Gong.io
MAY 18, 2018
A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales.
Jeff Shore
MAY 17, 2018
By Amy O’Connor. ?Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they? They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in.
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ConversionXL
MAY 14, 2018
Artificial Intelligence is powerful and will open doors we don’t even know exist at the moment. But there are some steps you can take today to ensure that you are making the most of this new capability and are not left behind. As this is such a nascent area, it serves to begin with a brief description of Artificial Intelligence and Machine Learning.
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.
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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.
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.
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?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
MAY 18, 2018
Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant with GDPR.
Hubspot
MAY 14, 2018
How to Make a QR Code. Select a QR code generator. Choose the type of content you're promoting. Enter your data in the form that appears. Consider downloading a dynamic QR code. Customize it. Test the QR code to make sure it scans. Track and analyze performance. "Really? We're talking about QR codes?". Fair reaction. For several years now, QR codes have been at the center of the popular " is dead" trope we marketers love to argue when talking technology.
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.
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.
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
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.
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.
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.
Smart Calling
MAY 14, 2018
A reader emailed me with a question, looking for information on “assuming the sale.” I’ll share the answer with you as well. You need to be careful here. The old school, tactical methods of selling say that you should “assume the sale as soon as the prospect shows some interest.”. I disagree. That’s annoying, salesy, cheesy, and wrong in most cases.
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
Outreach
MAY 17, 2018
View and take action on Opportunities directly from Outreach while tying every activity back to expected revenue lift.
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?”.
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?
RAIN Group
MAY 16, 2018
Too many sellers have the following problems: Bloated pipelines filled with dead wood. Lack of clarity on what opportunities to focus on. In " How to Clear Your Pipeline of Dead Wood ," we shared how to make your pipeline real and manageable. Here, you’ll find a framework that will allow you and your colleagues to define and focus on the best sales opportunities with clarity and confidence.
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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.
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!
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
Openview
MAY 16, 2018
Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company to 10M users with few wasted resources. ?. Prefer to listen on iTunes?
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.
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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
Understanding the Sales Force
MAY 14, 2018
A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were delayed. That said, spring leaves on May 11 are exponentially more predictable than pipeline opportunities. Why might an opportunity not close when it was forecast to?
Hubspot
MAY 15, 2018
It’s one of the worst feelings in the world. You've spent weeks perfecting your resume and crafting the perfect cover letter, and you're finally ready to submit your application for your dream job. But when you scan the company’s careers page, panic starts pouring over you. The job you wanted to apply for is no longer open. It’s gone. And as you stare at your laptop screen in shock, you can’t help but think you’ll never be able to join your dream company.
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…).
Sales Hacker
MAY 15, 2018
On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. As of May 2018, she serves as the CMO of Upserve.
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.
SalesforLife
MAY 14, 2018
Many sales leaders are familiar with the so-called summer slump. Generally speaking, business slows down when the warmer weather arrives. Decision-makers are out of the office, and it may be more difficult to gather key people in order to make a decision.
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.
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.
Accent Technologies
MAY 13, 2018
Tactical vs. strategic sales operations: which one wins out? If you’re using sales analytics, you don’t have to choose. Learn about the possibilities here. In the battle of tactical vs. strategic sales operations, which one wins out? If you’d asked someone in sales operations that question 10 years ago, they’d say “tactical all the way,” but times (and technologies) have changed.
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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