Sat.Aug 15, 2015 - Fri.Aug 21, 2015

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Non-Performing Salespeople and What to Do With Them

Anthony Cole Training

I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.

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Bayesian vs Frequentist A/B Testing – What’s the Difference?

ConversionXL

There’s a philosophical statistics debate in the optimization in the world: Bayesian vs Frequentist. This is not a new debate; Thomas Bayes wrote “ An Essay towards solving a Problem in the Doctrine of Chances ” in 1763, and it’s been an academic argument ever since. Recently, the issue has become relevant in the CRO world – especially with the announcement that VWO will be using Bayesian decisions (Google Experiments also uses Thompson sampling , which is informed by a Bayesian pers

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What We’re Not Talking About When It Comes To Coaching Sales People

A Sales Guy

I’m a huge fan of coaching. I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. You will rarely see a successful team without good coaching behind it. My boy Mike Weinberg talks about the importance of coaching and how leaders need to do more of it in this post.

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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.

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How to Improve Email Deliverability and Optimize Each Send

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.

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Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” This rant targeted a self appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of people commented, “What does perfect prospecting look like?” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it.

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5 (More) Ways to Get Prospects to Open Your Email

The Sales Hunter

Based on the comments I received from last week’s tip of 6 Ways to Get Prospects to Open Your Email, I wanted to give you a few more tips. Here are 5 more things you need to do: 1. Alter the time of day you send out emails. When sending out more than one email […].

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Would You Like to Increase Sales by 34%?

Anthony Cole Training

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Are You Creating Value Or Cost?

Partners in Excellence

There are thousands of posts and hundreds of books on Value Creation. I’ve, in fact, written 285 since starting this blog and dozens of others at other sites. The themes in all of this stuff usually follow a similar line of thinking: Customers define value in their own terms. Sellers have to create value aligned with what the customer thinks is important.

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Relying on Social Media to Prospect? Does this Fantasy Derail Salespeople?

The Sales Hunter

Recently I received from a salesperson an email saying he wasn’t having any luck prospecting. He wanted me to reach out and tell his boss that prospecting doesn’t work. The salesperson took a sales job knowing it would require prospecting. He explained further that he knew the process they were using wasn’t going to work, and the […].

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Foundry Group’s Seth Levine Talks Sales for Startups

A Sales Guy

Seth Levine, Managing Director at Foundry Group is our next guest on The Word. Seth is a friend and a super smart guy. I’m excited to have him on the show. If you didn’t know. Foundry Group is one of the best VC Firms in the business, true badasses. Run by Brad Feld , Seth Levine, Ryan McIntyre and Jason Mendelson. The Foundry Group Portfolio includes companies such as Return Path, SendGrid and the new hot email tracking company Yesware.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Are You Meant for Sales Success?

Engage Selling

Do you want to be successful? Alright – that was obviously a rhetorical question. Since I know you want to be triumphant with your sales, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote: “You are the average of the five people you spend the most time with.” If […].

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How To Read A Sales Or Marketing Blog Post

Partners in Excellence

Actually, this might be applicable to virtually any professional article or book you might pick up. But let me go into a bit of a back story before I go on. Yesterday morning, I got an email from a client and close friend. He was ranting about a blog post another friend had written. Friend A said, “This is naïve, simplistic, completely off base for most B2B sales!

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VIDEO SALES TIP: Are You Proud of Being a Salesperson?

The Sales Hunter

Great salespeople are proud of what they do. This isn’t about being arrogant and boastful. It’s about feeling confident and feeling good about the way you are able to help people. If you are not proud of what you do, authentic greatness and success will always elude you. Check out the below video to […].

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Sales in REAL Life

A Sales Guy

I’m about to head out on to Lake Minnetonka and wanted share this before I hit the water. It’s funny, especially with all the “buzz words.

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How to Stay Competitive in the Evolving State of Martech

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

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Are You Selling Yourself Short?

Engage Selling

I’ve been involved in a number of interviews recently, I’m helping a client hire a new sales director. Here is what captures my attention and ensures the candidate makes it through to the next round. 1. They are prepared. They have researched the position, company and even my business to formulate smart questions. Nothing starts an […].

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

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Sales Motivation Video: What Most Impacts Your Believability?

The Sales Hunter

The level of believability people have in you is in direct proportion to your credibility. Your integrity and your willingness to have authentic dialogue are vital to whether or not the client will believe what you are saying. Are you a credible salesperson? Do your customers have reason to believe what you are saying? […].

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8 Years, 4 Major Trends: The Evolution of Websites From 2007 to Now

Hubspot

A lot can happen in eight years. Think about what happened in 2007, for instance. That year, Apple launched the very first iPhone , J.K. Rowling published the final book in the Harry Potter series, and HBO's The Sopranos aired the controversial final episode. Now, Apple's about to release the iPhone 6S, filming has begun for the movie version of the Harry Potter's spin-off book Fantastic Beasts and Where to Find Them , and Game of Thrones has displaced The Sopranos as the most popular HBO show o

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Sales Funnel vs. Decision Journey

Engage Selling

Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of each buyer’s unique way of buying will accelerate your sales. Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of each buyer’s unique way of buying will accelerat

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The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

Pointclear

In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.

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10 Things Every Freshman Should Do

The Sales Hunter

It’s the start of another college year, and with that, another group of students emerge on cue. They stand out because of their emotions that are clearly on display as they realize that the world is about to change. They’re freshman. The name freshman to some people sounds lame — old-school, or even offensive, […].

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How to Manage Your Content Marketing in 30 Minutes a Day

Hubspot

Content marketing takes time, effort and dedication. But you’re pressed for time everyday. You can’t seem to get around to everything on your to-do list -- much less invest the time required for effective content marketing. So, you just give up. If you can’t do it 110%, you might as well not do it at all? Right? Wrong. Yes, it would be great if you could spend hours on content marketing everyday.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Sales Tip: Hire Right and Fire Fast

Engage Selling

Don’t hang on to poor performers. You may think that a rep who is “just getting by” isn’t hurting your business, but I beg to differ. Get your copy of Nonstop Sales Boom and learn more strategies to motivate, engage and improve your team’s performance.

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Why You Should Convert Marketing Reps To Sales Development Reps

SalesLoft

There is a gap between marketing and sales. And sales development is elbowing it’s way into the middle. Sales development is the perfect bridge between the two, yet many companies are dragging their feet when it comes to investing in an SDR team. But there’s a way to use what you already have to create your own SDR team. The solution is simple: convert marketing reps into sales development reps.

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Dreamforce 2015 / Sales Summit on Sept. 15

The Sales Hunter

Dreamforce 2015 is coming up in a few weeks and I’m pleased to speaking at it and the Sales Summit event on Tuesday, September 15. If you’re at DF ’15, plan on attending the Sales Summit. If you’re not attending DF ’15 change your schedule and attend minimally for the one day Sales Summit. Two sessions […].

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Why Your Memory Sucks: The Science of Remembering in the Internet Age

Hubspot

Take a second and think about the three most important people in your life. Got 'em? Okay, now here's a quiz: Do you know all three of their phone numbers off the top of your head? If yo u don't , you're not alone. W hy waste brain space memorizing phone numbers when you can look them up on your cell phone whenever you want, right? Not too long ago, we used to outsource information we didn't know to friends and family.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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6 Ways to Convert Leads to Sales

Sales Gravy

Conversations between buyer and seller expedite decisions, build long-term relationships, and increase sales! And, how do you make sure the lead is qualified early so time is spent on those most likely to close?

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The Perfect Email Personalization Process, A Sales Tips Video

SalesLoft

In it’s ninth week, it’s time to hear sales tips from Head of Product, Sean Kester and Account Executive, William Bond. Sean kicks the video off by discussing the 10/80/10 rule – a super simple tactic for quickly personalizing your sales emails. Next, William shares a tip about how to maintain control of a conversation with your buyer by using the concept of reciprocity.

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Is Everyone Coachable? [The Answer Might Surprise You]

A Sales Guy

This is a guest post in response to my coaching post a week ago. While writing the post I asked my friend Matt if everyone was coachable. He said yes. I didn’t believe him, so I asked him to convince me and write a post supporting his claim. . What follows is one of the best breakdowns of coaching and what coaching means you will read in a blog.

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Don't Kiss 5% of Your Organic Traffic Goodbye: New Data on Why You Should Optimize Your Website for Mobile

Hubspot

This past spring, the web was abuzz as Google released the much-feared algorithm update that severely punished websites that were not optimized for mobile. Marketers were anxious. Fear mongering abounded. But now that “Mobilegeddon” is actually upon us, some are saying that the reports of doom and destruction have been greatly exaggerated. Many marketers have asked the HubSpot team just how worried they should be, so we sifted through the post-apocalyptic dust to review the damage for ourselves.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.