RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
Sales Hacker
MARCH 27, 2018
This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time. If I hear the phrase “ADD VALUE” one more freaking time, I am going to choke someone. I’m talking about that single overused phrase that goes like this, “Just add value.” I was exhausted from hearing the same old spiel.
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Hubspot
MARCH 29, 2018
When you work at a small business with a limited budget, it’s not really possible to shell out $340,000 for a 30-second TV commercial, or $10,000 for an email marketing campaign. It can be frustrating when your budget dictates how many people your business can reach. Surprisingly, there are a lot of free ways to supplement your paid advertising efforts.
Membrain
MARCH 28, 2018
Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”.
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
Heinz Marketing
MARCH 28, 2018
Alli McKee is a start-up founder and CEO. She’s also a student of improv. Over the course of our conversation last week on Sales Pipeline Radio it became clear that these are both parallel interests/pursuits as well as tightly related to each other. When I asked Alli if her improv classes had improved her approach to business, her answer was a life lesson for all of us.
Sales Hacker
MARCH 29, 2018
This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MARCH 26, 2018
Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in developing sales skills. But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They were responding to queries from whoever happened to find their web site.
Gong.io
MARCH 30, 2018
You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, under most circumstances, it comes down to a few things… How Many Leads are You Receiving?
Score More Sales
MARCH 27, 2018
Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.
Hubspot
MARCH 26, 2018
There's nothing quite like a sudden Google algorithm update to leave marketers feeling equal parts confused and concerned. It seems like they wait for you to get all of your ducks in a row and then unleash an update that makes your efforts instantly obsolete. Sure, they're pretty open about that fact that they're doing this for everyone's own good -- each algorithm tweak brings us one step closer to more relevant search results, after all.
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.
SalesforLife
MARCH 30, 2018
Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, have difficulty understanding how to get started, and so on.
Gong.io
MARCH 29, 2018
Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.
The Sales Hunter
MARCH 27, 2018
The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […].
Hubspot
MARCH 25, 2018
While an eye-catching resume alone probably won't land you your dream gig, it doesn't hurt to put a little extra effort into how you present yourself on paper. The right resume design speaks to your individual skills and personality, and can propel your application to the top of the stack. But finding a cool design that also fits your professional identity can be a major hassle -- and applying for jobs is already hard enough.
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Sales Hacker
MARCH 26, 2018
Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video? It didn’t involve months of prep work, costly videographers, or expensive equipment. I’m telling you this because whether you want to use video in your marketing or sales campaigns, it is possible to make the process agile.
Engage Selling
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
Membrain
MARCH 25, 2018
It’s clear that activity drives results—or at least it should. We all know that orders and revenue is a trailing metric. The danger of focusing on end results is that by the time you can report them, it’s too late to do anything about it.
Hubspot
MARCH 29, 2018
What Is Skill Assessment? A skill assessment allows employers to test how well a job candidate can complete tasks required of them in their future role. Candidates might be asked to role-play a client phone call, submit a writing sample, or conduct client research. These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet.
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.
InsightSquared
MARCH 29, 2018
Marketing automation vendors are being cornered by a monster of their own creation. That’s the conclusion of a new InsightSquared and Heinz Marketing report, titled “ Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer?”. No doubt the marketing industry owes a debt of gratitude to the marketing automation industry.
Heinz Marketing
MARCH 30, 2018
These two screen shots communicate the same information. And while one offers more information, the second communicates what you need to know more quickly, more succinctly and more successfully. Sometimes the way you’re communicating is more important than what you’re communicating, especially when you prioritize what people need to do with that information vs the information itself.
Partners in Excellence
MARCH 24, 2018
This week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” In each conversation, they were struggling with similar issues, “How to keep up with the demand for help/support.” They had long list of things they needed to put in place.
Hubspot
MARCH 30, 2018
We all know how hard it is to get started on a project when there’s no guarantee of success and every possibility of failure. That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least.
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.
Selling Power
MARCH 26, 2018
Here are the facts when it comes to sales prospecting.
Openview
MARCH 26, 2018
Arguably one of the most underrated elements of enterprise sales is account planning. It takes time, energy, and focus away from other mid-funnel opportunities that require significant resource investment. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough.
Heinz Marketing
MARCH 25, 2018
Great podcasts are all about the quality of the content, but it can be hard to focus on that content if the audio quality is bad. It’s painfully obvious when a podcast participant or guest is on their cell phone. But without a professional studio, recording high-quality conversations with remote guests can be difficult. That’s one of the best aspects of Zencastr.
Hubspot
MARCH 29, 2018
Think of a really good print advertisement you've seen lately. What did you like about it? Chances are that while the content of that ad was important, the design played a big role in drawing you in. It's important to think of your resume like an advertisement to job recruiters. Writing a standout resume goes beyond the content you put in there -- the format plays an important role, too.
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.
Partners in Excellence
MARCH 29, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was invited to join the company because of her track record in the industry. They wanted her to establish a similar team and process to the one she had implemented at her previous company and told her she had Carte Blanche.
SalesforLife
MARCH 26, 2018
Like we breathe, social media and digital technologies surround us, invisible but essential.
Heinz Marketing
MARCH 24, 2018
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: How to Create an About Us Page That Generates Leads.
Hubspot
MARCH 29, 2018
Facebook announced yesterday that it will be shuttering Partner Categories: the product that allows third-party data providers to supplement advertisers with targeting information directly through Facebook. In the announcement, Facebook noted that "this is common industry practice," but will still shutter the product to "help improve people’s privacy on Facebook.".
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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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