Neuromarketing
NOVEMBER 26, 2019
Understand how customer brains work - these are the most important cognitive biases for e-commerce marketers. The post 12 Cognitive Biases E-commerce Marketers Need to Know appeared first on Neuromarketing.
RAIN Group
NOVEMBER 27, 2019
Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, 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 concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.
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Membrain
NOVEMBER 24, 2019
If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.
Heinz Marketing
NOVEMBER 29, 2019
By Maria Geokezas , VP of Client Services at Heinz Marketing. So much is written about how to instill empathy into marketing. A quick search online brings up how empathy is used in B2B marketing, how to enhance marketing with empathy, or how to make empathy part of your marketing strategy. In my experience marketing is empathy. They are synonymous in business.
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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.
SaaStr
NOVEMBER 25, 2019
Phew. With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. It will be in March this year for one year in 2020, before we go back to February for 2021 on. March 10-11-12 in San Jose, CA just south of San Francisco. The headline metrics: 15,000+ attendees. 4,000+ CEOs. 3,000+ Mentorship sessions. 1,000+ VCs. 300+ Sessions. 250+ AMAs, Workshops, Super Braindates, and more. 100+ Unicorns. 3+ Days and Nights on sharing, learning, and
Sales Hacker
NOVEMBER 26, 2019
Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. We heard somewhere that December 13 is Salesperson’s Day.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
NOVEMBER 27, 2019
Today, in the US, it’s Thanksgiving Day. In principle, a day of giving thanks, though most often displaced with overindulging in food and drink, followed by football games or binging on Netflix (now you know my plans). While this is not a novel idea, it’s amazing that we reserve one day, out of 365, for giving thanks. I have to confess, as much as I try, I tend to slip up, not taking the time each day do find something to be grateful for—though there is always so much, when I j
SaaStr
NOVEMBER 26, 2019
Neeraj Agarwal of Battery Ventures a few years back simplified a lot of the journies top SaaS companies go on to TripleTripleDoubleDoubleDouble, T2D3. That the top SaaS companies triple in the early years, and then double after that to get to $100m+ in ARR. The best SaaS companies do indeed do this and it’s a great yardstick for VCs to measure potential unicorns and decacorns.
Engage Selling
NOVEMBER 28, 2019
Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.
Hubspot
NOVEMBER 29, 2019
Have you ever visited a website you frequent and found that the text interacts with you? For instance, when I log onto Mailchimp , my dashboard says, "Welcome back, Kayla" -- this is because my account with the site has my first name in its system and uses smart targeting to make my interaction with the website more delightful. Smart targeting provides a more individual experience for webpage visitors.
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.
The 5% Institute
NOVEMBER 27, 2019
Sales probing questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of sales probing questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful sales probing questions to help you with: Learning how they buy Qualifying questions Finding pain Handling objections Asking for
SaaStr
NOVEMBER 26, 2019
Duo Security is an Ann Arbor, Michigan based cyber-security startup. Duo Security was acquired by Cisco for $2.35B in August of 2018. The company’s customers include Etsy, K-Swiss, Toyota, Yelp and Facebook among others. Its customer base spans over 14,000 customers in over 100 countries. Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team.
Partners in Excellence
NOVEMBER 26, 2019
I’m an unabashed fan of Shane Parrish and the Farnam Street Blog. I study everything they publish, listen to every podcast, read every article and book they reference. It is the single smartest site I have ever found, I encourage everyone to visit and learn on a regular basis. So it was interesting reading a post, “How Performance Reviews Can Kill Your Culture” I found myself both agreeing with, but strongly disagreeing with the discussion in the article.
Hubspot
NOVEMBER 27, 2019
Are you thinking about the quality of your email list? Or do you want to make sure your subscribers are intending to read the email marketing you send out? You may have found your answer in double opt-in, which is a process that ensures the best experience for your subscribers. Rather than single opt-in, double opt-in offers an extra step in the verification process.
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!
The 5% Institute
NOVEMBER 26, 2019
Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate. That’s why in this article, we’ll be looking at five sales negotiation tips to help you stay on track, win more sales , and serve more people. 5 x Sales Negotiation Tips To Win More Sales.
SaaStr
NOVEMBER 23, 2019
Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table. They won’t go home until 11:59 on December 31. They’re going to do everything they can to hit the plan, or exceed it. (If they aren’t — you need a new VP of Sales).
PandaDoc
NOVEMBER 28, 2019
When you’re sending digital documents, capturing a valid e-signature can be critical to your business success. Without an efficient signing solution helping you capture legally-binding electronic signatures, you could be exposing your organization to legal troubles down the road. DocuSign can be a great starting point for businesses just getting started with digital signatures.
Hubspot
NOVEMBER 26, 2019
If you feel like the app TikTok came out of nowhere, you're not wrong. Since launching in early 2018 , TikTok's been covered by seemingly every major news publication and racked up millions of downloads globally. Despite TikTok's major early success, the app still feels like a bit of a mystery, especially to marketers. In fact, until recently, its parent company, ByteDance , hasn't disclosed many metrics at all.
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!
Partners in Excellence
NOVEMBER 29, 2019
I was stunned and appalled to read an article sponsored by a major sales publication promoting the “Art of the bluff.” The author was cautious to highlight the negative connotations around bluffing–the feeling of manipulation, the proximity to lying, and the knife edge a “bluffer’ must walk to avoid lying. Trying as hard as I could, I sought something redeeming in the article and that I could learn.
Heinz Marketing
NOVEMBER 27, 2019
By Lauren Dichter , Marketing Consultant at Heinz Marketing. My first work trip came and went quickly, but it still had a large impact. Over the course of just two days of programming, I took 15.5 pages of handwritten notes! Everyone at the MarketingProfs B2B Forum came there hoping to learn new strategies, tools, and tips n’ tricks to try out at their own organization.
G2
NOVEMBER 25, 2019
It’s been twelve years since Apple introduced the first iPhone in 2007.
Hubspot
NOVEMBER 26, 2019
This article was written in the first person by Rafaella Aguiar, Director of Marketing at Kicksta, following an interview with Erin Marie. Building a big following on Instagram, and doing it fast , takes hard work and dedication -- but it's also one hundred percent possible, and I have the proof. My name is Erin Marie. I'm from Portland, Oregon and attended Emerson College in Boston to study journalism and marketing communications.
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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
Partners in Excellence
NOVEMBER 24, 2019
I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers, in unimaginable niches, giving us the most essential sales and marketing technologies, guaranteed to drive performance and customer engagement.
SalesHood
NOVEMBER 25, 2019
There is much written about customizing your sales process to be sticky and adopted by sales leaders, managers and sales teams. Customize your sales process using your sales culture. It's hard work to get your sales process truly adopted by your teams. The trick is to find the right balance of proven, industry best practices [ ] The post How To Get Your Sales Process Truly Adopted appeared first on SalesHood.
Engage Selling
NOVEMBER 29, 2019
I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.
Hubspot
NOVEMBER 25, 2019
Every summer, I start a vegetable garden. I purchase seeds, plant them in various places in my backyard, tend to them, and with the help of the right weather conditions, help them grow. Why am I talking about gardening on a marketing blog? Content seeding. But instead of planting zucchini seeds, marketers plant content to grow brand awareness and leads.
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.
Highspot
NOVEMBER 26, 2019
The world’s largest sales enablement gathering brought together thousands of leaders, practitioners, analysts, and investors from around the world to network, share best practices, and discuss success metrics for sales enablement. . Analytics took center stage, both literally and figuratively. Notable keynotes from Paul DePodesta, the mind behind the game-changing Moneyball strategy, and Gartner’s analyst Brent Adamson, co-author of the Challenger Sale, discussed how analytics can move us past o
criteria for success
NOVEMBER 28, 2019
As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all.) That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. These include: Targeting Sales conversations Number of calls [.]. The post How to Create a Sales Prospecting Action Plan appeared first on Criteria for Success.
Heinz Marketing
NOVEMBER 26, 2019
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Video has exploded in the B2B landscape over the past few years, becoming a staple in today’s modern marketing and sales toolkit. However, there are some common misconceptions and video marketing myths that keep businesses from reaching their full video potential. Many have ended up with a tarnished opinion about the effectiveness of using video in their current initiatives to actually drive the results they want to see.
Hubspot
NOVEMBER 25, 2019
Ecommerce is the ultimate optimization puzzle -- from individual product pages to filtering mechanisms to your checkout sequence, every choice you make has the potential to have a massive impact on the sale of a given product. But when you're making changes all over your site, how can you know that, overall, those changes are adding up to customer and revenue growth?
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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