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).
Hubspot
NOVEMBER 30, 2017
If you think November is too early to be dreaming of sugarplum fairies and hanging the stockings with care, then consider this your official warning: this post is heavy on the holiday cheer. To everyone else, hello. November brought us a delightful crop of festive ads, including the much-anticipated annual Christmas spot from UK retailer John Lewis -- which dependably goes viral every year.
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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.
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.
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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.
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.
Hubspot
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
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.
Hubspot
NOVEMBER 3, 2017
Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help. We’ve compiled the ultimate pump-up playlist to keep you sharp and focused while you pan for gold.
Hubspot
OCTOBER 31, 2017
If you're anything like most people, you can probably rattle off 100 different things you'd rather do than dig through your inbox. It starts to feel like a chore, because what's in there isn't very interesting. In fact, only 21% of consumers reported that they've received a memorable promotional email in the past two months, according to a study by Litmus.
Hubspot
NOVEMBER 13, 2017
Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.
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
NOVEMBER 2, 2017
Best sales methodologies. SPIN Selling. N.E.A.T. Selling. Conceptual Selling. SNAP Selling. The Challenger Sale. The Sandler System. CustomerCentric Selling. MEDDIC. Salespeople are very aware of their quotas and the need to reach them. However, they're not always clear on the steps they should take. That's where sales methodologies come in. Top Sales Methodologies to Consider.
Hubspot
OCTOBER 11, 2017
Let's say you've come to the difficult realization that quite frankly your brand -- if you can even call it that -- is all over the place. Or perhaps worse, you have a defined brand, but you're noticing that it just doesn't seem to mesh with who you really are and what you really do. Don't panic. Before you get all hung up on what shade of green to use for your logo or what tone you're going to use when engaging with people on Twitter, you need to step back and take a look at the big picture.
Hubspot
DECEMBER 20, 2017
To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.
Hubspot
OCTOBER 25, 2017
Think about the last time you were on a conference call with someone in a different location. Did you run into any communication challenges -- technical, or otherwise? Did you find yourself trying to speak up but failing to get a word in? If there were multiple people on that call, did you find that everyone was able to participate? Remote meetings are becoming increasingly commonplace.
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
SEPTEMBER 28, 2017
7 Habits of Highly Effective People Summary: The 7 Habits of Highly Effective People by Stephen R. Covey is a self-improvement book. It is written on Covey's belief that the way we see the world is entirely based on our own perceptions. In order to change a given situation, we must change ourselves, and in order to change ourselves, we must be able to change our perceptions.
Hubspot
OCTOBER 2, 2017
Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required.
Hubspot
DECEMBER 12, 2017
Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right? Actually, sales and business development should not be considered the same job at all.Instead, think of the two roles as complementary halves of a whole. It’s true that both positions exist to help grow your business, but they achieve this end in different ways.
Hubspot
NOVEMBER 8, 2017
When we talk about conversion, we’re essentially talking about an exchange. Let’s say, for example, you’re offering a piece of downloadable content to your site visitors. It’s “free,” in terms of the lack of money paid for it, but some other information is traded. So, for example, in exchange for this ebook, the visitor fills out a form with a certain amount of contact information.
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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
OCTOBER 23, 2017
One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. But it’s not always immediately obvious which path to take.
Hubspot
JULY 28, 2017
We're on the cusp of a tectonic shift in digital marketing. The boom in IoT ( Internet of Things ) technology will soon allow us to analyze, predict, and respond to consumer behavior in almost every market possible. That sounds amazing. but what's the Internet of Things ? The Internet of Things is the connection of everyday products like cars, alarm clocks, and lights to computing devices via the internet.
Hubspot
OCTOBER 2, 2017
One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.
Hubspot
JUNE 6, 2017
How much digital content do you consume on a daily basis? It’s tough to put a number on that, isn’t it? Here’s an even tougher question: How much of that content do you genuinely trust -- especially when it comes to an investment in a product or a service? According to Twitter , if you really only trust your friends and family for this information, you’re part of the majority.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Hubspot
JUNE 16, 2017
You might know that video is important, that your audience wants to see it, and you might even want to make it a part of your strategy. But you're still asking the big question: "How?". If you aren't producing video content because you don't think you have the ability, time, or resources to do it, we have some good news: Your answer to the video content question could be sitting in your pants pocket.
Hubspot
OCTOBER 19, 2017
Hi. I'm Nick, and I'm new to the HubSpot Marketing Blog. But I'm not new to HubSpot. I've been working at HubSpot for over a year now, and in that time, I've created more than 50 videos for HubSpot's Facebook page. And over the last year, we've grown our organic Facebook video views by nearly 250%. We used a lot of different content creation strategies to change our approach to Facebook videos, and knowing specifically what to track -- and why -- was a critical part of measuring our success and
Hubspot
MAY 15, 2017
Most of us know that social media is an essential part of a brand’s marketing strategy. After all, 92% of marketers say that social media is important to their business. And yet, managing it continues to be a source of frustration for many. That’s understandable -- there are many moving parts to a successful social media strategy. There’s knowing the right frequency with which to post.
Hubspot
SEPTEMBER 28, 2017
In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Hubspot
MAY 3, 2017
I don't know about you, but I miss going to school. I miss taking notes, studying, and most of all, learning a ton of new skills. That's not to say I don't learn a lot on the job here at HubSpot -- because I absolutely do. But sometimes, there's nothing quite like listening to a lecture, taking notes, and doing homework. Given the frequency at which new technologies and software are developed, it can be overwhelming to try to keep up your knowledge by only reading blog posts and ebooks.
Hubspot
APRIL 26, 2017
Where most social media feeds are almost distractingly busy -- full of photos, videos, and text updates from friends and brands you follow -- Instagram is different because you can only look at one post at a time. And while this simple, clean interface makes to easy to focus on the beautiful photography and interesting videos on Instagram, it also leaves something to be desired: the ability to easily repost other users' content.
Hubspot
DECEMBER 26, 2017
SDR/BDR Skills for 2018. Video prospecting. Highly customized outreach. Active listening. Great voicemails. Resilience and Coachability. We’re about to turn the corner into 2018. And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat?
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.
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
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