A Sales Guy
OCTOBER 12, 2018
How often do you commit to something and then not follow through? I get it, it happens a lot. We aren’t perfect. But not meeting a commitment scratches the surface of lying. No! You didn’t lie, but it has a similar effect. When we commit to someone, and then break that commitment, it undermines trust. In this video, I talk about a way to improve your ability to keep your commitments.
Membrain
OCTOBER 7, 2018
I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement.
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Openview
OCTOBER 10, 2018
Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s
Jeff Shore
OCTOBER 11, 2018
By Amy O’Connor. ?It’s every salesperson’s worse nightmare – the non-urgent buyer. The buyer who says they are in no rush to make any type of decision. In fact, they may not even buy at all according to them. You know what this typically is? B.S. – buyer strategy! It’s important to understand that the buyer’s number one strategy is to appear non-urgent in front of a sales person.
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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.
Women Sales Pros
OCTOBER 12, 2018
Love it or hate it, there’s no getting around it. Prospecting is one of the most effective and fastest methods to grow your business. It’s also one of the most widely disliked aspects of a sales professional’s career. So how can you make it easier? Stop cold calling and start warm calling with centers of influence and referrals. As the saying goes, it’s not what you know, it’s who you know.
Membrain
OCTOBER 10, 2018
We’re still underestimating artificial intelligence, says Andrew McAfee. That was the premise of his presentation at the Nordic Business Forum in September, and he should know.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Jeff Shore
OCTOBER 9, 2018
By Jeff Shore. ?. ?I am going to propose three scenarios that are similar to ones you might come across fairly often in your sales career. ??Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. He says to you, “I would switch our policy over to you and your company, but my wife picked our life insurance and she likes the agent we are using now.”.
Hubspot
OCTOBER 9, 2018
You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.
RAIN Group
OCTOBER 12, 2018
Sales Training Defined: Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. To be most effective, sales training should be viewed, designed, and executed as a change management initiative. The global market for sales training is approximately $4.6 billion. Yet most sales training fails to deliver lasting results.
Partners in Excellence
OCTOBER 8, 2018
Storytelling is important. None of us live in a world of data and logic, as much as we might pretend that we do. Stories are important. Stories provide contexts to teach our customers and help them learn. They provide a basis for helping our customers understand how we might help them. They help customer learn through understanding the stories of people and organizations who have faced similar issues.
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
Jeff Shore
OCTOBER 10, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Scott McKain and Jeff talk about giving your customer a sales presentation that stands out. You need to be distinct in your sales approach. But what comes after distinction? ICONIC which is the title of Scott’s new book. In this episode of the Buyer’s mind, you’ll learn what great companies do that make them the standard in their field, and not just companies – salespeople.
Hubspot
OCTOBER 11, 2018
Whether you're managing your small business' finances or filing taxes, it's necessary to know where your money is being spent. But receipts from your purchases are likely to get lost in a sea of documents and miscellaneous papers. If you struggle to keep track of your receipts, a receipt scanner can come in handy. Some receipt scanners include online tools that allow you to access your receipts from anywhere, so receipts will be consolidated and you can access them whenever you need them.
Heinz Marketing
OCTOBER 12, 2018
Guest Post by Kayleigh Alexandra, Content Writer for Micro Startups. They say time flies when you’re having fun, but it goes even faster when you work in marketing. With summer out of the way and the colder seasons fast approaching, it’s time to start thinking about 2019. The digital world is incredibly fast-paced. From technological advancements in AR/VR to the ever expanding Internet of Things (IoT), B2B marketers have to work hard to stay ahead of the game with marketing trends.
Partners in Excellence
OCTOBER 8, 2018
Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption, distraction, and complexity. It’s impossible to avoid feeling overwhelmed, unbalanced, and distracted. Getting things done, getting the support and resources to move forward is increasingly difficult.
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
Sales Hacker
OCTOBER 10, 2018
They say the average human attention span is shorter than a goldfish’s. Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year. The math doesn’t exactly add up. But what’s the difference? How do you get your viewers to figuratively “hit full screen” and give you their complete attention, instead of Amazon Prime shopping in the background?
Hubspot
OCTOBER 12, 2018
It's never easy telling a candidate they didn't get the job after hours of preparation and interviews. Oftentimes, the awkwardness leads to generic emails, like "We have chosen not to move forward with your application at this time.". You might feel like there's simply no good way to tell someone they've been rejected. Fortunately, that's not true. By wording your rejection letter kindly, you'll make it easier for the candidate to hear the news.
Heinz Marketing
OCTOBER 10, 2018
Over the past two months we’ve hosted dozens of B2B chief marketing officers for breakfast (including of course bacon ) to share ideas, best practices, hard lessons and priorities for the coming new fiscal and calendar year. The discussions at each CMO breakfast range widely from strategic to tactical topics, from professional development to managing culture and marketing technology stacks.
Partners in Excellence
OCTOBER 10, 2018
The concept of providing our customers rich insight has become “standard” for complex B2B selling for at least the last 7 years. Some of us have been doing that all our careers-without knowing that we are providing insight. There are lots of definitions around what insight is, but most of them tend to be around concepts of “commercial insights.” These are generally stories and data around things happening in our customer’s industries and markets that may impact th
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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.
Engage Selling
OCTOBER 12, 2018
????Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?
RAIN Group
OCTOBER 10, 2018
If you've worked in sales for any length of time, you've likely heard the phrase, "Sales is a numbers game." It's true. A profitable sales organization relies on the careful analysis of success metrics, performance data, and sales reports. If your sales reports are incomplete, inaccurate, or just plain wrong, the outcome is simple: misguided and ineffective selling.
Heinz Marketing
OCTOBER 9, 2018
By Maria Geokezas , VP of Client Services at Heinz Marketing. I’ve been marketing for longer than I care to admit. Over the years, I’ve been lucky enough to have met and worked with many smart and talented business leaders and entrepreneurs. Most of these folks, regardless of their experience or education, have good instincts and realistic expectations when it comes to B2B Marketing.
Selling Power
OCTOBER 8, 2018
The only legitimate sales management function that seemed to be improved by social media was recruiting and hiring new salespeople.
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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
CloserIQ
OCTOBER 10, 2018
Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. With so many companies in the neighborhood, looking for a new job can be pretty overwhelming as well as exciting. Here are the companies you should consider to jump-start your job search. These companies are all backed by venture capital and are currently hiring in sales roles.
InsightSquared
OCTOBER 8, 2018
FunnelWise, a company that aimed to provide better analytics and visibility into sales and marketing funnel performance, is shutting down their operations in a few months. To ensure continued success and access to insights for their clients, we are excited to announce that FunnelWise chose InsightSquared as the solution for their largest clients. Welcome to the InsightSquared family, FunnelWise customers!
Heinz Marketing
OCTOBER 7, 2018
We are thrilled to welcome our first paid sponsor of Sales Pipeline Radio, MailTag. I LOVE what these guys are doing to turn Gmail into a sales productivity machine. Email tracking, in-app appointment scheduling, click tracking, auto-sync to your CRM, etc. If you’re a small business or individual sales rep and use Gmail for prospecting or managing your sales pipeline, you’ll definitely want to check them out.
Hubspot
OCTOBER 10, 2018
There's a lot of buzz around "workplace wellness" in the HR industry recently, and for good reason. The modern day work environment, with long periods of sitting, quick takeout meals in-between meetings, and computer screen eye strain, isn't conducive to the mental and physical well-being of your employees. Having happy and healthy employees has proven to result in better productivity, lower healthcare costs, and less turnover.
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.
Engage Selling
OCTOBER 10, 2018
We’re in Q4! This can bring feelings of anxiety for many salespeople, especially if they’re behind target. Don’t worry! There’s still time to end the year on target.or even exceed it!
SalesLoft
OCTOBER 11, 2018
The use of video in communication is more popular (and easier) than ever before. But does video increase the performance of sales emails? Does it impact the open or reply rates? We dug in to find out. Recently, our data science team examined the effects of sales email personalization , revealing powerful insights on how much, where, and, in another post , the length of time sellers should be modifying email content to get the most opens and replies.
Gong.io
OCTOBER 9, 2018
Faster sales onboarding is your lowest hanging fruit for generating more revenue. Unfortunately, onboarding new salespeople can be both time- and labor-intensive. The good news here? Sales onboarding is not table stakes. It is a revenue-driving activity and should be treated as such. 7 Ways to Accelerate Sales Onboarding. The sooner your new hires ramp to quota, the more revenue you’ll have on your books.
Hubspot
OCTOBER 8, 2018
Growing up, my town’s local shopping mall was a bustling hub of commerce, chock full of busy shops and pesky tweens. But today, half the place has been gutted -- it looks like an empty morgue of stores now. With the explosive growth of online shopping and a shift in consumer preferences for experiences over possessions , the retail apocalypse of 2017 was inevitable.
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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