STAR Results
OCTOBER 25, 2018
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.
RAIN Group
OCTOBER 24, 2018
Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.
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Understanding the Sales Force
OCTOBER 22, 2018
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one. PREVIOUSLY ON UNDERSTANDING THE SALES FORCE.
Membrain
OCTOBER 21, 2018
I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
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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.
Openview
OCTOBER 25, 2018
When Kevin Gaither was hired as the forty-ninth employee at ZipRecruiter , the closest the organization had come to talking about sales was to say that they didn’t want to have a call center. A leading online employment marketplace, ZipRecruiter had experienced astronomical growth since launching in 2010. To-date, the company has helped more than 1.5 million businesses of all sizes find great candidates, received more than 430 million job applications, and currently has more than 8 million jobs
Hubspot
OCTOBER 26, 2018
Envision your favorite website. Does it have a theme? Is the content organized in a way that makes sense? Does it match the overall aesthetic and look of the company’s branding? Are there images and other visual features paired with the written content? All of these elements, which are common on successful websites, can easily be implemented on your own site with the help of a theme or template.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
OCTOBER 22, 2018
I read a quote the other day that immediately resonated with me: “Memorizing a playbook is like memorizing a script. When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. No two deals are the same, though they likely share common DNA. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales te
Openview
OCTOBER 22, 2018
When I was the sales leader at ion interactive, even our smartest customers sometimes asked me questions that, at the time, seemed pretty clueless. For example, I’d often get calls from prospects asking “So wait, how are you different from Google Analytics?”. In my head (though thankfully never out loud) I’d be screaming: “I just told you! We’re nothing like them.
Hubspot
OCTOBER 25, 2018
News flash -- your email address from high school won’t cut it in the real world. Even if “baseballbro25@aim.com” serves as a nostalgic reminder for your peak athletic years, it’ll look like an eyesore on your resume and prompt any recruiter or hiring manager to automatically chuck it in the trash. That said, there’s probably at least one person who has the same name as you, so the email address with just your first and last name has most likely been taken by now.
Jeff Shore
OCTOBER 25, 2018
By Amy O’Connor. ?It happened, and it was awful. It crushed my soul. I actually lost sleep over it. What happened? I got a bad review. A scathingly bad review! Recently, I was speaking at a seminar and a participant wrote on a review that they found me “abrasive, loud and annoying.” I know… you can’t please everyone, right? I get that. And truth be told, I received an overall 4.9 out a 5.0 rating for the seminar.
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
Partners in Excellence
OCTOBER 23, 2018
What’s selling have to do with project management? It may not be obvious, but strong project management skills are essential for top performing sales people—both for helping our customers buy and for effectively leveraging our own resources in the process. Think about it, a moment. Our customers have a project–not a buying journey.
Understanding the Sales Force
OCTOBER 24, 2018
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
Hubspot
OCTOBER 25, 2018
When was the last time you made a fast food stop or purchased a coffee before work? If the brand is recognizable and has multiple locations throughout your city or town, like McDonald's or Dunkin', it's quite possible your favorite food joint is a franchise. Maybe you've even considered purchasing and owning one yourself. But which franchises are best suited for your budget and skill set?
Women Sales Pros
OCTOBER 26, 2018
You finally land an appointment with that coveted, ideal-fit prospect. Congratulations. Now the real work begins. We’ve all heard phrases such as, “You only get one chance to make a good impression.” Psychologists call it “thin slicing.” You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else.
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
OCTOBER 25, 2018
Activity metrics are receiving lots of attention. Activity metrics can be very useful, at the same time, they can stimulate a lot of, well … wasted activity. Too often, we focus on the wrong things as we put activity metrics in place. We focus on the “what and how many,” for example, “You need to make 150 dials today,” or “You have to send out 200 prospecting emails,” As a result, the activities become “ends” in themselves, and not means
Engage Selling
OCTOBER 26, 2018
???????Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.
Hubspot
OCTOBER 26, 2018
A memo (also known as a memorandum, or "reminder") is used for internal communications regarding procedures or official business within an organization. Unlike an email, a memo is a message you send to a large group of employees, like your entire department or everyone at the company. You might need to write a memo to inform staff of upcoming events, or broadcast internal changes.
Membrain
OCTOBER 24, 2018
If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Genome Project and leading expert on human performance, says you can, by harnessing the power of “flow.”.
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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.
SalesHandy
OCTOBER 24, 2018
Every salesperson dreams about the closing part of a sale. It’s at that time that their product gets sold, hopefully. It’s their time to shine or fail, depending on how well they did their job. The benefits of a great selling closing technique are that it gives the prospect that last nudge, working on their minds to make them close the deal with you.
criteria for success
OCTOBER 25, 2018
Are you a sales leader looking to better manage your time? Check out these game-changing time management tips to get yourself on track for sales success. The leaves are turning, the weather is getting cooler, and stores across the country are already putting their Christmas decorations on display. Can you give us all a minute, [ ] The post 4 Game-Changing Time Management Tips for Sales Success appeared first on Criteria for Success.
Hubspot
OCTOBER 24, 2018
Have you ever thought of turning your passion into a business ? Many businesses offer a wide range of products or services but struggle to become the market leader for each of their offerings. Instead of targeting a broad population, your idea could focus on a small portion of potential customers. Narrowing your scope provides the opportunity to be the best at what you do.
Partners in Excellence
OCTOBER 26, 2018
We all know the importance of reaching out to “touch the customer.” We know it takes multiple touches across multiple channels. Some data suggests it takes as many a 15 touches to get a customer to respond. Other data shows we must spread those touches across multiple channels, for example phone (Yeah, that’s so old school but it works), email, Linkedin, etc.
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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
Jeff Shore
OCTOBER 24, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff has dealt with snarky customers. You’ve probably dealt with snarky customers. Selling to snarky customers is a challenge. What is their problem? Today Jeff explores the emotion behind that snark and what your response should be. It’s easy to write-off the sale and give up, but a great salesperson knows what a snarky customer really needs.
CloserIQ
OCTOBER 23, 2018
So you’ve landed multiple job offers. Congrats! You are now in a great position to determine your professional future—but the choice can definitely feel overwhelming. Although you may be tempted to flip a coin on this one, we don’t recommend it. To make a decision that’s right for you and your career, evaluate each option in terms of these six key factors: 1.
Selling Power
OCTOBER 25, 2018
New data shows there are differences in the way men and women make B2B purchasing decisions, but top sales executives say this doesn’t mean what you think it does.
Partners in Excellence
OCTOBER 21, 2018
Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. We just have something we need to get done, part of it involves buying… ” All of a sudden, it struck me: The buying process or buying journey is just an artifact invented by marketers and sellers to rationalize what we want to in
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.
Heinz Marketing
OCTOBER 21, 2018
At two CMO breakfasts this past week (in Salt Lake City and Denver) a portion of the conversation amongst participants related to data – how to manage it, what to prioritize, how to leverage it better, etc. And at each breakfast, multiple marketing leaders evangelized Clearbit for several reasons. Some were using it to built better target lists.
Hubspot
OCTOBER 23, 2018
More companies are using Instagram in 2018 than ever before -- there are now over 25 million businesses on Instagram, most of which are small businesses. To capture a new audience and engage with your existing customers, it's critical you consider using Instagram for your business. With over 800 million Instagram users , Instagram is one of the most popular social media tools at your disposal.
Selling Power
OCTOBER 22, 2018
I don’t know who invented the RFP, but it’s one of the biggest rackets in business today.
Accent Technologies
OCTOBER 26, 2018
Not sure if you need an employee advocacy program? Then this series is for you. Learn what it is, how it benefits business and tips for success. Because every company is unique, there isn’t one set of rules for employee advocacy success. There’s always an element of “doing whatever works” for your businesses’ unique needs. There are, however, a few best practices that are usually effective for companies who embrace employee advocacy.
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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