Heinz Marketing
NOVEMBER 29, 2019
By Maria Geokezas , VP of Client Services at Heinz Marketing. So much is written about how to instill empathy into marketing. A quick search online brings up how empathy is used in B2B marketing, how to enhance marketing with empathy, or how to make empathy part of your marketing strategy. In my experience marketing is empathy. They are synonymous in business.
Neuromarketing
NOVEMBER 26, 2019
Understand how customer brains work - these are the most important cognitive biases for e-commerce marketers. The post 12 Cognitive Biases E-commerce Marketers Need to Know appeared first on Neuromarketing.
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Sales Hacker
NOVEMBER 26, 2019
Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. We heard somewhere that December 13 is Salesperson’s Day.
RAIN Group
NOVEMBER 27, 2019
Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.
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
Membrain
NOVEMBER 24, 2019
If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.
SaaStr
NOVEMBER 26, 2019
Neeraj Agarwal of Battery Ventures a few years back simplified a lot of the journies top SaaS companies go on to TripleTripleDoubleDoubleDouble, T2D3. That the top SaaS companies triple in the early years, and then double after that to get to $100m+ in ARR. The best SaaS companies do indeed do this and it’s a great yardstick for VCs to measure potential unicorns and decacorns.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 28, 2019
Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.
Membrain
NOVEMBER 27, 2019
Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.
SaaStr
NOVEMBER 26, 2019
Duo Security is an Ann Arbor, Michigan based cyber-security startup. Duo Security was acquired by Cisco for $2.35B in August of 2018. The company’s customers include Etsy, K-Swiss, Toyota, Yelp and Facebook among others. Its customer base spans over 14,000 customers in over 100 countries. Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team.
Heinz Marketing
NOVEMBER 27, 2019
By Lauren Dichter , Marketing Consultant at Heinz Marketing. My first work trip came and went quickly, but it still had a large impact. Over the course of just two days of programming, I took 15.5 pages of handwritten notes! Everyone at the MarketingProfs B2B Forum came there hoping to learn new strategies, tools, and tips n’ tricks to try out at their own organization.
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.
Hubspot
NOVEMBER 29, 2019
Have you ever visited a website you frequent and found that the text interacts with you? For instance, when I log onto Mailchimp , my dashboard says, "Welcome back, Kayla" -- this is because my account with the site has my first name in its system and uses smart targeting to make my interaction with the website more delightful. Smart targeting provides a more individual experience for webpage visitors.
Sales Hacker
NOVEMBER 25, 2019
This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad. Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at AdRoll, before becoming CEO and President at TalkIQ, which was acquired by Dialpad. Dan holds an MBA from the Haas School of Business at Berkeley.
SaaStr
NOVEMBER 23, 2019
Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table. They won’t go home until 11:59 on December 31. They’re going to do everything they can to hit the plan, or exceed it. (If they aren’t — you need a new VP of Sales).
The 5% Institute
NOVEMBER 26, 2019
Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate. That’s why in this article, we’ll be looking at five sales negotiation tips to help you stay on track, win more sales , and serve more people. 5 x Sales Negotiation Tips To Win More Sales.
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Hubspot
NOVEMBER 27, 2019
As a social media consultant, I help entrepreneurs and businesses unlock the power of social media marketing. With over eight years experience spanning across both B2B and B2C industries, I'm passionate about everything involving social media -- especially Twitter. Twitter is exceptionally exciting to me because it's a fantastic tool for building a brand and brand influence.
Partners in Excellence
NOVEMBER 26, 2019
I’m an unabashed fan of Shane Parrish and the Farnam Street Blog. I study everything they publish, listen to every podcast, read every article and book they reference. It is the single smartest site I have ever found, I encourage everyone to visit and learn on a regular basis. So it was interesting reading a post, “How Performance Reviews Can Kill Your Culture” I found myself both agreeing with, but strongly disagreeing with the discussion in the article.
Heinz Marketing
NOVEMBER 23, 2019
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. How to Maintain a Future Focus. You need to know where you want to go, but you also have to continue to see the future.
The 5% Institute
NOVEMBER 27, 2019
Sales probing questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of sales probing questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful sales probing questions to help you with: Learning how they buy Qualifying questions Finding pain Handling objections Asking for
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.
Hubspot
NOVEMBER 27, 2019
Are you thinking about the quality of your email list? Or do you want to make sure your subscribers are intending to read the email marketing you send out? You may have found your answer in double opt-in, which is a process that ensures the best experience for your subscribers. Rather than single opt-in, double opt-in offers an extra step in the verification process.
PandaDoc
NOVEMBER 28, 2019
When you’re sending digital documents, capturing a valid e-signature can be critical to your business success. Without an efficient signing solution helping you capture legally-binding electronic signatures, you could be exposing your organization to legal troubles down the road. DocuSign can be a great starting point for businesses just getting started with digital signatures.
Sales Hacker
NOVEMBER 27, 2019
Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. Although I went through two weeks of training with my team, they were underwater too. I wondered, “How did no one teach us how to actually do the job we were hired to do?!”.
SaaStr
NOVEMBER 24, 2019
Q: Is LinkedIn still used today? LinkedIn continues to show the power of brand, network effects, and modest incremental improvements and innovation. Even as part of Microsoft, LinkedIn is still growing 25% by revenue and 22% by sessions. That’s not Zoom-like growth, but it’s pretty substantial for an application that felt “done” with seeming 100% penetration years ago.
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.
Hubspot
NOVEMBER 26, 2019
If you feel like the app TikTok came out of nowhere, you're not wrong. Since launching in early 2018 , TikTok's been covered by seemingly every major news publication and racked up millions of downloads globally. Despite TikTok's major early success, the app still feels like a bit of a mystery, especially to marketers. In fact, until recently, its parent company, ByteDance , hasn't disclosed many metrics at all.
Partners in Excellence
NOVEMBER 29, 2019
I was stunned and appalled to read an article sponsored by a major sales publication promoting the “Art of the bluff.” The author was cautious to highlight the negative connotations around bluffing–the feeling of manipulation, the proximity to lying, and the knife edge a “bluffer’ must walk to avoid lying. Trying as hard as I could, I sought something redeeming in the article and that I could learn.
Sales Hacker
NOVEMBER 25, 2019
Sales battlecards are one of the most common and most important sales enablement assets. They provide an overview of a specific competitor’s company, products, and services, and provide guidelines on how to win deals against that competitor. They’re also the ammo you give your sales reps to go into battle against your competitors. The better the cards the better your chances at beating your competitors to the deal.
SaaStr
NOVEMBER 24, 2019
Q: What are some of the advantages and disadvantages of bootstrapping? The biggest disadvantage is generally, it seems to take longer in SaaS at least. Often about 4 years longer: Bootstrapping in SaaS? It Works. But Add ~4 Years to the IPO Timeline. | SaaStr. The iconic bootstrapped and semi-bootstrapped (i.e., waiting a long time to raise) companies in SaaS just took longer to get to $100m ARR: Mailchimp.
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.
Hubspot
NOVEMBER 26, 2019
This article was written in the first person by Rafaella Aguiar, Director of Marketing at Kicksta, following an interview with Erin Marie. Building a big following on Instagram, and doing it fast , takes hard work and dedication -- but it's also one hundred percent possible, and I have the proof. My name is Erin Marie. I'm from Portland, Oregon and attended Emerson College in Boston to study journalism and marketing communications.
G2
NOVEMBER 25, 2019
It’s been twelve years since Apple introduced the first iPhone in 2007.
SalesHood
NOVEMBER 25, 2019
There is much written about customizing your sales process to be sticky and adopted by sales leaders, managers and sales teams. Customize your sales process using your sales culture. It's hard work to get your sales process truly adopted by your teams. The trick is to find the right balance of proven, industry best practices [ ] The post How To Get Your Sales Process Truly Adopted appeared first on SalesHood.
Engage Selling
NOVEMBER 29, 2019
I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.
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