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.
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.
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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.
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.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
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
Membrain
NOVEMBER 29, 2017
Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc., is well known in the industry for his “four systems” approach to sales performance. He achieves hundreds of millions of dollars in gains for his clients by building effective systems for sales selection, support, learning, and management.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
NOVEMBER 30, 2017
It's the time of year for cookies and eggnog, family and coworker get-togethers. and buying presents for people you know very little about. Did you pick the colleague in your work gift exchange who pulls overnight shifts by himself? Is Uncle Marty bringing his new girlfriend to your holiday party? Giving is not always nicer than receiving. We can't help you with everyone on your list (didn't your second cousin Pete say he liked golf once?
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?
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.
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.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
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!
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.
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?
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 […].
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
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.
Engage Selling
DECEMBER 1, 2017
A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.
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.
RAIN Group
NOVEMBER 29, 2017
Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless. Sellers and sales organizations are struggling to keep up. There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
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.
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! […].
Hubspot
NOVEMBER 27, 2017
The robots are coming here. We know -- we've been over this. Messenger and live chat are quickly becoming customers' preferred methods of communication. And for both, bots are often the first line of defense: the triaging system that connects the user to the right human being who can solve the problem. if it even needs to get to that point. In other words, bots are eliminating some level of need for human labor.
Adaptive Business Services
NOVEMBER 29, 2017
While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based on the premise that, when you are perceived as someone who actually works for the company, vs. as a vendor who is trying to sell something to that company … well … there is no comparison.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
SalesforLife
NOVEMBER 27, 2017
With the rapid change in the B2B sales landscape, being a sales leader today is more difficult than ever. The statement “sales has changed more in the past 10 years than in the past 100 years" couldn't be more true than now.
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, […].
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.
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.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
SalesforLife
DECEMBER 1, 2017
Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption. In this week’s roundup, we’re focusing on enabling your sales organization through sales training. We’ve included articles on how social selling adoption rates impact quota and why sales training sucks.
Hubspot
DECEMBER 1, 2017
Invoicing. Seems pretty straightforward, right? You send a customer an invoice. They pay it. You're rich. Yay. Unfortunately, that's not always how the story goes. And in most organizations, disorganized invoicing can be a serious time suck. Like most things worth doing, creating an invoicing process isn't the easiest task to accomplish. It requires some strategic thought, a handful of decisions that could impact your business long-term, and a bit of alignment.
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.
Engage Selling
DECEMBER 1, 2017
Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit for your business…what good is it doing?
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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