A Sales Guy
MARCH 2, 2017
I knew Not Taught could help people. That’s why I wrote it, but I’m blown away by how much. That was my motivation for writing Not Taught. I wanted to help people to find success. I wanted people to know that times had changed. I wanted them to know that we had left the Industry Age and entered the Information Age and because of that the approaches and methodologies they were using no longer worked.
Anthony Cole Training
MARCH 1, 2017
MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM.
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Engage Selling
FEBRUARY 26, 2017
Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you expect it to be? How can we make it better?
Score More Sales
FEBRUARY 27, 2017
Recently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time. Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. The remaining 97% is either not going to buy or will buy at a later time.
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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
FEBRUARY 28, 2017
My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular. I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. Enjoy and let me know what you think.
Hubspot
MARCH 3, 2017
We’ve been together for a while now, Marketing Blog readers. I’ve shared stories with you about business school, my surprise revelation that I’m an introvert, and other personal tidbits here and there. Here's one that I hope won't lower your opinion of me: I have a bit of a potty mouth. My first instinct is to apologize for it. But then, I came across new research that shows a strong correlation between cursing and authenticity in character.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
FEBRUARY 28, 2017
Think you’re sitting on the next big idea for a product or a product feature? Before you spend dozens of hours and tens of thousands of dollars on the idea, you need to validate it. In other words, you need to make sure your audience is just as excited about the idea as you are. So, how can you validate the ideas sitting in your startup notebook or your product feature backlog without wasting resources?
Score More Sales
FEBRUARY 28, 2017
The 2017 Academy awards were nearly over when a huge mistake was made in announcing the last award – for Best Picture. People wait all night – all year – to hear those final awards for best actor, actress, and film. This year, actors Warren Beatty and Faye Dunaway had the honor of announcing the big Best Picture winner. Many loyal Score More Sales blog readers are in their 20’s and 30’s - you may have no idea who those old folks were.
Hubspot
FEBRUARY 27, 2017
If you've applied for a job within the last several years, you've probably used LinkedIn somewhere along the way. Whether you're updating your resume, applying for a role, or communicating with a recruiter, LinkedIn has become a huge part of the modern job search. And while LinkedIn might not be your first thought when it comes to content sharing, there are 467 million users on the network -- and that number grows every year.
The Sales Hunter
FEBRUARY 26, 2017
Have you ever worked on a team where not everybody has the same goal? Early in my sales career, I was part of a sales team that, to put it mildly, wasn’t aligned. Each of us had different goals. Some wanted to kick back and relax, others wanted to get promoted and others were just […].
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
FEBRUARY 28, 2017
Recently, I was privileged to observe a series of training sessions at Microchip. My friend, Mitch Little , kicked off the session with some introductory comments. One sentence captivated me, “We change the world…” That has been occupying my thinking since I heard Mitch make the statement. Sales people have the opportunity to change the world!
Sales Gravy
MARCH 1, 2017
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.
Hubspot
MARCH 2, 2017
Emerging technologies always encourage scrutiny and critical analysis, and ad tech is no different. This discipline has been around for a few years, but it's only recently caught the attention of savvy ad tech agencies. In the era of big data, they've recognized having ad tech company relationships makes them more powerful and attractive to clients.
The Sales Hunter
FEBRUARY 28, 2017
Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there will be to prospect. The myth becomes the rule […].
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
MARCH 1, 2017
Account Based Marketing (ABM), Account Based Selling (ABS), and Account Based Everything (ABE) are hot topics these days, particularly in the As-A-Service worlds. There are articles, books, conferences focused on these topics. Observing the interest around these topics, one begins to think, “They seem to have discovered the hidden secret to sales and marketing success.” In some ways, perhaps they have, but in reality, all of this is based on the same basic principles of all sales a
Sales Gravy
FEBRUARY 28, 2017
Plan Your Weeks and Your Days, Prioritize Your Three Most Important Projects, Choose Three Tasks Each Day and Block Time, Negotiate for Time with No Distractions, and Wake Up Early Here are five things you can do now to be very productive.
Hubspot
FEBRUARY 27, 2017
We're recapping some of the best ads from February, and we promise they aren't all Super Bowl ads you've already seen. February brought us an impressive selection of 30-second spots, extended videos, and interactive campaigns. We even included a particularly clever banner ad. Whatever projects you're preparing to tackle next month, take a look through these hilarious, emotionally stirring, and unique advertising efforts and get inspired to meet your next big creative challenge. 10 of the Best Ad
The Sales Hunter
MARCH 3, 2017
I talk a lot about the role of leadership in sales and how the way others see you determines how they treat what you say. Leadership is about making a positive impact and influencing them in a manner that encourages them to achieve a greater outcome. The more we look at leadership, the more we […].
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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
MARCH 1, 2017
Our society and business worlds seem to be becoming increasingly polarized with group taking extreme positions, suggesting their way is the “Right Way!” They argue that everything else is wrong and terrible things befall those not doing it their way. Social media channels are filled with people taking these positions. There are the social selling and “cold calling” camps, each thinking the other is wrong.
Sales Gravy
FEBRUARY 27, 2017
Effective networking can increase your visibility and strengthen your career. The more people you meet the more that know you. The most successful people in the world have vast networks. These help with jobs, leads, aid and a whole lot more.
Hubspot
MARCH 1, 2017
“I’m so bored.”. How many times a week do you utter that phrase? If it’s at least once, you’re in the same boat as roughly 63% of people. And according to the same report that drew that conclusion, how bored you are depends on several factors -- like location and other demographics. But chances are, we all have at least one common outlook on boredom: It can be remedied by the internet.
Engage Selling
FEBRUARY 25, 2017
This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.
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The Bridge Group
FEBRUARY 28, 2017
I've started and stopped writing this post half a dozen times over the last few months. I hesitated as I didn't want to upset anyone or look like I am casting shade on some amazing and successful people. But the more I've thought about it, the more I've come to understand that this is a topic that needs to be discussed. I'm talking about the glass ceiling in Sales Development.
ConversionXL
MARCH 1, 2017
Are you sold on the idea that it’s beneficial to understand your customer? Hope so. If not, it’s guess work. When you know who your customer is, where they are, what they love and what they hate, you can market to them much more effectively. There are a variety of ways of learning about your customer – some quantitative and some qualitative, some passive and some active.
Hubspot
FEBRUARY 28, 2017
The success of a marketing agency isn't just tied to what you do (and do well) but also to the services you don't provide. The services we're going to discuss today are -- in our judgment -- firmly in the "don't" column. They're either paths that have already been well-trodden by other big players, obsolete tactics that are starting to lose relevance, or services that don't fit well into the modern marketing playbook.
Engage Selling
MARCH 3, 2017
People ask me all the time what my tips are for travel because I travel all the time.
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.
Understanding the Sales Force
MARCH 1, 2017
[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography. If you watched the address on Tuesday evening or the news coverage on Wednesday morning, you couldn't help but notice that there were three separate and distinct audiences in the hall.
Hubspot
FEBRUARY 27, 2017
The following is an excerpt from Do's and Don'ts of Infographic Design , a free guide we created with our friends at leading graphic design software company Venngage. If you'd like to access the full guide, click here. One of the most important, but least considered parts of designing an infographic is typography. After all, picking the right fonts is exceptionally hard.
Hubspot
FEBRUARY 28, 2017
We spend a lot of time on social media sites -- globally, it’s around two hours per day. But for all of that time spent social networking, we may not always know what’s going on behind the scenes with the sites themselves. To help you save time while staying informed, we’re launching a monthly social media news roundup. This month, we’ll discuss Snapchat’s growth and content diversification, Google’s step into live-streaming, and other changes worth knowing about.
Hubspot
MARCH 1, 2017
You love data. Nothing makes you -- and your client -- happier than a chart that shows just how great a campaign is performing. But collecting all that data each month, organizing it, creating charts, and writing up reports is draining your team's time. Typically, agency staffers spend around four or five hours per client each month reporting on digital.
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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