Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
Anthony Cole Training
SEPTEMBER 6, 2018
Child: "Can I have ice cream for dinner?".
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Membrain
SEPTEMBER 5, 2018
In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.
Jeff Shore
SEPTEMBER 4, 2018
By Jeff Shore. We are sales professionals, and therefore we very much love three letters: Y-E-S. Is there a sweeter sound than that of a hard-earned “yes” at end of a sales presentation? I think not. The converse, of course, is also true. The word “no” is like a dagger in the heart. The word falls upon us as if weighing two tons, and we are Wile E. Coyote under its crushing weight.
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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
SEPTEMBER 5, 2018
Some called him a war hero, others a giant of the senate, still others, a truth teller, regardless of politics or party. Late Saturday night, John McCaina great leader father and husband departed from life. His daughter, Meghan McCain, wrote a stunning tribute, one that any parent could only hope to receive from their child. Meghan’s unfailing love and admiration for her father got me thinking about who we are to others – how we show up in the boardroom, the sales room and the living rooms in ou
Partners in Excellence
SEPTEMBER 6, 2018
I can already picture half the readers. Raising their eyebrows, perhaps rolling their eyes, thinking, “Well Dave, the answer is obvious…… ” The obvious answer is to address needs, perhaps to solve a problem. Once that is acknowledged, the more sophisticated immediately leap to understanding the buyer’s journey. Too many focus only on the “seller’s journey.” hoping the buyer is interested in riding along.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
CloserIQ
SEPTEMBER 4, 2018
The research is very clear: more diverse sales teams do better. According to an article written by sociologist Cedric Herring and published in The American Sociological Review , companies with the highest levels of diversity brought in 10-15 times as much revenue as compared to companies with the lowest levels of diversity. Diverse companies tend to have greater revenues, market share, and customers.
Engage Selling
SEPTEMBER 7, 2018
????????????????????????????????Sorry, your customers don’t want to partner with you. In fact, they hate partnering with you. Let me be a little more clear. It’s nothing personal. They hate partners in general. Why?
Partners in Excellence
SEPTEMBER 6, 2018
We all know how difficult it is to change. Whether it’s our own personal habits/behaviors, those of our teams, our organization/company, or getting our customers to change. There endless pithy quotes both about the importance of change and the challenges of change. There are 1000’s or articles (add one more to the stack) about how to drive change.
Heinz Marketing
SEPTEMBER 5, 2018
Why is B2B marketing so bad so often? Sure, there are plenty of smart and talented marketers who produce some interesting campaigns that generate incredible results. They are exceptions and not the standard. Don’t be offended. I’m not here to socially shame or condescendingly lecture the world of B2B marketers. I’m the first to admit I make lots of mistakes and my learning journey is full of potholes, mistakes, and wrong turns.
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
RAIN Group
SEPTEMBER 5, 2018
Written by: Mike Schultz and Gord Smith. When it comes to selling financial services, professionals are usually faced with three common challenges: Creating new conversations with potential clients. Leading conversations and winning business against stiff competition. Maximizing business with current clients. The good news is that you can overcome these hurdles.
Hubspot
SEPTEMBER 5, 2018
I’ll be honest. When Brian Halligan (HubSpot’s CEO) started talking about retiring the funnel and adopting the flywheel as the model to think about our business, I was not very happy. See, I love the funnel. It’s been my trusted sidekick for years. It’s given me the hard feedback I’ve needed, celebrated my team’s successes, and gotten me out of more growth troubles than I care to admit.
Jeff Shore
SEPTEMBER 6, 2018
By Amy O’Connor. From the consumer’s perspective, making a buying decision can feel like mental gymnastics. Should they do this or that? Bend or twist? Leap or spring back? Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. That’s you! To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.
ConversionXL
SEPTEMBER 6, 2018
I’m doing a new series of video interviews. If you like this one and want more, subscribe to my channel. In this video, I sit down with AJ Wilcox, founder of B2Linked Agency and expert on all things LinkedIn Advertising. You can check out his LinkedIn Ads course on CXL institute. [This post contains video, click to play]. Subscribe to our YouTube Channel.
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
Partners in Excellence
SEPTEMBER 4, 2018
I was sitting in a series of reviews. Sales people were walking through their pipelines, key deals and other issues. The team was struggling to make their numbers. Of course, there were a number of execution issues, with each sales person, there were challenges they had created for themselves. Chasing poorly qualified deals, not executing the strongest deal strategies, poor planning…… Their manager coached people on various areas, all focused on improving their abilities to execut
Hubspot
SEPTEMBER 7, 2018
Instagram Stories has extended the amount of time people spend in the app by approximately ten additional minutes. But, while that extra time means more attention and focus on your brand, it won't translate to much if you can't get that traffic back to your site. If you have over 10,000 followers or you're a verified user, you have an incredibly effective tool at your disposal -- the swipe up link.
Jeff Shore
SEPTEMBER 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff explores why your customers might be cynical. Customers cynical? Is that really a surprise? As a sales professional, wouldn’t it be more surprising if your customer wasn’t cynical? So, today’s word of the day is empathy. Join us as Jeff gives you the key to overcoming objections by relating to your customer and what they’re feeling.
Sales Hacker
SEPTEMBER 6, 2018
Sales is a hyper-social, customer-facing role that can get highly stressful. In this article we talk about the top indicators of sales burnout and how to tackle them. We all know Sales is the job for the people person — the high-flying, always-on-the-go charmer that’s on the phone, in meetings and/or closing deals. The same goes for recruitment — you’re constantly talking to people, helping them find their next big opportunity.
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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.
InsightSquared
SEPTEMBER 5, 2018
It’s that time of year again and here at InsightSquared, we are gearing up for our sixth annual Dreamforce. As part of our 2018 presence, we are partnering with our customers, industry leaders, and the revenue ops community to host two break-out sessions, as well as sponsor Ops-Stars. These sessions and our sponsorship booths will provide sales, marketing, and business ops professionals alike with actionable takeaways to help solve business challenges and grow revenue.
Hubspot
SEPTEMBER 5, 2018
To increase conversion rates on your ecommerce website, no part of the user journey can be overlooked. From that initial landing page through checkout, every step a user takes on your website needs to be carefully designed with that final purchase in mind. But building a user path that successfully balances an enjoyable shopping experience with a clear path to conversion is easier said than done.
Engage Selling
SEPTEMBER 6, 2018
If you follow my work, you may be familiar with my belief that the most critical part of the sales process is between getting someone to say yes and when that order actually comes in.
Accent Technologies
SEPTEMBER 7, 2018
For starters, keep your pitch focused on what’s most important and highlight what leadership cares about. Here are 6 things you should focus on: No sales enablement project happens without the approval and buy-in of executive leadership. Time is valuable for executives, so how do you present a comprehensive plan without drowning them in the details?
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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
SalesLoft
SEPTEMBER 5, 2018
What if you could optimize the time your sales reps spend personalizing sales emails? Based on customer feedback, we decided to look at where in the email personalization has the highest impact and how much time sellers spend personalizing. This follow-up post based on our data science team’s ongoing research, we dive deeper into email personalization.
Hubspot
SEPTEMBER 4, 2018
In marketing, efficiency is crucial for success. The faster you produce results, the longer you can focus on refining your overarching strategy and capturing more of your audience’s attention than your competitors can. But the physical act of typing out personal notes, your own ideas, and other documents is much slower than your brain’s actual processing speed.
Sales Hacker
SEPTEMBER 4, 2018
What is Customer Success and why do you need it? This mini guide talks about this and more. Also inside are actionable steps to get started with CS! Gain a new customer, you increase revenue. Lose an existing one, your company’s sales potential drops. What happens when you lose more customers than you gain? Doomsday — and the painful clarity of failure.
Accent Technologies
SEPTEMBER 6, 2018
You’ve likely heard some of these trite B2B sales sayings. Let us explain why you most definitely should not follow them. The internet is an excellent source of advice about B2B sales. However, for every piece of sound wisdom, there is sales advice that you should definitely not follow. Check out these nuggets of knowledge to see if any of them sound familiar.
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.
Outreach
SEPTEMBER 3, 2018
You may not think about your sales operations team first when you think about your organization’s successes and failures when it comes to closing deals and retaining customers. Maybe you should — Sales ops provides the bedrock foundation for sales. Does “support” or “operations” sound bland? The reality couldn’t be more different. Sales ops brings structure to the world of sales — their efforts remove friction, and give salespeople more time to connect with prospects, lead demos, and land deals.
Hubspot
SEPTEMBER 3, 2018
In 2016, Instagram changed its algorithm to eliminate a feed full of chronological posts. Now, your post can only appear at the top of a user's feed if it earns a certain level of engagement, signaling to Instagram that your post is popular and should be shown to more people. Additionally, in order to rank highly, your post must receive engagement immediately.
Selling Power
SEPTEMBER 6, 2018
How can you hire the right salespeople and retain them? Consider these tips.
criteria for success
SEPTEMBER 6, 2018
Looking to create a corporate learning culture? First you need to know why having a learning culture is important in the first place! Learning doesn’t stop once you stop going to school. It definitely shouldn’t stop after the onboarding process or a few years into a position. Outside of work we are constantly learning new [ ] The post 3 Reasons Why You Need a Corporate Learning Culture appeared first on Criteria for Success.
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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