Hubspot
MAY 29, 2017
Influencer marketing is a trendy topic these days, but it doesn't require a lot of work or a ton of money to harness the power of influencers on your brand's social media channels. One of the lowest-effort and most organic ways to work with another person or brand to advance your marketing goals is by hosting an Instagram takeover. Not sure what we're talking about?
Engage Selling
MAY 29, 2017
After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.
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The Sales Hunter
MAY 30, 2017
It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […].
Partners in Excellence
JUNE 1, 2017
There a number of people with views that sales can learn a lot from manufacturing and applying lean and agile manufacturing methods to the sales function. I tend to agree, a lot of the underpinnings of great manufacturing have great applicability to selling. At the same time, there are some real limitations, which we can’t be naive about in applying manufacturing techniques where they don’t fit (Read my “Customers Are Not Widgets,” and related posts.
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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
MAY 31, 2017
When was the last time you created something online that went viral? Whether you're new to content marketing or are a viral content maven, you probably know that it can be nearly impossible to predict which tweet or video or meme might go viral. Often, it feels like virality is just completely random. We asked three content marketing experts to weigh in on what they think makes some content super-popular while other content goes straight to the internet graveyard.
Engage Selling
JUNE 2, 2017
I talk often about a new performance-management culture taking hold in today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve too.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 29, 2017
Mike Kunkle has posed an interesting question about the trend to describe “ Selling Is Helping ,” on LinkedIn. You really need to read the discussion. I get hugely bored with much of the discussion about selling is helping. The concept is fine–with some revisions, but the main challenge in this concept is in execution. So I get everything off my chest, this movement is parallel to the movement to not call sales people “sales people.” There are dozens to hundreds
Hubspot
MAY 30, 2017
Do you feel like you and your boss are on the same page most days of the week? If you nodded "yes" emphatically, that's fantastic. But many readers might have a different opinion. In fact, a recent HubSpot survey revealed that while 70% of executives might reflect positively on their team's marketing strategy, only 50% of individual contributors agree.
The Sales Hunter
JUNE 2, 2017
Are the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine. The problem is average is just that — average. It doesn’t get you anywhere. Marc Andreessen, founder of Netscape and one of the earliest Internet gurus, shared some interesting thoughts about robots, […].
SalesLoft
MAY 31, 2017
Sales managers face a unique challenge when it’s time to hire new sales reps. The skills and characteristics that make a sales rep successful are often hard to uncover on a standard resume. Keeping that in mind, what type of experience should you look for when assessing an interviewee? Does their previous work place a potential hire at the top of your list?
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
Partners in Excellence
MAY 30, 2017
There’s a round of discussions going on about Hunters and Farmers. Underlying these discussions are attitudes, “Real sales people eat fresh meat every day” (The hunter camp), “We need to develop our accounts to maximize LCV” (Farmers). I even saw a post on, “Which is better, a farmer who generates $1M of incremental business, or a hunter who generates $1M of new business?
Hubspot
MAY 29, 2017
In May, agencies got creative with alternative advertising mediums. While there were still plenty of traditional video and print ads on our radar, some crafty designers and copywriters turned to apps, bottled scents, modeling clay, and even an icy road trip to get their messages across. Among other things, this month's roundup features an accidentally viral print ad, an unusual Tinder profile, and a pop-up travel agency that uses custom scents to encourage spur-of-the-moment excursions.
Engage Selling
JUNE 2, 2017
Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.
SalesLoft
MAY 30, 2017
The handoff from a sales development rep to an Account Executive is often likened to a track and field relay race. One runner passes the baton to the next and, boom, he or she takes off. If you’ve seen these races before you know the runner expecting the baton isn’t just waiting around as their teammate reaches them, they are already in motion down the track.
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
Partners in Excellence
MAY 28, 2017
Jon Birdsong, CEO of WideAngle raised a fascinating question in a post: Should You Mandate One On One Meetings? My immediate reaction is if the manager and sales person are conducting these meetings correctly, the value of the meetings becomes so great that mandating them is a moot point. Each looks forward to the meeting because each is learning and growing.
Hubspot
MAY 30, 2017
Every time I try a new recipe for a dish at a party, I try a little sample before I serve it to my guests -- and not just because I'm always hungry (which I am). I do it because I would never want to serve something new to my guests that I can't be sure actually tastes good. How can I confidently stand there and say to my friends and family, "Go ahead and try it!
Jill Konrath
MAY 30, 2017
Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?
Engage Selling
MAY 31, 2017
Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value.
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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.
Partners in Excellence
MAY 31, 2017
Recently, I was in a discussion with a group of sales people. I posed the question, “How does your customer make money?” Most of them responded with what their customers did, for example: “They’re a SaaS company, they manufacture products for this market, they are a services provider……” They knew some basics about the customers, their products, and so forth, but they struggled to get to any detail about how their customers made money.
Hubspot
MAY 31, 2017
In life, there are a few certainties: death, taxes, and Facebook. This month, we've seen the competition continue to heat up between Facebook, Instagram, and Snapchat over how to create the most engaging and marketable disappearing message. Instagram and Snapchat continue to innovate -- and copy each other -- to win when it comes to user base and engagement.
Sales Gravy
MAY 31, 2017
By and large, bigger accounts spending bigger money have a bigger decision to make. Their risks are greater. So its less likely you can win a large client by meeting with only one decision-maker.
ConversionXL
MAY 31, 2017
The lead capture form has become one of the most ubiquitous tools in a marketer’s toolbelt. For a decade now, it has been the mechanism that makes inbound marketing and lead generation possible. As a result, many marketers have become obsessed with optimizing forms. It has always seemed like a given that if your conversion rate is slumping, you could fix it by making some adjustments to your forms (e.g. reducing the number of fields ).
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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
The Sales Hunter
JUNE 1, 2017
The days of merely putting content on the Internet and suddenly getting hundreds or qualified leads from what you post is long gone. When everybody is doing something, you know it’s an idea that’s past its prime. Sure, there will always be success stories about how one person turned a single blog post or […].
Hubspot
MAY 29, 2017
When someone sends me a really great YouTube video, I always want to know who’s behind it. Was it an ad agency? A small or medium business? A B2B tech company? No matter who it was, if I’m impressed, I want to see more from the content creator. So once the video is done, I click the link to visit their profiles. And from there, if the brand is really on top of its game, I’ll see its channel art -- the horizontal banner displayed across the top of the user’s YouTube channel that, hopefully, shows
Sales Gravy
MAY 31, 2017
When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at 4:30pm, they were still there, in full swing.
ConversionXL
MAY 30, 2017
The conversion funnel is the most important part of every e-Commerce website. It’s where the magic happens: visitors turn into customers, fulfilling the purpose of your website. But sadly, as we know, not all visitors who put a product into their carts end up buying. This is what’s known as a dropout or cart abandonment. The visitor initiates his journey through the conversion funnel, but he never completes it.
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 Gravy
MAY 30, 2017
Far too often companies spend large amounts of money on websites, advertising, branding and marketing campaigns, yet when those campaigns generate an incoming lead, they fail to deal with it properly!
Sales Gravy
MAY 31, 2017
Leverage Friday afternoons for phone calls to people you havent been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer.
Sales Gravy
MAY 31, 2017
Increase your Emotional Intelligence even further with Jeb Blount's Best Selling Book, "Sales EQ.
Hubspot
JUNE 2, 2017
I'll admit it: I've always been a bit befuddled by the letters assigned to generations. In fact, I remember the day that I lamentably found out that I wasn't a member of Generation X. I had missed the mark by just a hair, and growing up in the 90s, learning that it wasn't me who the Spice Girls were singing about in soda commercials was very sad news.
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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