Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
Jeff Shore
MAY 10, 2018
By Jeff Shore. I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
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Women Sales Pros
MAY 11, 2018
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
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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.
Anthony Cole Training
MAY 9, 2018
I’m stuck this morning. I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn out okay. That means that they have to trust you and everything you’ve said and presented to them.
Jeff Shore
MAY 8, 2018
By Amy O’Connor. Selling your final few of anything is often tricky. From a sales person’s perspective, we are often sick of looking at whatever it is and are ready for our next, fresh batch of widgets to sell. ?From an operational perspective, management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 6, 2018
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.
ConversionXL
MAY 9, 2018
What is the most common problem with websites? What should you change? Make better decisions by making sure you are measuring everything on your site. You can use analyze the data you track in tools such as Google Analytics, to understand how your customers are converting. [This post contains video, click to play]. The post Make Better Decisions: Measure Your Site’s Data (& Ask The Right Questions) appeared first on CXL.
SalesforLife
MAY 11, 2018
Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ineffective, most sales professionals have looked to social selling to boost slumping quota attainment percentages.
Hubspot
MAY 7, 2018
Personality tests are a great way to explore different aspects of who you are, and uncover layers you perhaps hadn’t recognized about yourself before. Being truly self-aware is hard -- while they might not be always 100% accurate, personality tests work well as a starting point for self-discovery by providing results you might not have concluded on your own.
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
CloserIQ
MAY 8, 2018
For modern customers, there’s almost always more than one option when it comes to making a purchase. That makes it even harder for sales teams to close deals. But when customers are inundated by countless messages everyday, personalization can help. Buyers don’t want to feel like they are part of the herd. They want to feel special and taken care of.
ConversionXL
MAY 7, 2018
How do you make introductions with influencers, the right way? Be sincere, be specific, and don’t just ask them “to go for a cup of coffee.” Be successful in your following business meetings, start by introducing yourself the right way! [This post contains video, click to play]. The post Business Meetings: Making Introductions (The Right Way) appeared first on CXL.
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
Hubspot
MAY 10, 2018
Since it’s accessible to anyone with WiFi and a Gmail account, Google Docs is a popular option for editing and collaborating on content. But things can get messy -- when you’ve got a bunch of people making suggestions, changing sentences, or deleting paragraphs, it quickly becomes difficult to discern changes you’ve made to a document. Fortunately, Google introduced a “Track Changes” feature with Google Docs back in 2014 to ensure easier collaboration and less delete-regret.
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
Engage Selling
MAY 11, 2018
?????????????I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?
Outreach
MAY 11, 2018
In October 2010, I got the news that no healthy 24 year old wants to hear: I was diagnosed with Stage 4 Hodgkin's Lymphoma Nodular Sclerosis. To put it in simply: I had cancer. The doctor found a tennis ball sized mass in the corner of my chest that left no room for misinterpretation. At the time of my diagnosis, I was just establishing myself as a young professional.
Heinz Marketing
MAY 6, 2018
We have been using Outreach internally for the past several months and love it. One of our consultants uses it as it was intended, with formal lead engagement streams as follow-up with inbound leads. Another consultant is using it for proactive, outbound engagement with Named Accounts. I use it for follow up after events, to fulfill freebies I’ve offered when speaking, to introduce current/past clients to new research we’ve done, etc.
Hubspot
MAY 11, 2018
Does this sound familiar? You’ve put together a business plan, invested all your savings, and have been working your idea as a side hustle for a few months. Finally, you feel like it’s the right time to raise some real capital. That’s a big step. Luckily, the bank isn’t your only option these days. Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best.
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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.
Membrain
MAY 9, 2018
What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.
Openview
MAY 8, 2018
The very idea of sending cold emails may cause you to shy away from even considering it. You may wonder if you’re wasting your time. Does it even work? With the cold email open rate being lower than that of an opt-in email list, and it sounding a little like cold- calling , it’s understandable that some companies aren’t excited about giving it a try.
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
Hubspot
MAY 11, 2018
Self-awareness is a critical tool to help you reach higher levels of job satisfaction, become a better leader, improve relationships with colleagues, and manage your emotions better. It’s also positively correlated with higher levels of overall happiness. And yet, as one study estimates, only 10-15% of people are truly self-aware. Luckily, self-awareness can be practiced and cultivated -- it’s not a fixed trait.
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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
SalesProInsider
MAY 9, 2018
Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh… still in sales?” At first, she impressed me by remembering that I have spent the last 20 years not only “in sales” but as a champion for everyone in sales.
PandaDoc
MAY 8, 2018
Salespeople make their living by understanding the unique problems and challenges faced by their clients and effectively presenting the features and benefits of their product in a way that promises to solve the pains of the prospect. Most sales professionals wish they could spend more of their time pitching to prospects, but the reality is that outbound sales start with lead generation – the tedious and ongoing process of identifying, qualifying, and booking sales appointments with qualified lea
SalesforLife
MAY 10, 2018
The market has changed globally. No matter if you live in Boston or Barcelona, San Francisco or Stuttgart, customers have changed more in the last five years than the previous 100. Europe, the Middle East, and Asia (EMEA) are no different. We’re seeing EMEA sellers drive conversations via WhatsApp, LinkedIn, Xing, and video messaging, no different than in the USA.
Hubspot
MAY 8, 2018
A resume tells you that a candidate has the required skills and background for the open role, and a cover letter confirms their interest in the position. An interview, then, is a critical step for evaluating a candidate’s critical thinking, decision-making, and interpersonal skills -- essentially, it’s an opportunity to dive deeper. To evaluate each candidate you interview fairly, you’ll want to ask questions to understand how they’ll perform in the role.
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
MAY 11, 2018
The post How to Beat Elon Musk & Bill Gates: 3 Steps to Master LinkedIn, Video, and Email for Cold Outreach appeared first on Sales Hacker.
Accent Technologies
MAY 8, 2018
"Sales enablement" can mean different things to different people. Avoid missing the mark in these 5 areas by expanding your knowledge of today's Sales Enablement solution options and best practices. Often we sit down with clients to evaluate their sales enablement goals and are surprised to hear their definition of “Sales Enablement.” For some, the definition includes a broad spectrum of objectives and strategies to ensure the sales team is trained, equipped and supported.
Heinz Marketing
MAY 11, 2018
When people choose to buy a product or service, that’s not all that they’re choosing. They are—sometimes without realizing it—making a decision based on the intangible benefits they believe a product or service can give them. The consultative sales approach is the best way to communicate those priceless intangibles. Consumer behavior tells us that people are motivated to buy for a variety of reasons.
Hubspot
MAY 11, 2018
Choosing your career path is arguably the most important decision of your life. But how do you know what a job is actually like if you’ve never had any experience working it? If you landed on this blog post, you’re probably considering a career in public relations. The work definitely appeals to you, but you’re not entirely sure it’s the right choice.
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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