The Sales Hunter
MARCH 7, 2017
What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].
A Sales Guy
MARCH 10, 2017
The hard work mantra, I think we all get it. At least we’ve all heard it. Hustle and grind, seem to be the key theme of today’s social memes. And it’s true, you have to work unreasonably hard to make it, and to achieve the success you want. The problem with today’s emphasis on hard work, hustle and grind memes is they don’t give us much indication on what we should be grinding on.
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Hubspot
MARCH 6, 2017
According to Forbes , 80-90% of consumers research purchases online before buying. Whether you're in the process of launching a new business or already have one, having an strong online presence for your brand is extremely important. Small business owners looking for a way to track ROI and brand awareness need digital marketing. Not only is digital marketing a must-have for promoting your products or services, but optimizing your online assets is also critical to your business' overall success.
Engage Selling
MARCH 7, 2017
Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
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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
MARCH 7, 2017
Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. The truth is that most salespeople are still expected to dial and in tech companies where BDR's do that dirty work, Call Reluctance is still the primary reason why there aren't enough conversations.
A Sales Guy
MARCH 7, 2017
Join Rob Katz, Chairman & CEO of Vail Resorts, the premier mountain resort company in the world. Rob and Keenan are talking success and the importance of deliberate learning and self-awareness. Rob is a huge proponent of Emotional Intelligence and these traits have played a huge role in building the coveted culture at Vail Resorts. Don’t miss this Lesson of The Taught Leaders Series if you are a CEO or business leader looking to grow your business to the pinnacle of YOUR industry OR if
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MARCH 9, 2017
Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.
ConversionXL
MARCH 5, 2017
If you run a subscription business, cancellations are part of the package. You need to focus on retention to win, but cancellations / churn happen no matter what. You should minimize cancellations by improving your service and/or getting the right kind of people in the door. Not by making it harder to cancel. The worst option: have people call to cancel.
Score More Sales
MARCH 8, 2017
On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today.
Hubspot
MARCH 10, 2017
“If you can’t beat ‘em, join ‘em.”. This is a lesson Facebook has perfected over the last year as it continues to launch products to compete with Snapchat, the app it tried and failed to purchase back in 2013. The battle over the disappearing social media story continued yesterday with Facebook’s launch of Messenger Day. Messenger Day works like Snapchat Stories, Instagram Stories, and WhatsApp Status: Users share photo and video messages embellished with text, drawings, filters, and emojis with
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
The Sales Hunter
MARCH 10, 2017
A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?” It’s amazing the types of answers I get. The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add […].
Engage Selling
MARCH 10, 2017
A couple of weeks ago, we talked about traits of top performers and I mentioned that curiosity, creativity, persistence, and discipline were some of the key traits.
Partners in Excellence
MARCH 8, 2017
We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. Too often, we think differentiation is about checking more feature boxes, having a richer product, than the competition. Web sites are filled with pages of, “Our Value Proposition.” Only when you compare competitors side by side, they say the same things̵
Hubspot
MARCH 8, 2017
Introducing "Posts as a Podcast": Explore something new on your daily commute, at the gym, or from the comfort of your desk. We're turning our favorite posts into bite-sized podcasts for your listening pleasure. So grab a cup of coffee, sit back, and let us tell you a story. Once upon a time, in a land that some of us are so lucky to remember, people had to leave the house to buy music.
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
SalesLoft
MARCH 6, 2017
Another year, another Rainmaker in the books. Last week we at Salesloft had the pleasure of hosting over 750 customers, industry experts, future customers, and proud members of the Sales community at this year’s Rainmaker conference. There were parts of the conference that were familiar from past years and parts that were brand new. There were powerhouse speakers, a few entertainment surprises, and the most passionate and engaged sales audience around.
The Sales Hunter
MARCH 5, 2017
Where do you spend your time? Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Yes, I’m calling out the stupidity of how too much time is spent […].
Partners in Excellence
MARCH 7, 2017
I am fuming at one of the most amazingly naive posts about “the Death Of Sales.” Ironically it’s written by a sales leader at one of the leading Marketing and Sales Automation company. Even more ironically, the call to action at the end of his post is to recruit partners to sell his company’s products. And his products are focused on helping sales people become more effective!
Hubspot
MARCH 9, 2017
There are some people who just refuse to sincerely apologize. My favorite example of this phenomenon is taken from a U.S. television franchise called "The Real Housewives," in which the cast members have become notorious for doling out feigned apologies. Instead of simply apologizing for hurting someone's feelings, for example, it's more common for them to say something like, "I'm sorry if your feelings were hurt.".
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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 Gravy
MARCH 9, 2017
While a good sales coach has a strong internal drive to succeed, a great sales coach recognizes that its all about helping each salesperson become the best version of themselves that they can be.
Sell Or Die
MARCH 6, 2017
Today’s guest is award winning blogger, bestselling author and international speaker Tony J. Hughes. He’s here to give you tips on building and maintaining a healthy sales pipeline. PLUS, we discuss the big difference between a sales problem and a sales symptom.
Partners in Excellence
MARCH 6, 2017
I just read an article, one sentence struck me, “Value is created when you enable the customer to take the actions you want them to take.” To tell you the truth, that statement bothers me, but it in reflecting, I thought there is a variant to that statement: Value is created when we enable the customer to take the actions they need to take!
Hubspot
MARCH 9, 2017
The modern job search is incredibly competitive, and technology has made it easier for your resume and job application to be overlooked and discarded before you even make it to the interview. Luckily, technology is also here to help. There's no longer a template for how to apply for a job -- you can use social media, websites, and even interactive campaigns to get your name noticed by a recruiter.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Sales Gravy
MARCH 7, 2017
It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action, but once I did, my sales results (and my life) changed.Its not the will to win that matters everyone has that.
Partners in Excellence
MARCH 5, 2017
Everyone understands the challenges of selling commoditized products. They are perceived as undifferentiated. In the customers’ and markets’ eyes, there is no difference between these products, regardless the supplier. To win with commoditized products, we have to find some way to differentiate ourselves. Too often, we differentiate through pricing.
Hubspot
MARCH 10, 2017
Do you remember what agencies looked like five years ago? Whether you're new to agency life or a seasoned veteran in the industry, you know that the agency space is constantly changing. And as the business develops, so too do areas for innovation. We asked three agency leaders to weigh in on how they see the industry evolving over the next five years.
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
MARCH 7, 2017
User personas are often talked about in marketing and product design, but they’re almost never done well. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), and it went well.
SalesLoft
MARCH 8, 2017
Traditionally, the sales profession has not encouraged a great deal of collaboration. When other teams were doing trust falls and team building exercises, sales teams were creating competitive dashboards, competing for performance bonuses (or steak knives – Glen Gary Glen Ross anyone?), or striving to meet individual goals. But that culture is slowly starting to change, and for good reason.
Partners in Excellence
MARCH 9, 2017
Too often, both our work and that of our customers focuses on learning or knowing what we don’t know. We know customers do much of their research digitally–according to research they may be 57-90% through their buying process and 94% of customers do some level of digital research or self education (I think it should be 100%). For example, if I want to improve my email marketing, all I have to do is type that into Google, and I get 12.7M results in 0.52 seconds.
Hubspot
MARCH 9, 2017
Agencies must remain agile and flexible, especially in their early months, to mitigate risk and enable swift allocation of budget to the most pertinent areas. There’s a fine balance to be found during fast-growth stages, and the first year can be particularly volatile. Even after this stage, hustling in a competitive market is tough. With fine margins and tight budgets, it’s difficult to commit to office contracts, competitive staff salary, team benefits, equipment, and the myriad of different o
Advertiser: ZoomInfo
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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