STAR Results
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
Anthony Cole Training
DECEMBER 13, 2018
Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.
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A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
ConversionXL
DECEMBER 13, 2018
For many, Google Analytics 360 is a black box. Marketing and sales collateral from Google is spartan, and common refrains about key features—like unsampled data—seem unworthy of a six-figure bill for most sites. That disconnect exists because many, myself included, have understood Google Analytics 360 primarily as an expansion of the data caps we encounter with the free version.
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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.
Understanding the Sales Force
DECEMBER 13, 2018
Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog. The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December.
Anthony Cole Training
DECEMBER 11, 2018
Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
DECEMBER 12, 2018
To assess the State of the Conversion Optimization Industry in 2018, we gave a 26 question survey to 701 people who work in the optimization space. This year we partnered with VWO , the all-in-one platform that helps you conduct visitor research, build an optimization roadmap, and run continuous experimentation. This partnership resulted in a great success as we were able to reach more than double respondents compared to last year (701 vs. 333).
Openview
DECEMBER 12, 2018
The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.
Women Sales Pros
DECEMBER 12, 2018
If you are a woman and have been told by a manager or leader in your company to consider a sales (or sales leadership) role but feel that you are not 100% qualified, I’m suggesting you APPLY ANYWAY. If you are looking at roles at another company in sales or sales leadership and you don’t match 100%, apply anyway. Yes, apply anyway. For three reasons.
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe
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
ConversionXL
DECEMBER 13, 2018
Learn how to run conversion optimization experiments the right way. In this video, I sit down with Chad Sanderson, Program Manager on the Microsoft Experimentation Platform team, to discuss statistical testing, calculating sample size, and selecting the right tools to help you run statistically significant conversion optimization tests. [This post contains video, click to play].
Hubspot
DECEMBER 12, 2018
Whether you're an entrepreneur looking for investors for your small business, or the CEO of a large corporation, a business plan can help you succeed and is a critical component for long-term growth. In fact, one study found companies that use business plans grow 30% faster than those that don't. A business plan includes a company overview, your company's short-term and long-term goals, information on your product or service, sales targets, expense budgets, your marketing plan, and a list includ
Topline Leadership
DECEMBER 9, 2018
Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson. Timely: Act as soon [ ] The post How to Confront an Under-Performing Salesperson appeared first on TopLine Leadership.
Heinz Marketing
DECEMBER 13, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s. Every week on Thursdays we feature a B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
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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
DECEMBER 9, 2018
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.
Partners in Excellence
DECEMBER 11, 2018
I’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly. Stupid behavior exists everywhere, and selling is no more immune to stupidity than every other sector.
Hubspot
DECEMBER 14, 2018
If you’re a blogger, it’s probably safe to assume you want a website that's equally as stylish, unique, and high quality as the content you share. You also want visitors to have a positive experience navigating your site — reading posts with ease, searching for topics of interest, and discovering other content that makes them excited to return. A WordPress blogging theme can help you achieve the exact look, feel, design, and layout you envision … without the need for coding.
CloserIQ
DECEMBER 10, 2018
If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Hiring is time-consuming and expensive. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) to help them become as successful as possible as fast as possible. You’ll train them on your product and sales process, then put them on the phones.
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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.
Smart Calling
DECEMBER 11, 2018
I recently heard one of the greatest questions of all time to use in response to an objection. And it wasn’t on a sales call. And it wasn’t really an objection, but we can adapt it. It was a television interview done with Facebook CEO Mark Zuckerberg. I had originally heard the clip while listening on a business radio show, and tracked down the video.
Partners in Excellence
DECEMBER 10, 2018
About 3-4 years ago, I was participating in a discussion, at the time hosted by CEB, now Gartner. It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. It was a fascinating discussion, but I struggled participating in it.
Hubspot
DECEMBER 11, 2018
When I graduated college, I didn't have much prior work experience, besides a high school gig at a chocolate shop and a college internship at a publishing firm. However, I had something I believed made up for it -- hard and soft skills. Admittedly, some of these skills likely didn't stand out to recruiters as particularly impressive. "Facebook", for instance, is probably a skill I didn't need to include, seeing as I wasn't even applying for a social media position.
PandaDoc
DECEMBER 13, 2018
It’s no secret that there are many benefits to gamifying your sales process. It can help onboard reps faster, encourage friendly competition, and improve overall team morale. Gamification is easier than ever these days thanks to technology. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest?
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Score More Sales
DECEMBER 14, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!
Jeff Shore
DECEMBER 14, 2018
By Ryan Taft. ?It was my first day in new home sales. I was in my mid twenties and overly excited to get started in handing out keys to my future customers. There was a sales meeting that day to motivate us and educate us on how to sell better. I thought, “Perfect! I love learning”. As I walked into the sales meeting, the sales leader…who we will call Jim, got up in front of the room and proceeded to “inspire” the team by saying the following: “I am not sure what’s wrong with you all.
Partners in Excellence
DECEMBER 12, 2018
One of my favorite authors/thinkers is John Gardner. About 35 years ago, a mentor introduced me to his work about 35 years ago. One of his most profound books is entitled Excellence, Can We Be Equal An Excellent Too. I reread the book at least once a year. There is one phrase in the book that I’m obsessed with, “ Do not let form triumph over substance. “ Too often, I see sales people, sales managers going through the motions.
Heinz Marketing
DECEMBER 11, 2018
By Mike Schultz, President, RAIN Group. Isn’t it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it’s a struggle to get out of bed and get to work.
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.
Sales Hacker
DECEMBER 12, 2018
If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.
Jeff Shore
DECEMBER 12, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ted Rubin of Photofy and Return on Relationships, talks with Jeff about the importance of relationships. At some point, everything being sold becomes a commodity and when that happens, what differentiates your product from everyone else’s? As a sales professionals what we offer our customers on a personal level can make all the difference as Ted Rubin explains in this episode of The Buyer’s Mind.
Engage Selling
DECEMBER 14, 2018
?Today, we’re going to talk about something that’s profitable and easy to do, yet so few people do it. It’s called cross-selling. You’re probably thinking, “Colleen, of course we want to cross-sell and upsell our customers all the time.
Heinz Marketing
DECEMBER 14, 2018
I’ve been sharing some of my “ ten lessons from ten years in business ” here on the blog the past couple weeks. So far it’s included Putting Values First , Putting Yourself First , Two Types of Focus , Power of Thank You and Strategy is Choosing. Today I wanted to talk about the importance of adjustments vs pure planning. Simply put, plans are useful but not sufficient.
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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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