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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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.
Hubspot
JUNE 21, 2018
Morning Motivation. Get up early. Eat a good breakfast. Optimize your alarm. Work out. Start with "Why". Remind yourself of your wins. Do something that makes you happy. Remind yourself of your goals. Make your bed. Journal. Meditate. It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.
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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.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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?
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.
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
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.
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.
CloserIQ
JUNE 19, 2018
What’s your biggest challenge in sales? It very well could be converting, hitting quota, retention, qualifying, or any of the other 724 tasks you have to juggle each and every day. All of those are crucial, and none of them are particularly easy. That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)?
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.
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
Hubspot
JUNE 20, 2018
As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Getting hung up on occasionally is an unfortunate consequence of being in sales. Nothing to obsess over.
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.
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.
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
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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.
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
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.
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.
Heinz Marketing
JUNE 21, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, over the last few years several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated in our own series. Each Thursday, we feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions (recently updated).
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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.
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.
SalesforLife
JUNE 19, 2018
For our fourth sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking” & Storyboard Sales Play #3 – “Market Intelligence” ), this play is one of my favourites. I’d like you to remember the movie The Wizard of Oz , in which Dorothy and her motley crew of friends (Scarecrow, Tin Man, and Lion) are trying to get to the land of Oz and visit the wizard inside the Emerald City.
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.
Hubspot
JUNE 18, 2018
There’s a reason we’re so invested in movies and watching something play out on a screen versus reading a book about the same topic. Motion is exciting to us, and often conveys a message difficult to express through text alone. Granted, watching animated logos all day isn’t quite as fun as binge-watching The Office , but nonetheless, it still often wins in a contest against its static alternative -- doesn’t it?
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.
PandaDoc
JUNE 18, 2018
Google Docs is a commonly widespread tool used by thousands of people every day. This shouldn’t come as a surprise, as Google Docs is super easy to work with and to understand. It also makes for a great collaboration tool too! Originally, Google Docs was created to help you work with documents from writing to editing and beyond. But now times have changed and today there are many more actions we can take inside the tool.
SalesforLife
JUNE 18, 2018
For our third sales play (see [link] & Storyboard Sales Play #2 – “Stack Ranking” ), I recommend you bring the knowledge level to Pontification. The goal here is to present the prospective customer with a crystal ball view into the future. Showcase where the market is moving and provide ideas on futuristic trends that they need to be concerned with or focused on.
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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