Anthony Cole Training
NOVEMBER 10, 2017
I’m sure majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).
Pointclear
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.
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Openview
NOVEMBER 6, 2017
Editor’s Note: This article was first published on Medium here. A few weeks ago, I met a CMO named Yvette in the office kitchen at OpenView. She was chewing on a bagel during a lunch break from the VC firm’s all-day speaker event, and she was clearly upset. “How in the world,” Yvette said, reaching for the cream cheese, “am I going to inform my team that our entire approach to marketing is wrong?”.
ConversionXL
NOVEMBER 6, 2017
You run an A/B test , and it’s a winner. Or maybe it’s flat (no difference in performance between variations). Does it mean that the treatments that you tested didn’t resonate with anyone? Probably not. If you target all visitors with the A/B test, it merely reports overall results – and ignores what happens in a portion of your traffic, in segments.
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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.
Hubspot
NOVEMBER 8, 2017
When we talk about conversion, we’re essentially talking about an exchange. Let’s say, for example, you’re offering a piece of downloadable content to your site visitors. It’s “free,” in terms of the lack of money paid for it, but some other information is traded. So, for example, in exchange for this ebook, the visitor fills out a form with a certain amount of contact information.
SalesProInsider
NOVEMBER 8, 2017
Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but they are just as important to us.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 9, 2017
Learning stuff online is the new standard for learning. It’s not just “how to tie a tie” how-to videos, it’s also learning hard skills. In fact, according to a recent report 59% of employed data scientists learned skills on their own or via a MOOC. But how can we take better advantage of online learning? What’s the most efficient way to learn as much info as quickly as you can?
Sales Hacker
NOVEMBER 6, 2017
If you want to learn how to manage a sales team, you’ve come to the right place. You’re about to get actionable insights from top experts who have all been there (and done it) before. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening.
Hubspot
NOVEMBER 6, 2017
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation. These tactics are a surefire way to turn stalled deals into cold ones. Below, I’ve outlined six strategies for moving stalled deals forward.
Engage Selling
NOVEMBER 7, 2017
Enabling your sellers with the best strategies and tactics is critical to success. But, there is a fine line between not developing your team enough, and overdoing it. Remember, the key is implementation.
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
Membrain
NOVEMBER 8, 2017
Great coaching makes it easy for your sales team to execute on sales process and methodology. It supports skills growth and reinforces the right behaviors at the right times. It also improves ramp-up times and reduces excessive turnover.
SalesFolk
NOVEMBER 8, 2017
Nothing ruins a sales email faster than a bad subject line. In fact, 33 percent of recipients open an email based on the subject line. That sounds like a pretty solid number—until you consider that 69 percent of email recipients report messages as spam just from reading the subject line. The fact is, we’re inundated with poor subject lines, and we no longer have the patience to investigate whether something is spam, a marketing promotion, or a legit sales email.
Sales Hacker
NOVEMBER 9, 2017
Consumers today are surrounded by sales — ads on their computer screen, commercials on TV, sponsors on their podcasts, spam in their inbox. That flood of incoming information has led to fatigue. Nearly half of consumers distrust brands and only 6.7 percent believe information coming from sales is very trustworthy. As a result, consumers are rebelling.
InsightSquared
NOVEMBER 10, 2017
Guest post by Adam Honig is the co-founder and CEO of Spiro Technologies. If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. Instead of ignoring the divide, see it from the sales side and try to articulate, in their language, your value add.
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
Membrain
NOVEMBER 5, 2017
If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an ongoing process, in which you continually accumulate new learning as well as regularly revalidating any previous assumptions.
SalesforLife
NOVEMBER 8, 2017
What are we going to do with those Millennials emerging within the workplace? Especially those taking on sales roles such as sales development reps, account executives, account managers and even sales leadership? According to Deloitte , 75 percent of the global workforce by 2025, want to work for organizations that foster innovative thinking, develop their skills, and make a positive contribution to society.
Hubspot
NOVEMBER 7, 2017
When I hear or read the word 'moist,' I immediately think of the locker room at the public pool where I learned how to swim when I was a kid. It smelled like mildew and frogs, the walls were coated in grime and hair, and it was always at least 80 degrees in there -- even in the winter. It truly was a moist locker room. Did the first sentence of this blog post make you shudder, too?
SalesHandy
NOVEMBER 10, 2017
Sales are what drive a business. If you are not managing very well in this department in the long term, it’s time to focus almost solely on sales or prepare for an eventual fading out. In the case of declining, low, or nonexistent sales, a mediocre and ineffective sales process is one of the most common culprits. This is not to say that your sales process was bad.
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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.
Sales Hacker
NOVEMBER 8, 2017
Tis the season… that wonderful time of the year when the weather changes, the job requisitions open up, and the interviewees start pouring in to sit through hours of standard interview questions. You even get to read the same questions from your sales job interview script over and over and over. Some of the greatest hits include: “tell me about a major acco mplis hment” or “what about that time you had a conflict and how you resolved it?
SalesforLife
NOVEMBER 7, 2017
Is video messaging really effective? And if so – how effective is it? Our sales team has been using video messaging techniques for some time now and we can see intuitively that it works to connect and engage with prospects quicker than some of the more traditional methods like phone and e-mail.
Hubspot
NOVEMBER 6, 2017
If you're a young startup just beginning to find your footing in the business world, having a quality, professional-looking logo can help you look great in front of potential investors and clearly establish what your brand stands for. Designing a logo that is simple enough to be absorbed and understood quickly, but still conveys the many meanings a brand might depend on is not an easy task.
Jill Konrath
NOVEMBER 7, 2017
One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.
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The Sales Hunter
NOVEMBER 5, 2017
Your eye contact matters! Even if you are on the phone, you need to make sure you aren’t distracted by your computer or things in your office. Stay focused on your customer! Have your customer’s name and company name in front of you. Check out the video to see what I mean: A coach […].
SalesforLife
NOVEMBER 6, 2017
Enablement teams are being pressured to produce frameworks, courses, programs at a dizzying pace, and many times without the adequate resources (people, technology, budgets) to scale.
Hubspot
NOVEMBER 10, 2017
It's no surprise to any marketer that video is critical to growing a business. But how many times have you sat at your desk with a free hour and said to yourself, "let me just create this quick video to use in our next event registration email.". If you answer "yes" to this question, you're on the right track: video doesn't have to be time consuming, hard, or take any certain production expertise.
InsightSquared
NOVEMBER 6, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. Have you ever heard the comment, “Why can’t we just train the sales team?” after you were just asked to create a new workflow? I hear it in my day-to-day work and sometimes it can be an acceptable solution. But, all too often it’s touted as the end-all be-all solution when the problem isn’t a lack of training, it’s confusing processes, or there is a lack of management.
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.
RAIN Group
NOVEMBER 8, 2017
My grandfather Sidney was raised during the great depression. Often hungry growing up, he learned the value of a dollar the hard way. It stuck with him the rest of his life. When I was in college, he never let me call him because he would say it was long-distance. I told him that the distance was long, but the call didn't cost anything. Still, he could barely stay on the phone for 5 minutes.
SalesforLife
NOVEMBER 10, 2017
Conversations are a critical component to any sale yet it can also be the most challenging for some. What do I say? How do I start a conversation? Am I saying the right things? Those are all often challenges sales leaders hear from their own sales professionals.
Hubspot
NOVEMBER 8, 2017
I've said it before, and I've said it again: I'm endlessly fascinated by how much we, as humans, have adapted to emerging technologies. A few weeks ago, when I covered the Samsung Developer Conference, I had the following thought: "Think about some of the pieces of technology or up-and-coming topics that, maybe five years ago, we thought had nothing to do with us.
SalesLoft
NOVEMBER 8, 2017
We’ve all had that feeling: you see data about the latest sales tactic or trend that’s yielding massive results, you start to get excited and find ways you could use it in your own sales process, only to find out that you have to wait months to get the right tools or software in place before you can execute. Video is often viewed as one of these tactics that has significant barriers to entry.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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