A Sales Guy

NOVEMBER 14, 2011

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

Customers Sales Prospecting Up-sell 111

ConversionXL

NOVEMBER 4, 2011

This post will make you money. It will teach you about conversion optimization – how exactly to do it, based on all the best research and experiments. Why do conversion optimization? It is the cheapest, quickest way to increase sales online. Think about this: if you’re currently converting at 1% (1% of your visitors buy your stuff), but can increase that to a mere 2%, you’ve doubled your sales.

Conversion 109

Conversion A/B testing Trust Price 109

Partners in Excellence

NOVEMBER 2, 2011

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 94

Cold Call Prospecting Contact Conversion 94

The Sales Hunter

NOVEMBER 22, 2011

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.

Drivers/motivators 89

Drivers/motivators Negotiate Cold Call Price 89

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Follow-up

Pointclear

NOVEMBER 29, 2011

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

Sales Lead generation CRM Strategize 75

Hubspot

NOVEMBER 4, 2011

With more than 800 million users, Facebook is a major player in the world of social networking. Businesses looking to market using Facebook have one major tool at their disposal: the Facebook Page. Facebook Pages were specifically engineered for businesses. These pages provide a public home on Facebook for a business, and they allow businesses to publish content and receive comments and feedback from fans and customers.

Non-Profits 78

Non-Profits Entertainment User Experience Education 78

ConversionXL

NOVEMBER 7, 2011

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.

A/B testing 86

A/B testing Follow-up Up-sell Start-ups 86

Partners in Excellence

NOVEMBER 30, 2011

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 94

Process Sales Meeting Customers 94

The Sales Hunter

NOVEMBER 29, 2011

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.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Sales 87

Pointclear

NOVEMBER 7, 2011

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

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

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

Retail

Hubspot

NOVEMBER 1, 2011

Just saw a great tweet? Love what you just read and want to share it with others by repeating (retweeting, aka RT) the tweet? Cool! You're getting the hang of Twitter. Now do me a favor, and DON'T TOUCH THAT RT ICON ! I know, I know. That link in the bottom of every tweet is darned convenient. It's fast. It's simple. But you're really missing out if you use it exclusively.

Relationship building 78

Relationship building Clients Follow-up Conversion 78

A Sales Guy

NOVEMBER 7, 2011

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

Consult Clients Growth 105

ConversionXL

NOVEMBER 30, 2011

I read more than most people, on average 2-3 business books per month. That adds up to a lot of books over the years. I am very picky. Before deciding to read a book, I do a ton of research, review reading and other due diligence. I don’t read cheesy business motivational books. My last years favorite was Rework (if you haven’t read it yet, do it).

Consult 69

Consult Price Gaming Drivers/motivators 69

Partners in Excellence

NOVEMBER 7, 2011

“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 93

Sales Quota Pitch Sell 93

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

Promote

The Sales Hunter

NOVEMBER 26, 2011

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.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

Pointclear

NOVEMBER 10, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.

CRM 71

CRM Sales Follow-up Consult 71

Hubspot

NOVEMBER 8, 2011

Google has announced the launch of Google+ Pages , pages specifically engineered for businesses on Google+. While Google indicated that Google+ Pages wouldn't be immediately accessible to all, it looks like they're actually becoming readily available. (In fact, we've already created HubSpot's Google+ Page , so you can follow our updates and add HubSpot to one of your Circles by clicking here !).

Entertainment 78

Entertainment Sports Networking Lead generation 78

A Sales Guy

NOVEMBER 27, 2011

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

Growth 104

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Pipeline

Closing Bigger

NOVEMBER 17, 2011

Many people ask us how to do this. Here’s the answer: The post How to Make a Facebook Like Box appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.

B2B 52

B2B Sell Sales 52

Partners in Excellence

NOVEMBER 1, 2011

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 92

Pipeline Territory Quota Meeting 92

The Sales Hunter

NOVEMBER 19, 2011

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.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

Sales Gravy

NOVEMBER 4, 2011

Many smaller clients aren’t as small as they appear; they’re merely small in terms of the volume of business that they’re doing with a particular sales professional (such as you).

Clients 40

Clients Sales 40

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.

Price

Hubspot

NOVEMBER 29, 2011

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

Campaign 77

Campaign Gaming Follow-up Promote 77

A Sales Guy

NOVEMBER 15, 2011

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

Sales Presentation Clients Closing 102

Closing Bigger

NOVEMBER 28, 2011

'These are the 7 Rules of Engagement from Sociable! ( [link] ) that Stephen Jagger and I developed almost 2 years ago… and the rules are now more important than ever! Enjoy! – Shane Gibson.

Sales 49

Sales 49

Partners in Excellence

NOVEMBER 16, 2011

The short answer is Yes–and–No. I sit through all sorts of conferences that promote great technologies and the great capabilities of the Sales 2.0 tools. If you believed the claims, or even discounted them by 50%, virtually every sales person should meet or exceed their quotas if they had access to Sales 2.0 technologies and tools. They seem to be the answer to sales manager’s prayers for quota attainment.

Quota 91

Quota Sales Technology Technology 91

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.

Contact

The Sales Hunter

NOVEMBER 22, 2011

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.

Negotiate 80

Negotiate Drivers/motivators Cold Call Sales 80

Sales Gravy

NOVEMBER 28, 2011

Risk is a frightening word especially for many in business. Companies are doing their best to hold on by their finger tips less alone committing their limited and constrained resources to an unproven strategy or an unknown solution.

40

40

Hubspot

NOVEMBER 22, 2011

It's almost impossible to believe that 2011 is so close to being over. Tons of great things happened in the world of marketing this year, one of which has been the creation of some awesome infographics that help provide valuable education and insight into the world of inbound marketing. While the web is full of some really great marketing infographics, we decided to limit our list to just 10.

Education 77

Education Closing 77

A Sales Guy

NOVEMBER 16, 2011

If I could have written a book, The Challenger Sale would have been it. The Challenger Sale has hit on the very sales approaches, coaching, ideas and tenants I have embraced or espoused for most of my career. Not surprising, they do it in a much more elegant and descriptive way. It’s a great book. Rather than wait till I’m finished reading to review it as traditionally do, I’m going to post excerpts here as I come across them.

Sales 102

Sales Follow-up Meeting Prospecting 102

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