Anthony Cole Training
JANUARY 26, 2018
Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.
Sales Hacker
JANUARY 23, 2018
Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 300 people showed up to learn about all the new advancements in Sales Technology.
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Hubspot
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals.
Engage Selling
JANUARY 25, 2018
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and ideas that you can apply in your business.
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
Score More Sales
JANUARY 25, 2018
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.
Sales Hacker
JANUARY 23, 2018
Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty. Knowing the most common mistakes will help you avoid them.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
JANUARY 23, 2018
Guest Post by Steve Woods , CTO & Co-Founder, Nudge.ai. At Nudge.ai we think a lot about the future of sales. That often means thinking a lot about the past of sales. The last few years have been a very interesting and instructive time as we’ve seen the dramatic rise and fall of sales approaches that, in their failure, lead to interesting lessons on where the future of sales might lead.
SalesforLife
JANUARY 22, 2018
I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s something about social selling that I think a lot of people seem to forget these days….
Sales Hacker
JANUARY 24, 2018
In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Why am I sharing this? Because as a solo-founder, I wear many hats. Two of which are currently sales and marketing. As a result, I am the lead generator, the SDR , and the closer. While this may seem laborious, it gives me tremendous power over revenue.
Hubspot
JANUARY 24, 2018
Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk?
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.
Heinz Marketing
JANUARY 25, 2018
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.
Pointclear
JANUARY 22, 2018
Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.” Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification?
Sales Hacker
JANUARY 22, 2018
The post SDRs: How to Follow Up Without Being a Stalker appeared first on Sales Hacker.
Hubspot
JANUARY 23, 2018
Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.
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Openview
JANUARY 24, 2018
Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. While they might not be appreciated in the moment, they do perform a necessary function as they help sales professionals identify problem areas in their pipelines while also providing leaders a better view of weighted probability and an opportunity to coach.
Membrain
JANUARY 24, 2018
Sales enablement is a multi-billion dollar industry, with more than a third of organizations reporting planned investments this year. Yet if history has anything to teach us about those investments, less than half of those initiatives will achieve most or all of their goals. The problem is that many organizations invest in point solutions without first laying the groundwork that will make their investments pay off.
Heinz Marketing
JANUARY 24, 2018
It’s a simple question that doesn’t get asked nearly often enough. Adam Schoenfeld brought it up to me last week over coffee. Adam was co-founder and CEO of Simply Measured before taking over Siftrock last year. In his new role at a much smaller company he wears many hats – leader, sales rep, customer service manager and more. It’s in his best interest to make his customers wildly successful, which often translates to greater loyalty and higher lifetime value.
Hubspot
JANUARY 24, 2018
Client Gift Ideas. A Terrarium or Succulent Garden. Professional Notebooks. Coffee or Tea Blends. Calendars. Coffee Table Book. Toiletry Bag. Gourmet Food Basket. Portable Phone Charger. K-Cup Coffee Sampler. Kindle. Custom Water Bottle. Online Classes. BarkBox. Better Swag. A Charity Donation. Beer Brewing Kit. Restaurant Gift Card. Bakery Delivery.
Advertiser: ZoomInfo
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Partners in Excellence
JANUARY 24, 2018
George Bronten just published a fascinating post, “Your Sales Enablement Will Fail Without These 5 Things.” I agree with him on at least 3 of the 5, and kind of sorta, but not quite agree on the 2 remaining items. But his first critical success factor really struck me, Understand Your Buyers. I absolutely agree with this–but thought, is this sufficient?
SalesforLife
JANUARY 26, 2018
Prospecting conversations are some of the hardest conversations in the sales process , even for the most experienced sellers. Though difficult, they're also the critical beginning of what should be an enjoyable customer experience. As you're coaching your sales team, consider using these methods to overcome three common prospecting conversation challenges.
Heinz Marketing
JANUARY 22, 2018
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.
Hubspot
JANUARY 26, 2018
Instagram scrollers beware: your favorite photo-sharing app recently released a new feature that shows friends when you were last online. Similar to the activity status found on Facebook Messenger and WhatsApp, Instagram's new setting is now turned on by default in your account. Only people you follow or have recently DM'd will be able to see when you were last active.
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.
Partners in Excellence
JANUARY 22, 2018
How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making. Too often, when I talk to sales people, I get similar feedback, some will say it’s a group, but there is one dominant person in the group.
Membrain
JANUARY 21, 2018
Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that the book was first published nearly 30 years ago, but it (as Neil Rackham himself pointed out in a recent APS conference) remains a highly relevant element of the complex B2B sales toolkit.
Heinz Marketing
JANUARY 20, 2018
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: The One Thing Killing Your Most Creative Content Ideas (and How to Stop It).
Hubspot
JANUARY 26, 2018
It's no secret that we love data. Data helps you understand your audience. It tells you how they do things, what they prefer, and who they are. And when it comes to social media, our love for data doesn't fade. That's why we love analytics and insights. They help you measure the impact of your marketing efforts across different channels to see if there's something you need to do differently -- like target a different audience, post at a certain time of day, or experiment with a new content forma
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.
Outreach
JANUARY 23, 2018
Welcome to Talking Shop Tuesday , where we sit down with sales and marketing leaders to learn their tips for achieving #peakexcellence. Today, we're chatting with Kevin Bobowski, former CMO of ActOn Software and former VP of Exact Target, about the resurgence of field marketing in account-based sales.
Partners in Excellence
JANUARY 23, 2018
I don’t know why I picked up the phone, I knew better. It was one of those calls, you know what I’m talking about, the area code and the first three digits of the phone number exactly matched mine, but it was a number I didn’t know. I knew it was a sales person, leveraging local presence, trying to make me think he was in my neighborhood.
The Sales Hunter
JANUARY 21, 2018
You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […].
Hubspot
JANUARY 25, 2018
By 2019, video content is predicted to command a hefty 80% of all web traffic. If you haven't started thinking about how video fits into your long-term marketing strategy, now's the time to start taking it seriously. Before you dive into creating videos, it's important to figure out where you're going to host them. YouTube is obviously the largest video hosting platform on the web, but it might not be the best choice for every business.
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