ConversionXL
OCTOBER 27, 2020
On October 15, Google announced that it will integrate more artificial intelligence into its search algorithm, improve visual search, and work on 3D search functionality. When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for.
Anthony Cole Training
OCTOBER 29, 2020
What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.
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Membrain
OCTOBER 25, 2020
Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.
Partners in Excellence
OCTOBER 28, 2020
A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.
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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.
Understanding the Sales Force
OCTOBER 26, 2020
The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.
The 5% Institute
OCTOBER 29, 2020
To help you close easier, become more consistent at selling, and serve more clients – we’ve created online classes for sales success – absolutely free! Our mission at The 5% Institute , is serve Sales Professionals, Business Owners and Entrepreneurs so that they can serve more people, and make a bigger impact. Sales doesn’t need to be hard. What can make it difficult though, is following outdated methods, or scripts that actually repel your potential clients.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
OCTOBER 27, 2020
“To keep you honest, and help the entire company and team keep track of how you are really doing … build a simple, rolling, “L4M” (Last Four Months) model. It just takes minutes.”. The Power and Honesty in a L4M Model. Build One Now. | SaaStr [link]. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. One thing I see most SaaS companies do a pretty poor job of until they have a great finance team is a go-forward model.
Heinz Marketing
OCTOBER 28, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. The State of B2B Events. Since March 2020, the in-person event playbook has been thrown out the window – along with most other ideas of predictability and normalcy. But in the absence of physical events, virtual events have risen to fill the void. The question is: Have they succeeded? In the time since, businesses have not only transitioned employees to work from home – but entire business models have also been adjusted to effectively
The 5% Institute
OCTOBER 26, 2020
Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your closing rate, as well as your mindset. What Vs How – Does It Make A Difference? The Difference Between What Vs How.
RAIN Group
OCTOBER 28, 2020
At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.
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.
Engage Selling
OCTOBER 30, 2020
I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.
Heinz Marketing
OCTOBER 27, 2020
By Maria Geokezas , VP of Client Services. More organizations, like Microsoft and Google, have recently extended their work-from-home mandates into 2021. There are many others, who like us, have decided to adopt a broader policy to work remotely indefinitely as the new normal. Ensure Remote Workers Thrive. When business leaders decide to pursue a remote work environment, initial considerations focus on protecting or enhancing productivity and communication for co-workers who are not in the same
The 5% Institute
OCTOBER 28, 2020
In this guide, you’ll learn the exact sales process flowchart steps that works absolute wonders for our Students, Sales Professionals and Business Owners all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
Sales Hacker
OCTOBER 30, 2020
You’re on top of the world. The orders are pouring in. And with every sale, customers aren’t just buying your product or service, they were buying YOU. It feels great… at least until it doesn’t. Because a month or two later, things dry up. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? It’s the feast or famine trap.
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!
KO Advantage Group
OCTOBER 29, 2020
BUT vs AND. Interchanging these words can change how you communicate to others. I can do that, BUT there will be an additional cost. I can do that, AND there will be an additional cost. Yes, I can meet then BUT I have to talk to you about __. Yes, I can meet then AND I have to talk.
Heinz Marketing
OCTOBER 26, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Partners in Excellence
OCTOBER 25, 2020
Understanding what’s driving our customers to change, to address a new opportunity, to solve a problem is critical to our success as sales people. We need to understand what’s driving their need to buy. However, too often, when I ask sales people about the need to buy, they describe it in terms of their products or solution category: “They need to buy HR Software” “They need to buy servers” “They need to buy IT Development services” “They nee
Miller Heiman Group
OCTOBER 28, 2020
Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% higher quota attainment and 4.1% higher win rates. On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes. That’s especially true for tech that just collects—or, worse, requires sales teams to manually input—ever more raw data, contributing to information overload without helping your sales team win more deals.
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!
SaaStr
OCTOBER 26, 2020
Your marketing site has to be: Clearer Simpler More Obvious More Up-to-date Better designed Easier to contact Faster Slicker Better Informing. Than your actual product. Yet, it's almost always not. — Jason BeKind Lemkin (@jasonlk) October 25, 2020. When a new head of marketing joins a start-up and the first thing they want to do is “refresh the marketing site”, I always quietly groan a bit.
Topline Leadership
OCTOBER 26, 2020
Surveys have found that 82% of managers worldwide consider culture fit one of their top priorities when hiring people. That matches my own experiences, leading me to this question: do sales managers unknowingly discriminate when hiring reps for culture fit? So I was intrigued when I recently read an article by Lauren Rivera, professor of [.]. The post Do Sales Managers Discriminate When Hiring Reps for “Cultural Fit?
Partners in Excellence
OCTOBER 29, 2020
Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. The next gen methodology should be focus on helping the customer navigate their buying process more effectively.
Sales Hacker
OCTOBER 26, 2020
Every successful sports coach will tell you that games aren’t just won on the field or court. They’re won during planning and practice. The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue.
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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
SaaStr
OCTOBER 27, 2020
Not sure if you need a VP or "just a manager"? The answer is almost always VP, after even $1m ARR. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. Hiring too junior a resource to own product is almost always a huge mistake — 9 times out of 10. You can take a lot of “stretch” risk in sales. Sales breeds leadership. But what I’ve seen time and time again is “product managers” who haven’t actually owned anything.
Engage Selling
OCTOBER 29, 2020
It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.
Partners in Excellence
OCTOBER 30, 2020
Maybe it’s just me, but have you experienced this hugely annoying trend—both in LinkedIn and though email? It’s customers prospecting–looking for solutions to their problems. Every morning, I find my inbox filled with all these annoying emails/InMails. “We are looking to buy electronic components to use in a new consumer product we are developing.
Sales Hacker
OCTOBER 28, 2020
If you’ve yet to add the 10-K to your sales arsenal, you’re missing out. A 10-K is a document filed annually by public companies that outlines their financial performance. This report is more detailed than an annual report and is required by the U.S. Securities and Exchange Commission (SEC). It’s all there. Financial reports, mergers, acquisitions, risks, deals, and more.
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.
SaaStr
OCTOBER 26, 2020
If you’ve been around since the earlier days of the internet , a certain phrase may send shivers up your spine — “Roundtrip Revenue.” People went to jail at AOL for this , overstating revenue by as much as $1 billion that wasn’t really real. It was just matched against AOL purchases, making the revenues in essence nonexistent.
Sandler Training
OCTOBER 29, 2020
Astute organizations realize that just as important, if not more, is the notion of Sales Manager Enablement. This includes providing frontline managers with the tools, training and technology they need to elevate the skills and stature of their sales team. The post Why Frontline Managers Should be the Stars of Your Sales Enablement Strategy: Top Five Takeaways appeared first on Sandler Training.
Force Management
OCTOBER 26, 2020
If you’re responsible for your sales organization’s success and need to make an immediate impact — we’ve outlined a roadmap you can use to scale success. Assess your sales organization’s ability to execute in these four areas of sales effectiveness.
criteria for success
OCTOBER 28, 2020
Do you know the best stages of the interview process to hire rock-star salespeople? As a sales manager, a strong team is the best asset you can have. But in order to build a great sales team, you need to hire the best possible candidates for the job. Screening candidates through a detailed and thorough interview process allows you to find those superstars that’ll elevate your team’s collaborative efforts.
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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