Anthony Cole Training
JANUARY 5, 2018
Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. If It’s not a service problem, it’s a sales/sales support turnover problem. In the words of Rosanne Rosannadana, “It’s Always Something”.
A Sales Guy
JANUARY 4, 2018
LinkedIn is a great tool for selling, but most salespeople are using it wrong. They’re treating it it’s a telephone or email and spamming people. We’ve all gotten them (and many of you have sent them). I’m talking about the LinkedIn connect requests that are then instantly followed by some lame pitch or request for your time so push some irrelevant ware on us.
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Hubspot
JANUARY 4, 2018
If you're reading this article, then I probably don't need to tell you that video content accounts for over 74% of all online traffic , or that over five billion YouTube videos are watched every single day. You're clever. You already know that YouTube is an important content tool, and you're ready to start leveraging video for your own business. This article will cover everything you need to know about creating a YouTube channel, so you can start uploading your own videos and growing your audien
Understanding the Sales Force
JANUARY 3, 2018
I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Junk. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email. The email read like this: Hi Dave, I hope this message finds you well. We spoke in the past regarding the copier equipment in your office.
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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.
The Sales Hunter
JANUARY 2, 2018
Steve Dembo on episode 222 of the 10-Minute Teacher Podcast From the Cool Cat Teacher Blog by Vicki Davis Follow @coolcatteacher on Twitter. Sometimes the best tools have been around awhile. Steve Dembo @ teach42 talks about the tried and true tools that teachers should still use. Richard Byrne, author of Free Technology for Teachers has several online professional development options to check out: GSuite for Teachers , Teaching History with Technology , and Practical Edtech Coaching.
Engage Selling
DECEMBER 30, 2017
So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
JANUARY 2, 2018
A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 w
Membrain
JANUARY 3, 2018
As we enter the New Year, I wanted to share with you our top posts from 2017, based on the number of views. It’s always interesting to compile these lists and try to understand why some pieces were more popular than others, and uncover any common themes.
Engage Selling
JANUARY 5, 2018
I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things.
Hubspot
JANUARY 3, 2018
Already been ghosted by a few prospects this holiday season? You’re not alone, and it might not be because they’re not interested. Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.
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.
Pointclear
JANUARY 4, 2018
I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ).
SalesforLife
JANUARY 2, 2018
Within the walls of thousands of organizations around the world, there are leaders looking at their company’s “Random Acts of Social” and they feel frustrated. Does this sound like you? Do you look at your sales team’s execution, and wonder how you can push everyone to focus on a greater digital sales transformation?
The Sales Hunter
JANUARY 2, 2018
We are starting another year, and I’m sure you’ve made plans. I want to challenge you to continually calibrate yourself and look for ways to improve both personally and professionally. As I look back on the year that just ended, I’m in shock. Some of my goals were made and others not even close. Am […].
Hubspot
JANUARY 3, 2018
Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook? A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guideli
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!
Heinz Marketing
JANUARY 2, 2018
What new habits did you start, or recommit to, yesterday on New Years Day? Did you hit the gym? Hit the pavement for a run? Did you count your calories, drink a little less, or otherwise execute day one of your new resolutions? Whatever your New Years Resolutions, I hope yesterday was the start of a trend, and a set of new habits that help you hit your goals.
SalesforLife
JANUARY 1, 2018
Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in behavior change. After many client engagements around the globe, we found several key factors that drive behavior change and adoption.
Outreach
JANUARY 4, 2018
We had a lot of things on our wish list this holiday season. Last month, the Outreach product team put on their Santa suits and delivered some delightful new features that are sure to extend your holiday cheer long after December -- and prepare you to crush your 2018 goals. No lumps of coal here! Snippets and Inbox Bump for Outlook . We’re excited to bring our Outlook users some exciting new features that will increase productivity and organization when sending emails from your inbox: Snippets
Hubspot
JANUARY 4, 2018
What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their 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!
Heinz Marketing
JANUARY 5, 2018
Consolidation amongst B2B marketing technology and service providers has been a constant over the past several years, and 2018 started with a bang with Terminus’s announced acquisition of BrightFunnel earlier this week. The first-day news is always buzzworthy on its own, but my interest is typically on what the news media call “the day two story” – which often focuses on why the news happened, why it is important, and what happens next.
SalesLoft
JANUARY 3, 2018
As a seller, you know that both inbound and outbound leads are important. While they’re both valuable, inbounds deserve a fundamentally different approach in the beginning stages of a sale. Because they’re already familiar (and interested) in your business, they’re not the cold leads you’re accustomed to in an outbound sale. What this means is that response time is incredibly important as you connect with your inbound leads.
Outreach
JANUARY 3, 2018
2017 has been quite the wild ride at Outreach -- our product and company are growing so fast, you may barely even recognize us from a mere 365 days ago! Over the past year, we set out on a mission to create innovative technology that would empower every sales rep to book and hold more meetings, create more meaningful connections with prospects, work more efficiently to focus more time on selling activities, and ultimately, bring incredible innovations to market.
Hubspot
JANUARY 3, 2018
One of the big themes for me in 2017 was what it means for marketers to do the right thing. Outbound marketing that relies on spamming, irrelevant advertising, and other tactics that are almost as bad for the business as they are for the customer is obviously not the right thing. Better analytics has brought a lot of focus and measurability to marketing, but creates the tendency to do what’s best for the business versus what’s best for the customer.
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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
The Sales Hunter
JANUARY 5, 2018
Even for experienced salespeople and sales leaders, it is not unusual to occasionally hit a wall — even fear — when it comes to making cold calls. Here are a few tips to put you at ease: Today will soon be done. Essentially, my encouragement to you is to stay positive and remember that one […].
Partners in Excellence
JANUARY 2, 2018
I’ve been working with a fascinating new client. We’ve been looking at how to improve their prospecting results. It’s been a fascinating project, in some sense, I may be learning more from them than they have from me–but they seem excited about the changes we are introducing. First, a little background. They wouldn’t be offended, but what they sell is about the furthest thing from being mission critical that one can imagine.
Sales Hacker
JANUARY 4, 2018
The post How to Supercharge Customer Acquisition with 4 Unconventional Outreach Tactics appeared first on Sales Hacker.
Hubspot
JANUARY 2, 2018
When the Global Innovation Index 2017 was released, Switzerland and Sweden led the pack -- as they have in previous years. What makes this part of the world such a beacon of creative thought? As someone who was fortunate enough to live and work in Sweden, I’ve come to believe the answer might be hiding in a single word: “lagom.”. Like many other non-English concepts, lagom defies quick or simple translation.
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.
The Sales Hunter
JANUARY 1, 2018
It’s a new year, which is the perfect time to think about what you will do differently this year than last year. If we want to succeed in business and in life, we must be willing to continually refine and grow. Check out the video to see what I mean: Don’t forget to sign […].
Partners in Excellence
JANUARY 4, 2018
My friend Keenan was on one of his rants on LinkedIn. This particular rant was on really bad prospecting through LinkedIn. It generate a huge amount of conversation (Jim, I would have chosen a different shirt ). I was struck by a number of comments arguing against Jim, basically saying anything goes. One leaped out to me from a woman stating, “My outlook is money, and money is money!
Heinz Marketing
JANUARY 1, 2018
By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. Pacific. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016.
Hubspot
JANUARY 4, 2018
As marketers, we think a lot about what it means to deliver a consistent, on-brand experience across all of our different channels. We recognize the importance of this unification, as it helps to improve brand recognition, foster loyalty, and improve the overall customer experience. Not to mention, it forces us to establish a formalized process for creating and executing on each piece of marketing collateral.
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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