September, 2017

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Increasing Lead Generation to Opportunity Ratio -  Several Steps Required!

Anthony Cole Training

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application. This will allow us to tie our marketing efforts directly to a client management AND pipeline management system.

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How to Sell Better: Lesson 8 – Learn to Ask Why

A Sales Guy

Why? Kids are great at asking why? They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating if you think about it, if you accept that you don’t know anything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do.

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We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.

Openview

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Using the details of a fictional Vodafone employee to sign up for SaaS products , Process Street automatically collected all incoming outreach including sales emails, marketing emails, and voicemail transcripts.

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Key Performance Indicators (KPIs) for Optimization

ConversionXL

It’s easy to get lost down the rabbit hole of metrics for your business. When it comes to getting the most out of your website performance, only certain metrics are what you can consider key performance indicators. The trick is figuring out which ones. What are key performance indicators? A key performance indicator (KPI) is a quantifiable activity used to measure how a key aspect of your business is operating or how much volume it’s receiving.

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How to Improve Email Deliverability and Optimize Each Send

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.

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How to Get New Salespeople to Take Off Like a Rocket Ship

Understanding the Sales Force

Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact. Quickly and immediate are relative to the learning curve and the sales cycle but are still the key outcomes. Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching.

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How to Build Value in Sales Negotiations

RAIN Group

In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.

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More Trending

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How to Sell Better: Lesson 7 – Build Your Own Process

A Sales Guy

I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking. I know, I sound like an old man. It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed.

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The 5 Stages of Sales Management

Openview

Anytime someone moves into a new role, there is an adjustment period to figure out how to be effective. When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

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Leading Indicators of Customer Churn, And What to Do About It

ConversionXL

You’ve been acquiring a ton of customers lately for your SaaS company. On the surface, this seems awesome. More customers, more money. So you throw your energy into your customer funnel. However, soon after sign up, they seem to fly right out the back door. Why is this happening? Why do customers leave, or use the service less, often without saying anything?

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7 Habits of Highly Effective People [Book Summary]

Hubspot

7 Habits of Highly Effective People Summary: The 7 Habits of Highly Effective People by Stephen R. Covey is a self-improvement book. It is written on Covey's belief that the way we see the world is entirely based on our own perceptions. In order to change a given situation, we must change ourselves, and in order to change ourselves, we must be able to change our perceptions.

Teamwork 101
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance

Membrain

"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.

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Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads. I know this is not a large sampling and I would be concerned about the validity of this finding if only 25% of them said that getting more qualified leads was the main problem.

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17 Essential Sales Assumptions

Jill Konrath

Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.

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Salespeople fear not, AI is here to help your bottom line.

Openview

Editor’s Note: This article first appeared on Inc. here. When ranking the list of professions that are likely to be replaced by AI, sales is often way down on the list , along with chiropractors and preachers. The rationale for such predictions are that sales is still considered a high-touch profession. A recent survey showed that in certain industries, people would rather buy from someone who is charismatic and fun even if that salesperson doesn’t know their product well.

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How to Stay Competitive in the Evolving State of Martech

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

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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

Understanding the Sales Force

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go. Cars were in front of me and to the left of me with cones to the right and the cop was right on top of my rear bumper.

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6 Keys to Closing Tough Customers in Sales

Hubspot

In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.

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Sales People Are The Extreme Athletes Of The Business World

A Sales Guy

I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople.

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What Does It Take to Create & Convert Leads (and also Hire Those Who Will)?

Anthony Cole Training

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job?

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Quit Blaming What You Sell as the Reason for a Sales Slump

The Sales Hunter

Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […].

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How Millennials Impact the Buying Cycle: What You Need to Know and How to Adapt

Openview

The buying environment is becoming increasingly complex. A few reasons are likely top of mind including the emergence of new competitors, frequency of touchpoints, ever-shortening buyer attention span, and so on. But have you considered how a generational shift in your prospects’ demographics might impact the buying environment as well? Today’s B2B buying committees are growing more diverse as Millennials take their seats alongside Generation X and Baby Boomers.

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How Salespeople Must Run Stop Signs and Red Lights - Legally

Understanding the Sales Force

Image Copyright iStock Photos. There is one simple thing you can do each day that will dramatically improve your sales effectiveness. But you don't think it's possible to do what the title says, do you? Well, it is not only possible, it's crucial - and not only that you do it, but that you do it often and start doing it today. Okay, so maybe I'm not talking about driving a car.

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Don’t Be Oblivious!

Engage Selling

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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Contrast drives change

Membrain

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo.

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Beware Sales Team!

Anthony Cole Training

Despite how good a high powered team looks on paper, there are always “skeletons in the closet”.

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When The Customer Doesn’t Respond The Way You Want Them To

Partners in Excellence

This afternoon, the phone rang, I picked it up, “Hi, this is Dave Brock.” Clearly, there was a sales person on the line, she said, “May I please speak to Dave?” (You can see this call going south already.). When I responded it was me, without taking a breath, she launched into a 97 second pitch. I tried to interrupt, but she wouldn’t have any of that.

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Scaling Lead Gen: Growing NetSuite’s BDR Team to 170 People in 3.5 Years

Openview

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.

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How to Leverage Intent Data for Better Outcomes

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.

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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Understanding the Sales Force

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.

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Announcing: CXL Live 2018

ConversionXL

I’m proud to announce our 4th annual CXL Live conference! CXL Live 2018 takes place March 28-30 in Austin, TX (the conversion capital of the world)! We have an amazing line-up this year! Almost all the speakers are in-house practitioners with deep expertise in their field. Every year we’ve also worked hard to get as many female speakers as possible, and this year we have achieved a 50:50 female/male speaker ratio (more speakers to be announced).

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Reduce Labor, Increase Sales

Engage Selling

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.

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How to Eliminate the Rollercoaster and Anemic Pipeline Syndrome – 5 Sales Management Best Practices

Anthony Cole Training

Why are rollercoasters and anemic pipeline syndromes important?

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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