ConversionXL
AUGUST 2, 2016
When trying to boost conversions, whether it’s on a signup screen or a landing page, it’s a default for many optimizers to generate hypotheses based on best practices and what’s generally “known” to be a problem. A landing page that doesn’t display well on mobile is a perfect example. Someone might shout “it’s not responsive” and then resize the page properly for mobile use.
Hubspot
AUGUST 5, 2016
If your product team is working on the next big thing , there ought to be an equally awesome launch plan in the works to accompany it. While some companies are guilty of drafting a press release, crossing their fingers, and hoping that the users will come, there's actually much more to it than that. Quite simply: If you have big news, you need a big plan.
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The Sales Hunter
AUGUST 2, 2016
Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].
A Sales Guy
AUGUST 3, 2016
It’s time for salespeople to stop wasting their prospects time. It’s time sales people stop sending out emails and leaving messages asking for just 15 minutes of a prospects time and offering nothing in return. This Spazz Out was easy, as I had just received one of those irritating email asking for my time. Stop wasting your prospects time.
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
ConversionXL
AUGUST 1, 2016
As a digital analyst or marketer, you know the importance of analytical decision making. Go to any industry conference, blog, meet up, or even just read the popular press, and you will hear and see topics like machine learning, artificial intelligence, and predictive analytics everywhere. Because many of us don’t come from a technical/statistical background, this can be both a little confusing and intimidating.
Hubspot
AUGUST 3, 2016
Over the past few years, video has become one of the most compelling ways for brands to tell their stories on social media. From the instant popularity of Facebook Live videos to Instagram increasing their video length from 30 to 60 seconds , marketers are using the power of video to communicate their business' personalities and brand stories, to express creativity, and to build emotional connections with fans and followers.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 4, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on what too many sales people miss about value. We tend to think of value and value proposition in our terms. Instead, it’s the customer that defines value! For us to be effective in engaging the customer it’s critical to understand their value drivers, positioning our value in the context of what’s important to
The Sales Hunter
AUGUST 5, 2016
Like you, I always seem to have a list of deadlines, demands, and projects commanding my attention at the same time. Like you, I can feel overwhelmed quickly and, in so doing, be challenged by the lack of time to do anything well. Over the years I’ve improved my time management skills by realizing it’s […].
Hubspot
AUGUST 2, 2016
Marketers spend a lot of time trying to nail down abstract concepts. They're tasked with turning brainstorming sessions and comments sourced during focus groups into campaigns that sum up everything about a brand's identity in a neat, tidy, and most importantly, interesting way. But what if a consumer could walk into a room and fully experience your brand with all their senses?
Score More Sales
AUGUST 5, 2016
People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too.
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.
Partners in Excellence
JULY 31, 2016
I recently read this in an article from a sales compensation expert, “In high performing sales organizations 50-70% of sales people achieve quota. If your team is significantly above this, it’s possible your quotas are too easy. If more than 50% of your organization cannot achieve quota, you may have a quota setting issue or a larger problem with coverage or sales strategy.” I’m not a sales compensation expert.
Pointclear
AUGUST 5, 2016
The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.
Hubspot
AUGUST 2, 2016
In the last six years, I've done more than 100 pitches all across this country. I've enjoyed many victories, including raising $30 million in venture capital from institutional investors. But I've also suffered some defeats -- it would be just awesome if I never see another rejection letter. Needless to say, my successes and failures have taught me several important lessons that I'd like to share with you.
Understanding the Sales Force
AUGUST 5, 2016
There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! But summer is for sun and fun and some of the best things in life happen during the summer. As a result, we miss some of the best work-related things because we aren't working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months.
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Partners in Excellence
AUGUST 3, 2016
In the past few days, there have been a couple of outstanding articles on “Tilting The Revenue Curve.” Bob Apollo wrote an outstanding article. It was based on Jason Lemkin’s article. I was captivated by one line in Jason’s article about new sales managers in early stage SaaS companies. He states the job of the sales manager is to increase revenue growth, within one sales cycle or less.
The Sales Hunter
JULY 31, 2016
Confident people do not allow other people to define success for them. You need to define success for yourself! Write down your definition of success. Then ask yourself if you are achieving this. Your goals should equip you to be successful, and when you are successful, you will be more confident. Copyright 2016, Mark Hunter […].
Hubspot
AUGUST 1, 2016
"Everything’s already been thought of.". "I don't even know where to start.". "I’m just not a creative person.". We've all had those frustrating moments when w hen we're expected to come up with a brilliant new idea, but no matter how much we squint at our computer screens, we just can't seem to think of anything good. That's when we tend to look over at our peers who are "creative types" and wonder why we didn't inherit any creative genes ourselves.
SalesLoft
AUGUST 5, 2016
The volume of prospects, problems, and tasks for a SaaS sales rep is growing by the minute. Software is a competitive field, and in order to be successful, certain sales efficiency tools are required to help ensure that your reps end the day on top. Take a recent Accenture study that revealed a heartbreaking statistic: over 64% of an average salesperson’s day is spent on non-revenue-related tasks.
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.
Partners in Excellence
AUGUST 5, 2016
Our focus, naturally, is on what we sell. More accurately, it’s on what problems our products and solutions solve. For the moment, I’ll ignore that most sales people don’t do well at this most basic areas of working with customers. One of the biggest challenges to our success in selling, is that we seldom solve the customer’s “whole problem.” It’s their problem they care about, not just the component we address.
Engage Selling
AUGUST 5, 2016
Boost prospecting efficiency on your sales team while also creating a coaching opportunity with this innovative method. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Hubspot
AUGUST 4, 2016
If you were in a room full of inbound marketers a couple of years ago, advertising on Google wasn't a strategy you heard too much about. However, with the ever-increasing competition online, it’s becoming a more talked about topic for getting your content in front of the eyes of your potential customers. So, why has it taken so long for most inbound marketers to adopt Google AdWords?
SalesLoft
AUGUST 2, 2016
Sales professionals are the true explorers of an organization. They’re the astronauts, exploring the outer reaches of your company’s sphere of influence. However, unlike real astronauts, they’re expected to complete their mission while dealing with a litany of systematic problems that make their jobs harder. We expect perfection from our sales teams, even when the deck is stacked against them from the start.
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
AUGUST 2, 2016
Somehow you’ve attracted me to your site. You have an intriguing product. You have a solution I might be interested in. I want to learn more. But before I can go on, you put hurdles in my way. I can’t get beyond your splash page without giving you my contact information. Or I may be interested in subscribing, about to give you my credit card information and I stop.
Engage Selling
AUGUST 2, 2016
What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal.
Hubspot
AUGUST 4, 2016
According to CUNA's First Quarter 2016 Economics and Statistics report, credit union memberships is continuing its climb upwards. Are you getting your share? Of course, the quarterly report also finds that asset growth is slightly down. This means the pressure is on not only to find new members, but to find the right new members and to keep your current membership engaged.
SalesLoft
AUGUST 2, 2016
A bird in the hand is worth two in the bush. A penny saved is a penny earned. Honey attracts more bees than vinegar. All of these phrases are commonplace to any sales professional. Lessons in closing deals, hard-balling negotiations, and practicing sincere salesmanship are all valuable tools for successful sales performance. But what about this age old adage: What you don’t measure, you can never improve.” Every sales function — from the Sales Development Reps sourcing a deal,
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.
Partners in Excellence
JULY 30, 2016
It’s been a while since I’ve published this random collection of thoughts. Here are a few things that I think are worth checking out: Continuous Learning: In the last Bits and Pieces , I mentioned I was taking the Coursera course on Model Thinking. I’ve gone on to enroll in Design Thinking For Innovation. Developing models and frameworks is critical for all sales and business professionals.
Engage Selling
AUGUST 4, 2016
There’s a very powerful difference between the sales teams that consistently hit and exceed their targets and the sales teams that – well, don’t. Let’s talk a little bit about the latter.
Hubspot
AUGUST 5, 2016
Video is one of the most discussed marketing tools around, and certainly one of the most hyped. Cisco estimates that it will comprise 82% of all web traffic by 2020. And as the head of an inbound marketing agency with an in-house video department , I’ve seen first-hand the power of video. Our clients have used it to raise millions in funding, reduce homepage bounce rates by around 80%, and generate more leads than they know what to do with.
SalesLoft
AUGUST 1, 2016
“War is ninety percent information.”. -Napoleon Bonaparte. While the stakes may not be as high for salesmen armed with sales analytics as they were for Napoleon, the logic behind this quote applies to both professions in equal measure. Sales is a daily war against competitors, markets, and consumers themselves. And in that war, just as in a real one, information can mean the difference between victory and defeat.
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