ConversionXL

SEPTEMBER 3, 2019

Humans are value-rating machines. Every day, all day long, we size up different decisions by appraising the value proposition of that action. Should I buy this product? Sure, that’s the obvious one. But also: Should I go to lunch with this person? Should I open this email? Should I even spend the time to ponder this decision? When most marketers think about a value proposition, they’re thinking of the 10,000-foot-view—an overall company value proposition.

Electricity 117

Electricity Launch Click Through Rate Prospecting 117

Sales Hacker

SEPTEMBER 4, 2019

It’s a healthy question and one that has strong opinions on both sides… . Does swag work? Promotional products (AKA swag, tchotchkes, freebies, branded merchandise, you name it) have been around for some time. In fact, they date all the way back to George Washington’s campaign in 1789. . More recently, companies have started to integrate swag into their sales sequences, driving healthy growth for the entire industry.

Objectives and Key Results 111

Objectives and Key Results Promote Sales Campaign 111

SaaStr

SEPTEMBER 6, 2019

We’re proud to have > 60% women and multicultural speakers at the 2019 and 2018 SaaStr Annuals, and we are on track to meet or exceed that again in 2020. But our bigger goal is to drive our attendees to similar levels of inclusion and diversity. Our 2019 and 2018 attendee Diversity and Inclusion programs were fully subscribed and worked well, so we want to go even bigger this year on a number of levels.

Meeting 20

Meeting Growth 20

Hubspot

SEPTEMBER 2, 2019

With more than 500 million monthly active users , TikTok is taking app stores by storm and serving as a worthy competitor to apps like Snapchat and Instagram. While Gen-Z has flocked to the app , brands like Chipotle and The Washington Post are also starting to experiment with TikTok's video marketing opportunities. The best way to learn more about the app, its user base, and the type of content that engages audiences is to start producing your own posts on a personal or business account.

Follow-up 101

Follow-up Entertainment Niche Start-ups 101

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

Hospitality

ConversionXL

SEPTEMBER 5, 2019

Customer personas are often talked about in marketing and product design, but they’re almost never done well. [This post contains video, click to play]. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), an

X-functional 115

X-functional Represent Follow-up User Experience 115

Partners in Excellence

SEPTEMBER 5, 2019

Storytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting everyone to respond as Dr. Spock did in the old Star Trek series. While we have known we need to make an emotional connection, too often, we still focus on, “just the facts.” Ever since I’ve been in sales, which has been a few years, I’ve known the maxim,”People decide with their hearts, they rationalize the

Pitch 101

Pitch Drivers/motivators Technique Represent 101

Membrain

SEPTEMBER 4, 2019

A Google search for “What is CRM?” returns a whopping 37 million unique results, each of them focusing on a different aspect of CRM or attempting to unify all the different purposes and meanings of Customer Relationship Management into one, and usually failing.

CRM 94

CRM Customer Relationship Management Relationship Management Sales 94

ConversionXL

SEPTEMBER 4, 2019

Often, marketing creativity encounters technical limitations. A web page can load only so fast. UX is constrained by browsers. Cutting-edge solutions are accessible only to those with large budgets. Native applications resolve some of these issues but bring their own baggage—development costs, platform irregularities, download requirements, update needs, and issues with search indexability.

UX 103

UX User Experience Engineering Launch 103

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Somehow the miracle cures seem to be: “Just train your people to do these 3 things… ” “Do this one thing… ” “Implement this new technology… ” “You just need to prospect… ” … and on and on and on… Don’t get me wrong, many of

Sales 101

Sales Quota Clients Technology 101

The 5% Institute

SEPTEMBER 5, 2019

If you’ve been cold calling long enough, one of the common objections you’re most likely to hear is the send me some information objection. In this article, we’ll dissect why people say this objection in the first place, and secondly how you can handle it in a non-pushy and tactful way. How To Respond To The Send Me Some Information Objection. What the send me some information objection really means.

Cold Call 98

Cold Call Pitch Closing Presentation 98

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.

High impact

Membrain

SEPTEMBER 1, 2019

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

Pipeline 94

Pipeline Sales 94

InsightSquared

SEPTEMBER 4, 2019

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feet. Even with the seemingly infinite amount of data spilling from your Salesforce instance, even with the growing number of available marketing enablement technologies, marketers are struggling to prove out their revenue impact. .

Campaign 94

Campaign Contact CRM Promote 94

Sales Hacker

SEPTEMBER 5, 2019

Who’s responsible for retaining your SaaS customers? Sales? Marketing? Customer support? Customer success? All of the above! Because retention is a team sport — and customer churn is the opponent. In this article, we’ll talk about how sales reps (along with Marketing , Customer Success , and others) can keep customer churn to a minimum. 10 Ways to Reduce SaaS Customer Churn and Create Loyal, Long-term Users.

Customers 92

Customers Sports Follow-up Service 92

The 5% Institute

SEPTEMBER 3, 2019

No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance, or share this with someone to help them out too. Here are some quick and basic guidance to help you improve your sales performance.

Sales 98

Sales Presentation Quota Up-sell 98

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Women Sales Pros

SEPTEMBER 6, 2019

Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.She didn’t have to understand everything about how the technology worked, just how it could solve problems for her clients.

Technology 90

Technology Technology Sell Referrals 90

Engage Selling

SEPTEMBER 6, 2019

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

Meeting 88

Meeting Follow-up Prospecting Sales 88

G2

SEPTEMBER 4, 2019

Instagram is more than just the easiest way to see what your cousin had for brunch.

80

80

Hubspot

SEPTEMBER 5, 2019

Many businesses think that if their product or service is spectacular, it will speak for itself; they'll need very little marketing effort for it to take off. But in reality, any companies that seem to have achieved remarkable growth in this manner do indeed have phenomenal products. But it only appears to have been achieved with little or no marketing effort because their fame and fortune was won through word-of-mouth marketing.

Niche 78

Niche Sports Campaign Networking 78

Advertiser: ZoomInfo

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Sales

SalesLoft

SEPTEMBER 4, 2019

Do you strive to be great ? We’ve all heard that greatness is a mindset. We’ve seen the “Dream It – Believe It – Achieve It” motivational posters. And it’s at least partially true… but not totally. Greatness is not a mindset or a system of beliefs or even the physical manifestation of your hopes and dreams. No, greatness is a habit.

Inside sales 76

Inside sales Quota Drivers/motivators Gaming 76

Engage Selling

SEPTEMBER 6, 2019

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

Clients 85

Clients Sales Prospecting Pipeline 85

The 5% Institute

SEPTEMBER 6, 2019

Social selling is a trendy word you’ve most probably heard on social media, books and podcasts, or maybe even around the water cooler. But what is social selling? And is it just another buzzword; or is it here to stay around for the long haul? In this article, we’ll break down: What is social selling? Practices to avoid. Social selling strategies you can practice to win more sales.

Sell 75

Sell Contact Niche Clients 75

Hubspot

SEPTEMBER 4, 2019

At INBOUND this week, over 24,000 people have come together to learn how to deliver remarkable customer experiences in today’s digital environment. How do you coordinate marketing, sales, and service teams across your company to attract, engage, and delight your audience? How do you accelerate that virtuous cycle of word-of-mouth — or, word-of-keyboard, as the case may be — to win more customers and make them happier customers?

Teamwork 78

Teamwork Appointment Networking CRM 78

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.

Sales

Sales Hacker

SEPTEMBER 1, 2019

Intent data can help you ensure their research doesn’t go unnoticed. But how do you actually use that information without being… creepy? And how should “intent” influence how you qualify and score leads? The post Good INTENTions: How to Use Intent Data in your B2B Sales Strategy appeared first on Sales Hacker.

B2B 74

B2B Sales Process 74

Sandler Training

SEPTEMBER 2, 2019

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. Listen Time: 23 Minutes.

Sales 72

Sales Process 72

SaaStr

SEPTEMBER 3, 2019

Lambda School trains people online to be software engineers. Rather than paying tuition, students agree to pay a percentage of their income once they are employed and making over $50,000 a year. Hear from Austen Allred how and why you should be stepping on the gas when your CAC is low. Want to see more content like this? Join us at SaaStr Annual 2020.

Growth 69

Growth Start-ups Pitch Engineering 69

Hubspot

SEPTEMBER 3, 2019

According to Instagram , one-third of the platform's most-viewed Stories are from businesses. Why could this be? As people are increasingly using social media to research prospective purchases, Instagram Stories serves as an outlet for brands to creatively show their products, services, or happy customers in action. Branded Instagram Stories also enable audiences to learn more about topics related to your brand's industry.

Promote 78

Promote Drivers/motivators Follow-up Sports 78

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.

Product

Sales Hacker

SEPTEMBER 1, 2019

To be successful in the modern selling age, sellers need to be constantly adding new tools to their “prospecting belts”. But you don’t have to look as far as you think, marketers use all types of tricks to drive demand and build brand awareness. Why not leverage some of those? The post What Habits Salespeople Should Steal from Marketing Teams? appeared first on Sales Hacker.

Prospecting 14

Prospecting Sell Sales 14

SalesProInsider

SEPTEMBER 4, 2019

Calling All Heroes. With the success of the Marvel movies this year, it seems heroes are “in” – I suppose they weren’t ever really out…but there is heightened excitement around superheroes! In your role as an “expert” – whether as a financial advisor, an accountant, an attorney, a lender, an industrial supply salesperson, or a software solutions consultant– what does it take to be a hero to your clients or customers?

Consult 68

Consult Clients Conversion Closing 68

Miller Heiman Group

SEPTEMBER 6, 2019

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

Objectives and Key Results 68

Objectives and Key Results Quota Sales User Experience 68

Hubspot

SEPTEMBER 2, 2019

When opening Instagram, how often do you "swipe left to see more?" Maybe it’s to see that a blog post from your favorite media site was uploaded. Or to watch the entire trailer for the latest season of " Stranger Things " (guilty). Whether you double-tapped on a "Throwback Thursday" post or commented on how helpful that newsletter on managing spreadsheets was, these engagements are an excellent use of Instagram’s Carousel feature , an expansive tool that fits into countless marketing campaigns.

Gaming 78

Gaming Promote Drivers/motivators Launch 78

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