Anthony Cole Training
MAY 30, 2019
In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.
Sales Hacker
MAY 27, 2019
Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. So what’s going on behind the curtain? Yeah, we’ve been thinking about that too. Namely… What does the perfect sales stack look like? And is it possible to leverage technology for a better pipeline and bigger deals?
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ConversionXL
MAY 29, 2019
In my experience, I find that teams and organizations report many winning A/B tests with high uplifts, but somehow they don’t seem to bring those uplifts in reality. How come? Five types of A/B test “wins” can exaggerate discovered uplifts. I use the acronym “de FACTO”: F alse winners; A nti-winners; C hanging winners; T ricked winners; O verestimated winners.
Understanding the Sales Force
MAY 29, 2019
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Many readers left comments about the importance of relationships as a means to preventing resistance from going up. I left a comment that said, " Thanks Tom.
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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.
Membrain
MAY 29, 2019
For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.
Women Sales Pros
MAY 31, 2019
I can’t tell you how many times people tell me they “could never” be in sales. When I ask why, I get vague answers about not liking to sell or not being good at it. Eventually, when I bring it up, they’ll agree that one of the big issues is, they couldn’t handle the rejection. Most people’s default in life and in their business is to avoid having people say ‘no’ to them at all costs.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
MAY 29, 2019
What does it take to grow a YouTube channel? Is a channel more than the sum of its video parts? Or will a strategy that focuses on videos alone increase subscribers? This post tries to answer those questions. Some solutions are simple—you need a consistent visual presentation on your channel page and across videos. Others don’t distill into tidy bullet points, like choosing a unique angle for storytelling.
Membrain
MAY 26, 2019
I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.
Openview
MAY 29, 2019
For SaaS companies, the allure of the enterprise customer is pretty strong. The prestige of a big logo alone can boost your brand’s credibility and provide powerful social proof. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.
Hubspot
MAY 31, 2019
These days, websites are so much more than words and pictures on a page -- while design and content are still important, it's becoming increasingly critical to put thought into the platform your site is built on, as well. Oftentimes, we let our developers make this choice for us. And, while it's true that they need to have input, marketers should have a seat at the table, as well.
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.
ConversionXL
MAY 29, 2019
Since we started, our mission has been to bring elite-level know-how to everyone. We’re all about helping marketers and optimizers become the best they can be. A screen shot from our Marketing Management course. Our customers drive our path forward, and we’re always listening to your suggestions. We love your live chat messages, your emails, and phone calls.
Miller Heiman Group
MAY 30, 2019
As a sales professional, you need a game plan—a method for prioritizing your time and focusing your efforts on the deals that are most likely to close. But you also need a coach—someone who wants to see you win, because when you win, they win too. While you may be thinking of a coach in the traditional sense—as a personal mentor—you also need a different type of coach to build your book of business.
SalesLoft
MAY 28, 2019
Guest post by Sahil Mansuri, CEO and Co-founder of Bravado. Why does a buyer talk to a sales professional? To get pricing? Take a demo? Compare features and capabilities? Historically, submitting your info to get pricing, a piece of content, a free trial… anything at all… was seen as a bear trap set by vendors to coerce buyers into a miserable sales process.
Hubspot
MAY 30, 2019
In the world of search engine marketing (SEM), more and more marketers are buying into PPC campaigns. Google Ads specifically has increased its revenue from year to year. In 2018, it was reported that the service was generating 84 % of Alphabet's revenue. Marketers know that properly investing in PPC can result in nearly guaranteed ad placement in search engine result pages.
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!
Partners in Excellence
MAY 28, 2019
This is the second article in my series on Sensemaking. For links to all the other articles, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It’s impossible to begin to think about sensemaking unless we have a foundation. That is, a context in which we are seeking to make sense of things. It’s this context that provides the basis for all our sensemaking activities.
InsightSquared
MAY 29, 2019
I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe. This was a community who understood the power of alignment—that creating alignment across a company’s functional areas is the “master key” to unlocking exponential growth.
SaaStr
MAY 27, 2019
The main advantage is you can pursue a market or opportunity that is not worth their time. Yet. Big, established tech companies aren’t stupid, or ignorant. Not at all. They are better aware of tech trends than you are, usually. After all, they have all the customer data. But so many things just aren’t worth their time … yet. As a rough rule, anything < 10% isn’t material or worth their time.
Hubspot
MAY 28, 2019
Setting prices for your products can be tough. Set prices too high, and you miss out on valuable sales. Set them too low, and you miss out on valuable revenue. Thankfully, pricing doesn’t have to be a sacrifice or a shot in the dark. There are dozens of pricing models and strategies that can help you better understand how to set the right prices for your audience and revenue goals.
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
MAY 27, 2019
As we look at the world that surrounds us, we are confronted within increasing levels of turbulence and disruption. Whether it’s our personal lives, our communities, our societies, our jobs, our companies, our customers, our markets, our nations. Every day we are confronted with things which we struggle to understand, manage, or take action. We used to think of it as massive change, and change is part of the challenge, but somehow it’s much more than that.
Miller Heiman Group
MAY 29, 2019
In this episode of Move the Deal, People.ai founder and CEO Oleg Rogynskyy chats with host Greg Moore about what he’s learned about scaling sales teams from his experience leading startups and how artificial intelligence drives the future of sales. Rogynskyy started his career at a machine learning company as its first inside sales person, moving into roles as a sales and growth leader.
SaaStr
MAY 26, 2019
SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path. Founded back in 1999 (like Salesforce) in the Web 1.0 days, for years it was run by a tiny team and dominated the self-service side of surveys. It stayed small until 2009 when the founders were bought out by a private equity firm. Its growth has been more slow-and-steady than traditional rocketship, crossing $69m in Q4 revenues (let’s call that $280m+ in ARR, so soon to be $300m) — growing 1
Hubspot
MAY 29, 2019
Who thinks they have enough time in a day? If you're in sales or marketing, I'm willing to bet you answered 'no' to that question. Most of us are constantly pulled in many different directions and, as a result, are forced to multitask all day long. Finding time in a packed schedule can be challenging, especially when you're trying to find free time in your own schedule as well as ten other peoples'.
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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
MAY 29, 2019
Preface: This is the third article in my series on sensemaking, for links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It turns out that sensemaking is not just a “cool buzzword,” that we can apply to helping our customers solve problems, dealing with complexity, or anything else.
The Sales Hunter
MAY 28, 2019
If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. Relax! I’ve experienced my share of this too. You can’t make too many sales calls of any type without encountering one. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out.
SaaStr
MAY 29, 2019
Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Curious how we came up with this list? We found our most popular speakers by speaker views and likes, session bookmarks and ratings weighing categories more heavily for overall rating than initial interest. Using magic (standard deviation) we came up with the best of the best of our sessions as voted by you, our SaaStr community.
Hubspot
MAY 29, 2019
So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Making that transition and becoming an effective coach and leader aren’t easy. In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not.
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.
Partners in Excellence
MAY 30, 2019
This post is the fourth in my series on Sensemaking. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I’ll do a deep dive into how we sell into organizations operating in the Simple Quadrant. As a recap, the Cynefin model is displayed below: The Simple Quadrant, is characterized by “known-knowns.” With a name like “simple,” people can mis-characterize businesses, thinking of them as simplis
Predictable Revenue
MAY 27, 2019
Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue.
Miller Heiman Group
MAY 28, 2019
Today, buyers wait longer than ever before engaging a salesperson. In part, that’s because buyers turn first to many other resources—including social networks and trade publications—before turning to salespeople to solve business problems, according to the CSO Insights Buyer Preferences Study. In that study, salespeople ranked as the next-to-last resource that a buyer would consult for advice, finishing just before trade associations.
Heinz Marketing
MAY 25, 2019
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. The Myth of ‘Learning Styles’ A look at why the theory that some people learn better visually or aurally keeps getting debunked.
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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