Anthony Cole Training
FEBRUARY 24, 2016
It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there. That’s great advice for managers attempting to lead for results, manage activity and coach behaviors.
A Sales Guy
FEBRUARY 18, 2016
I’ve gotta get this s**t of my chest. I fuckin’ love all the opportunity that is out there today. It has NEVER been a better time to start a business, to go out on your own, to pave your own path. Never! But to the majority of you running around calling yourself an entrepreneur, while you have a full-time job, collecting a paycheck from someone else, stop!
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ConversionXL
FEBRUARY 19, 2016
You’d think conversion optimization and SEO should play together nicely, right? In theory, conversion optimization aims to improve the user experience, which, conveniently, is what Google wants to do as well with their top search results. Therefore, the more you test and improve your site, the higher it should appear in the rankings. You get more traffic, more conversions, more money – in an endless hockey stick shaped cycle.
Understanding the Sales Force
FEBRUARY 1, 2016
Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team's inability to achieve the revenue goals that the company expected from them.
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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
FEBRUARY 9, 2016
A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].
Hubspot
FEBRUARY 11, 2016
We've all been through it. You know, the moment you're about to dig into the best darn pile of spaghetti and meatballs you've ever seen. Just as you twist your fork in the pasta, spear a mouth-watering meatball, and go in for the first savory bite. the phone rings. "May I speak to Aaahnooom Hahsahn?" says the telemarketer on the other end. "This is an important message regarding your oven preferences.".
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
FEBRUARY 8, 2016
What’s the difference between selling a product and selling a service? I get this question a lot. Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s important, very important, people understand the difference between selling a product and selling a service. Knowing the difference can affect how you sell AND how one hires, evaluates and assess salespeople.
ConversionXL
FEBRUARY 25, 2016
In 1999, David Weinberger, a technologist and co-author of The Cluetrain Manifesto , wrote, “Personalization: the automatic tailoring of sites and messages to the individuals viewing them so that we can feel that somewhere there’s a piece of software that loves us for who we are.” Ironically, nearly 20 years later, personalization is being used by companies attempting to make the online experience more human.
Understanding the Sales Force
FEBRUARY 29, 2016
Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia. If you are too young to have heard it, don't remember it, or just want to hear this white country boy do his thing, watch this awesome YouTube clip.
The Sales Hunter
FEBRUARY 2, 2016
“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” “A sale made without integrity is not a sale.” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.” “My goal with each person I […].
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
FEBRUARY 9, 2016
In the past few years Google have been refining the way that it displays results to users. In particular, Google has been increasing the number of Featured Snippets that it displays for queries. What's a Featured Snippet? And more importantly, what do you have to do to appear there? Well, that's what I set out to explore. What is a Featured Snippet?
SalesLoft
FEBRUARY 27, 2016
We are beyond excited for Rainmaker 2016. The agenda is set, the venue is prepped, and only a few tickets remain. It’s all happening, you guys. If you were one of the lucky ones who already registered, you already know the hype. With over 500+ modern revenue and tech leaders there — not to mention, Gary Vaynerchuk on keynote — this conference is going to be the one and only place for your team to learn more about all things sales development.
A Sales Guy
FEBRUARY 23, 2016
I’m looking to do the audio version of my new book Not Taught. As I was calling around, the owner of one of the studios began to ask me a lot of questions. She asked, “How many hours do you need?” I said, “I don’t know.” She asked if I wanted to read and record the forward. I said, “I don’t know.” She asked me how fast I read.
ConversionXL
FEBRUARY 29, 2016
In 2008, Seth Godin published a list of things that “every good marketer knows” Among that list was: “Anticipated, personal, and relevant advertising always does better than unsolicited junk.” His conclusion was that there is a very big difference between knowing and doing. Good marketers continue to send unsolicited junk. [Tweet It!].
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
Understanding the Sales Force
FEBRUARY 23, 2016
When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, "Great effort!" School grades go down and we say, "Oh-oh, something is seriously wrong here!" Academic grades are a reflection of tests scores, completed homework and class participation.
The Sales Hunter
FEBRUARY 23, 2016
The average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools. Today, cars are complicated, and […].
Hubspot
FEBRUARY 2, 2016
Producing quality videos for your ecommerce site is hard, we know. Equipment is expensive, and specialists who know how to use that equipment cost even more. For that very reason, many ecommerce businesses will settle for photos and graphics just to get the job done. These six statistics show that video might just be an investment worth making. Sure, you’ll have to dig a little deeper into those pockets at first, but the results will return more than you dreamed.
SalesLoft
FEBRUARY 25, 2016
No longer are sales development metrics in the minor leagues. The top of the funnel sales model has officially gone pro. Traditional sales organizations have always had these three mainstay metrics for Account Executives: The concept of opportunities. A consistent sales cycle. A win rate. But with the professionalization of the SDR team, modern sales development metrics do, too.
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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.
A Sales Guy
FEBRUARY 1, 2016
If you sell enterprise wide, large, million dollar deals, you get how complex and difficult it can be. Even if you’ve been killing it for years, and are highly successful, you know that complex selling has changed considerably. Over the past few years, selling big deals, million dollar deals, has become increasingly harder than it’s ever been.
ConversionXL
FEBRUARY 11, 2016
In Advanced Google AdWords , Brad Geddes wrote, “Wouldn’t you like your ads to be sought after, not ignored?” That’s the ultimate goal, right? To craft a PPC ad that’s so compelling people are happy to click it. It doesn’t happen often. If PPC has been around since 1996 , why doesn’t it happen more often? Why haven’t advertisers perfected the process?
Understanding the Sales Force
FEBRUARY 10, 2016
This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other - and even more have experience only with personality and behavioral styles assessments. I was able to extract the dashboard from OMG's 21 page sales-specific assessment, and the graphics and selling summary from the 3-page Predictive Index beh
The Sales Hunter
FEBRUARY 29, 2016
I’m always amazed at the number of salespeople who don’t ask for referrals. You can ask for referrals any time you demonstrate value! Yes, any time! And the more you discipline yourself to do this, the stronger and fuller your pipeline will be. Check out the video to see what I mean: […].
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
FEBRUARY 11, 2016
Roses are red, violets are blue, Valentine's Day is coming. and you didn't think this one through. With everyone's favorite "Hallmark holiday" right around the corner, we had a hunch that some of you might have forgotten to pick up something special for that special someone. So rather than defaulting to a box of chocolates, we've come up with a list of creative, useful gifts that are sure to impress.
SalesLoft
FEBRUARY 24, 2016
When you close a sale, it’s the most gratifying moment in the process as an salesperson. The Sales Development Rep feels great knowing that the prospect they pre-qualified was a quality lead, and the Account Executive finally follows through on a successful appointment. But what are some tips to make sure you close a sale with confidence? Salesloft Account Executive Max Wirth started as an SDR, and as he’s shifted to the “closer” role, he’s learned a few strategies
A Sales Guy
FEBRUARY 17, 2016
What do you think of when you think of Apple? What do you think of when you think of Coke? What do you think of when you think of Starbucks, Dunkin’ Donuts, Google, Yahoo, Vail Ski Resort, St Moritz or Chevrolet and Porsche? Whatever it is you think, that’s their brand. Period! Now flip it. What do people think of when they think of you?
ConversionXL
FEBRUARY 8, 2016
Fear and greed are two of the three great forces in the world, according to Einstein (the third is stupidity). They’re also two triggers that direct marketers and copywriters have been well aware of for years. That’s because they are powerful emotions that, when used properly, drive people to take action. The purpose of conversion optimization is to drive action – to influence prospects to click “buy.
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.
Understanding the Sales Force
FEBRUARY 24, 2016
I just love it when cool gets cooler and I'm not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.
The Sales Hunter
FEBRUARY 19, 2016
Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. The gap I see is huge, and I don’t care […].
Hubspot
FEBRUARY 25, 2016
Remember when ecommerce was the go-to tactic for increasing brand awareness, finding new customers, and boosting sales? Remember when you could just list products on your site and advertise your cheapest, stripped down offer and people would buy from you in droves? Newsflash: The golden era has come to an end. Using ecommerce to drive sales is a lot more complicated than it used to be.
SalesLoft
FEBRUARY 22, 2016
With over 400+ modern revenue and tech leaders — not to mention, Gary Vaynerchuk on keynote — Rainmaker 2016 is the one and only conference for your team to learn more about all things sales development. From phone/email/social best practices, to account based sales development , SDR career matrices and so much more, your team will walk away with a newfound knowledge base around the rising Sales Development Cloud.
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