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We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application. This will allow us to tie our marketing efforts directly to a client management AND pipeline management system.
A/B testing tools like Optimizely or VWO make testing easy, and that’s about it. They’re tools to run tests, and not exactly designed for post-test analysis. Most testing tools have gotten better at it over the years, but still lack what you can do with Google Analytics – which is like everything. When you run a test until you’ve reached validity ( not the same as significance ), you have to do post-test analysis to decide on the way forward.
A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Using the details of a fictional Vodafone employee to sign up for SaaS products , Process Street automatically collected all incoming outreach including sales emails, marketing emails, and voicemail transcripts.
Social media can be an overwhelming place -- even for the experts. Which networks should they use, what should they write, how frequently should they post, and does the time they post really matter? I analyzed HubSpot customer data for one week during the month of June -- comprised of a total of roughly 10K different accounts on each different platform, as well as 15K posts to Linkedin company pages, 25K posts to Facebook business Pages, and nearly 60K posts on Twitter.
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
Editor’s Note: This article first appeared on Inc. here. When ranking the list of professions that are likely to be replaced by AI, sales is often way down on the list , along with chiropractors and preachers. The rationale for such predictions are that sales is still considered a high-touch profession. A recent survey showed that in certain industries, people would rather buy from someone who is charismatic and fun even if that salesperson doesn’t know their product well.
Editor’s Note: This article first appeared on Inc. here. When ranking the list of professions that are likely to be replaced by AI, sales is often way down on the list , along with chiropractors and preachers. The rationale for such predictions are that sales is still considered a high-touch profession. A recent survey showed that in certain industries, people would rather buy from someone who is charismatic and fun even if that salesperson doesn’t know their product well.
Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.
The drama of this week’s Apple event is hardly over. Despite many of the announcements having been leaked in the days leading up to it, the tech world is still positively a-Twitter about what was unveiled, and what will come of it. Many are wondering if the iPhone 8 models are really that different from the iPhone 7. And even U.S. Senator Al Franken has joined the conversation, in his questioning of Face ID’s possible violation of privacy protections.
Do you know WHY your big customers do business with you? WRITE those reasons down and use them to motivate you. Your sales motivation hinges greatly on understanding the why. 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 […].
A critical question for every sales professional is the question of “What’s next,” particularly as we look at the deals we seek to move forward. Too often, doing deal reviews, sales people share what’s happened, but struggle with the question of “what’s next?” They know they are trying to win a deal, too often, they respond, “Well, I’ve got to get an order.” But when probed, “What are the next things that have to happen to get t
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.
Here on the HubSpot blog, we've been writing content for a long time -- more than 10 years. And for much of that time, our strategy for determining our editorial calendar has stayed the same: We've identified keywords we want to rank for in search, written a blog post about it, and moved onto the next one. And for a while, that strategy has worked for us, and we were able to start ranking for competitive keywords in search engine results pages (SERPs).
Every December I get a number of phone calls from salespeople looking for quick advice to help them pull the rabbit from the hat that will allow them to make their number. Problem is each one of those phone calls is minimally 3 months late. Where you finish the year is going to be based […].
There’s a lot of discussion, most of it pretty misguided, about the potential impact of automation and AI on sales and buying. Most of the discussions are about customers preferring to buy through electronic channels and moving away from the need for sales people. There will be huge movements to that mode of buying with certain types of buying.
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.
Selling to the chief information officer can be a daunting task, especially if you’re an unproven startup. The challenges CIOs face are complex, affecting every aspect of a company’s business. These people have a lot of responsibility, so they tend to be cautious and deliberate when making decisions about technology. What do you need to say to help them see your product’s value and take a chance on it?
When it comes to product-centric events and announcements, advance leaks and rumors are nothing new for Apple. But something about this round was different. The pre-emptive reveals came with more detail, more clamor, and -- at least for us -- more excitement. "This," we thought, "is going to be completely bonkers.". For the most part, our expectations were accurate.
In September, I will be presenting at the Sales 3.0 Conference in Las Vegas, along with other leading sales professionals. My session will focus on prospecting, and I am so excited to be part of this conference. 2018 will be here in no time! Sales 3.0 can prepare you and your sales team to make […].
Account based marketing and selling gets a lot of attention–it should. There’s huge amounts of data about the cost of acquisition–the cost of growing revenue from existing customers versus the costs of acquiring new customers. Before I go further, let me be clear, we have to drive both, if we are to grow over the long term, we need to be acquiring new customers and expanding our share within current customers.
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.
Planning and practicing are key elements for success.If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales.
Earlier this year, a handful of my extremely bright and capable colleagues compiled a report on topic clusters: a method using a single pillar page as the main hub of content for a given topic. All of your content assets related to that topic link back to the pillar page -- and to each other. Cool, huh? But it's not just a nice, clean way of organizing content that brings glee to the most Type A of marketers (read: yours truly).
When it comes to efficiently managing your pipeline as an AE, it seems like there are never enough hours in the day for all of your opportunities. Ideally, you’d like to spend time cultivating new opportunities and moving them through the pipeline, but the truth is that you likely spend most of your time on the few opportunities closest to the finish line.
I saw an interesting question on LinkedIn, “In SaaS businesses, can revenue still be predictable?” My reaction to this question, not just limited to SaaS, is “Absolutely—-sort of………” Building predictable revenue streams is nothing new to sales. The creation of SaaS companies with a high volume, high velocity model for acquiring customers wasn’t the inception of predictability in revenue generation.
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.
The Key Considerations that Determine Your Annual Sales Meeting’s Structure, Theme, Agenda, and Location. Because your sales kickoff is the only annual gathering of the entire worldwide sales force, you want everyone to leave the meeting confidant about the company’s direction, trained on your new products, well-versed about the competition, and re-energized to get back into the field.
James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. Following are highlights of the interview. JO: If you've got 10 or 12 departments, and you've got 15 different software programs that this inquiry is going through, and you've got artificial intelligence spitting out results all along the way, someone has to figure out what that process is going to be a
I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too.
Let me share a painful lesson I learned early in my sales career. One morning the owner of the company I worked for walked into my office and asked me how sales were going and, more importantly, how customers liked a certain product. I shared with him things were good and I wasn’t hearing any […].
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.
When I was a vice president of sales, one of my key responsibilities was to ensure that our sales kickoff was a complete success. Because it was the only annual gathering of the entire worldwide sales force, I wanted everyone to leave the meeting confidant about the company’s direction, trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field and sell. After keynoting hundreds of sales kickoffs and sales meeting
Negotiating a sale is never easy, and more often than not you'll be faced with price pushback, lengthy delays, excuses, purchasing nightmares, and more—even after you think you've done a solid job making your case.
As I was lamenting this situation and the impact on my overall business to a former mentor, he told me that I broke one of the biggest rules in selling: Never let a buyer pay you in compliments or promises. I had fallen prey to both.
Our guest this week is Jay Biss. Jay has worked with small businesses for over 15 years and is now focused on helping clients save money by finding cash management solutions and maximize their short/long term credit opportunities at a large bank in New York City, currently the top ranked banker in the US in his category. An avid football fan and runner, his motto is 'show up and follow up'.
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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