Membrain
FEBRUARY 18, 2018
Late last year I attended a presentation from Brent Adamson , Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement. something that everyone needs to own within the enterprise.
ConversionXL
FEBRUARY 21, 2018
The endgame of optimization begins when the local maximum has been found for the most relevant pages on your website. At this point, uncovering more gains can become a greater challenge. How can you deal with such a scenario? The first thing to realize is that this is not a typical situation to be in. Most businesses are still learning their way around the fundamentals.
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Openview
FEBRUARY 20, 2018
Editor’s Note: This article first appeared on the Gong.io blog here. What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.).
Hubspot
FEBRUARY 21, 2018
Here's a hypothetical for you: Let's say your company has decided to invest in a website redesign so you can improve lead generation, and you're responsible for managing the project. Naturally, one of the first questions you have is, “How much is this website redesign going to cost?”. The answer, of course, is “it depends.” Are you simply switching to a new template and adding some new CTAs, or are you migrating your entire website to a new platform?
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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.
Topline Leadership
FEBRUARY 19, 2018
A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable. The post Coaching Sales Reps to Reach Higher-Level Decision Makers appeared first on TopLine Leadership.
Engage Selling
FEBRUARY 22, 2018
I am sick of sales managers complaining about their top sellers not being team players. Sellers do need to be acting legally, morally, and ethically, and we do want them to get along with people.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
FEBRUARY 19, 2018
Wouldn't it be great if creating infographics was as simple as writing regular ol' text-based blog posts? Unfortunately, the reality is that making visual content like this usually takes a lot more time, effort, and let's face it -- skill -- than the written word. Usually. But considering the popularity and effectiveness of visual content in marketing today, you can't just afford to throw in the towel.
SalesforLife
FEBRUARY 22, 2018
Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary Shea and the team have now begun reviewing social selling tools.
Membrain
FEBRUARY 21, 2018
Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Are you making one of these four common win loss analysis mistakes?
Score More Sales
FEBRUARY 20, 2018
A daily meetup might sound like another bad, regularly scheduled meeting only this one is quite possibly the best meeting of the day. We’ve talked about them before – sometimes I call them Powwows – other times huddles.
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.
Hubspot
FEBRUARY 21, 2018
Best Sales Blogs: Sales Hacker. Heinz Marketing. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. The Filling the Funnel Blog. Salesfolk. Sales Gravy. CustomerCentric Selling. Sandler Training Blog. Marc Wayshak's Sales Blog. Art Sobczak's Smart Calling Blog. Your SalesMBA Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog.
Engage Selling
FEBRUARY 23, 2018
???Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer. After you create any value statement, ask yourself, “Who cares?
Jill Konrath
FEBRUARY 22, 2018
I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.
Outreach
FEBRUARY 19, 2018
Sequences are the the ultimate tool for any sales rep who spends their day prospecting or following up with leads. However, not all sequences are created equally — just because you have the tools you need to crush it every month, doesn’t mean we all necessarily know how to use them to their fullest potential right off the bat. To help you sell more efficiently, I asked our ultimate Sequencing Superhero, Sam Nelson , to share his best practices; after all, he was just promoted to SDR Team Lead, s
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
FEBRUARY 22, 2018
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon
Understanding the Sales Force
FEBRUARY 20, 2018
I received two pieces of bad news about some horrible statistics. The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don't finish the article, fail to get to my summary, and often don't read long enough to get my point. Basically, everything that comes after the fourth paragraph is not being read.
The Sales Hunter
FEBRUARY 19, 2018
What habits are you clinging to out of tradition? Are they giving you the sales success you need? There is likely something in your life that you need to be doing differently. What is that something? I can’t answer that for you, but I know you can. And your ability to answer it will have […].
Outreach
FEBRUARY 21, 2018
Last November, when we announced Outreach Meetings, we committed to building features designed to make your day more efficient so you can spend more time on critical selling activities. Today, we’re excited to bring a brand new update to Outreach Meetings for Gmail: the ability to reassign meeting owners with no hassle! When you book a meeting for someone but you don’t need to be there (think: a sales development rep putting time on their account executive’s calendar), it can cause absolute chao
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
FEBRUARY 20, 2018
Salespeople live on LinkedIn. They research prospects, participate in groups, and keep their profiles in tip-top shape. Another common practice is to message customers or connections helpful content. But what if you have a valuable blog post or insight to share with a specific person on LinkedIn? How do you send them a message if you're a 2nd- or 3rd-degree connection -- or even out of network?
SalesforLife
FEBRUARY 21, 2018
The best sales reps know sales isn't about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high level through activities like customer experience mapping and annual sales strategy sessions. However, equally as important is the planning that goes into individual customer interactions and sales calls.
Engage Selling
FEBRUARY 20, 2018
The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide.
Outreach
FEBRUARY 22, 2018
Ever wish you could see what was happening on the receiving end of your email without ever leaving your inbox? Now you can with Gmail Engagement Insights. We have built open and click tracking, powered by Outreach, right into your Gmail experience. This enhanced inbox experience is another Outreach tool you can use for more visibility into your communications so you can engage with your prospect at the perfect moment.
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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
FEBRUARY 23, 2018
The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online. Financial Analysis for Decision Making from Babson Online. Becoming an Entrepreneur from MIT Launch. Building and Leading Effective Teams from MIT OpenCourseWare. The Essential Guide to Entrepreneurship by Guy Kawasaki. The Complete Product Management Course.
SalesforLife
FEBRUARY 20, 2018
With a mecca of digital and social selling tools available to modern sales organizations, many companies are in the midst of a digital transformation. They're leveraging the power of technology by building a sales and marketing tech stack that empowers efficiencies and drives smarter (and increased) sales.
Partners in Excellence
FEBRUARY 22, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I was advocating, “Disrupting customers’ thinking, getting them to recognize new opportunities, inciting them to change and buy.” This thoughtful individual, was upset with my position. Among other things, he made the statement, “Customers won’t buy until they are ready to buy.
The Sales Hunter
FEBRUARY 20, 2018
Last week I shared 7 things the top 1% of all prospectors do to ensure they stay in the top 1%. This week I continue the list. If you did not read items 1-7, you can check them out at this link. As you read through the list, focus on the one item you want […].
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
FEBRUARY 22, 2018
"For example" synonyms. For instance. To give you an idea. As proof. Suppose that. To illustrate. Imagine. Pretend that. To show you what I mean. Let's say. Case in point. e.g. As a writer, I’m hypersensitive to reusing words. If I write “That sounds great” in the first sentence of an email, I won’t sign off with “Have a great weekend.”. Yet even if you’re not as nitpicky as me (I hope you’re not as nitpicky as me), mixing up the phrases you use is a good idea.
SalesforLife
FEBRUARY 23, 2018
I can always tell which phase a company is when it comes to their social selling tool maturity by asking a simple question. This question tells me if a company is in the standard operating procedure phase, the best practices phase, or into best-in-class phase.
Partners in Excellence
FEBRUARY 20, 2018
It seems much of the trend in sales is to provide our sales people all the answers they need to cover every situation. We provide sales automation tools that instruct the sales person exactly who to call and what companies. We script the conversations, providing questions that get the answers we want. We provide playbooks, we provide endless amounts of content, new programs, ready to send emails.
Selling Power
FEBRUARY 19, 2018
Sales leaders need to empower their teams to build credibility in prospect and client relationships. You can do this by creating a culture of trust within the sales team.
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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