A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility. Sales is the greatest profession in the world in my opinion.
Openview
FEBRUARY 25, 2019
Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.
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ConversionXL
FEBRUARY 27, 2019
“Email marketing is dead.” That’s what a digital marketer told me while trying to sell me his messenger bot software. But email isn’t going anywhere. Customers who buy through email spend 138% more than those who don’t sign up for email offers. And email marketing has an ROI of 28.5% compared to 7% for direct mail. If you’re unpersuaded by statistics, also recall that: If you own your email list, you pay nothing to reach subscribers.
Gong.io
FEBRUARY 1, 2019
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
Membrain
FEBRUARY 17, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that….
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Openview
FEBRUARY 11, 2019
Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.
ConversionXL
FEBRUARY 18, 2019
Social media isn’t a perfect source of market research: It’s not a representative sample and, for small businesses, it’s simply too small of a sample. But for large organizations, it’s still a critical one. Why? Because it includes your most passionate fans. It’s also a rare source of candid consumer opinion: 80% of social media posts are about ourselves, and those opinions and beliefs—expressed individually and within a community—are not interrupted or biased by participation in a formal
RAIN Group
FEBRUARY 20, 2019
This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.
Women Sales Pros
FEBRUARY 2, 2019
There is an infamous Superbowl commercial for some of us that played in 2015 called #LikeAGirl and in honor of Superbowl weekend I’d like to share a great blog post sales strategist and best-selling sales author Jill Konrath wrote about that commercial. With no further ado, please enjoy, I Sell #LikeAGirl. Lori Richardson is President of Women Sales Pros and is working to see more women in sales and sales leadership in companies where there are male-majority sales teams.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Membrain
FEBRUARY 13, 2019
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
Smarter With Gartner
FEBRUARY 6, 2019
Imagine an organization where the marketing department speaks French, the product designers speak German, the analytics team speaks Spanish and no one speaks a second language. Even if the organization was designed with digital in mind, communicating business value and why specific technologies matter would be impossible. That’s essentially how a data-driven business functions when there is no data literacy.
Openview
FEBRUARY 5, 2019
A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. The focus on landing new customers makes sense to some degree. At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers.
ConversionXL
FEBRUARY 12, 2019
In my daily work with ecommerce brands, I see two types of companies: The first type focuses on acquisition and conversion. The second relies on retention. The second type is winning. Why? Overall acquisition costs for both B2C and B2B have gone up by 50% in the past five years. Sooner or later, relying on new customers will break you. To offset these costs, you need to earn more repeat purchases from existing customers.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
RAIN Group
FEBRUARY 6, 2019
"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.
Women Sales Pros
FEBRUARY 8, 2019
I never aspired to enter a career in sales, but I had a natural gift for connecting with people, which made sales a natural fit. My non-traditional path to sales started early in my professional career when I lost my first marketing job in NYC. It was during this challenging time that I became fascinated with what motivates people, what keeps some moving forward in times of great stress and what makes others fold under pressure.
Membrain
FEBRUARY 10, 2019
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
Gong.io
FEBRUARY 26, 2019
My hands were sweating again. Of all the things I expected from this sales meeting, an “easy win” was not one of them. I spent six months working on a deal with four tough senior managers. Each of them voiced a flurry of objections at every turn. And now I had my shot with the decision maker — an executive in her early 50’s with a reputation for relentless questions.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Sales Hacker
FEBRUARY 28, 2019
Have you considered reconnecting with your old sales leads? You’re not alone. Getting traffic and leads is the biggest pain of 63 percent of all businesses. Source: HubSpot. But MarketingDonut says 44 percent of salespersons give up after one rejection. Albeit, 80 percent of the time, business leads need about five follow-ups to convert to paying customers.
ConversionXL
FEBRUARY 5, 2019
Years ago, when I first started split-testing , I thought every test was worth running. It didn’t matter if it was changing a button color or a headline—I wanted to run that test. My enthusiastic, yet misguided, belief was that I simply needed to find aspects to optimize, set up the tool, and start the test. After that, I thought, it was just a matter of awaiting the infamous 95% statistical significance.
SalesLoft
FEBRUARY 12, 2019
Conventional wisdom for crafting sales prospecting emails is based almost purely on gut instinct. That isn’t a terrible start. Writing is an art, after all. However, adding a little structure in the form of sales email best practices will have a significant impact on email performance. To add some science to the art, SalesLoft deconstructed millions of emails to find out which best practices indeed lead to higher reply rates.
Women Sales Pros
FEBRUARY 22, 2019
Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time. So why did a move? Good question and an important one to know the answer to if you want to know how to succeed in today’s marketplace.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Membrain
FEBRUARY 3, 2019
The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.
InsightSquared
FEBRUARY 19, 2019
Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta. What most casual spectators don’t realize is all the components that go into making one of those rowing shells move as quickly down the river as possible (and it’s not nearly as graceful as it may look).
Miller Heiman Group
FEBRUARY 11, 2019
CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati
ConversionXL
FEBRUARY 15, 2019
Which popular beauty and cosmetics website has the best user experience? This is a conversion-focused benchmark analysis of four competing beauty and cosmetics websites : Clinique. Fresh. Lush. Sephora. We selected sites from among the top 25 in their category, according to Alexa rankings. Our analyses measure overall user experience of each site as a composite of 5 separate UX dimensions.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Hubspot
FEBRUARY 26, 2019
Braden Becker ’s journey to becoming an SEO specialist at HubSpot is a slightly unconventional one. In college, he studied Writing & Rhetoric, which helped him land his first job as a copy editor at a B2B trade publication. As he progressed through his career, Braden pivoted to content marketing, where he worked as an editor at a SaaS company and then as a content manager at the world’s largest environmental services firm.
Women Sales Pros
FEBRUARY 14, 2019
Here is a great video made by Boston technology company, Hubspot on sales culture (and company culture) If your company has a great sales culture, and you are hiring for diversity and inclusion, why not talk about it on your website? It could make the difference between someone applying and not. Share your company values, in your employees and leaders’ own words.
Membrain
FEBRUARY 24, 2019
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.
Partners in Excellence
FEBRUARY 10, 2019
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help.
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