Anthony Cole Training
JANUARY 5, 2016
For many sales managers, the year end came to a sudden stop last Thursday as they closed the books on 2015. Yesterday, January 4 th , you were back at the office kicking off a new year of sales. Depending on the type of sales you and your team are in, January results are a result of what you did at the tail end of 2015. With that in mind, how is your March, April and May shaping up?
ConversionXL
JANUARY 29, 2016
You already know retargeting works. But what if you’re doing it all wrong? What if grouping all audiences into the same retargeting campaign is actually doing more harm than good? The truth is that a lot of people never give the attention or resources that’s needed to improve their retargeting campaigns. It’s an afterthought. So today, we’re going to look at seven retargeting case studies that use some seriously creative tactics that I’ve never thought of… or even heard of.
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Understanding the Sales Force
JANUARY 19, 2016
Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.
A Sales Guy
JANUARY 27, 2016
I was recently at a client site where I was meeting with the sales team one-on-one. My one-on-ones are not your typical, boring, go through the motion, “update” driven one-on-ones. They are almost like therapy sessions or serious coaching sessions. We get our hands dirty, dissecting, assessing, and analyzing where improvement and opportunity exist.
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The Sales Hunter
JANUARY 8, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. “Learn from the best to […].
Hubspot
JANUARY 27, 2016
"I got lucky.". "I don't belong here.". "I'm a fraud, and it's just a matter of time before everyone finds out.". Sound familiar? Most of us have experienced feelings of doubt and unworthiness at some point in our lives. But when your accomplishments are a result of your own knowledge, hard work, and preparation and you still feel inadequate. you're probably suffering from impostor syndrome.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JANUARY 12, 2016
Peter Drucker famously said, “What gets measured gets managed.” But what if your measurement data is incorrect? What if you’re not measuring correctly or completely? What if there’s a whole pile of things you think you’re measuring when really… you’re not? The fact is that a lot of the people relying on Google Analytics are relying on bad data.
Understanding the Sales Force
JANUARY 4, 2016
This is a perfect topic to begin the New Year! While others will be talking and writing about goals and resolutions, we'll be discussing the things that really make a difference. Sure, having goals is important but having them in writing, with an achieve by date, and a plan is exponentially more likely to have an actionable outcome than only having goals.
A Sales Guy
JANUARY 4, 2016
It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back? 2 times, 3 times, 5 times, 8 times.10 times? . Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and that’s not your job.
The Sales Hunter
JANUARY 12, 2016
Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1. Use the first quarter and, in particular, the first month […].
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
JANUARY 22, 2016
No matter how many free tools crop up for ecommerce companies, a paid ad is sometimes the best bet for driving new traffic to your website. The problem is that other ecommerce and even brick-and-mortar competitors are using the same search terms and keywords you will. Not only do you need to know how to build a campaign through Google’s AdWords product, you also need to know how to stand out from the crowd.
Anthony Cole Training
JANUARY 13, 2016
Sales managers, why is it important to practice sales skills?
ConversionXL
JANUARY 15, 2016
What drives your decision-making? Trick question. Two drivers are behind the wheel: system one and system two. Which system is driving right now? Which system was driving when you bought that new house? How about when you solved difficult math problems in Grade 11? As it turns out, logic is literally a scarce resource. So, if you’re making a truly rational argument, you’ll want to ensure you’re optimizing for system two.
Understanding the Sales Force
JANUARY 25, 2016
When coaching, most sales managers change the words their salespeople use. "That's not how I would say it - try this instead!" While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it's about listening and asking appropriate questions, following the process, achieving key milestones, following the company's general strategy and using appropriate sales tactics.
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
A Sales Guy
JANUARY 11, 2016
In today’s new economy, we’ve become information hounds. We demand information at all times. We want to be educated. We want to be taught. We want to be motivated. We want to be inspired. We want to be entertained. We want to be challenged. We scour the internet looking for information and with it the people that can help us do our jobs, raise our children, improve our relationships, help our pets, make more money — make our life better.
Partners in Excellence
JANUARY 8, 2016
I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have to know about things like GUI’s, software architectures, installation, coding, memory utilization, caching, pipelining, and all sorts of little details.
Hubspot
JANUARY 19, 2016
If you're anything like me, you're consistently working out of at least 20 browser tabs, four journals, a yellow legal pad or two, and a myriad of Post-it notes stuck around your computer monitor. To the average overseer, it's nothing short of chaos. But for me, there's a system. at least, that's what I tell myself. Nonetheless, my muddled system transforms dramatically when I work with a team.
Anthony Cole Training
JANUARY 28, 2016
Suppose… you had a non-performing stock (salesperson).
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ConversionXL
JANUARY 22, 2016
If your site isn’t credible, you’re certainly scaring off a large amount of would-be buyers. But credibility is quite contextual, and sometimes attempts to add credibility indicators can backfire. How, then, can we create a web page that inspires trust, not skepticism? That aids a purchase instead of deters it? Credibility is “a measure of how believable and trustworthy your marketing is perceived to be.”.
Understanding the Sales Force
JANUARY 13, 2016
When our son was just beginning to speak and we did something that he really enjoyed, he would say, "Again! Again!". Two years ago, I wrote about a sales selection experiment with a group of college kids and the results were so much fun to read that when they repeated the exercise this year, my first reaction was, "Again!" I think you're going to really enjoy the conclusions from this year's class!
A Sales Guy
JANUARY 5, 2016
Jaime Casap Google’s Global Education Evangelist crushed it with this observation, and he’s right. It’s time we stop asking kids what they want to be when they grow up. S**t, it’s time we stop asking adults that question too. Why? It’s a leading question that drives people to think about who they want to work for or what environment they wish to work in, and although that seems innocuous, it’s rather damning in the 21st century.
Partners in Excellence
JANUARY 28, 2016
It’s a common lament among sales people, “I’m trying to close the customer, I can’t get them to move forward! They’re dragging their feet, they just won’t order!” Last week, with several clients, I was doing pipeline reviews. Too many sales people were saying this, slipping their forecasts, slipping their target close dates another month (one becomes suspicious when you see 11 sequential monthly slips on a deal–but I’ll leave that for anot
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
JANUARY 21, 2016
Take a minute to think about the best mentor you've ever had. This doesn't have to be someone at work, although it certainly could be. But mentors come in all shapes and sizes: It can be your manager, a colleague, a parent, a friend, a coach, a college professor. anyone who's been a particularly excellent advisor at some point in your life. Now, think of what made them stand out to you.
Anthony Cole Training
JANUARY 19, 2016
What to STOP Doing:
ConversionXL
JANUARY 28, 2016
So you ran a test – and you ran it correctly, following A/B testing best practices – and you’ve reached inconclusive results. What now? A surprising amount of tests end up inconclusive. According to Experiment Engine’s data, anywhere from 50% to 80% of test results are inconclusive, depending on the vertical and stage of the testing program.
The Sales Hunter
JANUARY 5, 2016
Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. Your 2016 will be better for it! 1. What did I change in my sales process this past year and what do I need to change going forward? 2. Do I know how […].
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.
A Sales Guy
JANUARY 26, 2016
Ahh, my favorite topic sales. There were so many choices for the Learn to Sell chapter of Not Taught. I’m a sales guy, so I seriously consider naming myself the first Taught Leader for this chapter, but I figure Nah, give it someone else. Ha ha! Don’t fret, I will be highlighting multiple Taught Leaders for all the chapters, so there will be more brilliant sales minds to come.
Partners in Excellence
JANUARY 14, 2016
It’s impossible to be a top performing manager if your people aren’t performing! Yeah, I know that elicits a “Duuggghhh” response, but I’m not sure many managers have really internalized this. It’s far too easy to blame your people–“They aren’t doing the right things, They’re lazy, They may not be the right people, ……” All that may, in fact, be absolutely true!
Hubspot
JANUARY 4, 2016
Although we hear about the health benefits of regular exercise all the time, hectic schedules can make it seem impossible to fit workouts in. The prospect of packing a gym bag, trudging to your local gym, working out, showering, changing, and trudging back to where you came from takes an awful lot of time. But you aren't doing yourself any favors by disregarding your health.
Understanding the Sales Force
JANUARY 11, 2016
Did you ever look for something you haven't used in quite a while, only to be dismayed when you couldn't find it? Where could it be? Did you lose it? Did the cleaners throw it away? Was it stolen? Did you tuck it away somewhere, but can't remember where?
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