Pointclear
OCTOBER 24, 2017
In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on).
Bernadette McClelland
JANUARY 15, 2017
On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Of course, those who refuse to adapt even slightly, are still very much alive and well, just diminishing in numbers.
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No More Cold Calling
DECEMBER 29, 2017
An increasing number of employers have connected the dots between employee wellness and improved workplace productivity. That’s why it makes so much sense for businesses to emphasize wellness as part of their company culture. In fact, 72 percent of companies in the Society for Human Resource Management’s 2016 Employee Benefits survey said they currently offer some form of wellness program, .
Steven Rosen
JANUARY 19, 2017
Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
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.
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DiscoverOrg Sales
SEPTEMBER 26, 2017
Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). But there’s a lot of confusion about what works, what doesn’t, and what’s really involved an account-based program.
The Sales Hunter
JULY 11, 2017
The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].
Increase Sales
DECEMBER 28, 2017
A team from the Affiliated Hospital of Hebei University in China has demonstrated the ability to 3D print a complex 1:1 liver model for surgical planning purposes for less that $90. The team, led by Professor Cheng Shujie, claims the patient-specific 3D printed liver models will help to improve hepatic surgery planning.
Hubspot Sales
DECEMBER 8, 2017
The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. vTie. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer. DealApp Vantage. AutoPoint Driver Connect. NADA MarketValues.
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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.
The ROI Guy
NOVEMBER 7, 2017
You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”. Today you need more than “digital body language” from your marketing automation platform (MAP) to effectively engage with prospects.
Pointclear
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.
SBI
DECEMBER 20, 2017
What a year it’s been. The Sales Tech space has grown dramatically as evidenced by the publication of our 2017 Sales Tech Landscape with 500 solutions. The buzz words for the year were predictive analytics, AI, ABM, ABS, and Coaching. Here are some of Smart Selling Tools stats for 2017: Published over 100 articles on our blog. Hosted 17 of our own webinars and participated in about a dozen others.
No More Cold Calling
DECEMBER 28, 2017
You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Steven Rosen
FEBRUARY 2, 2017
Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. The CEO’s were from Asia, Europe, and the United States. Execution headed the list which included 80 issues which included innovation, geopolitical instability, and top-line growth.
Fill the Funnel
FEBRUARY 27, 2017
By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful. If you have not noticed already, the feeding frenzy […]. The post New LinkedIn Cheat Sheet appeared first on Fill the Funnel.
SBI Growth
APRIL 25, 2017
Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.
DiscoverOrg Sales
DECEMBER 4, 2017
Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
The Sales Hunter
MARCH 7, 2017
What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].
Nutshell
DECEMBER 4, 2017
“There are two hard problems in computer science: cache invalidation, naming things, and off-by-one errors.” — Leon Bambrick. In 1986, computer architect Fred Brooks published a paper called “ No Silver Bullet ,” in which he observed that software engineering wasn’t producing the same productivity gains compared to hardware engineering. Brooks argued that when it comes to making software, there were two major barriers to overcome: accidental complexity and essential complexity.
Hubspot Sales
NOVEMBER 20, 2017
What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail? You can only send LinkedIn messages to your first-degree connections. To contact someone who’s not in your network, you’ll need to send an InMail.
Sell Courses Online
DECEMBER 15, 2017
The post Teachable vs Thinkific: The Ultimate (No Fluff) Review appeared first on Sell Courses Online. Teachable vs Thinkific Review Summary. Pricing Site Design & Customization Sales & Marketing Course Delivery & Engagement Customer Support Pricing Site Design & Customization Sales & Marketing Course Delivery & Engagement Customer Support What I like about Teachable vs Thinkific?
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Pointclear
NOVEMBER 13, 2017
For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.
SBI
DECEMBER 19, 2017
Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content. However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process.
No More Cold Calling
JUNE 22, 2017
Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company sales strategy, you need to consistently dissect it, revise it, and communicate it.
Steven Rosen
JANUARY 24, 2017
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
Fill the Funnel
JULY 17, 2017
For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success. And that includes sales collateral. Whether it’s content your company created, a report by […].
SBI Growth
OCTOBER 19, 2017
Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can.
For Entrepreneurs
DECEMBER 6, 2017
I’ve seen hundreds of startup pitch decks in my time at Matrix, and have found total addressable market (TAM) slides to be among the most frequently mis-executed. I get the sense they are often included as a formality in an attempt to get VCs to check a mental box and continue on hearing about other.
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