Membrain
DECEMBER 6, 2017
Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.
ConversionXL
DECEMBER 7, 2017
In 2015, 9-figure apparel retailer Karmaloop.com filed for bankruptcy. The company had been bleeding cash, losing six figures per month. That summer a private equity fund acquired the assets of the company. They brought me in as CMO. Within three months all marketing KPIs had improved. Within a year-and-a-half the PE fund sold the company to a strategic buyer.
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Hubspot
DECEMBER 8, 2017
The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. vTie. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer. DealApp Vantage. AutoPoint Driver Connect. NADA MarketValues.
PandaDoc
DECEMBER 7, 2017
If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on.
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
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
Partners in Excellence
DECEMBER 8, 2017
I’m constantly amazed by the mistaken view too many sales managers have about their role. A reader called my attention to a discussion on LinkedIn. A sales manager was bragging about how he could “Sell Circles Around Anyone.” Clearly, he didn’t understand his job and with that attitude would fail his people, his company, and his ability to reach his goals.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
DECEMBER 4, 2017
Slack. Everybody wants a little. From busy executives to stressed-out millennials. Good thing more than six million users are now getting some. To make sense of all this Slack madness, we’ve decided to breakdown our top picks of slack integrations for sales & marketing productivity. It seems like there’s a slack integration for everything these days – even bots who can order pizza , analyze market data, and keep you humble on a daily basis.
Heinz Marketing
DECEMBER 2, 2017
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here are some B2B Reads we love: 7 Ideas for Building Trust in Sales.
Membrain
DECEMBER 3, 2017
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs.
Hubspot
DECEMBER 4, 2017
The holidays are coming, and I'm feeling cheerful. So, I'll do you a solid: I won't lecture you on the importance of incorporating virtual reality into your 2018 marketing strategy. But, in the spirit of giving, I will share the following fun facts: By 2020, the economic impact of virtual and augmented reality is predicted to reach $29.5 billion. By the end of 2017, the combined total of VR software and hardware from Sony, Oculus, HTC, and others is predicted to reach 5.1 million units.
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.
SalesforLife
DECEMBER 7, 2017
You’re in sales, and just like Babe Ruth, you will strike out! I hope that like Babe Ruth, your home runs over-shadow your strikeouts but even great ballplayers will miss a few fastballs. Now what you do right after your strikeout will dictate whether or not you’re setting yourself up for future success or a fast pass to the minor leagues. There are very few buying purchases in the world that are 1x events over a lifetime.
Heinz Marketing
DECEMBER 7, 2017
By Rebecca Smith , Senior Marketing Consultant for Heinz Marketing. In the last two years, content marketing has become one of the main marketing initiatives in terms of both development and marketing spend. With that being said, how do you actually get your content in front of the right people at the right time? It’s become a challenge for B2B marketers across the board.
Understanding the Sales Force
DECEMBER 8, 2017
Hubspot
DECEMBER 7, 2017
I don't know about you, but I have an odd fascination with LinkedIn's "Who's Viewed Your Profile" feature. There's a natural curiosity about who's checking it out, and why. A fan of my writing? My manager? An ex-boyfriend who’s feeling remorseful as a result of seeing all the great things I’m doing with my life? Regardless of my own profile viewers, the fact remains that LinkedIn has always served as an interesting platform to digitally network, share information, recruit, and advertise.
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InsightSquared
DECEMBER 6, 2017
Sales operations managers play a crucial role in making sure sales teams are firing on all cylinders. They tackle much of the heavy lifting in Salesforce.com (or other CRM systems) and continuously optimize processes to make lives easier for sales reps and managers, giving them more time to focus on what they do best – sell. While there’s less glory for sales ops managers than sales reps (who get to close big deals and hit gongs to celebrate), they are one of the most vital parts of any su
Heinz Marketing
DECEMBER 5, 2017
I’ve been on both sides of pitch meetings, and I’m pretty sure everybody hates pitch meetings. By “pitch meeting” I mean a seller sitting before a group or committee of buyers and presenting a case for why they should be chosen to provide a set of products or services. Some call it the “dog and pony show”, which in too many cases it devolves into.
Openview
DECEMBER 8, 2017
The Board of Directors serves an incredible purpose in organizations: they provide council, they instruct, and of course, they apply pressure and ask some (very) tough questions. For sales leaders, those questions can be extremely daunting. Many times, the answers lie in post-it notes or in Word doc blue sheets, are buried deep in Salesforce reports, or are based on hunches or anecdotes from conversations with sales professionals.
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Sales Hacker
DECEMBER 5, 2017
The post How Top Sales Leaders Drive Higher Quota Attainment Across Their Teams appeared first on Sales Hacker.
Heinz Marketing
DECEMBER 8, 2017
By Brenna Lofquist , Marketing Coordinator for Heinz Marketing. Reporting has and always will be a key component for B2B Marketers. It’s your bread and butter – used to make key decisions for your organization whether that’s forecasting for next year or looking back at historical performance data for specific channels. So how are you keeping on top of it?
SalesforLife
DECEMBER 8, 2017
If you are still following the same sales playbook today that you did in 1971 then something has to change, immediately. How we sell should reflect current B2B buying behaviours, this requires a more focused organizational process, strategic vision and elevated core competencies.
Hubspot
DECEMBER 5, 2017
The past three months, it seems, have been a nonstop parade of major tech events and the new product announcements that come with them. One of the latest was last week's AWS re:Invent , where Amazon announced a new suite of AI-enabled technology designed with businesses in mind. And while these new products, features, and tools come with a host of opportunities for the developers, marketers, and others who plan to use them, they also raise a few questions.
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.
Engage Selling
DECEMBER 8, 2017
A big mistake that I see sellers and companies make at the end of the year is failing to not plan for the new year.
The Sales Hunter
DECEMBER 4, 2017
As you reach out to prospects, they may want to wait till after the first of the year to meet. Push for a meeting NOW, not later. There’s still a lot of business to be had before the year wraps up, but you have to go get it! Don’t let up on your prospecting efforts. […].
SalesforLife
DECEMBER 5, 2017
Sales enablement tools have increased marketing and sales’ abilities to speed up your time to close and create personalized experiences on their website for everyone. When a visitor converts (through form submission or live chat) on the webpage, personalization can catalyze further action. Below, we discuss three contextual lead nurturing examples that drive users more quickly through your sales pipeline.
Outreach
DECEMBER 6, 2017
Which stage of the sales cycle matters most? The close seems to get all the attention because that’s where all the action is, but think carefully about how you got there. Take a look at your last success and evaluate how crucial the discovery call and other early sales meetings were in setting expectations and proving your value to the prospect right out of the gate.
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.
Heinz Marketing
DECEMBER 6, 2017
Guest post by Katie Martell, On-Demand Marketing. I was recently discussing 2018 priorities with a Marketing Operations leader at an enterprise organization. They said, “ABM capabilities are taking priority over our measurement and budgeting needs. Let’s talk later.”. It is great to see Account Based Marketing (ABM) taking priority across the marketing industry.
Pointclear
DECEMBER 7, 2017
It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names, but still imply you’re important to them! I called someone I know, but had not spoken to in some months. The result pushed me over the edge in frustration. This is how it went. Them. “Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.
SalesforLife
DECEMBER 4, 2017
Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided >, > or > as a form of personalization.
SBI
DECEMBER 6, 2017
Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Closing Deals. Pipeline Management & Deal Flow. Sales Enablement & Engagement. Sales Prospecting & Communication.
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