ConversionXL

MAY 16, 2018

You need to run experiments. The one who runs the most experiments wins. BUT – most marketing experiments are done wrong. What’s missing is hypothesis driven testing across all inter-business disciplines. Nearly everything we use in our daily lives came about as a direct result of an experiment. The cars we drive, the computer or mobile device you are using to read this sentence, the Great Wall of China, Abercrombie and Fitch advertisements – all of them have gone through some form o

A/B testing 133

A/B testing Represent Non-Profits Price 133

Membrain

MAY 13, 2018

I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.

Sales 123

Sales Technology Technology Sell 123

Engage Selling

MAY 17, 2018

I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.

Sales 110

Sales Clients Closing Service 110

Jeff Shore

MAY 16, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present. Many times sales professionals can suffer from distraction. The e-mails, the pressure of the next sale, home life, and so much more that keeps us from being present with our current client. How can you meet the needs of your client when you’re not present?

Presentation 103

Presentation Referrals Consult Price 103

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

Hospitality

Hubspot

MAY 18, 2018

Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.

Quota 101

Quota Drivers/motivators Sales Meeting 101

ConversionXL

MAY 15, 2018

There are already a bazillion resources out there that spell out how to “craft the perfect value proposition.” In fact, the whole concept of “unique value propositions” (UVPs) is — at least at first glance — really Marketing 101 material. So why keep talking about it? For one very good reason: Most courses & books on value propositions FAIL to show you how to actually create value proposition through empirical, quantified research.

Product 100

Product Objectives and Key Results E-commerce A/B testing 100

Jeff Shore

MAY 16, 2018

By Ryan Taft. ?I need to confess something to you. I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. Consumer confidence was high (maybe too high). People were buying homes, cars and more without a thought. You might be thinking, “Ryan, that’s a good thing, right?”. ?Yes, and no. Let me explain.

B2C 98

B2C Sales Follow-up Presentation 98

Hubspot

MAY 15, 2018

A SWOT analysis is a useful technique to evaluate a new project or objective your business faces, or your business as a whole. Essentially, a SWOT analysis is a roadmap for how you should move forward with your business, which opportunities you’re missing out on, and which challenges you should tackle. It’s an effective method to maximize opportunities while minimizing negative factors associated with a given project or objective.

Price 101

Price Government Technology Technology 101

Sales Hacker

MAY 17, 2018

Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.

Pipeline 96

Pipeline Contact Sales Up-sell 96

Outreach

MAY 17, 2018

View and take action on Opportunities directly from Outreach while tying every activity back to expected revenue lift.

Closing 93

Closing 93

Speaker: Frank Taliano

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.

High impact

Partners in Excellence

MAY 17, 2018

Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers. We do need to be focused on our customers and what they are trying to achieve. But is the “buying journey” the right target of our attention?

Pitch 87

Pitch Customers Product Sales 87

Hubspot

MAY 14, 2018

"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.

Contract 101

Contract Legal Prospecting Meeting 101

Women Sales Pros

MAY 18, 2018

“The 36 Questions That Lead to Love” – a fascinating article by the New York Times , referencing Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.”. The idea is 36 well-crafted, thought-provoking, emotional questions can cause you to fall in love with anyone. The questions are divided into three sections — each one more probing than the last – nurturing mutual vulnerability which fosters closeness.

Drivers/motivators 87

Drivers/motivators Quota Sales Up-sell 87

Understanding the Sales Force

MAY 16, 2018

I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you? Someone invites you to join their LinkedIn network or asks if they can join yours. You accept.

Networking 67

Networking Prospecting Sell 67

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B2B

Sales Hacker

MAY 16, 2018

The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker.

Process 80

Process Sales 80

Hubspot

MAY 14, 2018

Telling your boss that you’re leaving the company is never an easy conversation. But a respectful resignation letter can mean the difference between an awkward goodbye, and a chance for a long-term professional connection. Ideally, you’ll provide a resignation letter two weeks before you leave the company. A resignation letter lets you officially announce your termination at the company, and also provides important housekeeping information, like your last day and other details about your departu

Conversion 101

Conversion Growth 101

Heinz Marketing

MAY 15, 2018

I’m excited to see more B2B marketing teams expanding their focus beyond primarily net-new customer acquisition, and starting to impact (and measure) marketing-influenced customer lifetime value. Most often this is measured based on renewals, repeat purchases, upgrades/upsells and more. These financial metrics are critical, but the metric and action the most often leads to these financial customer success metrics is adoption.

Customers 76

Customers Referrals Lead generation B2B 76

Membrain

MAY 16, 2018

The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, training, coaching, and technologies, sales teams can reliably knock the numbers out of the ballpark.

Sales 76

Sales Technology Technology Process 76

Advertiser: ZoomInfo

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Sales

Sales Hacker

MAY 16, 2018

The post How to Build Meaningful Connections to Accelerate Your Sales Career appeared first on Sales Hacker.

Sales 79

Sales 79

Hubspot

MAY 18, 2018

If you’ve had your computer for a while, it might be time you clear some space. Your browser automatically stores past websites you’ve visited, images you’ve saved, your passwords, and a ton of other information. While this information might be useful, over time, it takes up space on your hard drive, and could lead to issues like 404 errors (resulting from a corrupted cache).

Launch 78

Launch Start-ups Product 78

SalesforLife

MAY 15, 2018

Salespeople and marketers tend to think of themselves as quite separate, with different goals, tactics, and roles within a company. The rise of the modern B2B buyer and their changing journey has forced many professionals in both sales and marketing to rethink this long-standing separation.

B2B 74

B2B Sales 74

Outreach

MAY 14, 2018

What a whirlwind this past week has been! Unleash ‘18 took over Paradise Point in San Diego for 3 days of incredible content, connections and cocktails. We want to thank the nearly 700 (!) of you who attended, participated in breakouts or spoke during a session. We had a blast and hope you did too! To be honest, we’re sad it’s over. To help you (and us) battle the post-Unleash blues, we have put together the top five moments of what many attendees called the best sales conference of the year!

Sales 71

Sales 71

Speaker: Jesse Hunter and Brynn Chadwick

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.

Sales

Sales Hacker

MAY 16, 2018

The post Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives appeared first on Sales Hacker.

Sales 76

Sales 76

Hubspot

MAY 18, 2018

Here's a basic math question for you: Sammie has 50 sprockets. She sells eight of them. How many sprockets does she have left? Now, here's another question: Sammie has 50 sprockets. She receives an order for eight sprockets and ships four of them out to customers. How many sprockets are in Sammie's inventory ? These types of questions aren't just relics of elementary school -- they're also challenges inherent to inventory management.

Manufacturing 78

Manufacturing Technique Price Retail 78

Partners in Excellence

MAY 14, 2018

Over the past several weeks, I’ve been sitting in a number of pipeline and deal reviews. While the companies are in very different businesses, different solutions, different sales processes, different sales force maturities; I’ve noticed some patterns: Deal quality is not where it need be. Average deal sizes seem to be eroding. Average sales cycles are increasing.

Pipeline 69

Pipeline Start-ups Closing Process 69

Score More Sales

MAY 17, 2018

This time of year it is easy to get distracted from your goals in sales of working to create new sales opportunities and then moving them forward to closure.

Sales 69

Sales Product B2B 69

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

Sales Hacker

MAY 18, 2018

The post How Sales & Marketing Leaders Can Leverage LinkedIn, Medium, and Quora For Lead Generation appeared first on Sales Hacker.

Lead generation 75

Lead generation Sales 75

Hubspot

MAY 17, 2018

So your company is growing. Things are exciting. Everyone is motivated and ideas are coming in from left and right. Then it happens. You say something along the lines of, “Wouldn’t it be cool if we could build [revolutionary idea here ] ? It would cut costs/generate a ton of new leads/change the way we operate.”. The team is rallying around the idea, the boss is giving you the wink and the gun , everything feels right in the world -- until the dread hits.

Contract 78

Contract X-functional Negotiate Start-ups 78

Heinz Marketing

MAY 17, 2018

By Matt Heinz, President of Heinz Marketing. The “How I Work” series is a favorite of mine from Inc Magazine as well as Lifehacker. Every Thursday we feature a new B2B sales, marketing or business leader of our own answering our version of “How I Work” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

Strategize 69

Strategize Meeting Follow-up B2B 69

Accent Technologies

MAY 17, 2018

Meaningful relationships are the key to success with any B2B sales deal. So how do you build them? Follow these five tips and you’ll be well on your way. Sandler, Richardson, SNAP Selling… whichever sales methodology your company uses, the odds are likely that it pushes the value of establishing a relationship with each prospect. (more…).

Clients 65

Clients B2B Prospecting Sell 65

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Sales