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The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.
“Closed Reason” is one of the most valuable, yet underutilized, pieces of data that a sales organization can collect about its opportunities. Understanding the reasons why opportunities close, especially when they are lost, allows your sales team to adapt their strategy, provide targeted training, and better communicate with R&D about prospect demands.
Successful sales reps are handling sales objections in six different ways. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success.
Does Blogging Help With SEO? Blogging helps boost SEO quality by positioning your website as a relevant answer to your customers' questions. Blog posts that specifically use a variety of on-page SEO tactics can give you more opportunities to rank in search engines and get customers to visit your site. Search engine optimization is incredibly important for marketers.
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
By Matt Heinz, President of Heinz Marketing. “How I Work” type articles are some of my favorite features (as seen in Inc Magazine and Lifehacker ). Every week we highlight sales, marketing or business leaders in our very own series. You can catch up on everyone we’ve featured so far in the “How I Work” series here. Get tips on productivity, work-life balance and a lot more.
Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Problem is, when you're learning how to sell on the job with a giant quota hovering over your head. you don't have any time to read. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach.
When a recent or soon-to-be college graduate who also wants to go into marketing asks me for advice, I tell most of them the same thing – start in sales. When B2B marketers well into their careers ask me where they should focus their learning time, I point them to some of my favorite sales blogs, books and speakers. If you’re working in marketing today, spend as much time as possible with your sales team – literally amidst them.
For a long time, I thought of scheduling sales appointments, whether it was for demos or discovery calls , as just a feature. Improving this process was the last thing on my mind. I was swayed by the all free tools you can use for yourself. 18 months ago, I came to realize that scheduling was much more important. Here’s why. You waste a LOT of time exchanging emails with a prospect until a good time is found.
Are your Sales Development Reps (SDRs) ramping too slowly? According to The Bridge Group’s latest study , onboarding an SDR is taking a little more than three months, on average. If the typical SDR stays on the job for about a year, three months is a long time to ramp up. Here are four fresh ideas you can use today to help speed up this process for your new SDRs. 1.
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.
The definition of a whitepaper varies heavily from industry to industry, which can be a little confusing for marketers looking to create one for their business. The old-school definition comes from politics, where it means a legislative document explaining and supporting a particular political solution. In tech, a whitepaper usually describes a theory behind a new piece of technology.
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.
The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018. This article dives into an overview of the GDPR, the good, the bad, and the grey areas around this new data privacy regulation. Before we begin, let’s set a few things straight. For most of us, we proceed each day repeating the same set of processes we completed the day prior—especially in sales.
“W e’re a fast-paced organization that builds and brings commercial products to market for businesses that are growing quickly. And the majority of the company is remote.”. You read that right. Remote. CodeScience has spent the last 10 years creating solutions to increase business’ bottom line and avoid the common pitfalls associated with growth.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article.
Our learnings from analyzing 100,000 emails with Outreach Amplify Intent Classification. Reply rates are important, but they don’t tell the whole story. What? I know - this is sales sacrilege. I’m not saying the way you’ve been measuring success and tracking KPIs is wrong, but there is a better way that you need to know about ASAP. Case in point — Any sales rep who’s ever gotten an email that looks like this will tell you that not all replies are created equally: Yes, the reply rate you get is a
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?
If you are enamored with the “marketing of more” – more clicks, more traffic, more shares – then throwing your net as wide as possible might sound like a great idea. But I guarantee it will be counterproductive for multiple reasons. One , the wider you attempt to reach the more generic your message will have to be. And the more generic you are, the less interesting you are to anybody in particular.
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.
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement. Buying authority. Customer consensus. Approved budget. A clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.
My shoulders stiffen with tension. They move in a herky jerky way, like a hinged scarecrow. I am a fish out of water-a hardcore hustlin’ salesperson in my first Quijong class. For the uninitiated, Quijong is a Chinese exercise designed to reduce stress by slowing your breath and repeating a series of fluid movements. As quirky as it sounds, this class represents an important step for me—a time to step away from being a female breadwinner, mom and salesperson and do something that is just for me
With so much literature and data supporting the need for digital transformation, it might seem like all modern companies are making the leap. Nothing could be further from the truth. Only 3 percent of CEOs say they've successfully completed digital transformations. Why? They might be standing in their own way.
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.
What is an Account Executive? An account executive supports existing client accounts. Traditional sales representatives sell a product or service to clients and then hand those accounts off to customer service teams or account executives. It’s the AE’s job to manage, grow, and renew those accounts. “Account executive” often means different things to different people.
Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […].
Recently I asked some folks on LinkedIn to share their sales prospecting emails with me so that I could do some live feedback and edits. For this particular email, I chose to just do feedback rather than edits, since I didn’t have enough context to do more serious revisions. Take a look at my feedback to see how the sender can improve their sales prospecting email and targeting in order to get more positive responses from qualified leads.
Buyers are awash with information, bombarded with sales and marketing messages, crazy busy, and tasked to do more with less. Yet they still want to hear from sellers and they still accept meetings with sellers who reach out to them proactively. 82% of buyers will accept meetings with sellers who reach out. The sellers who secure these meetings achieve significantly greater success with a much different approach.
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.
Companies still struggle with formalizing their approach to social selling. The sales process itself doesn’t change with the addition of social selling, but using it as a data mining tool has the power to speed the customer’s journey through the traditional sales funnel, allowing salespeople who use social selling outperform those who do not. The social sharing landscape provides the perfect opportunity for sales people to tune into their customers and potential customers’ needs, wants, goals an
One of the best ways to differentiate yourself is to show gratitude with hand-written cards in sales (and life). Hand written thank you cards are great sales tools to use and go way beyond thanking someone for a gift. A hand-written thank you card is good karma and good business. It’s amazing to me [ ] The post Hand-Written Thank You Cards In Sales appeared first on SalesHood.
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: Psychological Triggers To Convert Leads Into Customers.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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