Understanding the Sales Force
APRIL 4, 2017
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.
ConversionXL
APRIL 4, 2017
How you decide to invest in marketing channels can make or break your business. That sounds like an obvious statement, but not a lot of people think about it critically. Rather, marketers get trapped in the fervent anxiety of needing to be everywhere at once. This is both ineffective and stressful. It doesn’t help that there’s a new blog post out every day about how you’re missing out on [X] and this company is killing it by doing [Y].
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Hubspot
APRIL 6, 2017
Today, most marketing teams are structured to drive traffic towards websites, which then converts into leads for the sales team to close. Once this process starts to deliver results, marketers then seek to generate even more traffic, and hopefully even more success. An oversimplification, but that’s the standard marketing playbook. Few marketing teams focus on getting more from existing traffic.
Score More Sales
APRIL 7, 2017
Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut.
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
Engage Selling
APRIL 6, 2017
We are now in the second quarter of the year! Didn’t we just ring in the new year?
Partners in Excellence
APRIL 6, 2017
I find myself in an unusual position. I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
APRIL 5, 2017
It’s the first week of April and the first week of Q2. Most of us have put Q1 behind us, good or bad and we’re squarely focused on making our number for Q2. We’re building our plans; we’re making our calls, we’re busy little beavers, determined and destined to make up for lost ground, or get closer to President’s Club or maintain our good steady pace.
The Sales Hunter
APRIL 4, 2017
The number of bad emails I get each week is on the rise again. A year ago I thought salespeople were getting smarter. Clearly I was wrong. The last few weeks, I’ve received some of the worst ones ever. You’ve probably received the same, but remember that for every bad email you receive, it might […].
Partners in Excellence
APRIL 5, 2017
Sales people spend a majority of their time doing deals–finding them, qualifying them, helping their customers navigate the buying process until they make a decision, then ultimately getting the order. Since this is where most of our people live their lives, it’s where sales managers should be spending a lot of time. Unfortunately, too many sales managers don’t leverage deal review for their full value.
Hubspot
APRIL 6, 2017
If you’ve logged into LinkedIn over the past few weeks, you may have noticed something different. Actually, everything is different, because LinkedIn completely overhauled its desktop site. After Microsoft acquired the job search and networking website in 2016, LinkedIn announced it would redesign its desktop website to more closely mirror its mobile apps.
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.
Understanding the Sales Force
APRIL 3, 2017
Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located. Cool! On a recent vacation I managed to read 5 books and 3 of them were from an Atlantis-themed trilogy. This particular series was pure science fiction but there is no fiction whatsoever when we explore the connection between book and movie series and eff
The Sales Hunter
APRIL 7, 2017
I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some people who might have seen it as […].
SalesLoft
APRIL 5, 2017
Account-based strategies have exploded in popularity in the past year, and for good reason. Effective selling is all about being hyper-personalized and providing real value, and an account-based approach has both of those facets in spades. But breaking into an account can take time and patience. No matter how targeted and qualified an account is, you’ll almost never connect with a decision maker on the first try.
Hubspot
APRIL 6, 2017
According to the latest Top Agency Trends Report from Agency Spotter, marketers and brands search for different services depending on the time of the year. Knowing which services to offer and emphasize at different times of the year could help your agency stand above your competition. These search trends, based on seasonality, come down to a couple of different factors based on what companies are looking to accomplish at different times of the year.
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Partners in Excellence
APRIL 3, 2017
The single biggest challenge facing business executives in the coming years is managing complexity. As our businesses get bigger and more diverse, as our customers change and grow, as organizations become larger, more complex, as the amount of information and data grows, while our time to execute compresses, it becomes much more difficult to to manage the business.
The Sales Hunter
APRIL 2, 2017
Are you learning as much as you can? It’s easier than you think when we take advantage of learning from others we meet. I talk a lot about how sales is leadership and leadership is sales, and the way we live that out is by always learning and always sharing. We can spend our […].
SalesLoft
APRIL 3, 2017
Like anyone with a company email address and a LinkedIn profile, I get a fair amount of cold emails. In my position, it’s actually pretty useful. Every cold email is an opportunity to do some user research on how sales reps are using email to start conversations, something I write about on a weekly basis. While technology has had a dramatic impact on the personalization and accuracy of cold emails, 80% of email still lands on the content and tone, both of which come from the sales reps themselve
Hubspot
APRIL 5, 2017
Every interaction you have, with everyone from your pet sitter to your massage therapist, is an opportunity to network professionally. But how do you most effectively represent and market your company or personal brand without seeming opportunistic, inappropriate, or intrusive? Here are some quick tips to help you make connections, expand your social network, and nurture professional relationships.
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.
Engage Selling
APRIL 3, 2017
Chris and I are working on an interesting project helping a client provide transformation technology to the hospitality industry. We recently spent a week in Japan, a country known for their hospitality.
Sales Gravy
APRIL 7, 2017
First impressions matter. You must look and present yourself professionally, even on casual days. Your image reflects on your company and on the product youre selling.
Pointclear
APRIL 6, 2017
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.
Hubspot
APRIL 5, 2017
There's been a lot of chatter lately about the power of emotional intelligence. And it's not undeserved -- multiple studies have shown there's a significant correlation between emotional intelligence and workplace success. People with high emotional intelligence levels are even more likely to succeed than those with higher IQs or more work experience.
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.
Engage Selling
APRIL 7, 2017
Recently, I was pulled aside at a sales meeting by a couple of sales reps who said, “This is all great, Colleen, but my manager won’t coach us. He won’t take the time to help us develop our skills.
Sales Gravy
APRIL 6, 2017
Buy Jeb Blount's best selling book Sales EQ to Up your Sales Game!
Partners in Excellence
APRIL 7, 2017
Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. But after that, a lot of the discussion starts going a little haywire—at least to me. Usually, the discussion are around providing more to our sales team. They usually revolve around themes like: More and better training… More and better content… More and better tools… More and better informa
Hubspot
APRIL 5, 2017
When it comes to marketing, small businesses need a lot of bang for their buck. Basedon on a recent Gartner CMO Spend Survey , marketing budgets now account for 12% of company revenue, a steady increase from 2010. For small businesses, this money is a precious chunk of change. If it's spent without a commensurate increase in new customers, then it could lead to ruin.
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
APRIL 4, 2017
Contrary to what you might think, display ads and inbound marketing aren't inherently incompatible. In fact, applying inbound marketing principals to your display ad strategy can help maximize your potential reach and attract more qualified leads. The key to creating "inbound-y" display ad campaigns is proper planning and positioning. In this article, we'll cover how to define performance metrics for your display ads, set measurable goals, and ultimately analyze success.
Hubspot
APRIL 4, 2017
We all want to do good in the world. Agencies have a strong tradition of taking on pro bono work for nonprofits -- this sometimes means designing a logo or creating a brochure; other times it's sponsoring an event, or even just simply offering advice. Those things serve an immediate need, but they don't necessarily make a lasting impact. If you want to make a substantial difference , dive deeper: Adopt a nonprofit for one year, and treat it like a paying client.
Hubspot
APRIL 5, 2017
The perennial complaint made by agency leaders when talking about their own new business and marketing efforts, is that they suffer from cobbler’s children syndrome – all the great minds are busy on client work and the agency brand has to come second (but good work begets good clients – or it used to). What Kristian Gough, Managing Partner of Incite New Business , a sales and marketing consultancy for marketing agencies, brought to light in his talk was that this situation needs to change, and c
Hubspot
APRIL 3, 2017
If you want a creative job in a competitive industry, sometimes the traditional resume and cover letter combo just doesn't cut it. To get the attention of a hiring manager at a top agency, you'll need something that highlights your assets, proves your intense interest in the agency, and differentiates you from a crowd of people trying to do the exact same thing -- all without seeming too over-the-top, gimmicky, or creepy.
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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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