Anthony Cole Training
NOVEMBER 17, 2017
My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.
ConversionXL
NOVEMBER 16, 2017
If you ask most marketers, they will tell you that A/B testing and personalization are two completely different things. I respectfully disagree, and I think this disagreement is at the root of how to use them best together. We as growth/performance marketers are accountable for results, often measured with conversions, new customers, or revenue. Every marketer wants higher conversion rates, and A/B testing and personalization are simply two ways to drive more conversions.
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Sales Hacker
NOVEMBER 15, 2017
With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learnin
Hubspot
NOVEMBER 16, 2017
Is there someone (or hopefully, several someones) at your company who it seems like everyone wants to work with? Maybe they always get pulled into brainstorms, or maybe your team's leaders consult with them. Or maybe it just seems like everyone on your team just really, really likes them. It might be because they're the nicest person in the world, or it might be because they have a finely-honed set of soft skills.
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
RAIN Group
NOVEMBER 14, 2017
Most sales are won and lost based on one key factor: You. You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. You can too.
Engage Selling
NOVEMBER 16, 2017
Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
NOVEMBER 15, 2017
Closing a Sales Presentation. Go back to your opening anecdote or idea. End with a challenge. Invite your audience on a metaphorical mission. Use repetition for a dramatic close. Offer inspiration. Surface their objections. Tell a story. If you want your prospect to buy at the end of your sales pitch, you need a powerful close. But most sales presentations end with a whimper, rather than a bang.
Membrain
NOVEMBER 12, 2017
Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not.
Partners in Excellence
NOVEMBER 17, 2017
We constantly struggle with innovation and insight, whether it’s for our own organization or our work with customers. To be honest, I think we make innovation and insight far too complicated. I don’t know how many “innovation” session I see organizations conducting. Usually, it’s a group of people sitting in a circle.
SalesforLife
NOVEMBER 14, 2017
What percentage of your organization’s marketing efforts are focused on the top of the funnel? If you don’t know, now might be a good time to re-evaluate your current strategy. While ramping up your blog publishing schedule and keeping a healthy social media presence are essential to growing traffic, they will do little to nurture cold leads into sales-ready opportunities.
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 13, 2017
Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.
The Sales Hunter
NOVEMBER 14, 2017
Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].
Heinz Marketing
NOVEMBER 16, 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.
Score More Sales
NOVEMBER 14, 2017
In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.
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Hubspot
NOVEMBER 17, 2017
Writing a strong cover letter definitely increases the likelihood your sales job application will get a response. First, it tells the hiring manager you’re a good communicator. You don’t need to be J.K. Rowling to excel in a sales role, but you do need to be capable of expressing your ideas clearly, succinctly, and compellingly. Second, it shows you’re invested in the opportunity.
Partners in Excellence
NOVEMBER 13, 2017
A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform agreement it is important, however, my initial reaction was, “Why are we even asking this question, isn’t it a foundation to selling?” As I reflected on the issue, I get why it’s an important conversation.
SalesforLife
NOVEMBER 16, 2017
Within the past five years, we’ve seen the emergence of social selling from a buzzword to now table stakes within many sales organizations. Just like any channels whether it’s email or call, if you provide a sales organization with a network of contacts then they’ll inevitably figure out how to leverage it effectively.
Membrain
NOVEMBER 15, 2017
“I’ve been involved in more than 30,000 deal reviews, 30,000 sales call reviews, thousands of forecast reviews, and more. That means I have a rich and varied… and sometimes painful… experience with coaching.”.
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 17, 2017
Doesn't it feel like most people are falling a little too much in love with automation just because it's faster and easier? Sure, automation can save you time and mitigate the grind associated with repetitive tasks. But does it produce better results? Can a bot truly be effective at replacing human interaction? We wanted to see the best way to build an engaged audience on Instagram, so we decided to test outbound automation against human engagement -- and see which one got better results.
Partners in Excellence
NOVEMBER 17, 2017
Reading is important to our professional development and growth (not to mention the scientific evidence of how it improves our cognitive capabilities). Far too few business and sales professional actively read as part of their personal and professional growth. (Perhaps, that’s part of the reason we consistently see the stunningly poor data on results.).
SalesforLife
NOVEMBER 13, 2017
Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:
Engage Selling
NOVEMBER 17, 2017
There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today.
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 16, 2017
There are millions upon millions of blog posts published every single day. That’s been true for a few years now. And these numbers continue to grow exponentially with the increase in new online sites all competing for the same precious site visits especially when the benefits of organic traffic has become more and more of common knowledge for online marketing.
Partners in Excellence
NOVEMBER 16, 2017
Every organization continues to focus on how to drive the highest levels of performance. Broadly, there are two primary areas that drive performance: Effectiveness And Efficiency. Effectiveness focuses on “Are we doing the right things with the right people at the right time?” A lot of sales training focuses on improving our effectiveness.
Heinz Marketing
NOVEMBER 12, 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. If you’re not yet incorporating text messaging into your integrated B2B marketing, 2018 might be the time to start. For a long time B2B marketers have shied away from text messaging.
InsightSquared
NOVEMBER 14, 2017
Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations. Unlike other specialized professions that require advanced degrees or technology certifications, there is no “typical” career requirements, or career path, in operations.
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 15, 2017
Ready or not, the holidays are right around the corner. And that means it's time for email marketers to start planning one of their biggest email campaigns of the year. To help you prep for all the holiday madness to come, the team at EmailMonks asked a group of seasoned email experts and industry insiders to share their insights on Holiday Email Marketing Tips and Trends for 2017.
SalesforLife
NOVEMBER 15, 2017
Your buyer is online performing their due dilligence prior to engaging with sales. And as a result, sales leaders and professionals must take the necessary steps to engage today's B2B buyer with value and relevance. Identifying key insights on the company you're approaching, creating a buyer-centric LinkedIn profile, engaging Millennial decision-makers.
Heinz Marketing
NOVEMBER 11, 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: When Should I Discount to Close a Deal?
The Sales Hunter
NOVEMBER 17, 2017
Last weekend I was with 66 business people who each have their own business and are passionately focused on growing them. For more than 8 hours on Saturday, we sat in small groups in conference rooms discussing business strategies and working through challenges. At the end of the weekend, I was physically tired, but mentally […].
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