Anthony Cole Training
MAY 2, 2019
Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this? This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made.
ConversionXL
MAY 2, 2019
Two percent is the average conversion rate for ecommerce sites. While every site is different—and you’ll benefit far more by focusing on your conversion rate—that’s where most sites are today. But what if a 2% conversion rate isn’t enough to stay profitable? Right now, many ecommerce companies can still grow with an average conversion rate. This is largely thanks to the ecommerce industry growing by about 23% year over year.
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Women Sales Pros
MAY 3, 2019
Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went by in a blur. One of my personal resolutions was to post a new article to our blog every week to keep you current on what we’re finding is working in sales and marketing.
Membrain
MAY 1, 2019
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.
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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
MAY 3, 2019
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
ConversionXL
APRIL 30, 2019
People make snap judgments. It takes only 1/10th of a second to form a first impression about a person. Websites are no different. It takes about 50 milliseconds (ms) (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they’ll stay or leave. This number comes from specific studies. In the first study, participants twice rated the visual appeal of web homepages presented for 500 ms each.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 28, 2019
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales effectiveness best practices with sales enablement systems to improve your sales productivity (your sales force’s ability to generate profitable revenue). In this post, I will lay the foundational of concepts that fuel the mashup and will continue the discussion at the conference.
SaaStr
APRIL 28, 2019
With Slack’s IPO data and financials finally public, what is left to know about the app we all use and have been reading about for years? What’s interesting to know about Slack … that we didn’t already know? ??. Slack is obviously a rocketship going from $0 to ~$600m+ ARR (!) in 5 years (OMG), growing 80%+ Year-over-Year, and more than 1 billion messages sent a week (!).
ConversionXL
APRIL 27, 2019
What if there were a method—even a process—that you could apply to increase website sales? Wouldn’t that be swell? Well, there is. I’ve turned it into a checklist. This method works across all categories; it doesn’t matter what business you’re in. Take your website, assess it for any item on the list, make improvements, and your online sales will increase.
Selling Power
APRIL 29, 2019
If sales leaders want to build a quality sales pipeline, stop asking marketing for leads. Instead, start asking for opportunities.
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.
Hubspot
MAY 2, 2019
If your business has a blog, sending out an email newsletter is essential. Not only is it a simple way to distribute your content, but it can also help you better understand what type of content is resonating with your target audience so you can optimize your content strategy. Beyond content distribution, an email newsletter can also help generate paying customers for your business.
SaaStr
APRIL 29, 2019
A few signs: Lack of organization. You can get to $5m being only sort of organized. After that, you gotta get really organized. Either by yourself, or with a Sales Ops / Marketing Ops / Some Sort of Ops leader under you. Look for dashboards, strong project management, strong pipeline projection after $5m ARR. If you don’t see things getting more organized, that manager can’t scale.
ConversionXL
MAY 1, 2019
If you’ve ever worked at an agency, you know the value of client education. Results aren’t persuasive if reports seem like a jumble of acronyms. Trend lines aren’t impressive if they track metrics that appear distant from business goals. Client education is central to marketing messaging, too, especially for sellers with long sales cycles. Prospects spend a limited amount of time on your site.
CloserIQ
APRIL 30, 2019
As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. The fast-paced nature of our industry leaves a small margin for error, with constant iterations for improvement being a mandatory practice. While persistently iterating for optimal solutions, I’ve also noticed the opportunities for improvement with counterparts in the B2B space.
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!
Hubspot
MAY 1, 2019
A positive brand image can undoubtedly influence a consumer's decision to buy a product -- and, for virtually every business, a positive brand image starts online. Nowadays, your reputation is largely dependent on social media and online review sites. For instance, consumers need to read an average of 10 online reviews before they feel they can trust a local business.
SalesforLife
MAY 2, 2019
Don’t stop reading if you have missed the live webinar on “ What does AI have in store for B2B Sales ”? Jamie Shanks, CEO of Sales for life hosted the webinar and he began the session by introducing the panel of experts-Jim Dickie, Victor Antonio, and Chad Burmeister. • Jim Dickie is a Co-founder of CSO Insights and Research Fellow for Sales Mastery • Victor Antonio is the CEO of Sellinger Group • Chad Burmeister is the CEO of ScaleX.ai.
ConversionXL
APRIL 27, 2019
“How do we get our customers to do what we want them to do?” Digital marketers get asked this question all the time. But it’s the wrong question. What businesses should really ask is, “How do I help my customers achieve their goals on my website while still achieving mine?” Focusing on that question is the starting point for building a customer journey map.
InsightSquared
MAY 3, 2019
Having an accurate sales forecast is critically important to the business. As these numbers roll up to the executive team and board members, many decisions are made from them including future investments, product launches, hiring and strategic planning. But the challenge remains: forecasting accurately is hard. There are many variables that contribute to the challenge of rolling up an accurate forecast on a consistent basis.
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!
Hubspot
MAY 1, 2019
Even though Field of Dreams is one of my favorite movies, the saying “If you build it, they will come” sadly doesn’t apply to content marketing. Too often, we forget that content marketing consists of two keywords -- content and marketing. Creating content is usually the most fulfilling and enjoyable part of a marketer’s job. But distributing that content is just as crucial for your marketing success because if no one sees your content, they definitely won’t come.
Miller Heiman Group
MAY 1, 2019
Our Move the Deal podcast has officially launched! Hosted by sales leader Greg Moore, our first episode features the CEO of Miller Heiman Group, Byron Matthews. The two discuss the evolution and new era of CRMs, and how it has resulted in a sales shift. Today, many organizations struggle to get sellers to use their CRM. Matthews states, No seller has ever said, “My CRM helped me close that deal.
Openview
MAY 2, 2019
Most B2B startups initially sell to other startups before going after more established companies. And for good reason—it’s a logical first step to pursue other companies that are like-minded and in similar situations. Plus, startups tend to be smaller, more approachable, have less bureaucracy when it comes to making purchasing decisions (meaning they’re often quicker to close ), and then more forgiving when things go wrong after they’re a paying customer.
InsightSquared
MAY 1, 2019
SiriusDecisions is excited to be participating at Ramp 2019! We’ll have several leading analysts at the event, including Dana Therrien, Julian Archer, and Anthony McPartlin who will share their research, data and insights on what is truly working and what is not in the rapidly evolving field of revenue operations. It is unusual for SiriusDecisions to participate so heavily in an industry event, outside of our own of course, but we decided to go all-in on Ramp for several reasons.
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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
Hubspot
APRIL 30, 2019
The results of the third annual State of Content Marketing Survey are now in -- the findings include victories, challenges, and trends. With three years of data behind us, we can see just how much growth the content marketing world has achieved. But we haven't reached perfection yet. Three years ago, only 6% of marketers felt they knew what a successful marketing campaign really looked like -- in 2019, that number has increased to more than a third of marketers.
Partners in Excellence
APRIL 30, 2019
The majority of sales people, unfortunately are just peddlers—walking, talking brochures. Needless to say, customers are finding digital sources of information much more useful than talking to those sales people. The data consistently shows customers limit contact with these types of sales people to the very end of the buying process. Some few sales people try to engage customers in a more impactful manner, trying to understand the customer problem presenting solutions to those problems.
Sandler Training
APRIL 30, 2019
I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.”. Read Time: 6 Minutes.
Outreach
APRIL 29, 2019
If someone told you that the best way to determine a restaurant’s success was by simply measuring the number of people who walked in the door, you’d be skeptical. How many of those who walked in actually stayed? How much did they spend per meal? And maybe most importantly, do they intend to come back? As consumers, we're not swayed by misleading stats, so why should we as sales reps?
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.
Hubspot
APRIL 29, 2019
I think you'll agree with me when I say digital marketing -- and all its sub-categories, including SEO, social media, content creation, email, and more -- is critical for any company's growth in 2019. With over four billion internet users globally, and more than 3.4 billion active social media users , it stands to reason digital marketing is vital for reaching a larger audience than you could through traditional methods alone.
Partners in Excellence
APRIL 29, 2019
For the sales enablement professionals reading this, this is not about you, though you might think it is! When you strip away everything else, the job of sales managers is really about enablement—that is doing everything they can to enable their people to perform at the highest levels possible, to achieve their goals, and to develop to achieve their full potential.
Score More Sales
MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.
CloserIQ
APRIL 29, 2019
Lead generation has changed a lot in recent years. It’s typical for B2B buyers to go through 70% of the decision-making process without ever speaking to a sales representative. For sales representatives, that means it’s critical to use a diverse array of techniques to generate sales. Much has changed in lead generation in recent years, but one thing remains constant: Generating leads is critical for success as a sales professional.
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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