"Gone Fishing" for Sales Prospects
Anthony Cole Training
NOVEMBER 15, 2019
I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.
Anthony Cole Training
NOVEMBER 15, 2019
I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.
Neuromarketing
NOVEMBER 14, 2019
Roger Dooley's book Brainfluence has just been released in an Italian translation. The post Brainfluence Now Has An Italian Translation appeared first on Neuromarketing.
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Partners in Excellence
NOVEMBER 14, 2019
We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC, Churn, Retention, Bookings, Revenue, Quota Attainment, SQL, MQL, Conversions, ATV, Win Rates, Velocity, Customer Growth, Product Growth, Share, Onboarding Time, % of people at quota, Voluntary/Involuntary Attrition, CRM Utilization, Pipeline Loading, Account Planning, Dials, Appointments, Proposals, Customer Meetings, Demos, Time spent per call, Number of questions
SaaStr
NOVEMBER 9, 2019
Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
ConversionXL
NOVEMBER 13, 2019
I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. Spoiler alert: It all comes down to people. Professional networks are the starting point (and growth engine). The familiar name of an agency CEO is a proxy for trust.
Women Sales Pros
NOVEMBER 15, 2019
If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.) If you went to the airport bookstore to find a sales book, it will be authored by a man, nearly every time. I looked for sales classes on Udemy this week. The first 45 courses I saw were authored by men.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
NOVEMBER 13, 2019
Sell me this pen is a line made famous by the movie The Wolf of Wall Street. In the movie, Belfort (played by Leonardo DiCaprio) leans in and asks someone to sell me this pen. When the person starts presenting, he gives them a look as though they have failed and carries onto the next person. So why did they fail? And how do you correctly respond to the sell me this pen question?
Engage Selling
NOVEMBER 14, 2019
Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!
Sales Hacker
NOVEMBER 15, 2019
Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw.
Hubspot
NOVEMBER 12, 2019
Here's a little exercise for you: Check the timestamps on the emails you've gotten in the past day. What have you found? For me, I noticed that most of my emails, especially my subscription emails, were sent between 9-10 AM, or 5-6 PM. This isn't a coincidence, either. While the answer to “ What’s the perfect time to send an email to my customers? ” isn't an exact science, there are some key findings we've discovered through heavy research, and those times listed above are right in line with wha
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
SaaStr
NOVEMBER 13, 2019
Q: Are there any examples of a unicorn startup that was bootstrapped? From the 2019 Forbes Cloud 100, here are the SaaS/Cloud “start-ups” that are bootstrapped, i.e. $0 in disclosed capital raised: Mailchimp. Closing in on $1,000,000,000 in ARR and 1,000+ employees with no outside capital raised. That’s impressively efficient. Yardi. A software oldie in property management.
Score More Sales
NOVEMBER 15, 2019
It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.
Membrain
NOVEMBER 10, 2019
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.
Hubspot
NOVEMBER 11, 2019
One of my favorite things to do in my free time (besides binge reality shows Love Island and Vanderpump Rules ) is to take free marketing courses online. Industries change all the time, especially in marketing, and keeping fresh up on my skills is something I've found to be not only vital to excelling at my job, but really fun. The best thing about online courses is that I usually don't pay a cent for them, and the ones I do pay for are worth it.
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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 12, 2019
Progress in SaaS is never as linear as it looks years down the road. Everyone has rough quarters (often at least 1 in 5). And we almost had a full Year of Hell, often during a tough transition. I certainly did (twice). More on that here: The SaaS Year of Hell. And Then – Reignition. But there’s one thing it is important to be honest about, to do a root cause analysis when times are tough: After about $2m-$3m in ARR, your organic leads should always be growing, You may have troub
Partners in Excellence
NOVEMBER 13, 2019
Mentoring takes all forms, some of the more unusual are the most helpful, particularly in my experience. Through my own career, I have had a number of “formal mentors.” Early in my career, in addition to great managers who coached my day to day performance, I was assigned to very senior executives in my company. We would have formal discussions, monthly, and every once in a while they would invite me to participate (most often as a fly on the wall) in key meetings they conducted.
Heinz Marketing
NOVEMBER 12, 2019
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Video in the B2B landscape has exploded, becoming a staple in today’s modern marketing toolkit. Yet as more companies invest in video, the gaps between execution and performance are widening. While sales and marketing professionals may understand the value of video, what are they doing to actually act on it?
Hubspot
NOVEMBER 13, 2019
Just like Sharpay Evans from "High School Musical" says, "It's out with the old, and in with the new.". Although Sharpay is talking about fabulous summer plans, that adage also applies to podcasting. With 32% of the population listening to podcasts regularly , podcast shows should continue to evolve as the industry does. Of course, in order to build a successful podcast, you need the right tools and services at your disposal.
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.
Predictable Revenue
NOVEMBER 12, 2019
Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.
Membrain
NOVEMBER 13, 2019
Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.
Partners in Excellence
NOVEMBER 11, 2019
I was struggling to meet with a sales manager. He really wanted to talk, we had critical issues he had asked for help in addressing. He kept postponing our calls, “Dave, I’m running all out, I’ve really got to be out in the field closing business for my people… ” We finally had our meeting. I started the meeting asking, “Bill, how’d all those deals go, did you close them… ” Bill went on and on, using a lot of our meeting time, talking about t
Hubspot
NOVEMBER 12, 2019
In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).
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!
SalesProInsider
NOVEMBER 13, 2019
Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if you’d found that out sooner, you may not only have saved yourself some headache, but had more time to spend on the right ones.
Sales Hacker
NOVEMBER 11, 2019
Selling to Fortune 500 companies is a different game than SMB. Sometimes all the emails, cold calls, tweets, and inMails in the world still won’t get the attention of key contacts at that enterprise account. If you need to quickly drum up interest in a large account and have some type of free offer or trial of your product, one tactic you need to try is LinkedIn Ads.
Adaptive Business Services
NOVEMBER 13, 2019
Let’s talk a bit about power partners. Power partners are the secret sauce of the networking world. They can and should be a subset of every networking type group that you belong to and particularly in any leads group. They also function as a standalone networking resource. I’ll start with a true story. . In 2005 I resigned from my last management job.
Hubspot
NOVEMBER 15, 2019
As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SaaStr
NOVEMBER 10, 2019
It varies. Generally: The most senior partners can get any deal done they want. Period. They make seek consensus, and may defer when they don’t get it. But in the end, they can do what they want. And the more junior ones need more buy-in from the rest. The more junior the partner, or investing professional, the more she/he needs others to buy-in. You’ll often be called back to multiple meetings at the office with different partners before you present to the main partnership in this case.
Sales Hacker
NOVEMBER 13, 2019
It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter. You frantically look to see if there’s something you can pull forward, but with only 2 weeks left in the quarter, there’s nothing that can be accelerated to close the gap.
The 5% Institute
NOVEMBER 11, 2019
Does that make sense? This is a common question used by Sales Professionals and Business Owners, just before they transition to a new section of their sales process ; whether it be asking questions or presenting. But does the “Does that make sense” question actually work – or is it overused? In this article, we’ll look at whether it still works, when it doesn’t work, and what other questions you can ask in its place.
Hubspot
NOVEMBER 14, 2019
Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. Originating from the Toyota Production System — an impressive implementation of organizational and manufacturing improvements — the benefits of Lean extend far beyond the field of manufacturing. Sales teams can benefit from applying Lean principles as well.
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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
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