Sat.Jan 05, 2019 - Fri.Jan 11, 2019

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The Two Truths and a Lie of Prospecting

Anthony Cole Training

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

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A Proven UX Research Process to Redesign Your Website

ConversionXL

Website redesigns are a huge risk. You can throw away years of incremental gains in UX and site performance—unless you have a battle-tested process. But what does that process look like? And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Many areas yield minor improvements, but to make a real difference, and protect past progress, you need a repeatable, evidence-based approach.

UX 131
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On Civility

Partners in Excellence

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility. Whether hiding in anonymity, emboldened by not having to deal face to face, every day we experience unspeakable behaviors and actions.

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5 Sales Behaviors that are Driving Your Customer’s Crazy

Jeff Shore

By Jeff Shore. ?Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. 1. Talking Too Much. How have we not figured this out? Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems.

Technique 104
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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How to Analyze Your Website's Heat Map

Hubspot

Nowadays, marketers can measure almost everything, giving us an unprecedented ability to gauge the performance of our marketing campaigns. But, sometimes, we can get overly obsessed with the metrics that look good on paper but don’t provide as much insight we think, like clicks and views. A high dose of traffic can prove your headline’s quality if you’re a blogger, but it doesn’t tell you the whole story of what path your visitors take on your blog, or how exactly they engage with the page.

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Bootstrapping Relevance: Making Web Conversions Meaningful for Long Sales Cycles

ConversionXL

Most hurricanes that reach the United States start off the coast of West Africa. Those storms join and split with other minor systems as they move across the Atlantic. Some dissipate into a mild breeze; others devastate coastal areas along the Eastern seaboard. So what does an afternoon rainshower over Cape Verde tell you about the next Category 5 hurricane?

More Trending

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Open the Window to the C-Suite

Women Sales Pros

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?

Contract 100
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The Sales Manager's Guide to Performance Reviews [Free Template]

Hubspot

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 49% of organizations have zero or limited means of measuring sales productivity.

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How to Take the Cringe Out of Sales Recruiting

Openview

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.

Sales 94
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Learning From “Lazy” Salespeople

Partners in Excellence

“Lazy” sales people are among my favorites–let me qualify that. “Lazy” sales people who always make their goals are among my favorites. “Lazy” sales people, or at least those who seem to accomplish a lot with minimum effort have broken the code. They’ve understood exactly what they need to do to achieve their goals.

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5 Ways You Can Win Faster with Gen AI in Sales

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.

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11 Ways to Stand Out during a Sales Interview

CloserIQ

If you’ve been to a network event or perused LinkedIn lately, you know there is a glut of job seekers out there. And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. Fortunately, you don’t have to do anything extreme. By taking the following steps, you can differentiate yourself as a standout sales professional who is ready to contribute. 1) Get a great professional photo for your LinkedIn profile.

Pitch 94
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The Ultimate Guide to Real Estate

Hubspot

Real estate is a linchpin industry in our society. People need to buy and sell property, and they need experts to help understand and manage the transactions. In the past decade or so, software and websites have amended the traditional real estate process. But regardless of how much technology advances, it’ll never replace the real estate middleman — the agent.

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Popularity Polls are Just Like Sales Management Tracking Metrics!

Understanding the Sales Force

Image Copyright iStock Photos. Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana? The poll shows popular opinion, but not the facts, logic, or impact on arrests, the economy, traffic accidents, unemployment, addiction, death rates, etc. There is a huge difference between people's often uninformed opinions, versus what the facts might suggest.

Legal 90
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Sales Training And The “Forgetting Curve”

Membrain

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training.

Sales 89
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Getting By Or Getting Ahead

Partners in Excellence

Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my news feed reading blog posts on sales, sales management, marketing, business management. I spend a few minutes looking at conversations on LinkedIn, Twitter, and other sources. Day after day, month after month, year after year, it’s the same thing. I’ve been actively writing this blog since 2007.

Pitch 88
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5 Sales Coaching Tips that Are Easy to Implement

Topline Leadership

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership.

Sales 88
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The Beginner's Guide to Balance Sheets

Hubspot

Whether you're doing your own accounting with accounting software , or you hired an accountant to prepare your financial statements, you've likely seen the balance sheet. The balance sheet, along with the income statement and statement of cash flows provides an overview of a business' financial standing. Why is the balance sheet important? It's used by business owners and investors to see what the company owns and what it owes, and its primary use is to track earnings and spending.

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6 reasons revenue attainment may be the wrong measure for success

Membrain

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

Sales 89
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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What’s The Customer Business Problem?

Partners in Excellence

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.” I think there is a lot of truth to the statement. Perhaps the reality is that too many sales people aren’t even identifying the customer problem–the customer is. There’s some evidence to support this, increasingly, sales people are getting involved later in the customer buying process.

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13 Things to Expect During the Enterprise Sales Interview Process

CloserIQ

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Here are thirteen things that are likely to happen during the interview—and how you can prepare for them. 1) Interviewers will examine your resume and LinkedIn profile. Once you get to the later stages of the interview process, hiring managers really will scrutinize your resume and LinkedIn profile.

Process 85
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Episode #098: Advanced Selling with Bill Caskey and Bryan Neale

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 500 episodes, they are the number one sales podcast, not only because they’re great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional.

Sell 82
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Stop Scaring Whales, Part 1

Sales Hacker

My whale hunting story (no Orcas were harmed in the telling of this tale). Call me Ishmael. For over a decade, I’ve been doing business as a Whale Hunter. As an enterprise account consultant, I’ve consulted with hundreds of small and midsize companies (most in the range of $10m to $150 annual revenue) and trained thousands in how to grow fast by selling big deals into the enterprise market.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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Focus On The Customer Need To Buy

Partners in Excellence

The big problem sales people have is their obsessive focus on their need to sell. Every sales person I talk to is obsessed on their targets and goals, “I’ve got to make this many calls; I’ve got to have this many meetings: I’ve got to make this many proposals: I’ve got to close this many deals to make my number…… ” If a sales person is behind, the intensity of focus (at least for people who aren’t losers) gets far more intense—sometimes

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Dealing with Ego in Your Sales Coaching | Sales Strategies

Engage Selling

???Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, “Colleen, how do I coach someone through ego?

Sales 78
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The Top 10 Enemies that Will Kill Your Productivity

Jeff Shore

By Ryan Taft. ?I coach sales managers on a weekly basis. One of the most common topics we discuss is time. Whether you are a coach, a sales leader or a sales person, I believe one of the most important skills you should master is the skill of productivity. For most, including myself, productivity is often quite elusive. Sure you have the best intentions, but things get in the way.

Product 82
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PODCAST 39: How to Build A Startup Inside One of the World’s Biggest Tech Companies

Sales Hacker

This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Facebook for Work initiatives within the global Facebook organization. . Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

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10 Ways to Leverage Buyer Signals and Drive Revenue

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.

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The 5-Step Process HubSpot Uses to Optimize Facebook Advertising Costs

Hubspot

When Mark Zuckerberg shocked the digital marketing world with his announcement that Facebook would overhaul its algorithm to let users engage with their friends and family more and less with brands, the social media giant’s CPM skyrocketed 122% -- the highest spike in Facebook ad prices over the previous 14 months. Today, organic and paid reach are still flatlining, causing ad costs to balloon to unprecedented levels.

Process 78
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How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Consult 76
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Give freely without keeping score

Heinz Marketing

Late last year I started sharing some of my “ ten lessons from ten years in business ” here on the blog the past couple weeks. So far it’s included Putting Values First , Putting Yourself First , Two Types of Focus , Power of Thank You, Strategy is Choosing and Plans aren’t as important as Adjustments. Today I want to talk about the importance of giving freely without keeping score.

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Millennial Men With No Degrees: Come Work in Sales

Sales Hacker

For those of us reading the business and financial news regularly, you’ll start to notice two common threads: that millennials work differently than other generations and often have a hard time integrating into the workforce, and that most sales teams need more quality people. In fact, a recent Bloomberg article tracked statistics that tell us that millennial men just aren’t in the workforce at the rates we would expect based on historical statistics.

Sales 78
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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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