Jeff Shore
JUNE 21, 2018
By Ryan Taft. I had a lengthy discussion with my good friend and business coach Mike Calderwood about barriers to effective sales execution. Specifically, what holds people back from crushing it on sales execution? Mike said something that caught my attention. He said that most people have “A.D.D.”. Now, he wasn’t referring to the A.D.D. that you and I usually think of.
Gong.io
JUNE 19, 2018
The Internet is littered with articles about the sales process. So what makes this the best one you’ll ever read? It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes.
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Hubspot
JUNE 22, 2018
Whether you’re working for a small agency or a major marketing firm, you’re probably eventually going to need to fill out a Request for Proposal, or RFP. Your company can’t do everything internally, and when your business needs to purchase a product or service from elsewhere, you might need to shop around. An RFP allows you to collect offers from various vendors and select the vendor that best meets your criteria, both in regards to skill and budget.
Membrain
JUNE 20, 2018
Everybody knows you need a good value proposition in order to sell effectively. But does anyone know exactly what a value proposition is? If you ask 100 sales professionals, you’ll likely get 100 different definitions, some more useful than others.
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
Jeff Shore
JUNE 19, 2018
By Jeff Shore. (Author’s note: This is part five of a series on how to talk to your customers. For parts one through four , click here. ). How much has fear cost you in your life? We cannot accurately answer that question, but I think we can agree that the degree to which fear impacts our lives is probably quite high. Your customer is no different. Fear is real, and fear has a way of undermining goals and dreams…unless you do something about it.
Sales Hacker
JUNE 20, 2018
Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! What You’ll Learn. Building your career in startups and managing different career transitions. Working at Andreessen Horowitz and how large VCs support their portfolios.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
JUNE 18, 2018
Sales influencers have hypothesized about every phase of the sales cycle. They’ve come up with lots of tips and tricks over the years, mostly based on personal experience. But none of those influencers had access to the AI-driven analytics we use here at Gong.io. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.
Membrain
JUNE 17, 2018
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly published to prove that organisations with a defined “sales process” outperform their less well organised competitors.
Understanding the Sales Force
JUNE 18, 2018
When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.
Hubspot
JUNE 21, 2018
Understanding the difference between UX and UI can get confusing -- the roles work closely together, and sometimes the terms are used too ambiguously to firmly understand either one. To understand the difference between UX and UI, let’s start with an example: YouTube. Take a look at the YouTube home screen. Everything you’re seeing -- the search bar at the top, the “Trending” and “Subscriptions” and “History” categories on the left, the “Recommended” videos below -- is all the work of a UI desig
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.
Outreach
JUNE 19, 2018
Vanity metrics are a major obstacle to smarketing, or alignment between your sales and marketing teams. (Here are three reasons you really, really want to embrace smarketing.) Like vanity sizing , this type of metrics makes staffers feel positive and productive — after all, look how much interaction you’re getting on social media, the number of leads coming through the door, and email addresses gathered through form fills.
Partners in Excellence
JUNE 22, 2018
No sales business model is “forever.” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. Unfortunately, too many companies ignore these transitions. They stay stuck with one model, working harder and harder, failing to produce the results, but failing to recognize the characteristics of their markets have changed–requiring a need to change the sales busi
KO Advantage Group
JUNE 19, 2018
Stephanie was beyond frustrated. Her business was doing well, but as her business grew she found it harder to close deals. That wasn’t supposed to be the case. Now a year into her business, she knew her clients challenges better, and could usually predict their biggest challenge within the first 5 minutes of the conversation. So with all this experience, and expertise, why was it becoming MORE difficult to close business?
Hubspot
JUNE 18, 2018
Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.
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Jeff Shore
JUNE 20, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeb Blount of salesgravy.com joins Jeff once again to talk about, objections – which just so happens to be the title of Jeb’s new bestseller. Being confronted with objections and dealing with possible rejection is painful. How painful? Well, our brain treats it like physical pain. While someone might give the advice – Deal with it.
criteria for success
JUNE 20, 2018
There are endless work-life balance articles on the internet today. That’s why I decided to write this best-of-the-best post and feature some incredible work-life balance articles that already exist. I figure there are plenty of “tips and tricks” out there! Why add to the noise when I can share the most valuable articles? So let’s [ ] The post 4 Best-of-the-Best Work-Life Balance Articles appeared first on Criteria for Success.
Sales Hacker
JUNE 20, 2018
Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. Certainly it’s important information in its own right.
Hubspot
JUNE 22, 2018
Facebook and Instagram are looking to become destination video sites -- or, at least, it's looking that way. This month, both social networks announced new video initiatives and features that cater towards content creators and offer new ways for users to interact with the sites. Earlier in June, Facebook announced it would launch funded news shows within Facebook Watch, which is the site's video service that features original programming, both pre-recorded and live.
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.
PandaDoc
JUNE 20, 2018
Back in the day, simpler sales meant simpler playbooks. Sure, sales playbooks still resembled comprehensive, step-by-step guides and collections of best practices. But playbooks from several years ago were nowhere near as detailed, scalable, and flexible as today’s versions—as one-size-fits-all sales are no longer the norm. More modern playbooks read less as a linear script, bound via binders and split up tab-by-tab, and more like adaptable, collaborative resources.
criteria for success
JUNE 21, 2018
As a leader, you are in a unique position to help your employees find a better work/life balance. But it can be hard to find ideas! In this post, I’ll share 12 examples of work/life balance initiatives for you to consider. Remember, as an employer, helping your employees improve their work/life balance will help attract [ ] The post 12 Examples of Work/Life Balance Initiatives appeared first on Criteria for Success.
Openview
JUNE 21, 2018
As a sales leader, you have to make a choice each and every day. Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? Most sales leaders would say that neither of those options is the right one. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.
Hubspot
JUNE 21, 2018
Think about a website or app you love. What do you love about it? The ease of gathering relevant information? Or how you can buy something in one-click (and have it delivered tomorrow)? Or how quickly it answers your questions? Now think about the people who created that website. What was their goal? They were trying to create a site that had the features you love about it.
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.
Outreach
JUNE 21, 2018
We’ve all seen (and avoided) them. You know. salespeople. The successful ones might become those high-pressure bulldozers who coerce people into purchases on the merit of their charisma alone. We might imagine that, in the evenings, these self-promoters attend cocktail parties as buddies of the regulars, instant best friends to the newcomers — social butterflies with the ability to strike up delightful conversations on a dime.
Engage Selling
JUNE 22, 2018
????????????????????The other day, I got a call from one of my long-term coaching clients. He was excited because he had just blown away his sales numbers.
Score More Sales
JUNE 18, 2018
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim.
Hubspot
JUNE 20, 2018
I have some bad news: Your email marketing database degrades by about 22.5% every year. Your contacts' email addresses change as they move from one company to another, opt-out of your email communication, or abandon that old AOL address they only use to fill out forms on websites. As a marketer, it's your job to make sure you're constantly adding fresh contacts to your email marketing campaigns so you can keep your numbers moving up and to the right.
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
JUNE 17, 2018
Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits —-FABs). Our product marketing and marketing teams load us up with content and presentations with endless lists of features and benefits.
Outreach
JUNE 22, 2018
We build a lot of outbound sales campaigns. Often we’re starting from the ground up with nothing but a list of prospective buyers. We utilize Outreach to go beyond basic “spray and pray” tactics and generate 3-4X more sales opportunities consistently in the same period of time.
Heinz Marketing
JUNE 19, 2018
Marketing Performance Management (MPM) and is gaining awareness and adoption among B2B marketers, especially with attribution analysis. It’s about time. When planned and executed correctly MPM and attribution measurement are powerful tools for B2B marketers. Attribution measurement is a component of Marketing Performance Management and it’s important because it shows how well channels are performing in building sales pipeline and driving revenue, and at what cost.
Hubspot
JUNE 20, 2018
For years, Facebook has been one of the best places to build and reach your audience. Over that same period of time, though, it's become much more of a pay-to-play channel. In the earlier days of Facebook, you could create a post and count on your audience seeing it. Now, you're lucky if that content reaches even 4% of your fans. Even if you can cut through the noise and reach them, though, can you say with confidence how it helps your business?
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