Anthony Cole Training

JANUARY 6, 2017

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

Prospecting 124

Prospecting Sales Meeting Closing 124

ConversionXL

JANUARY 3, 2017

Math. It’s cold. It’s undeniable. It’s absolute. It’s infallible. Or is it? As CROs we tend to boil the world of human behavior, intent, and action into neat rows in a spreadsheet. We weave our assumptions together with formulas in order to break down complex interactions into absolute spreadsheet cells valued by the number of the digits they contain.

A/B testing 111

A/B testing Campaign Conversion Manufacturing 111

Understanding the Sales Force

JANUARY 3, 2017

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.

Sell 106

Sell Meeting Sales 106

Hubspot

JANUARY 4, 2017

To hit revenue and growth goals, your company needs customers. To get customers in an inbound world, your marketing team is responsible for generating leads and funneling them over to your sales team. The question is. how many leads? When your boss asks you what your lead goal is, don't just pull an answer out of thin air. Your projections need to be based on math and rooted in your company's larger goals.

Lead generation 101

Lead generation Growth Start-ups Meeting 101

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

Hospitality

Engage Selling

JANUARY 3, 2017

This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement.

Sales 86

Sales Up-sell Clients Quota 86

ConversionXL

JANUARY 5, 2017

Discoverability and findability are two important terms that optimizers should be familiar with. Discoverability is when you find the perfect book, even though you were not necessarily looking for it. Findability is when you find the exact book you were looking for, even if all you knew about it was the author’s last name. eCommerce product filtering, when done right, can solve both issues.

UX 108

UX Product Consult Price 108

The Sales Hunter

JANUARY 3, 2017

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting 82

Prospecting Growth Sales Sell 82

Partners in Excellence

JANUARY 2, 2017

This morning I was struck by some very kind words in a note from Dan Waldschmidt on my 2017 Charity:Water Campaign. Two words struck me, “ Uncompromising Dedication.” While Dan’s comments are overly generous, as we look to the New Year, it strike me that “ Uncompromising Dedication ” might be watch words for all who are trying to achieve and make a difference.

Campaign 80

Campaign Customers Sales 80

Score More Sales

JANUARY 4, 2017

Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever?

Product 78

Product Sales B2B 78

Hubspot

JANUARY 6, 2017

There's something about the word "poster" that seems very. retro. I remember having a Metallica poster hanging in my room as an angstry teenager. Who knew that they might someday pertain to my line of work? As it turns out, posters aren't as old-school as we might think. In fact, they're still quite effective devices for promoting events. Making yours stand out, however, is the tricky part.

Promote 78

Promote 78

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.

High impact

A Sales Guy

JANUARY 2, 2017

Sales is a giving profession. Unfortunately, most of us missed the memo. We’re too busy asking for our prospects time. We want 10 minutes of their time to tell them how great we are. We want 30 minutes to barrage them with questions for our discovery call. We want 45 minutes to do a demo. Sales people and sales organizations are constantly in taking mode.

Sales 77

Sales Prospecting Process Customers 77

Engage Selling

JANUARY 5, 2017

You simply can’t sell to anyone and everyone. There are individuals and businesses who are going to be a right fit for your organization, and there are others that will be the exact opposite.

Clients 72

Clients Sell Sales Quota 72

Partners in Excellence

JANUARY 3, 2017

To some degree, a major function of sales people has been to be an information or content concierge. Before Al Gore invented the internet, sales people were a principal source of information about products and solutions. Customers didn’t have the internet, their sources of information were limited to what they read in trade journals, what they learned at conferences, perhaps information they may have received in the mail, or speaking to colleagues and sales people.

Sales 65

Sales Presentation Customers Sell 65

Hubspot

JANUARY 5, 2017

The best leaders seem to possess an elusive mix of qualities that resist precise categorization. It feels like every week there's a new study or book discussing what the best leaders do and don't do, but what if there was a more data-driven approach to identifying pivotal indicators of successful leadership? New data from Russell Reynolds Associates and Hogan Assessment Systems sheds some light on what separates the best leaders from average ones.

Construction 78

Construction Drivers/motivators Closing 78

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B2B

The Sales Hunter

JANUARY 6, 2017

I read with interest this short article about three traits Warren Buffett looks for when hiring someone: Intelligence, Energy and Integrity. He values each one, but he says if they don’t have integrity, the other two don’t count. Integrity is tough. It takes a lifetime to create and only a second to lose. Another […].

Sales 59

Sales Sell 59

Engage Selling

JANUARY 6, 2017

My business mentor and good friend, Alan Weiss and I can agree on one thing. It doesn’t matter that you know your good, it matters that you know why you are good in the first place.

Sales 71

Sales Drivers/motivators Sell 71

SalesLoft

JANUARY 4, 2017

What’s the one thing that drives you individually as a modern sales professional? Is it relationships? Is it compensation? What is the one word that sums up the motivation behind your daily drive as a salesperson? This is your personal essence of sales, and every rep has a definition for it. Identifying that definition is just the first step. Once you discover what it is that drives you, the essence of sales for your day to day, that’s when it’s time to get down to how you can

Drivers/motivators 52

Drivers/motivators Trust Sales Relationship building 52

Hubspot

JANUARY 5, 2017

2016 saw a surge in the popularity of video as a content marketing format. From 360-degree videos to Facebook Live , marketers are responding to audiences' shorter attention spans by making content more interactive and visual -- and it's paying off. Video is growing to dominate your audience's online activity: 78% of people watch videos online every week, and 55% watch videos online every day.

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78

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

The Sales Hunter

JANUARY 1, 2017

It’s a new year and do you know what I want you to forget? Anything negative! Yes, make this a year of positivity. Write down 5 things that went well in 2016 and commit to flying past that success in 2017! Check out the video to see what I mean: Copyright 2017, Mark Hunter “The […].

Drivers/motivators 54

Drivers/motivators Sales 54

Engage Selling

DECEMBER 31, 2016

In part one of this two-article series, we looked at why there’s no such thing as time management: all we can manage is ourselves and the choices we exercise in our work.

Sell 48

Sell Objection handling Presentation Account management 48

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it? No matter where you are now, there are specific steps you can take to get to a fully optimized condition.

B2B 45

B2B Sales Follow-up Prospecting 45

Hubspot

JANUARY 5, 2017

It's once again that time of year for taking a good look at the lessons we've learned from our marketing efforts and resolving what we will, or won't, do again in 2017: 1) Less Bulk Email. Your prospects want to know you see them. Personalized emails provide 6x the transaction rates as generic email. Yet the bar for what qualifies as "personalized" is getting higher.

Education 78

Education Prospecting Strategize Promote 78

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

The Sales Hunter

JANUARY 3, 2017

Too many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!” And a comment I hear from people receiving voicemail is they rarely listen to them because they are so long and boring. I say leave a voicemail, but do it correctly […].

Prospecting 46

Prospecting Sales 46

Sales Gravy

JANUARY 5, 2017

If a salesperson gives out three business cards every business day, at the end of a month the individual would have passed out about 78 cards. He or she would have met and talked to 78 new opportunities, referral sources and leads.

Prospecting 40

Prospecting Referrals 40

Sell Or Die

JANUARY 4, 2017

Are tradeshows even worth the hassle and expense anymore? Our guest this week is Erin Gargan, founder of Socialite, a marketing agency that specializes in social media. She consults with companies to ensure that they maximize earnings from tradeshows and other large events. We discuss how to prepare, execute and follow up on your next tradeshow.

Tradeshows 40

Tradeshows Consult Follow-up 40

Hubspot

JANUARY 4, 2017

Establishing credibility isn't just about asserting your intelligence or expertise. Real credibility comes from a careful balance of trust, empathy, and good judgment. And it needs to be attentively nurtured throughout your client relationships. To help you avoid unintentionally damaging your credibility, we've compiled a list of six seemingly harmless phrases that can undermine your credibility and communicate to the client that you aren't fully on their team.

Clients 78

Clients Presentation Follow-up Trust 78

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

Hubspot

JANUARY 4, 2017

You don’t know it yet, but you need Kelsey. She’s an ideal fit, the right mix of smarts and experience, temperament and personality. She’s the missing link your department has been looking for, needing. Thankfully, the need is mutual. Kelsey is looking for a job. Unfortunately, you don’t know Kelsey exists because she lives 1,691 miles away. And you probably never will because, right now, there’s a room full of candidates sitting outside your office, eager to impress in a face-to-face interview.

Real Estate 78

Real Estate Price Sports Start-ups 78

Hubspot

JANUARY 3, 2017

Most people don't relish the thought of receiving negative feedback about their work, but that doesn't mean it can't be highly beneficial. In fact, in a survey of nearly 1,000 employees, Zenger/Folkman found that more than half preferred corrective feedback over praise, and 72% believed that their performance would improve with the help of constructive criticism.

Construction 78

Construction Customers 78

Hubspot

JANUARY 3, 2017

How much time do you spend on email each week? According to a recent survey from Adobe , the average American professional spends about six hours a day checking email -- that's 30 hours during the work week. That's a lot of time spent on unbillable tasks that could be spent focusing on work that meets the goals of your paying clients. Getting bogged down by your inbox is especially problematic in agencies where account managers and other client-facing employees must deal with managing requests f

Clients 78

Clients Contract Price Trust 78

Hubspot

JANUARY 2, 2017

2016 brought change the marketing industry in many ways -- from powerful innovations to continuously evolving mediums. But digital marketers know that change happens frequently in our industry, and adaptability is key to continue driving results in the face of burgeoning trends , growing social networks , and new, advanced technology. Now that we've rung in the New Year here at HubSpot, we wanted to remember the biggest changes that happened in the world of marketing in 2016.

Launch 78

Launch Networking Technology Technology 78

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Sales