July, 2017

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Be a Rock Among Pillows

Anthony Cole Training

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them. And though it irritates me to no end to walk into a room to find all of my decorative pillows haphazardly thrown around, I must appreciate Rocky’s determination.

Sales 122
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Most Salespeople Aren’t Actually Selling When They’re Selling

A Sales Guy

Most sales people aren’t selling and they don’t know it. Most sales people are order takers. They aren’t salespeople. Most sales people react to the customer and the customer dictates the sale. The salesperson simply reacts to the buyer, wielding little influence over the sales or the direction the sale goes. Sometimes they get the sale, other times they don’t.

Sell 105
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Why Discounting Your Price is a Bad Idea

The Sales Hunter

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].

Price 111
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30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".

Sell 107
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How to Improve Email Deliverability and Optimize Each Send

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.

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6 Predictions for the Convergence of IoT and Digital Marketing

Hubspot

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.

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Sellers: Win By Getting to "No"

Score More Sales

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

More Trending

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The Key Requirement To A Sales Opportunity

A Sales Guy

There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.

Sales 99
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The Arrogance Of “Creating Value For The Customer”

Partners in Excellence

We, and I, are sloppy in our language, at times, particularly when we speak of value and value creation. We tend to think of value in a one sided way, as something we “bestow” on the customer. At it’s worse, value is something we determine in our companies–we position it as our value propositions, embed it in our “features/advantages/benefits.” The laziest in our profession don’t even seek to understand what customers value, instead presenting what we&#

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12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

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What Happens When You Make Gated Content Free?

Hubspot

Whether you love ‘em or hate ‘em, chances are, you have an opinion about forms. Trust us -- they’re not evil. We still use them, and still believe that many marketers should continue to do so, too. But truth be told, the "Should we gate our content?" question has been flying around HubSpot for a few years now. We’ve looked at the topic through various lenses, from SEO, to lead generation, to channel-specific implications.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Fire Uncoachable Sellers Immediately

Engage Selling

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.

Sales 80
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How to Build a Better Sales Team with Better Salespeople – 3 Critical Steps

Anthony Cole Training

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments:

Sales 127
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The Best Sales T-Shirts On The Web.

A Sales Guy

It’s about time salespeople have their own line of T-Shirts to express their greatness. With that said, A Sales Guy is proud to launch the ASG Swag shop, offering T-shirts for sales people and true hustlers of success. Salespeople make the world go around, so it’s time we show the world how we roll. Here’s to sales people! [link].

Launch 95
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The Power of a Daily Sales Pow Wow

Score More Sales

Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.

Sales 88
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How to Stay Competitive in the Evolving State of Martech

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

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The Missing Link In Sales Performance

Partners in Excellence

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. Millions of person hours are spent in trying to understand how to drive sales performance. Billions are spent on tools, training, consulting services all focused on improving the performance of sales people.

Sales 84
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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.

Sell 71
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Sales Motivation Video: Two Most Important Words in Sales Success

The Sales Hunter

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […].

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How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult:

Sales 129
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Hardest Part To Getting Better

A Sales Guy

You can’t go ten social media pages on any social platform without being barraged by #hustle #grind and #success posts or memes. It appears we’re obsessed with the path or secret to success. I get it. Success to most of us freedom and validation that we’re worthy of others praise and admiration. To others, success says they did it.

Sales 92
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10 Examples of Amazing Viral Marketing Videos

Hubspot

93 million. This number is the combined total of views for the 10 videos listed in the post below. That is nearly the number of people who watch the Super Bowl! These 10 videos provide great examples of what it takes to make a video that can capture the attention of millions and market your product in the process. Take a look at each of these videos.

B2C 78
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Cold Calling, Alive And Kicking!

Partners in Excellence

Cold calling is alive—at least when you look at the number of posts proclaiming its death. Also, judging by the number of “cold calls” I get every day. It’s unfortunate that a discussion about cold calling has to start with definitions and semantic disclaimers. Unfortunately, the most of the discussion are based on whatever definition or stereotypes one chooses.

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The Number 1 Thing Salespeople Should Do

Jill Konrath

What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.

Sales 67
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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If You Want Different Customers, You Have to Look at Yourself

The Sales Hunter

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].

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5 Direct Sales Activities that Lead to Sales Success? An Update

Anthony Cole Training

Sales 132
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My Interview on Personal Brand, With IBM Digital Sellers

A Sales Guy

I recently recorded an interview with Ben Martin (Program Manager IBM Digital Mastery) and Erik Taylor (Team Lead, IBM DST Sales Enablement), for IBM’s Digital Sellers Guidebook. We actually recorded the interview a little over a month ago, but it was released just last week, so I got to listen to it again. It’s fricken good. I enjoyed this interview.

Sales 77
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7 Reasons Why No One is Watching Your Video Content

Hubspot

You did it. You finally produced and posted your first series of marketing videos. You wrote the scripts, filmed them, edited them, and uploaded them to an online platform. All that’s left to do is sit back, relax, and watch the views roll in. Ha ha. Funny story, right? Before I worked at HubSpot, when I created my very first series of marketing videos, I was stumped.

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How to Leverage Intent Data for Better Outcomes

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.

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What Is The Role Of Sales Enablement?

Partners in Excellence

I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

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Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative. The one thing you need in order to have a successful sales force is a customized sales process. The one thing you need in order to have a successful sales force is lots of leads.

CRM 54
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Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […].

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The Good, Bad, and Ugly of Sales Rep Turnover

SalesProInsider

“I’m giving notice today.” What manager longs to hear those words from a sales rep? Those words typically don’t make a sales leader’s day. Yet maybe some rep change isn’t the disaster or reason to make a lot of changes. I will share the good, the bad, and the ugly of sales rep turnover. Let’s look closer… Many years ago I was calculating turnover rates for the teams within the company I was working with.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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