ConversionXL
OCTOBER 4, 2017
Conversion optimization is hard; it’s constantly changing and you need to know a lot about a lot. Keeping up with the technology changes and managing business’ expectations can be tricky. Here’s what some of the top experts in the field are saying about the top challenges in conversion optimization. #1 Having to be an expert in many things. CRO is multidisciplinary and cross-functional.
Hubspot
OCTOBER 5, 2017
Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers. Time. And those two things often go hand-in-hand.
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Membrain
OCTOBER 1, 2017
I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
InsightSquared
OCTOBER 4, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives. These initiatives will likely trickle down into your lap in the form of a whole heaping of new projects, sometimes with little more than a one sentence headline.
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
Openview
OCTOBER 5, 2017
I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a co-founder and Sales VP. I was a co-founder of a software company called Open Environment. We developed middleware to help large companies connect various back-end systems.
Hubspot
OCTOBER 4, 2017
Sales job interview questions. An effective interview question digs into the salesperson's skills, knowledge, experience, personality, and/or motivation. It helps reveal whether they'll be a good fit for the role, culture, and objectives. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 1, 2017
Recently, I’ve been trying something new when I meet with clients. I ask, “When was the last time you visited your customers–in a non sales situation? When did you actually see what they do, how they use your solutions? What have you done to get to know them better? Unfortunately, the responses aren’t surprising. Many have never actually visited a customer.
Score More Sales
OCTOBER 2, 2017
Sales is an admirable role in your organization because nothing happens until someone sells something. You can have the most incredibly designed product or service – and if you don’t sell enough of them, ultimately your business is doomed.
Hubspot
OCTOBER 2, 2017
You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let’s look at a typical cold call.
Understanding the Sales Force
OCTOBER 2, 2017
Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand? What about the last time you bought a new smartphone, tablet or notebook computer?
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
OCTOBER 5, 2017
The other day, Matt Dixon and I were having a discussion, trying to solve all the problems of sales. As is often, the case in these discussions, we started reflecting on a lot of broad and, possibly, esoteric issues. We started talking about what ultimately may be a Chicken/Egg issue. We were considering, “Where is the next big rock to turn over in driving sales effectiveness?
The Sales Hunter
OCTOBER 3, 2017
The clock is ticking. We’re already halfway through the first week of the 4th quarter. For too many salespeople, this is the quarter that will make or break their year. If you’re in this camp, keep reading for what you need to be doing. Unfortunately, I’m sharing this from first-hand experience, having spent too many […].
Hubspot
OCTOBER 2, 2017
One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.
Pointclear
OCTOBER 3, 2017
Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.
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SBI
OCTOBER 5, 2017
Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.
The Sales Hunter
OCTOBER 1, 2017
Top-performing salespeople are those who reach out to others and learn. Who can you learn from today? OPiuM is simply a way to think of Other People’s Minds. Today I encourage you to find more sales motivation by looking around and LEARNING from those around you. Check out the video to see what I mean: […].
Hubspot
OCTOBER 2, 2017
Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required.
Engage Selling
OCTOBER 6, 2017
Yes, selling is still a people business. Too many organizations though are acting like they’re living in the stone age. You need to know how to modernize your approach and understand today’s buying patterns.
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
OCTOBER 3, 2017
I’m beginning to think far too many sales and marketing people think customers are stupid. What else could it be? As an example, recently I participated in a discussion on LinkedIn. The author proudly declared victory for social selling with the statement: “ LinkedIn empirically proves that 51% + of revenue is now influenced by social across some key industries.” Accompanying the statement was a chart displaying research data looking at the % of revenue influenced by socia
The Sales Hunter
OCTOBER 5, 2017
Who isn’t looking for more sales in less time? Hmm, with it being the 4th quarter, it puts even more pressure to deliver more as the clock clicks down fast. I’m no different than any of you. It’s easy to become distracted, and as a result, it’s easy to suddenly find myself far behind in […].
Hubspot
OCTOBER 6, 2017
Do you remember when the music video for "Gangnam Style" was everywhere? Seriously, it felt like everywhere on the internet, TV, and radio, you could find Psy dancing to the infectious hit song. What you might not remember about "Gangnam Style" is that it was record-setting: Back in 2012, it was the first video on YouTube to reach one billion, and then two billion views.
Engage Selling
OCTOBER 6, 2017
A few weeks ago, I was facilitating a group of top performers. This is a group of sellers who single-handedly help the company meet their goals. It’s wonderful to work in an environment that has so many top minds.
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
OCTOBER 2, 2017
The sales automation suppliers are catching onto the idea of leveraging technology for sales coaching. I’m not a complete dinosaur, I think there is a huge place to leverage technology to complement coaching by managers. However, I worry about some of the approaches being promoted displacing the person to person interaction and the real value of coaching.
SalesLoft
OCTOBER 6, 2017
In an ideal world, your sales team spends the vast majority of their time engaging with your potential buyer. Unfortunately, your reps get bogged down with additional responsibilities like client management, CRM upkeep, and admin responsibilities in addition to their selling tasks. But modern sales technology automates the responsibilities that pull your reps away from prospect engagement.
Hubspot
OCTOBER 6, 2017
The Sales Hunter
OCTOBER 6, 2017
There’s a lot of talk about how leaders need to be “all in,” and I’m a firm believer in it. The same applies to salespeople at all levels. We have to be all in with those with whom we come in contact. Recently, I was working with a salesperson making sales calls and I was […].
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.
Sales Gravy
OCTOBER 4, 2017
No matter what type of company you have, there is always a need to find new customers. Thats what sales prospecting is all about regardless of the fancy name you give it.
SalesLoft
OCTOBER 4, 2017
If the DC and Marvel franchises have taught us anything, it’s that one superhero may be great, but a team of superheroes coming together is a force to be reckoned with (and box office gold). When it comes to account-based sales, your sales heroes may be ready for action. But the most effective account-based strategies require efforts from additional players on your marketing team.
Hubspot
OCTOBER 6, 2017
Y'all. I don't even know where to begin. Have you ever had one of those weeks, or maybe even long weekends, when you genuinely disconnect from or simply don't have as much time to pay attention to tech news? But then, you come back from that brief reprieve, only for things to look kind of like this: Source: Giphy. I was going to write a full news recap for you this week.
Sell Or Die
OCTOBER 3, 2017
Our guest this week is Peter Getchell, Business Development Executive at KnowledgeLink, an innovative online learning platform. He’s here to chat with us about the value and future of online learning. If you’ve ever thought about implementing simple online learning for your sales team, this is the podcast for you. This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
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