A Sales Guy
MAY 17, 2017
Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.
ConversionXL
MAY 3, 2017
Facebook ads, when utilized properly, are among the most effective targeted marketing efforts in the industry. However, it’s often the case that companies are leaving money on the table when it comes to Facebook ads. Often, there are simple customer segments (that you already have access to) that you can target with Facebook Ads very effectively.
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Anthony Cole Training
MAY 2, 2017
I had a conversation this week with 3 executives that run bank-owned investment programs.
Understanding the Sales Force
MAY 19, 2017
Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.
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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.
The Sales Hunter
MAY 23, 2017
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
MAY 11, 2017
“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing – how they are thinking about the market, what tactics they are using, how they are crafting messages and design – can make all the differen
Anthony Cole Training
MAY 19, 2017
QUESTIONS THAT COMPANIES NEED TO ANSWER.
Understanding the Sales Force
MAY 1, 2017
Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with.
Score More Sales
MAY 1, 2017
I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him.
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
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.
A Sales Guy
MAY 16, 2017
You can’t get too far from the social media experts who tell you to, hustle, grind, put in the work, just do it. It’s a pretty popular message and it makes sense. You can’t finish unless you start. But, doing isn’t has hard as keep doing. It’s easy to write a blog post, it’s not easy to write one every day for a week or a year.
ConversionXL
MAY 1, 2017
One of the greatest threats to long-term success is when companies aren’t vigilant enough about responding to the changes in their market—whether it’s by failing to spot product or channel fatigue, acknowledge new competition, make needed updates to products or marketing adjustments in a timely fashion, or embrace new technology coming online. Editor’s Note: this piece is an excerpt from Hacking Growth.
The Sales Hunter
MAY 3, 2017
The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople. They’re taking their money by selling them a dream that goes “poof”shortly […].
Advertiser: ZoomInfo
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Understanding the Sales Force
MAY 23, 2017
Cold calling is dead. Not. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.
Engage Selling
MAY 29, 2017
After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.
Hubspot
MAY 10, 2017
It's hardly a revelation to say that online video content is phenomenally popular. Millions of words have been written on the subject, and millions more will no doubt follow. But one of the great things about marketers is that we're always looking for what's next. We know that it's not enough to rest on our laurels, or rely on things that have worked in the past.
A Sales Guy
MAY 23, 2017
The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on. Don’t forget to check out my take and remember to subscribe. Watch: The Real Deal of Sales.
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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.
ConversionXL
MAY 4, 2017
Testing in an enterprise is truly a team sport. If a testing program was a football team, its lead would be the QB. They can set the tone and direction, but without the support of a good offensive line, they’ll be scrambling to get any real results. To get a good “offensive line” in your company, you’ll need to get buy-in from the right people. Lean technology companies can rapidly test with as few as one person, but in a large corporation, knowing how to navigate the organization is just as imp
SalesProInsider
MAY 16, 2017
I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago I built a relationship with a buyer…a manager of a district branch with 475 other branches throughout the US.
Score More Sales
MAY 22, 2017
One of the BEST ways to communicate with others is to be able to think on your feet. It’s called extemporaneous speaking. Yea, I know – big word. It is the ability to respond “in the moment” often without preparation to a buyer when they throw you a curve as they reply to you in a normal conversation.
Anthony Cole Training
MAY 12, 2017
The 3 Es.
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
MAY 22, 2017
No other B2C industry has thrived on Instagram quite like the fashion industry. Between their carefully curated photos, expertly targeted ads, and decisive adoption of Instagram Stories, fashion and beauty brands have become masters of consumer engagement on the visual content platform. And brands from any industry could learn a thing or two from these inspirational feeds.
A Sales Guy
MAY 8, 2017
Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.
ConversionXL
MAY 12, 2017
Copywriting and UX go hand-in-hand. Think about it. Design and copy add up to equal the user experience, right? If either element falls short, so does the overall UX. So, it just makes sense that copywriters should have an understanding of UX and design basics. That starts with wireframes. First, what is a wireframe? Wireframes are a visual guide to elements on a web page.
The Sales Hunter
MAY 30, 2017
It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […].
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.
Engage Selling
MAY 5, 2017
In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event.
Understanding the Sales Force
MAY 8, 2017
Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.". Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide.
Hubspot
MAY 1, 2017
When I sit down to write an article, I have a pretty standard routine. I outline the story in our Content Optimization System (COS), copy and paste it into a Google doc, find a good photo to accompany it, do research, write, proofread, and carry it back over to our COS. It’s a weird series of steps that doesn’t necessarily work for everyone, but it does for me.
A Sales Guy
MAY 15, 2017
Yup, it’s that time again. A new Real Deal of Sales is up. In this episode we talk to Sales Leaders about the difficulties of being, well you guessed it, sales managers. The sales managers we talked to were huge people, people. They were motivated by helping others and making a difference in people’s lives. Go check it out and let me know what you think.
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