ConversionXL
NOVEMBER 21, 2017
At TelTech , it took our product-marketing organization more than a year to get to something that resembled a true growth team, running high tempo testing. So, if you are struggling to implement the growth hacking methodology, I get it. We assembled a team, achieved product-market fit, and identified our growth levers, but got stuck when we tried to put process behind our testing.
Sales Hacker
NOVEMBER 21, 2017
This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. In this blueprint, we’ll breakdown how to structure your SaaS metrics, and measure the right data for your business. Many organizations are excited about the amount of data that is flowing into their platform. However, with the explosion of data, they soon are lost on how to interpret it.
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A Sales Guy
NOVEMBER 20, 2017
Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that. I talked about it in my presentation at Hubspot’s Inbound 17 conference this past September.
Hubspot
NOVEMBER 20, 2017
What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail? You can only send LinkedIn messages to your first-degree connections. To contact someone who’s not in your network, you’ll need to send an InMail.
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
Membrain
NOVEMBER 22, 2017
These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective.
Sales Hacker
NOVEMBER 22, 2017
Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true. In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
NOVEMBER 22, 2017
How to Be a Consultant in 9 Simple Steps. Identify your area of expertise. Set goals. Make a website. Get certified. Choose a target market. Decide where you’ll work. Network. Set your rates. Know when to say "no". Do you have a well-developed network? Are you self-directed? Do you have an impressive portfolio filled with client success stories? You might be ready to become a consultant, but it can be difficult to know where to start.
Membrain
NOVEMBER 19, 2017
Late last year, I wrote about something which happened in Palm Beach, FL when the Sales Enablement Society was officially formed. 100 of us arrived at the Breakers, not knowing exactly what to expect, but knowing there were looming problems requiring our collective attention. A few weeks ago, about 280 of us from around the globe descended upon the Renaissance Hotel in Richardson, TX to continue examining the issues.
Sales Hacker
NOVEMBER 20, 2017
Email is one of the bigger mysteries of business. It’s one of the main means of communication for companies – every company has email. For sales reps, it is a key channel to get first appointments and share documentation or contracts. For many, email is essential to succeed. Yet managers typically have no clue what is going on in the inbox of their employees.
Openview
NOVEMBER 20, 2017
Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. There are a lot of moving parts to manage and, if your company has hit a growth spurt, timing is of the essence. As part of our recent Go-to-Market Forum, I had the opportunity to sit down with sales leader, Mike McGuinness , and pick his brain about his best advice for succ
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.
Hubspot
NOVEMBER 20, 2017
‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies. And while regular people enjoy slices of pie and seemingly endless vacation, you’re enjoying a second helping of “Bah Humbug” and sweating your looming number. Sound familiar? To help, I’ve pulled together seven email templates with eye-catching subject lines and get-to-the-point messages for more opens and higher response rates --
SalesforLife
NOVEMBER 20, 2017
When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate your time, effort and deal velocity.
Sales Hacker
NOVEMBER 21, 2017
There’s no denying how influential account based sales and marketing have become over the past few years. Today, more than 70% of companies are doing some form of ABM or account-based selling. And according to Gartner, ABM is already the gold standard for B2B organizations earning more than 5 million in revenue. But there’s a catch: The people in your target accounts no longer research and buy the way they used to.
Heinz Marketing
NOVEMBER 19, 2017
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. I recently came across a Chrome extension I hadn’t seen before – Loom. It enables you to record quick videos for a multitude of purposes—and it’s easy: one click to record, one to finish, and a publicly shareable URL is automatically added to your clipboard.
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Hubspot
NOVEMBER 24, 2017
Wanna see something scary? That, my friends, is what I would call a definite downward trend -- and for a post that, at its high point, received 10,000 views per month. Maybe it looks familiar. And maybe it doesn't, but it looks like something you want to avoid at all costs. Either way -- if you're a marketer that plays any role in managing your brand's blog -- read on.
SalesforLife
NOVEMBER 22, 2017
Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the same boardroom. As Brian and I put down our bags to start setting up for the meeting, the Chief Sales Officer said energetically, “I was checking you out online Jamie and I see you’re connected to Steve Richards from XYZ.
The Sales Hunter
NOVEMBER 19, 2017
Now is a great time to prospect and create relationships that will pay off with great opportunities in the new year. NOW is the ideal time to speed up, not slow down, in your prospecting efforts. Check out the video to see what I mean: A coach can help you excel in your sales […].
Heinz Marketing
NOVEMBER 23, 2017
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot
NOVEMBER 22, 2017
Not long after I began working at HubSpot, my manager introduced me to a term that was new to me: analysis paralysis. How had I never heard of this concept before? I was certainly familiar with what it described: the paralyzing nature of habitually over-analyzing one's work in an unrealistic quest for it to be perfect. Breaking news: No one's work is perfect.
SalesforLife
NOVEMBER 21, 2017
For any salesperson, Artificial Intelligence (AI) poses a dual, but opposing threat. First, it could take away from their focus on their assigned mission to generate the sales and revenue that is the lifeblood of the corporation and, on the other side, it could replace them, making their jobs redundant and unnecessary.
Sales Gravy
NOVEMBER 19, 2017
Want to get your emails returned? Who doesnt Many of us would settle for just getting our emails read!
Heinz Marketing
NOVEMBER 21, 2017
Paychecks are important. But what your job enables beyond money is important as well. I consider part of my compensation to be the freedom to drop my kids off at school, and get to the office “late”, when I’m not traveling. I consider part of my compensation to be the freedom to forego conferences that land during the week of Halloween.
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.
Hubspot
NOVEMBER 22, 2017
You’ve probably heard some buzz about Facebook Messenger of late, but most brands still don't understand how to leverage it effectively. With 2.4 billion messages exchanged between businesses and people each month , it's time to make the most out of the channel. After all, 53% of people who message businesses say they are more likely to shop with a business they can message.
SalesforLife
NOVEMBER 23, 2017
Sales leadership, you are the voice of accountability. We’ve seen Marketers, Sales Operations and/or Sales Enablement leaders champion a social selling program by themselves. The result has nearly been a 100-percent failure rate because in most cases, the sales professional does not report to those roles.
Engage Selling
NOVEMBER 24, 2017
I want to focus on what’s on the top of my mind, which is the end of the year for many of my clients.
Heinz Marketing
NOVEMBER 20, 2017
By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. Pacific. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016.
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.
Hubspot
NOVEMBER 21, 2017
I'll just come right out and say it: The internet has a massive mess to clean up. You may have heard about it. For instance, earlier this month, you may have followed the testimony from senior leaders at Facebook, Twitter, and Google that outlined, in detail, the quantity and nature of ads purchased and published on their platforms by operatives in Russia and other foreign states.
SalesforLife
NOVEMBER 24, 2017
InsightSquared
NOVEMBER 20, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In previous posts, I’ve discussed how to avoid the most common traps that lead to systems issues, and how to identify when the problem you’re solving really is a training issue. On to the last lever: Management. Some of the toughest problems to solve in sales operations are management issues.
Heinz Marketing
NOVEMBER 18, 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: Is Your Real Problem with Your Forecasts or Your Sales Team?
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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