Jeff Shore
MAY 23, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: David JP Phillips and Jeff talk about how story changes everything. The stories our customers tell themselves about why they’re purchasing. The stories we tell our customers as sales professionals. Are you able to paint their future promise of their lives if they purchase from you? Can they see their story with your product?
Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
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Gong.io
MAY 24, 2018
I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth.
Hubspot
MAY 22, 2018
Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project?
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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
MAY 22, 2018
By Jeff Shore. The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Why is this the case? Because an early price conversation will draw your customer’s mind in the wrong direction.
ConversionXL
MAY 24, 2018
Have you ever received an email from a “noreply@” address? Of course, you have! This is a “standard practice” that many companies do that removes the human element from your emails. Do you want your customers to open and engage with your emails? Don’t be a robot. In this video, I give you an easy step to make your emails more human.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MAY 24, 2018
It’s likely you’ve heard of Facebook Business Manager, which Facebook describes as their tool to “manage ad accounts, Pages, and the people who work on them -- all in one place.”. If you haven’t heard of it, or if you don’t know much about it, Facebook Business Manager is a useful tool if you have more than one ad account, if you need to track separate clients’ ads or pages and create reports for them, or if your company uses Facebook for different services related to your business.
Jeff Shore
MAY 24, 2018
By Ryan Taft. ?Imagine getting on an airplane, settling in to your seat; prepared for a long and uneventful flight when suddenly you hear the captain announce the following: “Welcome to flight 1299, non-stop from Phoenix to Atlanta. My name is Captain Fergueson and my First Officer is Jim Tuttle. We hope to get you to Atlanta in one piece, but since this is our first time flying, we could use all the luck we can get.
ConversionXL
MAY 22, 2018
Are you having issues with your manager? What do you do when your manager just doesn’t get it and it’s difficult to get work done? Value your craft and yourself, don’t work for a manager that forces you to do your job wrong. Learn what you should do if your manager pushes back. Stand up for yourself and what you believe in. Do quality work for quality people.
Membrain
MAY 23, 2018
A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining up emails, inmails and sales calls and talking customers into exploring their products & services. This model of sales started in Silicon Valley, and has been successful in expanding the reach of many SaaS and other technology companies.
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
Women Sales Pros
MAY 25, 2018
In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales potential. Why? Because their biggest enemy is their own perspective. Here are two main scenarios illustrating the point.
Openview
MAY 22, 2018
The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. – that are weighing your company down. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Knowledge Management vs.
Hubspot
MAY 25, 2018
Best Bluetooth Headsets. Jabra Steel. Jabra Motion. Plantronics Voyager 5200. Plantronics Voyager Focus UC. VXi BlueParrott B450-XT. Plantronics M55. Motorola Boom2+ Headset. Plantronics Voyager Edge. Plantronics Voyager Legend. LG Tone Free Headset. Samsung Level U Pro. Sennheiser Presence UC. Jabra Wave. Jabra Stealth. A salesperson’s right arm? It might be their Bluetooth headset.
RAIN Group
MAY 23, 2018
To succeed in sales, you need to have the right skills. You must be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, manage sellers, and the list goes on. With the laundry list of skills needed, what skills are sellers most likely to have? In our The Top-Performing Sales Organization study, the RAIN Group Center for Sales Research asked, across a number of areas, if sellers have the skills they ne
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
Membrain
MAY 20, 2018
Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A bad attitude can kill deals before they have a chance to get started. The salesperson keeps putting new opportunities into the pipeline, but can’t seem to close them.
Outreach
MAY 23, 2018
The heat is on, and not in the fun, Beverly Hills Cop sort of way. We’re just days away from May 25th, 2018 , the day the new General Data Protection Regulation (GDPR) goes into effect. And, whether we like it or not, the European Union’s (EU) new regulations will have repercussions throughout the sales and marketing landscape. Unfortunately, there is a lot of rumor, misinformation and fear out there.
Openview
MAY 25, 2018
Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S.-based companies hit 132 in January 2018 alone, the highest monthly total since February 2010, according to global outplacement consultancy and executive coaching firm Challenger, Gray & Christmas, Inc. In 2017, they noted, there were 1,160 CEO exits. “But I don’t sell to CEOs,” you might say.
Miller Heiman Group
MAY 25, 2018
When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. For many leaders, marketing is synonymous with content. Whether it’s branding, demand generation or website creation, marketing is all about content. But you might be surprised to discover that marketing only creates about 39 percent of the content salespeople need.
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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.
Hubspot
MAY 21, 2018
“Video marketing” is one of today’s hottest industry buzzwords -- and, of course, we at Animoto agree that video is a priceless tool when it comes to engaging your audience, sharing stories and information, promoting products and services, piquing interest, and more. But we also know that video in and of itself isn’t a magic bullet. You should never go into any marketing initiative assuming what’s going to work.
SalesforLife
MAY 25, 2018
Warning—if you’re in an ultra-competitive industry and/or sell enterprise deals, you need to lock down your social connections. These connections are basically a tracking beacon for RFQ, RFP, proposals, etc.
Accent Technologies
MAY 25, 2018
Everybody wants a piece of the digital transformation pie, but nobody wants to start baking. Learn why it matters and how sales enablement fits in. Digital transformation was a huge topic at the SiriusDecisions 2018 Summit earlier this month. If you’re not too familiar with the term, SiriusDecisions has an excellent definition: “the application of technology for business change.”.
Engage Selling
MAY 19, 2018
Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.
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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
Hubspot
MAY 23, 2018
“We’ve lost our way.”. I’ve heard this from clients countless times. And it’s no wonder people are saying this: today’s businesses have to evolve very quickly because employees rarely stay in one job for their whole careers and technology is growing so fast that it’s a constant battle to keep up with the next new thing. The stress can be overwhelming.
SalesforLife
MAY 23, 2018
Data is necessary for legitimizing a solution, but a story is necessary for promoting it. In business, reliable data is needed to make sound decisions, but data can be overwhelming and sometimes cause inertia that slows or stops the buying process. To bridge the gap between the need for data and the need for clarity, sales professionals can include data as part of a larger narrative by leveraging a storytelling approach in sales.
Accent Technologies
MAY 21, 2018
Explore the top technologies coming out of Google’s I/O 2018 conference and what they mean for B2B sales organizations in the not-too-distant future. As anyone in the B2B sales space knows, sales technology is rapidly advancing. This month, tech innovation got a big boost. (more…).
Understanding the Sales Force
MAY 24, 2018
Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask 'why', eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are comfortable, help them overcome their fears, work to prevent resistance and emotional meltdowns, and teach them as they go about their business.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Hubspot
MAY 21, 2018
The right font can instantly improve the look of your marketing presentation, impress your client, or escalate your design from average to exceptional. But it’s often tough to find a font that falls somewhere in-between classy and dramatic -- particularly when you’re not willing to pay for an experienced calligrapher. We’ve compiled 15 of the best calligraphy fonts we found online.
KO Advantage Group
MAY 22, 2018
You want to grow your business but unsure how to start. You have exhausted resources such as facebook, linked and twitter. You feel as though you are spinning around and just getting dizzy. Find clarity in your thoughts and set yourself in the direction of success. Make the step to create a sales process. Set Goals For Yourself. When you know what you want to achieve only then can you take the next step to guiding yourself into a successful pattern.
SalesLoft
MAY 25, 2018
A smooth customer journey is the responsibility of the seller, not the buyer. There are many ways to create a pleasant buying journey, but it’s critical that each touch point along the journey is seamless. Leaving a lasting impact and positive experience for the buyer begins with the discovery phase and communicating the value your solution can offer individual prospects.
Partners in Excellence
MAY 25, 2018
Time is the only non-recoverable thing that each of us controls. We waste it, it’s forever lost. We waste our customers’/prospects’ time, we’ve cheated them out of their most precious commodity. We let our customers/prospects waste ours–we’ve enabled them to de-value us and what we can do to help them. Ironically, we seem to treat time in quite the opposite way.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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