InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.
A Sales Guy
MARCH 8, 2018
Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today.
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Gong.io
MARCH 5, 2018
Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours in the day and sales managers need to spend them focusing on their biggest priority: Generating more revenue.
Hubspot
MARCH 7, 2018
KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement. Employee Satisfaction. Upsell/Cross-Sell Rates. Net Promoter Score (NPS). Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations.
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
MARCH 4, 2018
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
Outreach
MARCH 6, 2018
In a perfect world, every decision your sales team makes would be perfectly optimized and backed by data. We’ve come a long way, but as it is, reps only spend ? of their time selling. Who has time to moonlight as a data scientist, and who has the budget to hire a dedicated analytics team when you desperately need another rep to hit your revenue goals?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MARCH 6, 2018
What is a sales process? “Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. Building a repeatable, scalable sales process is tough. There's no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Partners in Excellence
MARCH 9, 2018
We all have our dashboards and key indicators. We assess performance base on dial, meters, red/green/yellow lights. We sit at our desks going through mind numbing screens measuring everything that’s going on. We labor extensively over Excel spreadsheets, doing analysis, building formulas, pivot tables, slicing and dicing data in many ways. We use these tools to identify challenge, problems, opportunities.
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
MARCH 6, 2018
For certain types of email subject lines, the answer is. Probably. That might be surprising to marketers. For a long time, AI has been either an over-hyped set of technologies that didn’t deliver on their promises or it’s been a pie-in-the-sky idea that didn't translate into real-world applications. My, how the times have changed. AI is a term for a group of related, but distinct, technologies.
A Sales Guy
MARCH 6, 2018
Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that change the moniker? How is (insert your name) the salesperson different than all the other salespeople out there? What does your name add to the simple and faceless moniker of salesperson?
Sales Hacker
MARCH 8, 2018
Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. There are a lot of highly qualified, accomplished, intelligent people out there. Yet as a hiring manager, seeking to build the best sales team in the industry, there are a few things I’ve observed that separate the good from the great—the things that distinguish good interviewees from those who actually end up la
ConversionXL
MARCH 8, 2018
Want to get more replies to your emails? Especially cold emails or requests? Here: The post How to 5x Your Reply Rate appeared first on CXL.
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Hubspot
MARCH 7, 2018
“Adding value.”. I see, hear, or read this phrase nearly every day. It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. But even though “adding value” is not a new concept, I recently came across a LinkedIn post that made me reexamine what I did as a sales rep to add value to prospects, partners,
Heinz Marketing
MARCH 7, 2018
It’s not a secret loyal customers are good for an organization or brand. With 51% of B2B customers citing they will avoid vendors after a bad customer experience , it’s easy to understand why many executives want to focus on their customer loyalty strategy. But what’s interesting to me is how few companies employ a focused customer retention strategy that truly acknowledges, takes care of and leverages those best customers in a way that measurably accelerates market share and recurring revenue
Sales Hacker
MARCH 7, 2018
It’s a common misconception that customer experience starts after the purchase of your product or service. In reality, customer experience starts way before that, at your first touchpoint with the customer—sales. . The days of sales teams driving the customer buying experience are firmly in the rearview. The customer runs the show now. Much of that shift has to do with their Amazon-ification.
The Sales Hunter
MARCH 6, 2018
It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […].
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
MARCH 9, 2018
Events kicked off today for SXSW -- a multi-day series of festivals and conferences in Austin, TX -- with a jam-packed, star-studded lineup of interviews and panels on the convergence of interactive, film, and music. Among those sessions was the "SXSW Report on Trust: Gov’t, Tech & Media" a discussion with none other than journalist Dan Rather, joined by a panel of experts to weigh in on the annual Trust Barometer: a flash poll of event attendees conducted by SXSW and communications firm Ede
Heinz Marketing
MARCH 8, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features from Inc Magazine and Lifehacker’s. In that vein, we started our own series asking several leading business leaders and sales experts (including but not limited to Anthony Iannarino , Dave Brock and Trish Bertuzzi. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
Openview
MARCH 5, 2018
A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive insights, he sometimes heard, “But we don’t sell to the C-level.”. Times have changed. Technology vendors have woken up to the reality that C-Level conversations are inevitable and necessary. Why? Because major technology purchases are increasingly tied to corporate-wide, digital transformation efforts, which are largely being driven by C-Level players.
SalesforLife
MARCH 6, 2018
Social selling has changed the modern sales landscape and is empowering sales organizations to leverage automation and technological efficiencies to sell smarter. Social selling is widely accepted now as a necessary tool for modern sales organizations interested in keeping up with their competition.
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
MARCH 9, 2018
You probably expect technology to be accessible everywhere. Whether you’re outside on a run, traveling somewhere by train, or in a cafe with limited wi-fi service, you don’t want to stop what you’re doing if you run into connection problems, especially if you’re in the middle of watching YouTube videos. Which is why it doesn’t surprise me that you want to know how to download and save YouTube videos.
Engage Selling
MARCH 8, 2018
Everything old becomes new again… Have you heard of that saying before? I bring it up because it’s true, especially with an “old” lead generation practice which is turning into one of the hottest trends of 2018.
Miller Heiman Group
MARCH 6, 2018
A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. As more and more organizations embrace enablement, it’s critical for leaders to understand how to properly launch a sales enablement practice and improve existing enablement practices to achieve the best possible outcomes.
SalesforLife
MARCH 9, 2018
This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, and frankly surprised me with all the sales methodologies, books, podcasts, etc. that they consume on the regular basis. But what caught my attention most was their upfront transparent view on sales training, and its ability to enhance sellers' careers (knowing full well that some sellers then become a flight risk).
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
MARCH 9, 2018
They say you learn more through failure than success. After building bots for a few years, I'd say I definitely agree. While I've had a head start, I know many businesses are thinking about bots for the first time. That’s why I want to share ten things I wish I knew before I started. Learn from my mistakes and build better Facebook Messenger bots, sooner. 1.
Jill Konrath
MARCH 6, 2018
After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.
Partners in Excellence
MARCH 5, 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. If you focus only on making the number, at the end of the month, quarter, year, you’ve missed it, there are no do overs.
Sales Hacker
MARCH 7, 2018
The post How to 10x Your Sales Productivity by Mapping Your Account Contacts appeared first on Sales Hacker.
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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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