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.
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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.
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.
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.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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 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?
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.
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.
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.
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 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.
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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.
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.
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.
Hubspot
JUNE 14, 2018
To understand what human-centered design is, let’s start with what it isn’t. Imagine you work at a gaming design company, and one day your boss comes to you and says, “Teenagers these days -- they need to get off their phones. Let’s design a crossword-puzzle board game for teenagers -- they’d welcome the opportunity to get offline.”. Your boss has good intentions, but his intentions don’t match your consumer’s reality.
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 Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker.
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:
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.
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: 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!
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.
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.
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 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.
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.
Sales Hacker
JUNE 14, 2018
The post How to Hit Your Marketing and Sales Numbers Every Month This Summer appeared first on Sales Hacker.
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.
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.
Hubspot
JUNE 14, 2018
Some execs think it’s the future universal currency , while others consider it a “disgusting.noxious poison.”. What could elicit such extreme feelings in complete opposite directions? Bitcoin, of course. The price of the popular cryptocurrency has been up and down, shedding about 50% of its value in the first three months of 2018 before a slight recovery in the last two months.
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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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