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How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team? In almost every sales organization, these three situations exist no matter how many sales meetings are held, what CRM system is used or how closely the sales team is managed- these problems persist.
Customer journey mapping is a widely used and impactful technique that can help you make better product, marketing, UX, and merchandising decisions. However, like other UX research techniques (including user personas ), there’s some vagueness and obscurity around how to actually create customer journey maps. This article will draw processes and customer journey mapping examples from experts in the field, and you’ll hopefully walk away with a real and clear picture of how to do it on
Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it.
Mad Men fans everywhere remember the pivotal first scene where we learn just how talented Don Draper is at his job. Faced with an almost-impossible copywriting task, he rose to the occasion to solve a huge problem for his client, Lucky Strike. In spite of research warning customers of the dangers of cigarettes, Draper delivered the iconic slogan -- "It's toasted" -- to differentiate the brand from its competitors.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […].
When your leads lists are hundreds, or even thousands, strong, it’s impossible to research and address the specific business challenges of every single contact. After all, nobody has the time or energy for that many people, and the more people you can tailor your message to, the better, right? Wrong. When you need to address a large audience, it’s easy to fall into the trap of thinking generic is better, whether it’s with the benefits you mention or the sentences you write.
I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.
I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.
Knowing how to measure content marketing ROI, like measuring optimization ROI , is hard. And complicated. Or is it? Andy Crestodina, founder of Orbit Media Studios , and I did some digging to figure out the easiest way to measure content returns. Here’s what we found: Measuring content ROI is really as simple as knowing your conversion rate. That is, you need to know which channels cause clicks to which articles, which articles convert visitors into leads, and which leads convert into customers
If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return.
In April, LinkedIn announced it had reached 500 million members, making it one of the most popular social networks for professionals and one of the top social networks overall. But are you using LinkedIn to its fullest potential? With new social networks sprouting up constantly, LinkedIn is a platform that often gets underutilized or put on the back burner.
It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” “What is the best technique to overcome objections?” “What is the way I can get my customer to select our solution?” “What is the latest technology that will cause our team to consistently hit their numbers?
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
How many times have you had what you thought was a great prospect go cold on you? We all have, and it’s frustrating to say the least when you’ve spent countless hours working hard to develop the prospect, knowing how much you can help them. You try to follow up time after time, all to […].
Usability testing is important, but when you’re juggling tons of other tasks – acquisition, hiring, and whatever other fires you need to put out daily – it can be thrown on the back-burner. “I don’t have the luxury of focusing on UX right now,” you may say to yourself. But this guide will prove that usability testing need not be time consuming, expensive, or obstructive to any other priorities you may have.
There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Keep it simple, stupid. We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. It's incredibly difficult to be succinct, and it's especially difficult to express a complex emotional concept in just a couple of words -- which is exactly what a slogan does. That's why we have a lot of respect for the brands that have done it right.
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.
"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages. You might also feel let down after leaving a great, but expensive restaurant, but the meal, service or ambiance was quite different from what you had imagined when you heard about the business.
Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.
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.
What we know today as a “website redesign” isn’t what it used to be. ‘Radical’ website redesign – where the company embarks on a ‘big-bang’ website overhaul – is becoming less common these days – which is generally a good thing, and there are a number of reasons why. Pretty much every UX/CRO expert and company will advise you to tread lightly when it comes to radical redesigns.
I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.
I recently wrote, “The Sales Manager’s Job Is Different,” addressing the impact of making the wrong decisions in selecting Front Line Sales Managers (FLSM). Too often, the “easy” solution is to take our very best sales people, promoting them into FLSM roles. Usually the results are devastating, they may be great sales people, but they don’t recognize the FLSM job is different.
You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far. Even with a scheduled appointment, you might get shut out in the first minutes (or moments) if you aren’t prepared for a productive start to the conversation.
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.
We're about to hit September, and you might be feeling anxiety about you or your family heading back to school, the busy season at your office, or the prospect of a limited number of beach days left in the year. We feel you -- because even though we took a summer break, social media networks sure didn't. Social networks are constantly innovating new products and making tweaks that are hard to keep up with, which is why we started writing this monthly social media news roundup.
You already know by now that high email open rates are useless if click-through rates (CTRs) are low. You need people to click the links in your email to end up on your website. Click-through rates are a much better indicator of email engagement and success than only open rates for that reason. But the average email CTR is 4.19% — across all industries.
I got this crazy idea yesterday morning to start a How to Sell Better series. It just came to me, and it sounded like a good idea. I don’t know how long it’s going to last or how many posts it will be. I’m gonna take it day by day and see where it goes. Remember the movie Forest Gump where Forest (Tom Hanks) just started running? Well, it feels kinda like that.
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.
Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.
Quit walking around complaining about how your boss or management does not motivate you. It’s not going to help, because let’s be clear — nobody can motivate you! Only you can motivate yourself. The best anyone can do is create an environment for people to motivate themselves. If a person doesn’t want to be motivated, […].
Did you know that 50% of Instagram users follow a business , and 60% actually use Instagram to learn about a product or service? In fact, there are currently over 700 million Instagram users, and that number is expected to reach the one billion user milestone by the end of 2017. How's that for a potential audience for your business? Instagram is one of the fastest growing social networks out there -- and with good reason!
A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you.
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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