A Sales Guy
SEPTEMBER 10, 2015
In Take 11 of #heykeenan I break down what I would tell my younger self (I drop a killer story from when I was 12 in here too) and how LinkedIn is the business suit of the 21st century. If you don’t have time watch, check out the podcast here. I’m having fun doing these.
The Sales Hunter
SEPTEMBER 8, 2015
Have you ever asked yourself why you can’t close? I imagine you have. I know I have and I’d be willing to say there is not a salesperson out there who has not asked themselves that question. Here’s my quick checklist of questions you need to ask yourself when you can’t close a sale: 1. Is […].
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Partners in Excellence
SEPTEMBER 7, 2015
We’ve all read the data about increases in “No Decision Made.” In the new, The Challenger Customer , the authors provide compelling data about the 5.4—the average of 5.4 people involved in complex B2B decisions. It turns out from this and other research, the biggest challenge has little to do with vendor selection, but more to do with the customer ability to align disparate goals, priorities, agendas, perceptions of the problem, and so forth.
Understanding the Sales Force
SEPTEMBER 8, 2015
Here's a quote from an article I wrote that appears now on the SellingPower Blog. It's an analogy to help you understand why asking questions is so difficult for most salespeople. "You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way.
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A Sales Guy
SEPTEMBER 9, 2015
Are you at Inbound this week? Hubspot’s premier, badass, content marketing event is going on all week, and I’ll be speaking on Friday. Here’s my session, HOW TO HIRE #BADASS NOT #SORRYASS SDR’S. THE NEW RULES TO HIRING TALENT THAT WINS. The rules to hiring have changed. Competition, the Internet, Millennials and more have changed the hiring game.
The Sales Hunter
SEPTEMBER 8, 2015
Recently, I did a video sales meeting for a company I’ve been working with. This particular client has sales meetings every Monday morning and it was great to participate. The meeting started at 9 AM, and I was to go on about 9:15 AM to talk for 20 minutes. Challenge was the client was in Europe and […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
SEPTEMBER 9, 2015
You can never have too much of a good thing … right? Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. Earlier this year, the 2015 edition of the Marketing Technology Landscape Supergraphic was released and—are you ready for this?
A Sales Guy
SEPTEMBER 10, 2015
In Take 11 of #heykeenan I break down what I would tell my younger self (I drop a killer story from when I was 12 in here too) and how LinkedIn is the business suit of the 21st century. If you don’t have time watch, check out the podcast here. I’m having fun doing these.
The Sales Hunter
SEPTEMBER 5, 2015
Great salespeople are not hung up on what they did yesterday. Even when they had wildly amazing success yesterday, they are focused on what they are doing today to build on that success. If you want to move beyond average, you have to be willing to not ride the wave of yesterday’s success. Check out […].
Partners in Excellence
SEPTEMBER 8, 2015
We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. We are constantly driven to move faster. Sometimes in moving faster, we pass our customer and where they are in their own buying journey. This is where so much of our problem with getting customers buy comes in. In our quest for increasing sales velocity (or sales acceleration) we become separated from our customers.
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
Engage Selling
SEPTEMBER 10, 2015
In today’s connected world, it’s easier than ever to learn about your competition. As a business owner, it can feel intimidating typing in a keyword from your industry into Google and coming across pages and pages filled with websites from others offering the same or similar solutions that you do. It can even feel as […].
A Sales Guy
SEPTEMBER 9, 2015
Are you at Inbound this week? Hubspot’s premier, badass, content marketing event is going on all week, and I’ll be speaking on Friday. Here’s my session, HOW TO HIRE #BADASS NOT #SORRYASS SDR’S. THE NEW RULES TO HIRING TALENT THAT WINS. The rules to hiring have changed. Competition, the Internet, Millennials and more have changed the hiring game.
The Sales Hunter
SEPTEMBER 8, 2015
As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Check out the below video, which is a replay of a webinar I did through RingLead and Pipeliner CRM. Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […].
Partners in Excellence
SEPTEMBER 11, 2015
Talk to any sales manager or executive about their priorities and you’ll get this universal answer, “Make the numbers!” Without a doubt, every sales leader has to produce results, we’re measured on it, we’re compensated on it, we get to keep our jobs based on our ability to do this–quarter after quarter, year after year.
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Engage Selling
SEPTEMBER 8, 2015
You’ve heard the saying variety is the spice of life before. So, just like many other things in life, keep the word variety in mind when it comes to your sales if you want see greater results. If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely […].
Hubspot
SEPTEMBER 10, 2015
The digital ecosystem has reached a critical inflection point : mobile exceeded desktop usage for the first time in Internet history. This trend creates new opportunities and challenges for the digital publishing industry. How do you create consistent experiences across devices? How do you quantify the value of your mobile audience? How can you better support your advertisers’ mobile marketing goals?
The Sales Hunter
SEPTEMBER 10, 2015
We should be way past even needing to have this discussion, but until everyone gets it, here you go: The five reasons why you need to have your profile on LinkedIn. I couldn’t pass up posting this, because the LinkedIn Photo Tour is coming to Omaha Sept. 18. (See the link at the end […].
ConversionXL
SEPTEMBER 10, 2015
When you’re putting together copy for a website you may not have the luxury of only having to speak to one audience. In fact, you may have multiple audiences you need to address. Which means you’ve got a juggling act on your hands. Who is most important? What if both audiences require equal attention? How do you write copy that attracts more than one audience on a page without confusing your messaging?
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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.
Engage Selling
SEPTEMBER 11, 2015
When it comes down to it, people only do what they want to do. So, how can you get people to buy in to your goals and objectives? Get your copy of Nonstop Sales Boom and learn how to manage and motivate your sales team to greater success!
Hubspot
SEPTEMBER 6, 2015
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Coming up with fresh, new ideas isn't easy. And when your job requires churning them out on a daily basis, it can be easy to hit a wall. (Not to mention frustrating.). That's why brainstorming sessions can be so helpful. But, as many of you probably know by experience, some brainstorming sessions are more productive than others.
The Sales Hunter
SEPTEMBER 11, 2015
I will sum up in one sentence why I can’t stand “participation trophies” and awards that are given for showing up. I hate them because “average is the bane of greatness.” Why should we settle for being just average when we can push ourselves to a higher level? Could you imagine Steve Jobs or […].
ConversionXL
SEPTEMBER 7, 2015
When should you use Multivariate testing, and when is A/B/n testing best? The answer is at once simple and complex. Of course, A/B testing is the default for most people, as it is more common in optimization. But there is a time and a place for multivariate testing (MVT), as well, and it can add a lot of value. Before we get into the nuances, let’s briefly go over the differences.
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Engage Selling
SEPTEMBER 9, 2015
In this podcast I share examples of how to erase the boundaries between sales and marketing. In this podcast I share examples of how to erase the boundaries between sales and marketing.
Hubspot
SEPTEMBER 11, 2015
Have you ever noticed that some URLs start with "[link] while others start with "https://"? Perhaps you noticed that extra "s" when you were browsing websites that require giving over sensitive information, like when you were paying bills online. But where'd that extra "s" come from, and what does it mean? To put it simply, the extra "s" means your connection to that website is encrypted so hackers can't intercept any of your data.
The Sales Hunter
SEPTEMBER 6, 2015
Don’t just put your toe in the water as you start the week! Get in the game. Whatever you do this week, be all in. Too many salespeople treat Monday as a day to just gear up for the week. That is a huge waste of time and energy. Better to hit the ground […].
ConversionXL
SEPTEMBER 9, 2015
As you almost certainly know, copy is what sells. That’s true in print, and it’s equally true on the web. A completely unstyled site with strong copy will sell infinitely more than a beautifully styled site with none. And since the average website is between 90 and 95% text, one leading expert wisely observes that “web design is ninety-five percent typography.”.
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.
SalesLoft
SEPTEMBER 10, 2015
We’ve addressed the two most important questions when proposing a sales development team to execs: Why ? and How ? THe “why” is simply that sales development uses specialization to close more deals. And the “how” is proving that launching a sales development team will exceed executives’ expectations of revenue and return on investment.
Hubspot
SEPTEMBER 11, 2015
The design of your website is a valuable part of your business' marketing efforts -- not to mention your sales and customer service efforts, too. And, just like you keep on top of marketing updates and trends like the savvy marketer you are, you also need to be sure you're keeping up with design trends. After all, marketing and design overlap quite often nowadays.
Hubspot
SEPTEMBER 8, 2015
Have you ever met someone who looked like they belonged in another decade? Maybe they couldn't find it in their heart to let go of that awful pair of acid wash jeans, or perhaps they missed the memo that their collection of Zubaz pants should have been retired once the 80s ended. (Stop. It's no longer "hammer time.".). As it turns out, they're not the only ones clinging on to the past.
Hubspot
SEPTEMBER 5, 2015
This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. "Hi, how are you today?". "I'm great, and you?". "I'm doing well. Crazy weather we're having, huh?". [Silence.]. "Um. I mean, snow in September is really unusual, right? Have you ever seen snow in September before?". [Silence.]. "Err. it's funny, I had to clear my driveway and I couldn't even find my shovel!
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