November, 2011

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How Images Can Boost Your Conversion Rate

ConversionXL

People hardly buy anything without seeing it. Usually they also want to touch it, hold it and take it for a spin. You really can’t do those things online (unless it’s web based software). So to compensate for all of that, you need to work twice as hard to make your products come alive via excellent photography and graphics. I know of a guy selling construction hardware online.

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The Best Sales People are Super Critical of their Customers

A Sales Guy

crit-i-cal: -involving skillful judgment as to truth, merit, etc.; judicial: a critical analysis . Are you critical of your customers and prospects? Do you skillfully judge them? Do you critique their environment, their choices, their current solutions, their approach? You should, it’s the only way to make a difference. Being critical or critiquing your customers and prospects allows opportunities to be found, problems to be uncovered, waste to be spotted, growth to be identified, etc.

Customers 111
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Unsolicited Email, Cold Calling, Prospecting, Nurturing……

Partners in Excellence

So this is what’s happening this morning. I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from people I respect. The responses are trending to “Yes it is the same, and it’s bad practice.” Hmm, interesting… I keep going through my email.

Cold Call 106
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A Salesperson's Thanksgiving Thoughts | Sales Motivation and.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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Colleen Francis Named to Canadian Speaking Hall of Fame | Sell.

Engage Selling

Sell 82
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YouTube Launches New and Improved YouTube Analytics

Hubspot

It looks like the marketer's cry for more data has reached YouTube's ears, and not too long after Facebook beefed up its analytics with new features for Facebook Insights. While YouTube had previously offered an Insights tool that let you view data for videos on your channel, the Google-owned online video giant announced on its blog this morning that, over the course of today, it will be replacing your YouTube Insights with YouTube Analytics.

Launch 78

More Trending

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A Killer Sales Story!

A Sales Guy

A great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. This is the compelling element of sales for me. It’s where the challenge lies. The senior member of the company’s sales leadership team told us the story of a rep who was struggling to gain traction with a prospective customer.

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“I Don’t Need No Stinkin’ Sales Process!”

Partners in Excellence

That’s what I hear from lot’s of sales people—not in the meetings, but when we’re having a cup of coffee or a quiet one on one. To a large degree, I agree with them–but for completely different reasons. Too often, sales processes are designed, implemented, and mandated from the top down. The sales process is put in place to respond to management’s (legitimate) need to understand the state of the business—whether it’s a deal or an opportunity.

Process 104
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6 Great Sales Questions to Ask Prospects | Sales Motivation and.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Making Money Mondays: Rediscover the art of letter writing | Sell.

Engage Selling

Sell 78
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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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12 Tips to Instantly Enhance Video Production Quality

Hubspot

Video content can be a valuable asset in your inbound marketing content mix. In fact, by 2013, 90% of internet traffic is expected to be video. But getting people to sit through your videos can be challenging, considering 33% of viewers say "no thank you" and move on after watching just 30 seconds. 44% lose interest and leave at the 1-minute mark, and 60% bail on your video after 2 minutes.

Product 78
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Principles of effective blog design

ConversionXL

People judge books by the cover and other people by their looks. Take a look at these 2 men: Now answer these questions (you can’t choose “neither”): Which one would you rather ask investment advice from? Which one would you rather have babysit your children? Which one would you rather have cook your dinner? … and so on. You don’t know anything about these men.

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I Wear Pink Ski Goggles.

A Sales Guy

I’ve worn pink ski goggles for over 7 years now. Why? I thought the pink was really frickin’ cool. How many men do you know wear pink ski goggles? Based on my statistically inaccurate poll, taken from the ski lifts every year the answer is; -Men over 30: zero. -Men (Boys) under 30 a few hundred and the number seems to be increasing year over year.

Consult 105
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Being Present

Partners in Excellence

The other day, someone called me. He wanted to pick my brain (feeble pickings) for some ideas and ask for some help. I was delighted with the call, both because he’s a prospect, and it was ego gratifying to be asked for the advice. But the call ended up being a waste of time–mine and the prospect’s. See, the problem was the multitasking being done by the prospect.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Why You Should Prospect During the Holidays | Sales Motivation.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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2011 Top Sales & Marketing Awards Nominations

Pointclear

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. " target="_blank">.

Sales 75
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5 Awesome Examples of Engaging Social Media Campaigns

Hubspot

So you want more Twitter followers, eh? You want to increase your 'likes' on your Facebook business page ? Social media sites make great tools to engage prospects and customers as well as share content and messages about your brand. Since as a marketer, you're primarily using these tools for promotional purposes, you need to make sure you're attracting new fans and followers through content and campaigns that will attract the types of prospects your brand wants; followers that may be interested

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Giving Thanks | Sell More, Word Less Blog by Colleen Francis of.

Engage Selling

Sell 75
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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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Liking Hard

A Sales Guy

The average person correlates hard with like. If it’s hard it’s not something to like. This is an unfortunate correlation. Hard means it’s new, different, unfamiliar, outside of our comfort zone. When things get hard it means we are growing. When things become hard, that’s when the learning begins. If it’s not hard, there is no learning.

Growth 104
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Do You Have A Plan?

Partners in Excellence

Do you have a plan? Do you have a plan for winning this deal? Do you know the key activities you must execute to win the deal? Do these activities align with the customer’s buying process? Do these activities align with your selling process? Do these activities align with the target decision date? Do you know who is inovled in the decision, their priorities, concerns, attitudes and role in the decision?

Pipeline 101
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The Secret to LinkedIn that You May Be Missing | Sales Motivation.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Let's All Champion Sales Resources! Sellers, See This ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Let’s All Champion Sales Resources! Sellers, See This. by Lori Richardson on November 22, 2011. There are three reasons you, as a seller, sales leader, or C-level executive should know about the Top Sales Awards voting process that is going on now. This is the second year of the awards, put on by the JF Corporation.

B2B 74
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

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.

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5 Disastrous Misconceptions About Marketing Automation

Hubspot

There's a lot of buzz around whether marketing automation software is worth the investment of time and money, or whether it's a waste. Here's the thing: marketing automation can be a really great complement to your inbound marketing strategy IF it's used correctly. Many marketers, however, have come to believe some things about marketing automation that simply aren't true, which leads to misuse of the software and ultimately ends in a lot of disappointment and dismal results.

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| Sell More, Word Less Blog by Colleen Francis of Engage Selling

Engage Selling

Sell 75
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Sales Strategies in a Social and Mobile World

A Sales Guy

I’m in Santa Monica today for a Sales 2.0, Social and Mobile conference. It kicked off last night with a VIP reception. The reception talked about the challenges and opportunities for todays sales managers. As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities.

Sales 102
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When Sales People Don’t Change?

Partners in Excellence

“Selling has changed more in the past 3 years than in it’s cumulative history.” states Dave Stein of ESResearch. I couldn’t agree more, but would tinker with that a little, “Buying has changed more in the past 3 years than in the cumulative history of buying.” While it may seem a small point, I think it may more clearly illustrate the problem I think is happening in sales.

Sales 100
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Get Higher-Quality B2B Leads That Convert!

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.

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5 Sales Negotiation Strategies that Work | Sales Motivation and.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Sales: It Takes Work to Be Mediocre ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. Why not excel if it takes the same amount of energy to be average? OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position.

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Facebook Launches Revamped Insights Tool for Business Pages

Hubspot

Inbound marketers of the world, today was a good day. Upon logging into your Facebook business page , you may have noticed a little box pop up that read, "Introducing New Insights for Pages." (This is the point where you realized today was a good day.) The revamped insights feature comes fully loaded with metrics that are truly insightful and can help you super-charge your Facebook marketing.

Launch 78
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Outsourcing Strategic Account Management – What, are you crazy?!

Pointclear

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about o

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.