Jeff Shore
JUNE 13, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence. When a sales professional first starts in this business of sales, there are lots of things you don’t know. Learning how to connect with your customer’s emotions is one of the more important lessons.
Partners in Excellence
JUNE 14, 2018
Sales enablement is a “hot” issue in driving sales effectiveness/performance. Hundreds of millions are being invested in “enabling sales people.” Whether it’s new software tools, programs, content, training, processes, dedicated sales enablement professionals and executives are creating and delivering an endless array of things to “help” sales people.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Hubspot
JUNE 15, 2018
Like most small businesses, we used to get 90% of new clients from referrals. If we had more time, we’d generate leads through inbound marketing. If we had more money, we’d purchase $30,000+ in advertisements or sponsorships. But we had limited time AND money. So we had to come up with a different solution. As a result, we built a follow-up email system -- using the free Email Templates tool from HubSpot Sales -- that generated $100,000 in the past 30 days.
Membrain
JUNE 13, 2018
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer is the name of a woman.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Jeff Shore
JUNE 14, 2018
By Amy O’Connor. ?My husband is amazing in so many ways. He is smart, talented, driven and caring. His career has primarily been in homebuilding, but during his “finding himself” years and while considering pursuing medicine as a career path, he worked briefly at a hospital in Washington DC for a transplant consortium. Simply put, he was the person who went in to speak with a family while their loved one was dying or had recently passed to discuss organ donation.
Sales Hacker
JUNE 13, 2018
It might be scary to think that closing calls are out of your control, but it is and we have the data to prove it. Below are our top phone sales closing tips from 1M sales calls. . “Always be closing.” The phrase is so popular in sales that it’s practically the industry’s unofficial motto. But what if everything you know about closing is all wrong? What if by the time your deal is “late stage,” its fate has already been sealed?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
JUNE 15, 2018
Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. Either way, when the drinks are done, you’ll both go back to square one with the same goal: Sending your competitors home with their tails between their legs. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios.
Jeff Shore
JUNE 12, 2018
By Jeff Shore. ?(Author’s note: This is part four of a series on how to talk to your customers. For parts one , two and three , click here. ). How deeply do you feel like diving into your customer’s emotional core? Well, the answer might just be linked to how much you want the sale. One of the significant issues that salespeople face is questioning just how much they need to connect with their customer’s hopes and dreams.
Sales Hacker
JUNE 14, 2018
There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. It’s true that outsourcing your sales to a third-party provider can yield favorable results.
Hubspot
JUNE 13, 2018
You did it. You’ve been spearheading your organization’s content marketing efforts for a while now, and your team’s performance has convinced your boss to fully adopt content marketing. There’s one small problem, though: your boss wants you to write and present a content marketing plan to her, but you’ve never done something like that before. You don’t even know where to start.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Outreach
JUNE 14, 2018
Meetings are the most critical element of any customer-facing rep's day. And yet, there's a definite science to scheduling them well across your team. It's critical that when a prospect wants to meet with a rep from your sales team, they're able to book a meeting easily and get on the phone as quickly as possible. But managers have to balance this with ensuring that reps are being treated fairly and getting the same number of meetings.
Partners in Excellence
JUNE 10, 2018
Too often, we get caught up in the rush of everyday life. The press of everyday activity, the constant intrusion and interruptions drive what we do. These become standard, we go on autopilot–even as a coping mechanism. Most important we stop paying attention, we stop being present. This doesn’t mean we aren’t accomplishing things.
Membrain
JUNE 10, 2018
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed for time, new reps often prioritize the wrong activities, leading to bloated pipelines with poor close rates.
Hubspot
JUNE 13, 2018
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features.
Advertisement
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.
Sales Hacker
JUNE 14, 2018
The post How to Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker.
Partners in Excellence
JUNE 15, 2018
I always hate starting a post with a pile of disclaimers. In some of my recent posts, I seem to be bashing sales enablement. I don’t mean to be doing that. Sales enablement is a vital function in organizations, it has a hugely important mission that can only be fulfilled with talented professionals. Many of our best clients and my closest friends are sales enablement professionals (And I hope they remain so after reading this post.).
SalesforLife
JUNE 12, 2018
Sales can take a long time. In fact, it can take 84 days to convert from initial interest to opportunity and finally to deal. Since your pipeline is covering thousands of prospects at a time, it’s important to pay attention to where the opportunities exist.
Hubspot
JUNE 12, 2018
How to Send a Follow-Up Email After No Response. Ask yourself if you included a close in your first attempt. Never forward or cut and paste an old email. Don’t follow up too quickly. Adjust your close. Avoid the temptation to send a breakup email. How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it.
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.
Sales Hacker
JUNE 14, 2018
The post How to Hit Your Marketing and Sales Numbers Every Month This Summer appeared first on Sales Hacker.
KO Advantage Group
JUNE 11, 2018
Referrals are a great way to build business however they can drown out potential clients. Relying on this one thing forever in the business world will be detrimental to your future growth. As the world changes so do the ways we do b usiness. It may have been a solely referral world before the new millennia but business needs constant adaptation. Movement.
RAIN Group
JUNE 13, 2018
With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount.
Hubspot
JUNE 11, 2018
Adobe Illustrator is a hugely popular tool for designing vector graphics, logos, icons, and more. But when you’re a web or graphic designer with a small budget, you probably can’t afford Adobe Illustrator’s steep $239.88 pricing. Luckily, there are plenty of top-notch free alternatives on the market, some of which even offer features unparalleled by Illustrator.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Partners in Excellence
JUNE 11, 2018
My friend, Andy Paul wrote a brilliant newsletter piece this weekend, entitled What We Do Is Not Complicated. His newsletter struck a chord. What we do isn’t complicated–yet somehow we tend to make it so–for ourselves, perhaps more importantly, for our customers. At it’s core, selling is simply about: Find a customer that has a problem they want to solve, that we are the best in the world at solving.
Heinz Marketing
JUNE 10, 2018
By Brenna Lofquist , Marketing Consultant at Heinz Marketing. Taking over the app of the week this week featuring Rover! Rover is a great app for both pet owners and pet lovers looking to make a little extra money, like me. I have been using for about 8 months now as a dog sitter where I will go and stay at someone’s home while watching their pet, in most cases dogs.
Outreach
JUNE 12, 2018
For two departments with an entwined goal of driving revenue, sales and marketing teams can sometimes have a contentious relationship. Marketing can feel frustrated that sales doesn’t follow up quickly with leads (or at all), while sales can disparage the quality of the leads. Then, the blame game ensues when numbers aren’t hit. Ideally, however, sales and marketing should work together harmoniously, focused less on the number of leads or calls to prospects, and more on the overarching priority:
Hubspot
JUNE 14, 2018
Best Electronic Signature Apps. PandaDoc. DocuSign. Adobe Sign. HelloSign. eSignLive. SignNow. SignEasy. RightSignature. KeepSolid Sign. Signable. How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. As a one-off, this doesn’t sound too bad.
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.
Miller Heiman Group
JUNE 13, 2018
In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. However, due to new technology and the abundance of readily available information, salespeople are becoming less relevant in the early stages of the buying process.
Partners in Excellence
JUNE 13, 2018
So much of the conversation we see in selling is on enabling the sales person (not just limited to the sales enablement function). Millions/Billions are invested in sales tools, training, content, and programs. We structure organizations “to optimize” performance, creating specialist roles so sales people don’t have to manage the whole process.
Accent Technologies
JUNE 12, 2018
There are so many facets of marketing that have a direct impact on revenue. It's important as a marketer to know the tools that are available to in order to track your contribution to revenue lift. One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. It feels incredible to know that the activities you do daily, lead to your company’s success.
Hubspot
JUNE 15, 2018
It’s fair to say that Australia is one of the best places in the world to start a business, boasting a thriving tech industry and an entrepreneurial edge. But starting your own business comes with a ton of expenses -- and one of the biggest is finding office space to work your magic in. The good news is that you can vastly reduce this expense by opting to use one of Australia’s many coworking spaces, where you’ll also benefit from being in the midst of like-minded people who are willing to share
Advertisement
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
Expert insights. Personalized for you.
115 
Let's personalize your content