looking at 5 things super sales managers do to maximize efficiency while enabling their AEs for long term success: Make sure the AE is doing the right things.

Pharmaceutical 94

Pharmaceutical Sales Follow-up Drivers/motivators 94

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. However, getting opportunities to practice isn’t easy. There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal.

Negotiate 101

Negotiate Technique Contract Sales 101

Score More Sales

FEBRUARY 1, 2018

Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.

Conversion 87

Conversion Gaming Sales 87

Sales Hacker

JANUARY 30, 2018

In this article, you’ll learn how to write a sales proposal, along with a pre-meeting checklist to follow in order to maximize your chances of closing the deal. Simple Sales Proposal Evaluation Checklist. Is it organized? Is it readable? Does it address the prospect’s pain? Does it address pricing and timeline? Is it organized? Often, when we spend weeks working on a proposal, we know our way around the document just as well as our own home.

Real Estate 94

Real Estate Legal Price Sales 94

Hubspot

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

SalesforLife

JANUARY 30, 2018

It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as the defining factor allowing some B2B leaders to post operating profits 8X greater than their peers on 5X greater revenue growth. In fact, overall, these leaders can post an average profit growth of 13.5 percent while the rest of the industry watches their margins shrink.

Growth 82

Growth B2B Sales 82

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

Membrain

JANUARY 28, 2018

How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making.

Customers 80

Customers Sales 80

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization.

Territory 81

Territory Quota Sales Manufacturing 81

Hubspot

JANUARY 30, 2018

Influencer marketing has skyrocketed since it first made its mark. That's very much due to the way purchasing decisions have changed over the years. You might recall, for example, a story about how many women no longer trust celebrity endorsements. That's because most consumers, research shows, seek product and service recommendations from those who are, above all, knowledgeable and credible.

Niche 101

Niche Networking Objectives and Key Results Follow-up 101

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. if you haven’t jumped on that bandwagon, you clearly aren’t one of the cool kids. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 79

Sell Territory Cross-sell Strategize 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

Outreach

JANUARY 31, 2018

Bitcoin. Ethereum. Ripple. Cardano. Stellar Lumens. No, this isn’t the beginning of some Star Trek fan-fiction, although the world of cryptocurrencies would fit right in on an episode of Deep Space Nine. Most cryptocurrencies are built on a revolutionary technology called the blockchain , which at a high level is an extremely secure, public ledger that is shared and verified by a distributed network of computers.

B2B 156

B2B Trust Networking Sales 156

SalesFolk

JANUARY 30, 2018

Here’s a glaringly obvious fact about cold sales emails: they are not hard to write. Running a marathon is hard. Performing open-heart surgery is hard. Taking the time to research a prospective client and send them an email full of useful details is not hard. So including clues—intentionally or not—that tell a prospect they’re part of an arbitrary mass list makes you look lazy and untrustworthy, and won’t help your response rate.

Prospecting 76

Prospecting Up-sell Clients Sell 76

Hubspot

FEBRUARY 2, 2018

Intrapreneurship definition. An intrapreneur works at a large company but acts like the leader of a startup. They typically manage a small team and/or have complete ownership over a product or initiative that’s separate from their organization’s “core” business. There are several other key differences as well. Look up “intrapreneur,” and Google will ask if you meant to search for “entrepreneur.

Product 101

Product Sales 101

Partners in Excellence

FEBRUARY 1, 2018

Pipeline coverage is something every sales manager talks about, but few really understand it, that is, most of the time I see it mis-applied, so that it is meaningless, or even dangerously misleading. Pipeline coverage refers to the number of qualified opportunities one must have in their qualified pipelines to make their number. Calculating pipeline coverage is easy, we can all do it in our sleep.

Pipeline 74

Pipeline Gaming Prospecting Engineering 74

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

Outreach

FEBRUARY 1, 2018

How Spilling My Guts Helped Me Increase my Sales Numbers by 50% . Confident. Competent. Charismatic. And—although it doesn’t start with a “C”— Positive. These are the kinds of qualities we associate with salespeople. In sales, image is everything. You’re always performing, always living your best life, with no breaks from being center stage and on top.

Hospitality 76

Hospitality Sales Account management Strategize 76

SalesforLife

FEBRUARY 2, 2018

Sales reps are calling for more and better content so they can ramp up revenues, yet up to 70 percent of the content already produced by marketing is going unused. Why? For many B2B organizations, the problem of disappearing content now stands in the way of sales and marketing alignment. One of the primary reasons for this breakdown is that sales and marketing too often use contradicting definitions of a shared word: content.

B2B 73

B2B Sales 73

Hubspot

JANUARY 29, 2018

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects , you don’t have to fall into the category of “pesky sales rep.”. To kickstart a productive, professional conversation, you need a strong opening.

Start-ups 101

Start-ups Prospecting Niche Sales 101

Sales Hacker

JANUARY 31, 2018

Sales development is a passion of mine. Say what you will, I don’t consider the sales development rep (SDR) an entry-level role. SDRs aren’t just telemarketers: they’re the front line of your company’s first-impressions. If you blow that first impression , it’s difficult to recover. And as more and more outreach becomes automated, more prospects tune out and you have to try harder to be memorable.

Meeting 73

Meeting Sales Prospecting Pipeline 73

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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

The Sales Hunter

FEBRUARY 2, 2018

How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him. I’d be talking with Tom in a hallway or meeting room and the entire time […].

Sales 71

Sales Meeting Sell 71

SalesforLife

JANUARY 29, 2018

Can sales pros hurt revenues by over selling?

Sell 73

Sell Sales 73

Hubspot

JANUARY 30, 2018

Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. My system lets us cover all the bases without spending too much time on a single agenda item.

Meeting 101

Meeting CRM Sales Follow-up 101

Understanding the Sales Force

JANUARY 29, 2018

The economy is doing well, unnecessary regulations have been rolled back, the stock market is soaring, unemployment is low, consumer confidence is up, manufacturing has returned, companies are investing in the American economy, businesses are confident about the future and tax cuts are about to make paychecks bigger for about 90% of all Americans. What will consumers do with that extra money?

Growth 69

Growth Manufacturing Sales Consult 69

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

The Sales Hunter

JANUARY 30, 2018

I woke up this morning and was shocked to find I had the same amount of time today as you. Your competitor woke up today and they too found themselves with the same amount of time as you. At the end of the day, will I or my competitor have achieved more? It comes down […].

Sales 68

Sales Drivers/motivators Sell 68

Partners in Excellence

JANUARY 29, 2018

How would you feel if you walked into a dentist’s office, and everyone in the office had terrible/rotting teeth? Would you hire a contractor whose tools are rusted or broken? Or a landscaper whose yard was filled with weeds and dead plants? Would you eat at a restaurant that is filthy and has rat traps in the corners? How we present ourselves is important to building credibility, confidence, and trust with our customers.

Trust 66

Trust Promote Meeting Presentation 66

Hubspot

JANUARY 29, 2018

How to Be a Good Car Salesperson. Remember Names. Ask the Right Questions. Build Rapport. Listen Twice as Much as You Talk. Treat Every Customer Equally. Don't Disparage Other Dealers. Don't Be Pushy. Make Eye Contact. Avoid Untrustworthy Language. Discuss Price Last. Never Let Yourself Be Bored. Always Follow Up. Be the Last Face They See. Leave Bad Training Behind.

Cross-sell 101

Cross-sell Drivers/motivators Intrinsic Price 101

Heinz Marketing

FEBRUARY 2, 2018

Quite frequently we have the opportunity to work with companies where sales is primarily done by field-based relationship sellers. These are reps who remind me of my father – hard workers, driven and focused, high on building personal relationships that create trust, integrity and loyalty. Unfortunately many of those reps also operate at random, without a process or a disciplined, consistent way of building and converting their pipeline.

Pipeline 62

Pipeline Sales Up-sell Follow-up 62

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