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A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Make a list of the “Gotta Do’s”… and then do them. Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources.
'We’ve all been brain-washed. We’ve been duped. We’ve been indoctrinated by this hollow concept we call professionalism, and it’s sucking the life out of us. This concept called professionalism has killed one of the most important requirements for sales — passion! Passion is critical to selling. It takes the sale to an entirely new level.
'Yesterday, I got a one liner email from a friend and colleague. It simply said, “David — I am a proud papa…Take a look at Maddy’s interview! Hope all is well, Jeff” Maddy Stanley is Jeff and Karen’s daughter. I think I first met her when she was about 5 years old. It’s been a number of years since I’ve seen her, she’s now 19, graduating from High School and about to go to college.
'While testing is a critical part of conversion optimization to make sure we actually made things better and by how much, it’s also the tip of the iceberg of the full CRO picture. Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests. This is not where the difficulty lies.
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
'Sales management and sales leadership in the near future will look very different from the way it looks today. Every day there’s a new gadget, widget, crm and sales guru touting groundbreaking methodologies. The question is what skills does the sales manager and sales leader of the future really need?
Last week I received a request for help via email. The reader asked if I could recommend a response to an email reply he received (at least he got a reply!). The thing is, he deserved the reply he received because his introductory email absolutely sucked! In today's article I'll share what he wrote, the reply he recieved, and my recommended response.
A guest post by Mark Trinkle, Sales Development Expert. If you are tired of mediocre, ask yourself: Are you tired enough to change? How long have you been settling for average? What will it cost you this year to be average or less than your best? Are you willing to change? Today I want to ask you one simple question: Are you surviving or thriving in your sales career?
A guest post by Mark Trinkle, Sales Development Expert. If you are tired of mediocre, ask yourself: Are you tired enough to change? How long have you been settling for average? What will it cost you this year to be average or less than your best? Are you willing to change? Today I want to ask you one simple question: Are you surviving or thriving in your sales career?
Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal.” But won’t give you any information about their company, what they are looking for, or what they want to accomplish. Say “No!” When a customer asks you to reduce the price, but won’t have a discussion about why they want a lower price, the value they’ve received, or even offer what they’d like to pay.
'The other evening I was in one of those reflective moods. I started thinking about the integration and alignment of sales with the other functions of the organization. Not just sales and marketing alignment, but alignment with the corporate business strategy, product management, customer service, finance, and so forth. I started thinking about things I’ve said in the past as well as lots of pundits, writers, speakers, and others.
Do you have prospects or are they merely suspects? Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect. Nope! They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […].
Last week I hosted a #SalesTribe twitter chat with 30 sales thought leaders and authors. Social selling and social media use by salespeople is a hot topic. Many people who use Twitter and Facebook shun their use for sales, a lot of this can be attributed to poor practices and lack of skill on the behalf of motivated yet often tactless salespeople.
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.
'Have you ever witnessed salespeople that go part of the way, but not all the way to get the business? They make the call but don''t convert the call? They hold the first meeting but walk away without traction? They add a new opportunity to the pipeline but don''t move it forward? They do all of the right things - but with the wrong people? They qualify an opportunity but don''t get any further?
'On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience.
'Let’s face it, the world of sales is a different experience for women. Sales has traditionally been a male dominated profession, and although things are changing, new challenges are being created. I have personally found women to be better sales people than men. Yeah, yeah, I know. Some of you are thinking what a sexist statement. Let me be clear.
I’m sure I’m trying the patience of a number of people in a client organization. We’re establishing the key strategies, priorities, goals/metrics for the coming fiscal year. The CEO is very clear about what he wants to accomplish–though I had to wrestle him down to focusing on the top two. It was a great exercise for he and a few of his top executives.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
'There is a pricing strategy that you can use that will help you avoid giving a discount. You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […].
'At ConversionXL Live fun is a serious business. This year we tried something never done before – we played a Family Feud style game show we called Conversion Feud. We had two teams of speakers, trying to guess what the actual conference audience (who were surveyed before) answered to questions asked from the contestants. Here’s a recording of it: See you at ConversionXL Live 2016!
Commitment Continuum is a trademark of the Jansen Sports Leadership Center and the image is from their website. This week we found ourselves sitting in camp chairs, bundled up in warm coats, wearing winter gloves and covered in blankets, to watch our son play on his Middle School baseball team. The only thing this team could win is the Bad News Bears Look-Alike Contest.
'I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. "Well, there are some things a man just can''t run away from.". Yep, you can hear John Wayne say this in the still popular film Stagecoach (1939) when he played the Ringo Kid.
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.
'These are my red, suede Pumas. They are my speaking shoes. I wear them on stage when I speak. These are my red, suede Pumas. In them are white fat laces. I lace them in a bar pattern. These are my red, suede Pumas. I wear them when I speak. I like my red, suede Pumas. My red suede Pumas accompany my jeans from Buckle and my red checkered shirt. This is what I wear when I speak.
'Last week, I happened to be attending SAPInsider’s CRM2015 Conference. Every once in a while, it’s great to attend these types of conferences, both for what you learn and the people you meet. One of the things I also love is there is usually a lot of great market research and data. At this conference, there has been some great research on how customers buy.
'Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. I agree things have become more competitive, but then again, so has nearly everything else […].
'Sales is an interesting game. You never know when the most (seemingly) minor slip up can cost you. <– Click To Tweet Because of this, I want to highlight a few common, and not-so-common mistakes so that you can build awareness around them. Take time to read though each item on the list and consider […].
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.
'I had just finished speaking in Bozeman, Montana and was sitting in a delicious little breakfast cafe (think cowboy truck stop). That''s when I was asked to explain how to maintain control of a cold call. Well, the environment screamed rodeo, my inner voice yelled riding and taming a bull, but my voice of reason began talking about the concept of flow, patience, listening and staying in the moment.
The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. During that game the Fighting Irish players said Hail Mary prayers together before scoring each of the touchdowns, winning the game 13 to 3.
'The Word: A Jolt of Sales 411 w/Keenan is awesome, the shows are getting better and more engaging. We’re having a blast. This Thursday’s Episode 3 was all about social selling. Our rock star guests were Koka Sexton and Brian Fanzo. They are some of the best in social and social selling and they dropped some serious truth bombs. Things really get going about 2/3rds of the way through.
'There’s something unique about what we do as sales people. We’re paid to be curious!! Not many other jobs have “curiosity” as the central part of their job description. Perhaps research scientists, some market analyst/researcher, think tank people, and consultants; but other than that there aren’t a lot of jobs that pay for curiosity.
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.
You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things down. If the customer wants to take […].
'You can discuss sales strategies, ideas, tips and methods to no end. You can set sales targets for your team to hit, implement a promising new strategy and motivate your sales reps with morning huddles. But, when the day starts, it’s up to your team to do the work and create the results. Salespeople don’t always […].
'When my COO, John Pattison, had an excited look on his face, I thought he had a great new idea for a product enhancement. Instead, he said, "Did you know that this week is the 10th Anniversary of your Blog?" I didn''t. He also pointed out that I had written and posted 1,236 articles, generated more than 562,000 views directly on my blog and perhaps double or triple that number when you include syndication.
'“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. “But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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