ConversionXL
OCTOBER 2, 2018
Neuromarketing assesses how our brain reacts to stimuli, not simply what we self-report in qualitative surveys. These are truths that our impulses write onto MRIs. Sometimes, as several studies below illustrate, those two systems—the conscious and subconscious—offer conflicting interpretations. Importantly, scientific knowledge is almost always built incrementally.
Engage Selling
OCTOBER 5, 2018
???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.
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A Sales Guy
OCTOBER 2, 2018
I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles.
Openview
OCTOBER 5, 2018
One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals. While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
RAIN Group
OCTOBER 3, 2018
One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.
Sales Hacker
OCTOBER 5, 2018
The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When James’ supervisor left he made it clear he wanted to move up in the organization and Kim and the other members of management thought it was clearly the right thing to
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Jeff Shore
OCTOBER 2, 2018
By Jeff Shore. ?I want to talk today about mastermind groups. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups. For those of you who are not quite sure, mastermind groups are like-minded individuals who come together on a regular basis to share ideas, frustrations, best practices, etc. At times they are organic and self-led, but more commonly they are paid programs.
Hubspot
OCTOBER 5, 2018
In the beginning of 2018, one missing comma in a Maine state law cost Oakhurst Dairy five million dollars. The absence of the Oxford comma made two overtime-exempt tasks, packing and distributing food products, read like one activity, so any worker who distributed but didn't pack any food products or vice versa sued the dairy company for their unsettled overtime pay.
Sales Hacker
OCTOBER 5, 2018
Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to.
Membrain
SEPTEMBER 30, 2018
The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes from a few industry experts who wish they could claim the 800,000+ graduates and 500,000+ books sold since 2011?
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
ConversionXL
OCTOBER 3, 2018
Stop selling yourself short, optimize your navigation menu the right way! Brian Massey, the Conversion Scientist, has been experimenting with optimizing the main navigation of websites and has found out that most people are doing it wrong. Sites that let the information architecture drive the main nav are selling themselves short. In this episode of The Pe:p Show, I ask Brian why and how menu navigation affects your entire site and what you can do to improve your navbar’s conversion rate.
Hubspot
OCTOBER 5, 2018
Have you ever ordered an item online? Considering the fact that 1.66 billion people worldwide shopped online last year, there’s a good chance you answered “yes” to that question. Whether you know it or not, you used a web form when you placed your online order. Not only are web forms necessary for you to receive the information, goods and services you’re interacting with or buying, but they’re also crucial for the businesses that create them and embed them on their sites.
Sales Hacker
OCTOBER 5, 2018
Have you ever wondered how to become a VP of Sales? I can tell you exactly how to do it, because I’ve lived this journey myself. By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. And while there is no one perfect trajectory that a sales career follows, there are some key questions you should ask yourself before you start the journey
Partners in Excellence
OCTOBER 4, 2018
Playbooks are big. There are lots of tools and never ending content around playbooks for marketing and sales. Inevitably, these playbooks are intended to guide us through our marketing and sales processes–providing us relevant questions and content to move the customer through their buying process. Every playbook I’ve seen is very linear in its approach–start at the beginning of the customer buying process, then go sequentially.
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
SalesforLife
OCTOBER 4, 2018
Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now.
Hubspot
OCTOBER 2, 2018
What is Google Search Console? GSC (formerly Google Webmaster Tools) is a free platform for anyone with a website to monitor how Google views their site and optimize its organic presence. That includes viewing your referring domains, mobile site performance, rich search results, and highest-traffic queries and pages. At any given time, I have GSC open in two to 10 tabs.
Sales Hacker
OCTOBER 1, 2018
I’m a big believer in sales contests. During my 10 years in sales leadership, I’ve had a lot of time to experiment with designing sales contests—some of which have worked, some of which have not. In this post, I’ll share my biggest takeaways on designing sales contests that work. But first, let’s tackle a bigger question – what are you actually trying to achieve when you run a sales contest ?
Partners in Excellence
SEPTEMBER 30, 2018
We all know the importance of focus, of eliminating distractions. I’ve written about it in this blog. Book after book, blog posts all preach the concepts of disciplined focus, minimizing distraction, keeping our eyes on our goals, keeping our eyes on the ball. It’s very important, too few people do this–generally top performers are viciously focused.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Jeff Shore
OCTOBER 4, 2018
By Ryan Taft. ?“Micromanaging is one of the best management styles in existence,”…said no employee ever. If you are a manager reading this you need to ask yourself a question: Do I trust my team? Here’s how you know the answer…if you ask them to do it and then give them step-by-step instructions of what to do and are constantly checking (a.k.a. “nagging”) to see if it was done, and how it was done, then odds are that you are a micromanager.
Hubspot
OCTOBER 4, 2018
Troubleshooting a HTTP 500 Internal Server Error is like solving a mystery. You don’t know what exactly happened or why it happened -- all you know is that something’s wrong and you need to fix it. To guide you through the hassle of troubleshooting the dreaded HTTP 500 Internal Server Error, let’s go over what it exactly means and its most common causes and solutions.
Engage Selling
OCTOBER 4, 2018
A huge mistake growing businesses make is assigning an individual as a “player-coach.” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own.
Partners in Excellence
OCTOBER 1, 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. The chart I keep coming back to is their 2018 SRP Matrix, reproduced below: Usually, as we look at charts like this, we focus on comparing Level 1, Level 2, Level 3 performances, perhaps being som
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
Jeff Shore
OCTOBER 3, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Lee Salz joins Jeff to talk about how our customers commoditize us. In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price. So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission?
Hubspot
OCTOBER 3, 2018
What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.
Membrain
OCTOBER 3, 2018
I had an interesting conversation with the founder of a sales technology company recently. Their technology was designed to provide greater transparency into the inner workings of sales departments, sales managers, and individual salespeople, in order to equip sales directors to provide better leadership for more effective sales execution.
Heinz Marketing
SEPTEMBER 30, 2018
Typically I like to feature tools here that everyone can use right away. And although this app is currently only available in Seattle, the idea behind it was so inspiring to me this past week I wanted to share it with you. There are homeless and disadvantaged people all around us. Many of them aren’t just very similar to us, they are us. We are so similar in our hopes, our fears, the opportunities and luck and serendipity that helps some of us succeed while others struggle.
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.
Sales Hacker
OCTOBER 3, 2018
The post Sales Engagement or CRM: Which Sales Tech is Right for Your Team appeared first on Sales Hacker.
Hubspot
OCTOBER 5, 2018
Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.
Smart Calling
OCTOBER 4, 2018
A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high atop the hill, looking down on the postcard-like beach and bay. As we walked out Pam said, “Let’s take a quick look in here,” pointing toward the clothing boutique next door. The shopkeeper, a petite Italian woman in her 30’s greeted us with a smile and “Buongiorno.”.
Heinz Marketing
OCTOBER 5, 2018
By Sheena McKinney , Executive Assistant to Matt Heinz, President of Heinz Marketing. I recently wrote about how Giving is Better, Receiving is Hard where I share how really hard it can be to receive (help, get compliments, etc.). I led with the old adage “It’s better to give than receive” and I believe it’s true. But in business, in sales specifically, does this apply?
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