Anthony Cole Training
MAY 2, 2019
Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this? This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made.
ConversionXL
APRIL 30, 2019
People make snap judgments. It takes only 1/10th of a second to form a first impression about a person. Websites are no different. It takes about 50 milliseconds (ms) (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they’ll stay or leave. This number comes from specific studies. In the first study, participants twice rated the visual appeal of web homepages presented for 500 ms each.
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Women Sales Pros
MAY 3, 2019
Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went by in a blur. One of my personal resolutions was to post a new article to our blog every week to keep you current on what we’re finding is working in sales and marketing.
Membrain
MAY 1, 2019
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Understanding the Sales Force
MAY 3, 2019
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
SaaStr
APRIL 28, 2019
With Slack’s IPO data and financials finally public, what is left to know about the app we all use and have been reading about for years? What’s interesting to know about Slack … that we didn’t already know? ??. Slack is obviously a rocketship going from $0 to ~$600m+ ARR (!) in 5 years (OMG), growing 80%+ Year-over-Year, and more than 1 billion messages sent a week (!).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
APRIL 28, 2019
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales effectiveness best practices with sales enablement systems to improve your sales productivity (your sales force’s ability to generate profitable revenue). In this post, I will lay the foundational of concepts that fuel the mashup and will continue the discussion at the conference.
ConversionXL
APRIL 27, 2019
“How do we get our customers to do what we want them to do?” Digital marketers get asked this question all the time. But it’s the wrong question. What businesses should really ask is, “How do I help my customers achieve their goals on my website while still achieving mine?” Focusing on that question is the starting point for building a customer journey map.
SalesforLife
MAY 2, 2019
Don’t stop reading if you have missed the live webinar on “ What does AI have in store for B2B Sales ”? Jamie Shanks, CEO of Sales for life hosted the webinar and he began the session by introducing the panel of experts-Jim Dickie, Victor Antonio, and Chad Burmeister. • Jim Dickie is a Co-founder of CSO Insights and Research Fellow for Sales Mastery • Victor Antonio is the CEO of Sellinger Group • Chad Burmeister is the CEO of ScaleX.ai.
InsightSquared
MAY 3, 2019
Having an accurate sales forecast is critically important to the business. As these numbers roll up to the executive team and board members, many decisions are made from them including future investments, product launches, hiring and strategic planning. But the challenge remains: forecasting accurately is hard. There are many variables that contribute to the challenge of rolling up an accurate forecast on a consistent basis.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
CloserIQ
APRIL 30, 2019
As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. The fast-paced nature of our industry leaves a small margin for error, with constant iterations for improvement being a mandatory practice. While persistently iterating for optimal solutions, I’ve also noticed the opportunities for improvement with counterparts in the B2B space.
Hubspot
APRIL 30, 2019
The results of the third annual State of Content Marketing Survey are now in -- the findings include victories, challenges, and trends. With three years of data behind us, we can see just how much growth the content marketing world has achieved. But we haven't reached perfection yet. Three years ago, only 6% of marketers felt they knew what a successful marketing campaign really looked like -- in 2019, that number has increased to more than a third of marketers.
Miller Heiman Group
MAY 1, 2019
Our Move the Deal podcast has officially launched! Hosted by sales leader Greg Moore, our first episode features the CEO of Miller Heiman Group, Byron Matthews. The two discuss the evolution and new era of CRMs, and how it has resulted in a sales shift. Today, many organizations struggle to get sellers to use their CRM. Matthews states, No seller has ever said, “My CRM helped me close that deal.
Sales Hacker
MAY 3, 2019
In the movie “Dirty Harry,” Clint Eastwood’s character asks one of his “bad guys” what has become an iconic question… “You’ve got to ask yourself one question: Do I feel lucky? Well, do ya, punk?”. Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. He’s staring down at them while they squirm and sweat.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Partners in Excellence
APRIL 29, 2019
For the sales enablement professionals reading this, this is not about you, though you might think it is! When you strip away everything else, the job of sales managers is really about enablement—that is doing everything they can to enable their people to perform at the highest levels possible, to achieve their goals, and to develop to achieve their full potential.
Hubspot
APRIL 29, 2019
I think you'll agree with me when I say digital marketing -- and all its sub-categories, including SEO, social media, content creation, email, and more -- is critical for any company's growth in 2019. With over four billion internet users globally, and more than 3.4 billion active social media users , it stands to reason digital marketing is vital for reaching a larger audience than you could through traditional methods alone.
Selling Power
APRIL 29, 2019
If sales leaders want to build a quality sales pipeline, stop asking marketing for leads. Instead, start asking for opportunities.
Outreach
APRIL 29, 2019
If someone told you that the best way to determine a restaurant’s success was by simply measuring the number of people who walked in the door, you’d be skeptical. How many of those who walked in actually stayed? How much did they spend per meal? And maybe most importantly, do they intend to come back? As consumers, we're not swayed by misleading stats, so why should we as sales reps?
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Partners in Excellence
APRIL 28, 2019
As sales people and leaders, we have an interesting relationship with failure. We are in an intensely competitive profession. Our customers are and should be evaluating alternatives. In any buying decision, there will only be one supplier selected, with the others losing. As good as any of us are, we all fail! Like any other human being, we probably have an aversion to failure.
Hubspot
MAY 2, 2019
If your business has a blog, sending out an email newsletter is essential. Not only is it a simple way to distribute your content, but it can also help you better understand what type of content is resonating with your target audience so you can optimize your content strategy. Beyond content distribution, an email newsletter can also help generate paying customers for your business.
CloserIQ
APRIL 29, 2019
Lead generation has changed a lot in recent years. It’s typical for B2B buyers to go through 70% of the decision-making process without ever speaking to a sales representative. For sales representatives, that means it’s critical to use a diverse array of techniques to generate sales. Much has changed in lead generation in recent years, but one thing remains constant: Generating leads is critical for success as a sales professional.
Closer's Coffee
APRIL 30, 2019
Sales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Our fear of rejection may have begun in the distant past when being rejected by your tribe meant you were kicked out of the cave and the T-Rex’s next meal. Baptism by Fire. Maybe hearing the word no associated with a negative connotation when we were children keeps us from wanting to hear it as adults.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Partners in Excellence
APRIL 28, 2019
Someone wrote to me, somewhat earnestly, “We need to know the buyer has our best interests in mind… ” As I reflected on this statement, similar statements came to mind: “The customer owes me a return call,” “I took the time to meet with them, why won’t they respond?” I’m sure you have your own versions of these statements about what proper etiquette or behavior is, what we are owed by our customers.
Hubspot
MAY 2, 2019
I love taking trips to new places, but finding my way there can be a challenge. Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. Within seconds, I have a clear route and set of directions. Not only does the app save me time, but I also know the information is accurate and I can trust it.
Score More Sales
MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.
Miller Heiman Group
MAY 2, 2019
The recipe for an organization’s sales success used to look a lot like your grandma’s favorite cookie recipe: add a pinch of this and a dash of that, stir to combine and throw it in the oven to bake. Take some salespeople with grit and EQ , track contacts and follow up. But whereas grandma’s cookies always came out delicious, in sales, this approach relied on persistence and no small amount of luck to close the deal.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Partners in Excellence
MAY 1, 2019
We are obsessed with our competitors. We develop all sorts of content and presentations focusing on our differentiation and why the customer should choose us over the alternatives. I don’t know how many “comparison charts” I’ve seen. You know those I’m talking about. The rows show the features and functions we think important.
SalesforLife
APRIL 29, 2019
We were recently working with a customer who had assigned global, strategic accounts to their sales team. This customer doesn’t need to re-select accounts, or use high social proximity and relationship strengthening to find new accounts. They already knew who they wanted to target. Their challenge was that they wanted to reprioritize those accounts to look for competitive advantages that would help them increase results.
KO Advantage Group
APRIL 29, 2019
People ask me what’s the best way to build a service-based company to generate more dough. Well, let me tell you something about the business building pyramid--the foolproof way of starting your business from the ground up, fast. The problem with many budding entrepreneurs is they focus all of their time, resources, and energy at the lowest point, such as the free webinars or downloads of your content.
The Sales Hunter
APRIL 28, 2019
Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity. Together, working with your customers, you will be able to achieve what they didn’t think was possible. It starts with you believing in you.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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