A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.
ConversionXL
NOVEMBER 27, 2018
If you’ve ignored the design and content of your “thank you” page, you’re neglecting: Recent purchasers. New leads. These are some of the highest value segments of an online audience, yet what most sites decide to show them is an afterthought. Whether you’re confirming access to a PDF download or thanking someone for a four-figure purchase, there are ways to add value for users—and get more value for your business.
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Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.
Openview
NOVEMBER 6, 2018
In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.
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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.
Jeff Shore
NOVEMBER 20, 2018
By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers won’t buy without a discount or incentive. ?. ???Not true! Buyers buy when they see personal benefit in what you are selling, and they feel good about the value.
Membrain
NOVEMBER 25, 2018
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 12, 2018
If you generate a $200 million quarterly profit with an online product, your website’s user experience must be world class, right? Wrong. Your homepage can still look like the one above, which is from one of the largest cryptocurrency exchanges in the world. But terrible UX isn’t a shortcoming of the cryptocurrency industry—it’s common in every high-growth industry, including, perhaps, your own.
RAIN Group
NOVEMBER 20, 2018
Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".
Women Sales Pros
NOVEMBER 22, 2018
This is the time of year to reflect on great things happening to help move the needle for more women in sales (#womeninsales) and sales leadership in B2B companies with “male majority” sales teams and male sales leadership. Thank you to the women helping to champion change, and our male allies. Here are resources to check out, join, attend, share, and recommend.
Jeff Shore
NOVEMBER 1, 2018
By Jeff Shore. ?Question: What does success look like? What do successful people do? Answer: For one thing, successful people are confident! I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer.
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
SalesProInsider
NOVEMBER 20, 2018
We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving. There are no gifts to stress over, no need for fancy clothes (comfy is key with the hearty food), and a day when taking a nap is acceptable!
Understanding the Sales Force
NOVEMBER 19, 2018
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.
ConversionXL
NOVEMBER 28, 2018
ABM works – when it’s done right. Taking shortcuts can cost you time and money. In this video, Steve covers what account based marketing is and how your marketing and sales teams can close bigger B2B deals faster with an effective ABM program. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post What is Account Based Marketing?
RAIN Group
NOVEMBER 7, 2018
"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.
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
Openview
NOVEMBER 20, 2018
Editor’s Note: This article was first posted on LinkedIn here. . Bellies full of beignets, my parents and I were exiting San Francisco’s Just for You Cafe when when a middle-aged man called my name. “Andy, it’s Christoph!” he shouted. “Do you have time for a quick question about messaging ?”. (Later, my mom asked, “People stalk you for messaging advice?”).
Jeff Shore
NOVEMBER 8, 2018
By Ryan Taft. ?I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally. My experience as a consumer and as a sales coach is that there are three common mistakes made in follow-up.
Membrain
NOVEMBER 4, 2018
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.
Hubspot
NOVEMBER 8, 2018
Over the past few years, Instagram has seen exponential growth -- from one million users in December 2010, to over one billion in 2018. It's hard to remember a time before Instagram. "Do it for the 'gram" has become a common saying, which means, essentially, "Do something so we can take a picture and post it to Instagram." If you're not part of the one billion on Instagram, you might want to reconsider.
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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.
InsightSquared
NOVEMBER 5, 2018
We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on? In the past, we’ve discussed three key measurements: Volume based metrics (the change in amount at any given stage i.e. # of leads).
Partners in Excellence
NOVEMBER 27, 2018
Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technolog
Engage Selling
NOVEMBER 16, 2018
?????????I’m doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.
Jeff Shore
NOVEMBER 6, 2018
By Amy O’Connor. Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique. Below are the top ten closing myths (or flawed mindsets as it relates to closing a buyer) that negatively effect sale people’s performance and the realities we should embrace in their place.
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
NOVEMBER 14, 2018
I recently got back from Vegas. I was at a conference there, staying in a very nice, high-end hotel. The hospitality was delightful. The room was beyond comfortable. The view was spectacular. Everything was great.
Hubspot
NOVEMBER 2, 2018
Writing a LinkedIn summary is incredibly difficult -- for everyone, but especially for salespeople. You're not targeting recruiters and hiring managers; you're appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional background, you must also come across as a subject matter expert. In this blog post, we'll dig into what to include in your LinkedIn summary to make it stand out, as well as some examples to give you inspiration.
Selling Power
NOVEMBER 7, 2018
Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.
Partners in Excellence
NOVEMBER 11, 2018
As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” Too often, the thinking is, “We have to meet the customer where they are at!” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer jour
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.
Engage Selling
NOVEMBER 8, 2018
Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »
Jeff Shore
NOVEMBER 13, 2018
By Jeff Shore. ?In his seminal masterpiece, Influence – the Psychology of Persuasion , Dr. Robert Cialdini offers six key principles of influence. Among the Big Six: the principle of authority. Put simply, we are greatly influenced (in ways we do not always understand) by our impressions of authority. This not about sales tactics; this is about human nature.
Membrain
NOVEMBER 28, 2018
Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.
Hubspot
NOVEMBER 2, 2018
The thought of creating your own website may seem overwhelming. You might even think this task would be impossible for anyone but a developer or a person with a background in web design. Well, I have good news for you — there’s a software out there that’s so easy to use, virtually anyone can successfully create a unique and professional-looking website for their business, blog, portfolio, and more.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
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