Anthony Cole Training
DECEMBER 1, 2017
In a remarkable show of grit, the University of Alabama clawed back from a 20-point deficit against the University of Minnesota, though they eventually lost by 5.
Openview
NOVEMBER 30, 2017
The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Gong’s data science team has used our conversation intelligence platform to analyze almost one million conversations between B2B salespeople and buyers.
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ConversionXL
NOVEMBER 29, 2017
If you’re invested in improving your A/B testing game, you’ve probably read dozens of articles and discussions on how to plan and run A/B tests. In reading advice about how long to run a test or what statistical significance threshold to use, you probably saw claims like “Always aim for XX% significance” or “Don’t stop a test until it reaches YYY conversions” – where XX% is usually a number higher than 95%, and YYY is usually a number higher than 100.
Sales Hacker
DECEMBER 1, 2017
Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A Virtual Sales Assistant is a remote contractor that you hire as a means of outsourcing a specific task or set of tasks in order to build a more efficient sales process.
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
PandaDoc
NOVEMBER 27, 2017
If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. This process is crucial to your company’s success and keeps new opportunities at your fingertips. According to HubSpot research, 72% of companies with less than 50 new opportunities a month didn’t achieve their revenue goals , while only 4% of companies with 101 to 200 new opportun
Heinz Marketing
NOVEMBER 25, 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: Effectiveness And Efficiency Are Not Natural, But They Are Learnable.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
NOVEMBER 28, 2017
For years, our hiring strategy for the HubSpot customer support team was simple. When support reps were overwhelmed with the volume of work, we’d hire another one. Simple, right? This simplistic model of growth worked to get the support team to about 25 people. We had funding, an accelerating sales team and customer count, and awesome tech. Our startup hopes and dreams were coming true!
InsightSquared
NOVEMBER 30, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. Putting out reactive fires, supporting reps, managing territories, reporting, building new functionality and processes in the CRM, and much more. However, trouble may come in actually measuring our success in these things. A sales team typically has a quota so their success is easily measurable, but how do you measure your success?
Heinz Marketing
NOVEMBER 29, 2017
In January, we tell ourselves that prospects are still shaking off the holiday cobwebs. That’s why they aren’t responding. Better not schedule any reasonable marketing until mid-month. In February, it’s mid-winter break. Prospects are distracted, that must be why they won’t convert. In March and April, it’s spring break that’s distracting our buyers.
Membrain
NOVEMBER 26, 2017
Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.
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.
Sales Hacker
NOVEMBER 30, 2017
It’s a Friday night at the local singles bar, the “meet/meat” market where packs of single men and women mingle in the hopes of finding Mr. or Mrs. Right. You probably know of a few of these places, either from your past or because you’re going to one with your friends next weekend. If you look around carefully, you’ll notice that they’re packed with mini-case studies of the sales process.
Hubspot
DECEMBER 1, 2017
Click. Click. Click. Tick-tock. Tick-tock. Tick-tock. That's the sound of an unproductive day passing by. It's the sound of any day, Monday through Friday, going to waste -- where despite your best intentions, you just can't seem to get moving, or get stuff done. It happens to all of us. Seriously. But what's an otherwise industrious person to do when these days unexpectedly fall upon us?
Score More Sales
NOVEMBER 25, 2017
It is the time of year sales teams are huddling to plan for next year and depending on who is doing the planning, results will or will not be what is critical for your team’s success.
Partners in Excellence
NOVEMBER 27, 2017
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs. I suppose it’s easy to want to believe customers have buying processes.
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Sales Hacker
NOVEMBER 30, 2017
The post How to Increase Sales 8x with Multi-Channel Marketing and Sales Automation appeared first on Sales Hacker.
Hubspot
NOVEMBER 30, 2017
If you think November is too early to be dreaming of sugarplum fairies and hanging the stockings with care, then consider this your official warning: this post is heavy on the holiday cheer. To everyone else, hello. November brought us a delightful crop of festive ads, including the much-anticipated annual Christmas spot from UK retailer John Lewis -- which dependably goes viral every year.
The Sales Hunter
NOVEMBER 28, 2017
Email or the Telephone: Which one do you use more for prospecting? I can’t speak to a group of salespeople, whether it be a keynote or a training session, without being asked for my views on which one I feel is better for prospecting. The argument I hear is nobody answers the phone, and in […].
Heinz Marketing
DECEMBER 1, 2017
What’s the one thing you love to do, that you’re better at than anybody else? No matter how humble you may be, there’s an answer to this question inside you. You may have been thinking about it for a long time, or it may take a long time of thinking to bring it to the surface. But each one of us has one. Now, what if you could spend the majority of your time on that one thing?
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.
PandaDoc
NOVEMBER 30, 2017
When you’re searching for the right document automation tool for your business, the number of options can be overwhelming. So, we’ve broken down some of the most common options as compared to PandaDoc. Nitro. Nitro works specifically with existing PDF documents, rather than allowing you to create your own customized documents. Also, Nitro does not offer a native mobile solution, which can make staying on top of the status of your documents a challenge while you’re away from your desk.
Hubspot
NOVEMBER 28, 2017
Everyone makes mistakes. Even (especially?) marketers. Usually, we learn from them and move on with our lives, maybe escaping with just a touch of public shaming. But what happens to those companies that make mistakes on a much greater scale and cost their company millions in clout or (gulp) dollars? They go down in history as the biggest marketing mistakes of our time.
Understanding the Sales Force
NOVEMBER 29, 2017
If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling? And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day?
Heinz Marketing
NOVEMBER 26, 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. Corporate gift gift giving typically runs into one of two problems. If you have a bunch of gifts to give at once, you often choose something general or generic (think fruit baskets) that’s very nice but less interesting to each individual recipient.
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.
SalesforLife
NOVEMBER 30, 2017
It blows my mind when I think about how dynamic the ever-evolving world of startups, sales, and recruiting is. No longer is finding a remarkable sales opportunity just about having a good resume and knowing how to interview well. If you want to succeed in sales these days you need to know “why” you do what you do (i.e. “vision). And, you can’t just talk the talk… you’ve got to walk the walk as well, because social media is making everything much more transparent.
Partners in Excellence
NOVEMBER 29, 2017
It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?” Here the conversation usually gets a little fuzzy.
The Sales Hunter
NOVEMBER 27, 2017
What do you do the best? What are your strengths? You need to leverage what you do best, because it will ultimately make your selling skills better. 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 my coaching program today! […].
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.
SalesforLife
NOVEMBER 28, 2017
As we continuously collaborate with customers within Fortune 50 organizations, we’re seeing them deploy the people, process, and resources that are shaping future best practices for the sales community. For example, we’re currently working on a project with a global Fortune 50 company in their inside sales department which has 1,000’s of modern digital sellers.
Hubspot
NOVEMBER 27, 2017
Brands use social media for a lot of things: to distribute content, to share news, to provide customer service. And sometimes, brands use social media for jokes, burns, and unmitigated sass. When brand accounts share personality and humor on social media, it's delightful -- and it captivates the collective internet. It's funny when brand accounts use social media like the real people behind the copy, and it breaks up the monotony of the negativity and mistrust that characterizes a lot of people'
Partners in Excellence
NOVEMBER 29, 2017
One of the most frequently asked questions I get is, “How do I find the time to coach?” My immediate reaction is, “How can you possibly do your job without taking the time to coach?” Let me deconstruct this a little. Managers are accountable for making sure their teams hit their numbers. But there are only a few ways to do this.
The Sales Hunter
DECEMBER 1, 2017
When was the last time you really dreamed big? Not just big, but really big? As a kid I remember dreaming I’d one day play in the NBA, walk on the moon, and own 100 cars all by the time I was 20. Somewhere between being the 8-year-old dreamer and a 30-year veteran of business, […].
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