Anthony Cole Training
FEBRUARY 18, 2020
In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.
Membrain
FEBRUARY 19, 2020
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
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SaaStr
FEBRUARY 17, 2020
We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them. And if you are sick, have been sick, or have been to China in the past 60 days, do not come to SaaStr Annual 2020.
ConversionXL
FEBRUARY 19, 2020
As the marketing industry developed, researchers dove deeper into buying behavior and buyers’ minds. One early researcher was Edward Bernays—Sigmund Freud’s nephew—who coined the term “public relations.”. Bernays believed that people could be influenced via crowd psychology and psychoanalysis. His “Torches of Freedom” campaign in the 1920s promoted smoking among women as a symbol of liberation, opening a new market to cigarette companies.
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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.
Anthony Cole Training
FEBRUARY 21, 2020
Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.
Membrain
FEBRUARY 16, 2020
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Miller Heiman Group
FEBRUARY 18, 2020
Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved. Where’s the disconnect? Lack of seller adoption of the sales technology stack. Even if your organization has all the latest and greatest sales tools, technology that isn’t used effectively can’t help move deals forward.
SaaStr
FEBRUARY 19, 2020
By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends. One of those trends is the movement towards remote work and distributed teams, which is significantly changing how we communicate and collaborate in the modern workplace. .
SalesLoft
FEBRUARY 20, 2020
From workshops and career tracks to the keynote (looking at you, Spike Lee!) and SalesLoft certifications, REV2020 attendees will leave with insight and tools to change your career, new contacts and networks, and much more. But what else can you expect from your time at REV2020 ? An awesome experience. . Here are the top 4 experiences you can’t afford to miss at REV2020 this year: .
Partners in Excellence
FEBRUARY 17, 2020
You are probably reading this title thinking, “Dave has finally flipped out. We knew he was headed that direction, but he’s gone!” Let me explain myself, revenue is important. But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth.
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
Salesmate
FEBRUARY 21, 2020
B2B sales is undoubtedly a tough nut to crack. Here you are selling to a business, so the level of difficulty and risks are too high. Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. Businesses are well informed and abreast of the market as well as its changing trends.
SaaStr
FEBRUARY 20, 2020
Q: How do you motivate your sales team after a disastrous month? It’s definitely a challenge to keep the sales team in the game once things … slow down a lot. Because everyone in sales knows. They know if the competition is getting stronger. If the new VP of Sales isn’t good enough. If the outages are getting worse. Still, a few thoughts on what to do to get the team through a rough patch: Deliver a killer feature to sales.
The 5% Institute
FEBRUARY 19, 2020
Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students – and hopefully for you too. 5 x Account Management Best Practices To Succeed.
Sales Hacker
FEBRUARY 19, 2020
Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.
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
Heinz Marketing
FEBRUARY 20, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. It’s no secret that buyers’ personas are a key element to marketing and sales. If you don’t understand the people you are targeting, how are you going to sell them your product or service? Personas should be developed and socialized to the organization, with feedback from sales and other departments that interact with prospects and customers.
SaaStr
FEBRUARY 20, 2020
Q: Where should a new product owner (PO) focus in their first 30 days? My strong advice is speak with data. And that may mean at first — not speaking too much! ??. Here’s my suggestion for the first 30 days: Visit as many customers as you can. Try to visit at least 10 in person. Talk to as many customers as you can. Zoom with another 10–20. Listen in on as many sales calls as you can.
The 5% Institute
FEBRUARY 18, 2020
Sales call reluctance is something that everyone will most probably feel from time to time; especially if one of your prospecting activities includes cold calling. There are various reasons as to why you may be feeling sales call reluctance; from not knowing what to say, to the possibility of feeling worn down from the constant rejection. Whatever it may be, making sales calls can be an important part of your sales process, so in this guide – we’ll teach you what to do to overcome sales call rel
Outreach
FEBRUARY 17, 2020
Think of a software company you admire, and one you engage with regularly. You may be a customer, a content consumer, an email subscriber, or simply enjoy its brand. Now, look at the bottom right-hand corner of that company’s homepage. There’s a good chance you’ll see a live chat agent, commonly known as a chatbot. The Outreach team has written extensively about how the digital world is changing sales (and how your sales team should adapt—did you read the ebook, Transforming Your Sales Teams For
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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.
Heinz Marketing
FEBRUARY 18, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. Spam. We all get it. We all hate it. While some emails might feel like spam, they aren’t usually classified that way, technically. . In order to be considered “email spam”, the message has to be unsolicited. Most of us willingly sign up for promotional emails when we subscribe to a mailing list in exchange for a coupon, or check that box in the online shopping cart during checkout.
SalesLoft
FEBRUARY 19, 2020
4 tracks. 50+ sessions. 100+ speakers. 2000 attendees. REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. With so much great content planned this year, we want to dive into each of the educational tracks and highlight some not-to-be-missed gems from the lineup. The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth.
The 5% Institute
FEBRUARY 20, 2020
Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities.
Hubspot
FEBRUARY 18, 2020
Marketers, welcome to 2020. This year begins the next decade of our profession. We can't predict everything that will change in the next ten years, but we can take a look at what's happening today and use it to better understand the change that is ahead of us. Since 2010, the marketing world has changed. a lot. In the early 2010s, social networks were only starting to gain traction.
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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
Heinz Marketing
FEBRUARY 15, 2020
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. How to Make a Webinar Your Audience Will Love. A look at some webinar best practices for your business.
SalesLoft
FEBRUARY 17, 2020
When your boss asks you to plan for the event you want to attend, reviewing scores of sessions can make your head spin. Figuring out what sessions to attend can be tough. It can even get in the way of budget approval for the event. That’s why we created role-based learning paths for you at REV2020. . Are you in Sales, Marketing, Operations, or Customer Success?
The 5% Institute
FEBRUARY 20, 2020
A goal setting workshop can be an excellent activity to run with your team. When done correctly – it will have everyone motivated towards the same goals and align team members to be on the same page. But where do you start? How can you ensure your goal setting workshop not only meets the companies needs, but leaves participants walking about with clarity and satisfaction?
Hubspot
FEBRUARY 20, 2020
Back in the late '90s (way back when), SEO was in its infancy. It was almost like the Wild West -- anything goes. Since the rules were loose, both white hat and black hat SEO tactics began to develop. While white hat tactics are an ethical way of improving your organic traffic and search rankings, black hat tactics go against guidelines set by search engines in an unethical way.
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.
Highspot
FEBRUARY 21, 2020
More than promoting a healthy and collaborative culture, research has shown that companies with strong alignment perform better , reporting 36% higher customer retention rates and 38% higher sales win rates. But the path to sales and marketing alignment is not always smooth and straightforward. Read on to learn more about what you stand to gain from aligning your sellers and marketers and how you can overcome common obstacles in the journey to achieve better alignment.
SaaStr
FEBRUARY 19, 2020
We’re just 20 days away from 2020 SaaStrAnnual.com and there are so many new things in store! Take a look at 20 of them here: One of the biggest is our-first ever CXO Summit at Annual on March 12. We’ll bring together 350 of the top CIOs, CDOs, CTOs and CXOs together with top CEOs at $15m+ ARR. The CIOs, CDOs, CTOs and CXOs from Zendesk, Google Cloud, Dropbox, Samsung, Adobe, Intuit, Nutanix, Webex, COBC, Oracle, AWS, Ciena, Cloudera, HP, West, Morgan Stanley, GE, Steelcase, Unisys
Miller Heiman Group
FEBRUARY 20, 2020
Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. But it’s also because most organizations and sales managers operate from a fuzzy definition of what coaching is and lack dynamic processes that reinforce their coaching practices.
Hubspot
FEBRUARY 20, 2020
How much do you know about website indexation? If it's next to nothing, you're not alone. Website indexation is not something you do as a marketer, but a process the search engine carries out when you publish new content online. What marketers need to know is how to ensure you’re set up correctly for indexation. An indexed website helps a site or page actually appear in search engine results — which is typically the first step to ranking and generating traffic.
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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