Anthony Cole Training
JANUARY 16, 2020
In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.
ConversionXL
JANUARY 14, 2020
In-house SEOs and consultants alike are routinely challenged to find new opportunities to expand organic traffic. But the classic approach of researching new keywords then writing articles for those that match your domain strength doesn’t work for all sites. Take Quora, for example. It’s one of the largest social platforms, with over 300 million monthly active users and nearly 54 million pages in Google’s index.
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Membrain
JANUARY 15, 2020
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Understanding the Sales Force
JANUARY 13, 2020
One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them. There is a very small percentage of salespeople who attempt an all out cheat.
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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.
Engage Selling
JANUARY 15, 2020
Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.
Partners in Excellence
JANUARY 16, 2020
Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago. The second is my best friend, mentor/hero, and wife of 38 years, Kookie. Kookie passed away two days ago.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JANUARY 16, 2020
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.
Engage Selling
JANUARY 16, 2020
Building trust with clients should be at the forefront of every organization’s thinking and planning.
KO Advantage Group
JANUARY 17, 2020
Statistics and research are the differences between sales programs that get results, and those that just make the student "feel good". But when I was in corporate sales one of the things I hated the most was being taught techniques and "tips and tricks" that had no backing! Now there isn't an "sales" department in universities where researchers are spending all their time discovering the latest in sales and how buyers buy.
Force Management
JANUARY 16, 2020
As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten. It is amazing that in the second quarter, LSU was down by ten points and looking like they were going to have a very tough night.
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
G2
JANUARY 17, 2020
As a marketer, you’re expected to not only work hard but to also prove that the efforts you’re making are worth it.
Hubspot
JANUARY 16, 2020
When you land your first full-time remote job , you might be excited about the role's flexibility, ability to work from home, and how it enables you to hold a position at a great company even when you aren't close to its headquarters. However, remote work comes with its own challenges. As a career-minded professional, you might also have fears related to being isolated or unseen.
Sales Hacker
JANUARY 17, 2020
Okay. I might catch some heat here but bear with me. Because you don’t have to love (or even like) Tom Brady, but if you watch football as I do, you’ve got to respect his performance. Heck, if you’re not a football fan, you know who he is and that some people call him the GOAT. Not just because he’s good, but because he is consistently good.
Partners in Excellence
JANUARY 16, 2020
The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot new discovery is actually not very new. We have seen it in mobile devices, PCs, financial services, every segment of software, design tools, analytics, consumer products, food/food service, social platforms, and on and on and on.
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
Richardson
JANUARY 16, 2020
Sales productivity measurement remains a challenge for leaders. This fact is something of a paradox because sales leaders enjoy access to a wider array of tools than ever before. Herein lies the problem: sales productivity measurement becomes confusing as leaders deliberate over which analytics to monitor. This challenge intensifies amid the sprawling data enmeshed within Byzantine CRM systems.
Hubspot
JANUARY 17, 2020
This morning, I made a quick Google search. When the results page loaded, I spent time clicking through the first page of websites to find what I was looking for. When I didn't find my answer, I clicked back to that results page to look at the next one. This process took me through to the bottom of the page until I refined my search and started the process again.
KO Advantage Group
JANUARY 15, 2020
How much time do you spend getting to know your prospect? If you sell to everyone, you ultimately sell to no one. Before creating your ideal list of 100 prospects , ask yourself, what is the common thread between these, and all the other people who could potentially use your service? You don't want to target everyone. That's just a waste of time, money, and energy.
Sales Hacker
JANUARY 15, 2020
Cold email response rates are notoriously low. So how do you get the results you need to hit your numbers and drive sales? Rather than looking for yet another cold email template, focus on the fundamentals. This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, outbound sales coach & consultant Jason Bay shares a messaging framework for increasing response rates, setting more meetings, and closing more deals.
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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.
Richardson
JANUARY 16, 2020
Why does sales productivity need a set of best practices? The answer: consistency. A defined set of best practices means that sales professionals have a consistent framework for determining where to focus their efforts. This consistency allows leaders to understand what works and what doesn’t across the entire selling organization. As a result, they can make changes at scale to improve sales productivity.
Hubspot
JANUARY 16, 2020
Remember Vine? Despite its huge initial growth , the six-second looping video app was discontinued by Twitter in 2016 -- only four years after its launch. Since then, we've seen apps like Snapchat and TikTok fill Vine's void. They both allow users to express their creativity while embracing short mobile videos and have attracted Gen Z and millennial audiences.
KO Advantage Group
JANUARY 11, 2020
okay. okay. you got me. There is no directory of companies ready to buy (that is unless you're responding to Requests for Proposals for government services - but that's a completely different beast). What I show you in this webinar is how to connect with more people and prospects who could be ready to buy. Now, timing is truly everything. Sometimes by luck we reach out to someone at the EXACT time they are thinking about making an improvement into their company, or are considering it in the near
RAIN Group
JANUARY 15, 2020
When sellers lose a sale, we often hear something like: The other vendor had an in. Our competitor offered a lower price. We didn’t have the best solution. They decided to do nothing at all.
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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
Richardson
JANUARY 13, 2020
In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. However, measurement across industries is difficult. For example, measuring productivity in the manufacturing industry is straightforward — inputs and outputs have clear definitions.
Hubspot
JANUARY 15, 2020
When I was 12 years old, I used to look through my older cousin's CD collection, a little confused. I didn't understand the need to have CDs when I could go on my iTunes and listen to all my favorite songs. Then, when I was in middle school, I got my first hand-me-down iPod shuffle. This is a great example of the product life cycle (PLC) in action. CDs were in the decline stage while the iPod was in the growth stage – more on the stages below.
Highspot
JANUARY 14, 2020
Today, the power rests in the hands of the customer. Equipped with information at their fingertips, buyers can progress through their journey without ever talking to a seller. As sales leaders, it is our responsibility to keep a pulse on the changing landscape and reimagine how we approach sales in the age of the customer. Teams that proactively predict trends and evolve will remain competitive, and teams that don’t face irrelevance.
Sales Hacker
JANUARY 13, 2020
Audio cassettes. CRT TVs. Typewriters are all extinct. Unless they’re displayed as novelties, these achievements of communication have all disappeared from their once prominent role. Soon, there will be one more you can add to that growing dustbin of history: The cold sales call. We’re going to look at what I believe to be the coming extinction of the cold call in sales and what you should do to prepare for it.
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.
Partners in Excellence
JANUARY 12, 2020
Processes, systems, frameworks are thing that help us do things right. That is, they provide us the ability to more consistently do the things that produce the right outcomes and results. Our selling process helps us more effectively and efficiently align with the customer buying process, producing greater value with the customer. Our account/territory planning processes help us maximize our growth and the results within the accounts/territory.
Hubspot
JANUARY 16, 2020
Growing up, I used to play "grocery store" with my sister. We'd go into our pantry, take out all the food, and set up a grocery store in our living room. I would typically "buy" goldfish. You might be thinking, "What does this have to do with market share?". Well, let's say that I bought 10 bags of goldfish from various "companies" that my sister, mom, and dad owned.
Gong.io
JANUARY 13, 2020
Why must we all get more comfortable with being uncomfortable? How can you select for grit and tenacity when hiring? What’s the biggest hiring mistake to avoid? On a recent episode of the Reveal podcast, we connected with CRO at Drift, Josh Allen, for answers to these and other questions that are top of mind for revenue leaders. Here are the key takeaways and highlights from that episode.
Sales Hacker
JANUARY 17, 2020
If you’re looking for how to improve a sales pitch, you probably see the same few tips repeated ad nauseum. Meanwhile, the most effective way to make your pitch better is something you’d probably never guess. That’s what we’re going to talk about today. But first, let me ask you a question… Have you ever cringed when hearing a salesperson speak?
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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