A Sales Guy
AUGUST 10, 2015
I’m a tough guy to work for. I don’t have unrealistic expectations. I don’t scream and yell at people. I don’t belittle people. I’m not a micromanager. I’m not an absentee leader. I don’t play favorites. I’m not a jerk. I’m not many of the things people associate with being tough to work for. The reason I’m tough to work for is I hold people accountable and people don’t like that very much.
Understanding the Sales Force
AUGUST 14, 2015
Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help.". So why is that such a big deal?
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The Sales Hunter
AUGUST 13, 2015
It’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].
Engage Selling
AUGUST 14, 2015
Sales team need objective data, they cannot perform and hit their goals consistently in isolation. Get your copy of Nonstop Sales Boom and learn the strategies needed to educate and motivate your sales team to success.
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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.
A Sales Guy
AUGUST 13, 2015
Have you ever wondered how many red plaid shirts I have? I didn’t even know. But @robfreeborn wanted to know so I answered that and how to deal with a prospect who is pushing you off the phone in this Take of #heykeenan. Do you have a question you want me to answer about sales, sales leadership, success, entrepreneurship, my wardrobe or any other crazy topic?
Understanding the Sales Force
AUGUST 11, 2015
Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 12, 2015
I’d spent a long day doing deal reviews and a few critical call planning reviews. Everyone was well prepared—part of it was they knew they had to be. Apparently, my reputation for being tough had preceded me. The reviews were filled with strategies, goals, action plans. Many had deep competitive analysis with plans to overcome the competition.
Engage Selling
AUGUST 13, 2015
Could you be scaring off your prospects in minutes or even seconds? You’ve probably been told this hundreds of times throughout your life, but the first impression you make on people can make or break your relationship with them. Why is it then, that so many sales calls go completely sideways? Don’t blame the prospect! […].
Pointclear
AUGUST 11, 2015
The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the s
The Sales Hunter
AUGUST 8, 2015
How solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise. Do you want to be a great salesperson? Of course you do! Then […].
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
AUGUST 14, 2015
As a young sales person, I must have really frustrated my managers. I was disorganized, undisciplined–in short, all over the place. In spite of that, I always made my number… Well, I’ve got to be honest, I had lots of ups and downs. Some months I’d miss, another month, I’d blow away my number, but I always made my number for the year!
Engage Selling
AUGUST 12, 2015
Here’s what I’ve learned from clients and travel so far this summer: The Birmingham Airport is a wonderful treat. While I enjoyed a delicious BBQ there, it was Morgan Freeman’s voice for TSA announcements that really impressed me. I also can’t forget about the most beautiful live green wall I have seen outside the UK! Assigning top performers from […].
Hubspot
AUGUST 10, 2015
It's no secret video is becoming a bigger and bigger part of companies' inbound marketing strategies. This year alone, we've seen Twitter launch video autoplay in our feeds, Facebook give advertisers the option to buy video ads, and the rise of live streaming video via Periscope and Meerkat. Nowadays, the play button is becoming "the most compelling call-to-action on the web," to borrow the words from business leader Andrew Angus.
The Sales Hunter
AUGUST 11, 2015
Anyone can send out emails. Getting prospects to read them and then do something with them is a different situation altogether! Ask yourself this question: “Do I read emails I receive from people I don’t know?” I doubt you do. I know I don’t. Face it — we all can hit the delete key in a nano second when […].
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
AUGUST 11, 2015
You do have a written call plan for every meeting, don’t you? Have you ever considered sending it (or a version of it) to the customer in advance? Now I know what you are thinking. “Dave has some crazy ideas, but he’s really gone off the deep end on this.” When I speak to groups of sales people about this, the response that always comes up is, “Well, if I do this, then my customer will know what I’m trying to accomplish!
Engage Selling
AUGUST 11, 2015
You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects. If you want to be successful in sales, you must […].
Hubspot
AUGUST 10, 2015
Facebook Audience Insights is one of the most powerful analytical tools at your disposal -- that is, if you know how to use it. Accessed through Facebook Ads Manager, Audience Insights is free to use and provides a huge amount of demographic and behavioural data about your audience and that of your competitors. This tool was created to enable advertisers to target their ads more effectively, but you can use this tool to learn about your audience, even if you are not advertising to them.
The Sales Hunter
AUGUST 11, 2015
Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].
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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.
SalesLoft
AUGUST 12, 2015
In week eight of sales tips, you’ll hear from CEO, Kyle Porter and Director of Sales, Anthony Zhang. Kyle kicks it off by exploring ways to be unique on a cold call in order to get a prospect’s full attention. Anthony follows with a brief segment on the importance of demo review for your Account Executive teams.
Engage Selling
AUGUST 12, 2015
In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 and part 2. In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 and part 2.
Hubspot
AUGUST 12, 2015
There are currently 80 million Millennials in the U.S. – nearly one-fourth of the total population. And, with an annual buying power of $200 billion, they are the most lucrative market. Plain and simple: Nearly every marketer today is making Generation Y a priority – or at least working to understand what drives and delights this instrumental group.
The Sales Hunter
AUGUST 10, 2015
What really builds momentum to achieve more in your sales career? Changing your outlook! Change your outlook and you’ll change your output. I meet salespeople all the time who want their numbers to look different, but they aren’t willing to have a better attitude. You have it in you to change your outlook! Check out […].
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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
SalesLoft
AUGUST 12, 2015
Dreamforce is less than 35 days away. At this point you should have a firm grip on setting onsite appointments with prospects and clients, and building out a session agenda that delivers the most bang for your buck. There are hundreds of sessions and summits, but if you work in sales you need to mark your calendar for the second-annual Sales Velocity Dreamforce event on Tuesday, September 15th.
Sales Gravy
AUGUST 12, 2015
As a call screener, my job is to protect the time of the decision maker that I work for so I need to make sure Im not passing through calls that are going to waste our executives time.
Hubspot
AUGUST 9, 2015
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Why do our best ideas seem to come out of the blue? In part it's because when we're doing things that don't require a whole lot of concentration, such as taking a shower, we're allowing our minds to wander freely. In other words, we're letting ourselves daydream.
The Sales Hunter
AUGUST 11, 2015
Now is the time to get the strategies that will really equip you to not only make your annual number, but surpass it! I am partnering with 5 other sales leaders for a free webinar this Thursday, August 13. It will be full of practical insights that you can start using immediately. Sponsored by TellWise, […].
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
AUGUST 11, 2015
To be a great sales rep, there are a handful of characteristics you need to have in your skill set. Fearless tenacity on the phone, infectious likability, and a kickass work ethic are among them. But what about business acumen? The ability to understand the inner workings of a business and what makes a company tick in record time is an underrated ability in a sales reps arsenal.
ConversionXL
AUGUST 13, 2015
Live chat is becoming increasingly common as a customer support channel. In fact, Zendesk’s newest report found that “In Q1 2015, live chat led all other channels in customer satisfaction at 92%.”. Image Source. Companies are using live chat to solve some of the things marketers worry about most, like: Cart abandonment. High traffic, high bounce rate.
Hubspot
AUGUST 14, 2015
The other day, I found myself in yet another discussion about how content marketing is a "trendy idea" rather than a viable long-term strategy. Needless to say, I started to feel like I was in a Bizarro World. You know, one where a weirdly mutilated Superman says “Goodbye” when he means “Hello," or where Elaine Benes hangs out with three guys who bear strange resemblance to Jerry, George, and Kramer, except that they read and are annoyingly reliable and polite?
Hubspot
AUGUST 12, 2015
In an advertising agency, having a good idea isn’t enough. You also have to demonstrate that your thinking caused your client’s cash register to ring. Proving your ads actually rang the register, however, has historically been a difficult exercise -- one requiring deep expertise in research, statistics, and business analysis. Unfortunately, in lieu of doing the necessary measurement work, lots of marketers are taking the easy way out by relying on “vanity” metrics.
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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