A Sales Guy
JULY 6, 2016
Ask yourself how many times in a day, a week or month you say, “I didn’t have time.” We all do it. It’s a common default phrase we are all guilty of. The truth is, however, our inability to get things done or commit to things has nothing to do with time. In Spazz Out 4, I break down why time is NOT your problem. What are you prioritizing?
The Sales Hunter
JULY 5, 2016
Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].
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Hubspot
JULY 8, 2016
Over the past three years, Snapchat has been slowly moving away from its original concept: a place for creating and sharing ephemeral content that disappears immediately after being shared. With the introduction of Stories in 2013, a feature that allows photos and videos to be visible for 24 hours, the app started inching away from that mission. This week, Snapchat took a giant leap away from its initial premise by introducing Memories.
SalesLoft
JULY 6, 2016
The modern customer is constantly evolving, often at an alarming pace. That means that in order to be successful, sales professionals need to be agile and adaptable to these constant changes. A key element of a sales professional’s ability to adapt is their coachability. Do they take feedback well? Do they apply corrections and instructions positively and diligently?
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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.
A Sales Guy
JULY 8, 2016
In Take 25 of #heykeenan I take on gender in sales and why great salespeople don’t become great sales leaders. I have a passion for woman’s issues in the workplace, so I loved it when I got this question. Women in sales is a real issue, and so is promoting the right people into the right roles. This Take was a fun one. I also share a little-known fact about the Brexit, enjoy!!
Score More Sales
JULY 6, 2016
Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 6, 2016
All of us want to be selling products and services that are mission critical for our customers. Imagine having a solution core to your customers’ business success, without it they couldn’t survive, grow, or thrive. The unfortunate reality is, for most of us, many of our products don’t fit that category. Don’t get me wrong, they provide great value, but they aren’t at the forefront of customers’ minds.
A Sales Guy
JULY 7, 2016
af.ford.a.bil.i.ty – noun — the fact of being cheap enough that people can afford to buy it or pay it. budg.et – noun — an estimate of income and expenditure for a set period of time. Notice, the definitions are not the same, but yet too many sales people treat them like they are. It’s not uncommon for a salesperson or even the entire sales organization to accept a customer can’t afford their product or service because a customer or prospect says they don&
Engage Selling
JULY 8, 2016
If you want that sale, you’ll have to talk to the right person who can make the real decisions. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
The Sales Hunter
JULY 3, 2016
I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].
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
Partners in Excellence
JULY 5, 2016
Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! It’s an important point that too many in sales management don’t understand. Our people are responsible/accountable for producing revenue.
A Sales Guy
JULY 4, 2016
Happy 4th of July or is it Happy Independence Day? I didn’t think it mattered, as I figured they were interchangeable, however apparently according to a friend of mine, they are not. I learned this because he posted so on his Facebook page. He posted this: If you wish American citizens “Happy 4th of July” instead of “Happy Independence Day” you’re a Canadian.
Engage Selling
JULY 7, 2016
When was the last time you examined your manager’s behaviour and how it affects sales performance? Over the last 16 years I have facilitated thousands of sales workshops.
The Sales Hunter
JULY 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 or complete the below information: I […].
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
Partners in Excellence
JULY 4, 2016
Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red about Value Propositions. As Will reflected in the discussion, too many sales people don’t really understand Value Propositions or how they create the most value for their customers. I enjoyed the discussion with Will. Hope you do, as well. By the way, Will runs a regular series of video and podcasts.
A Sales Guy
JULY 2, 2016
In episode 3, I spazz out on the complacency of sales people when it comes to getting better. We as sales people are unbelievably stubborn when it comes to personal growth and I’m sick and tired of it. Are you one of these people, don’t be.
Engage Selling
JULY 8, 2016
When Postal Workers at Canada Post (CPC) strike, their customers are forced to find alternative couriers for their packages. Strikes, and the threat of strikes, drive customers to the competition. Some never return to CPC when the strike ends.
Hubspot
JULY 5, 2016
Have you ever looked around you -- at your desk, your room, your car, your garage -- and realized that the clutter has gotten out of control? Don't worry, we all have those moments. Everyone has a unique relationship with their "stuff." I, for example, have a drawer full of youth soccer jerseys I just can't seem to part with. (I swear I'm going to make a T-shirt quilt out of them someday!
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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.
Partners in Excellence
JULY 4, 2016
My last post in this series was about Sales Managers As Desk Jockeys. This post takes up and extends the idea about sales and other corporate executives, being disconnected from the worlds of their sales people and customers. Not long ago, I was speaking to an outstanding Sales Executive. We happened to be speaking about the Sales Manager Survival Guide.
Sales Gravy
JULY 6, 2016
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We dont get to choose what happens in the areas where we have no control; we only get to choose our response.
Engage Selling
JULY 5, 2016
Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting.
Hubspot
JULY 7, 2016
Everyone is trying to manage cash flow. But no matter how buttoned up you might be in your process, it still could mean clients pay late, which messes with your stability. Here are nine strategies to make sure your clients are ready and able to pay your agency's invoices on time: 1) Watch for Red Flag Clients. They always give themselves away, even if we decide to overlook the signs in the effort to get a new client signed.
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Partners in Excellence
JULY 7, 2016
There’s a lot written about building Personal Brands. A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. While it might be ego gratifying to have a large and wide network and to be well known, I think a lot of the thinking around building your personal brand is misdirected.
Sell Or Die
JULY 6, 2016
Jeffrey and Jennifer are live from Las Vegas this week. We're talking to a referral marketing expert, author and BNI rockstar, Brennan Scanlon. Plus digital media and marketing can be overwhelming for some, Sam Zises, founder of [L]earned Media shares some of his tips and best practices.
Engage Selling
JULY 2, 2016
The best companies don’t tolerate boom and bust mentalities. The instead focus on how to create a perpetual sales boom.
Hubspot
JULY 7, 2016
Content creation is an essential part of a marketer's day-to-day job. From drafting ebooks to promoting webinars, we have to be creative and concise with our writing in order to engage our audience. However, finding the right words can be tough -- especially when there is limited space. I'm sure we've all struggled with having just one too many characters in a tweet (I know I have).
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
ConversionXL
JULY 8, 2016
In his famous novel, 1984 , George Orwell wrote, “Big Brother is Watching You.” When you’re browsing around online, someone is watching you, too. Actually, a lot of someones. Sites collect plenty of data about each and every visitor that passes through. “The more data, the better,” they say. But you’re already well aware of that because all smart optimizers are watching their visitors (and customers) as closely as possible.
Partners in Excellence
JULY 5, 2016
All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. The result is we are overloaded, overwhelmed, and probably not accomplishing what we should or could achieve. Taken individually, none of these forces is much concern.
Pointclear
JULY 7, 2016
About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads NOW!” The fact is they needed leads before now. At this point, rushing to get a program up and running will be of little or no value.
Hubspot
JULY 6, 2016
We’ve all been there -- a client calls, frustrated or even angry about something that happened, and he blames your agency. Often, it’s not your fault, but that’s the last thing your client wants to hear right then. No agency can function without clients, but when this happens regularly, it can make you want to quit. That’s true whether you run a small agency and work with many clients directly, or if you run a larger agency and you’re coaching your team on how to handle things when a client frea
Advertiser: ZoomInfo
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