Anthony Cole Training
DECEMBER 29, 2015
The traffic was backed up. The client hasn’t gotten back to me with the information. My support staff hasn’t prepared the documents yet. I’ve been here less than a year, I inherited the current sales team. The leads I get from my internal partners are not very good.
Closing Bigger
DECEMBER 21, 2015
Following are nine “30-second” videos I recently published on Twitter they’re quick, to the point principles that if combined properly, can produce amazing results in your social selling. Enjoy! Rule #1 in Social Selling: Stop Pitching. Immutable Social Selling Rule #1: Stop Pitching and Start Connecting (via https://t.co/Rp88tc1BCI ) #socialselling pic.twitter.com/pORWVEfmL7. — Shane Gibson (@shanegibson) December 22, 2015.
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ConversionXL
DECEMBER 9, 2015
Conversion optimizers are in the business of attention management, just like magicians. It’s your job, as an optimizer, to direct attention and focus your visitors on the next step. Yet, so few of us do this effectively. Landing pages are full of distractions, calls to action are cluttered, etc. How can you eliminate distractions? How can you command attention, keep it and direct it the way you want?
A Sales Guy
DECEMBER 28, 2015
“WHAT” is the end goal; it’s directional! “ HOW ” is the journey…” The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is. Check out this video and see what the truly best sales leaders do to win.
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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.
Partners in Excellence
DECEMBER 4, 2015
Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. And these are the marketing emails from well established organizations, sent by marketing and sales professionals. Coincidentally, I read a research report on The State Of Email Marketing 2015.
Understanding the Sales Force
DECEMBER 1, 2015
It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Closing Bigger
DECEMBER 16, 2015
Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).
ConversionXL
DECEMBER 4, 2015
Think about the last thing that made you laugh. Was it a TV ad? Tim from HR? A tweet? Now think about the last landing page that made you laugh. Really, take a second and try to come up with an answer. Was it just another 404 page? Studies show that 30% of all ads and 50% of TV ads are based on humor. So, does that mean humor converts? Does that mean landing pages can and should be funny?
A Sales Guy
DECEMBER 7, 2015
YOU Are the CEO. Hey CEO?! Yea you! Yes, I said CEO, What? You’re not the CEO? Ahh, you might want to check again. You are the CEO of a business of one. You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory. We get to pick when we make calls. We get to pick who we talk to.
The Sales Hunter
DECEMBER 31, 2015
I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].
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
DECEMBER 28, 2015
Instagram is a platform that has demonstrated tremendous growth. In fact, the Instagram community grew to over 400 million users this past year. Despite its impressive reach, many business owners are still overlooking its marketing potential. As a result, they're leaving high levels of engagement, brand awareness, and even profit on the table. But why?
Understanding the Sales Force
DECEMBER 7, 2015
If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back. For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves. Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones.
Closing Bigger
DECEMBER 14, 2015
Do you ever wonder if you’re missing some of the insights around success in today’s very digital and social business climate? This week’s guest Jim Keenan claims if you’re over 30 there are many things you have likely not been taught about the new rules of success and prosperity. Jim is one of my favourite social selling thought leaders and long time friends in the business – although we have yet to meet in person!
ConversionXL
DECEMBER 21, 2015
Various studies have estimated the average consumer sees anywhere from 3,000 to 20,000 marketing messages each day. Of course, most of these go unnoticed. One possible reason? People are increasingly tuning out inauthentic and blatant marketing attempts. For this reason, we’ve seen a recent rise in what’s known as ‘transparency marketing.’. Though transparency and authenticity have always been virtues extolled by thought leaders, certain blogs, companies and movements have given greater exposure
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
DECEMBER 14, 2015
The One Question To Get More Sales. I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions?
The Sales Hunter
DECEMBER 1, 2015
Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve both the sales team and volume. I’ll be discussing these in-depth during […].
Hubspot
DECEMBER 9, 2015
They see you when you're slacking. They know when you come in late. They know if you've been bad or good so be good for your work's Secret Santa exchange. But that's not how the song -- or the Secret Santa exchange -- really goes. You spend all day with your coworkers, but come time for your annual gift exchange, you're stuck trying to figure out exactly what Suzie will want that's also in your price range.
Partners in Excellence
DECEMBER 28, 2015
Complete the sentence, “The purpose of selling is to…… ” When I ask sales people and managers that question, the responses vary but generally fit into one of the categories below: …… to make my/our numbers. …… to sell our company’s solutions and products. … to achieve our revenue and growth goals. … to grow our company.
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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.
Closing Bigger
DECEMBER 7, 2015
We are pulling together 20+ authors for the #SalesTribe Twitter chat. The last chat generated over 1100 tweets loaded with insights from leading business authors and thought leaders from around the world. The next Twitter chat will be held on December 10th at 11:00 am PST / 2:00 pm EST. It’s easy to participate, simply following the #SalesTribe hashtag on Twitter during that time and jump in and ask a question or just simply observe the live feed.
ConversionXL
DECEMBER 18, 2015
Email makes the world go around, right? No matter how many times you read about “the death of email”, it remains paramount in the online world. In fact, I’ll bet you’ll receive at least two emails in the time it will take you to read this article from start to finish. Are all emails created equal? No, not exactly. According to Salesforce , the top 3 uses of email are newsletters (66%), promotional content (54%) and welcome series emails (42%).
A Sales Guy
DECEMBER 15, 2015
The 21st century has ushered in some pretty big changes. Most of us are intellectually aware of the changes. We’re not oblivious to them. We whip around the terms information age, 21st century, the millennia, etc. like free candy from a Pez dispenser. But few of us have completely internalized these changes, and how the changes have affected us.
The Sales Hunter
DECEMBER 15, 2015
There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].
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
DECEMBER 8, 2015
You know the phrase, "One man's trash is another man's treasure"? That's how I feel about to-do lists. After all, how you track your tasks depends entirely on the person. Are you looking for a simple interface, or are you hoping to color-code and categorize hundreds of tasks at once? Is this to-do list for yourself, you and your family, or you and your entire team?
Understanding the Sales Force
DECEMBER 22, 2015
My final blog post of 2015 is a brag article. Sorry. Feel free to stop reading now if you don't care about the outcome of the 2015 Top Sales Awards. Before I list the awards, I want to congratulate all of this year's nominees and winners. This year's winners are truly the best of the best and that was further emphasized this year with the elimination of the popular vote.
Closing Bigger
DECEMBER 2, 2015
Our last #SalesTribe Twitter chat with 40+ sales experts and authors generated over 12 million online impressions on twitter with 100’s of participants from around the globe. We are gearing up for our next Twitter chat and wanted your feedback on which topic you want us to cover. The #SalesTribe Twitter Chat will be on December 10th 2015 at 11:00 am EST.
ConversionXL
DECEMBER 15, 2015
As optimizers, so much of our focus is spent on the pre-conversion phase. How do we get more people to checkout successfully? How do we get more people to inquire about our agency’s rates? It’s easy to forget that you aren’t done persuading once the initial conversion has taken place. In fact, that’s when your customers’ brains really kick into overdrive.
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
DECEMBER 22, 2015
I did a really cool interview with Todd Schnick of intrepidNOW the other day. We talked about Not Taught. It was a fun, high energy podcast. We ripped through the book, hit on the key topics, and had a blast talking about the changes the 21st century has created in the world of success. Yes! This is me skiing. LOL! We talk about where we should be focusing our hustle today.
The Sales Hunter
DECEMBER 11, 2015
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. What Customers are You Listening To? Earlier this […].
Hubspot
DECEMBER 18, 2015
Let’s get this out into the open: I bite my nails. Or at least I did. (Kinda gross, right?). But this past summer, I watched as my then three-year-old son chomped down on his fingernail. That was it. The final kick in the butt I needed to see to finally stop a decades-old bad habit. Little did I know that in my quest to stop biting my nails I’d unlock something much bigger for myself -- both personally and professionally.
SalesLoft
DECEMBER 30, 2015
We’re onto the next step in Account Based Sales Development : selecting your accounts. Now that you have cleaned your data , you are ready to select your accounts. This is an opportunity for sales development and marketing to come together to collectively decide the fate of your sales development effort. In most organizations, marketing is frothing at the mouth for someone in sales development to ask for help identifying the accounts that matter the most.
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